Using humor as a sales tool w/ Jon Selig

April 19, 2018

We talk with Jon Selig, self-described "Half Salesguy -- Half Stand-up Comic -- All Parental Disappointment, about using humor as a sales strategy.


Troubleshooting vs. Training w/ Dan Mann

April 17, 2018

We talk with Dan Mann, president of The Mann Group, about the difference between troubleshooting and training and why substantive training is so important for enabling employees to provide great customer service and to ensure that customers have an exemplary buying experience.


How trainers can help close the “soft skills gap” w/Bruce Tulgan

April 12, 2018

We talk with Bruce Tulgan, founder of Rainmaker Thinking, about how trainers have a great opportunity to help close what Bruce's research has identified as a significiant gap in soft skills--things like listening, collaborating, taking feedback, communicating in person, etc.--among younger workers. One key, Bruce says, is selling younger workers on the idea that soft skills matter and that learning them will pay dividends.


What does hiring have to do with training? w/ David Quick

April 10, 2018

We talk with David Quick, CEO of Helping Bulls Thrive in China Shops, about how hiring affects all aspect of a business, including and especially training, and how trainers can help improve the hiring process.


How sales reps can build a personal brand w James Buckley

April 5, 2018

We talk with James Buckely, of Cirrus Insight, about how sales reps can build a personal brand and why they should do it.


How micro-learning helps close the gap between when training offers and what businesses need w/ Carol Leaman

April 3, 2018

We talk with Carol Leaman, CEO of Axonify, about key factors driving L&D measurement and how technology can help close the gap between what trainining typically delivers and what businesses need and expect.


Discovering the “Why” Behind Training w/ Rubi Ho

March 29, 2018

We talk with Rubi Ho, Founder and President of The Rubi Ho Group, about whe he belives the "why" behind any training is so crucial. Uncovering they"why", or underlying reason for the training, is key to connecting with learners and to delivering what they need to help solve the problem driving the training.


Prospecting on LinkedIn w/ Bob Wonderlin

March 27, 2018

We talk with Bob Wonderlin, national sales trainer and coach with Windstream Enterprise, about using LinkedIn as a prospecting tool. The key, Bob says, is to create a profile that's not all about you and how amazing you are--it should be about how you help other people and businesses solve their most pressing problems.


The promise of blended learning w/ Peter Horwing

March 22, 2018

We talk with Peter Horwing, CEO of Chart Learning Solutions, about blended learning--what it is, how it works, and why blended learning can be such a powerful approach to training for sales and other functions. 


Another take on reinforcing training w/ Gary Zimmermann

March 15, 2018

Gary Zimmermann, found of the Sales Escalation Group, talks about his approach to reinforcing training. Using a tool pioneered at Xerox in the 1970s, Gary builds in pre-training preparation and post-training followup to frame training. The tool is what Gary calls an "impact map," which helps create a line of sight between the learner in the class room and the company's goals and objectives. The map contains several columns, the first of which lists the learning objectives. The second column captures the behaviors the training is meant to change. The remaining columns are for listing goals aligned with the learning and the new behaviors the learning is meant to spur. The impact map helps reps and managers get on the same page regarding the purpose and point of the training. Then, after the training, managers can use the tool to faciliate coaching.