Archive for category Sales Training

3GS to Deliver Webcast Case Study on Live Virtual Training at Oracle

On May 15, 2012, Martyn Lewis, principal and founder of 3GS and a recognized pioneer in live virtual training, will follow up his May 7 presentation at the ASTD 2012 International Conference & Exposition with a live webcast exploring a case study on live virtual sales training at Oracle. The webcast will be open to the public.

Transformational Training: A Case Study on Non-Traditional and Blended Learning Approaches at Oracle
Live Webcast
Tuesday, May 15, 2012
10:00-11:00 a.m. PT / 1:00-2:00 p.m. ET

Get more information and register for the webcast.

In this live webcast, Martyn will discuss how 3GS developed and delivered a live virtual sales training program that enabled a vice president of sales at Oracle to transform his sales management team in a short period of time while keeping staff in the field and completely eliminating travel-related costs.

In this webcast, participants will learn more about:

  • Specific training strategies and technologies, as well as a highly innovative model for creating live virtual classrooms
  • Maximizing the engagement and significantly increasing the ROI of training programs
  • Strategies for handling obstacles to creating effective live virtual learning experiences

Be sure to register today for the webcast!

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At ASTD 2012 International Conference & Exposition, 3GS Discusses Training the Oracle Sales Management Team

Join us at the ASTD 2012 International Conference & Exposition as Martyn Lewis, Principal & Founder of 3GS, discusses how 3GS developed and delivered a live virtual sales training program that enabled a vice president of sales at Oracle to transform his sales management team in a short period of time while keeping staff in the field and completely eliminating travel-related costs.

Non-Traditional and Blended Learning Approaches: Transforming the Sales Management Team at Oracle
ASTD 2012 International Conference & Exposition
Session #M210
Martyn Lewis, Principal & Founder, 3GS
Monday, May 7, 2012
2:15-3:30 p.m.
Room 708/710
Colorado Convention Center
Denver, CO

Find more information on our website.

In this session, attendees will learn more about:

  • Specific training strategies and technologies, as well as a highly innovative model for creating live virtual classrooms
  • Maximizing the engagement and significantly increasing the ROI of training programs
  • Strategies for handling obstacles to creating effective live virtual learning experiences

Session Description

The vice president of sales at Oracle needed a program for training his sales managers that would be measurably effective within a short period of time while keeping staff in the field and completely eliminating travel-related costs. This session demonstrates how a live virtual sales training program constructed to totally engage participants in short weekly sessions conducted over several weeks was able to achieve highly successful results.

Case Study Highlights

  • The vast majority of sales managers who went through the program—more than 80 percent—completed all work assignments
  • The majority of participants reported that the approaches and tools they learned in the program were relevant and applicable to their jobs
  • Managers overwhelmingly agreed that the live virtual training approach – which borrowed techniques from broadcast media and was highly interactive and more effective than any other approach used in the past.
  • Post-program participant satisfaction rates for content, delivery, facilitation, and engagement were all superior to benchmarks based on previous training events conducted in a physical—rather than a virtual—classroom
  • Within three months of the program, the sales management team saw measurable and sustainable increases in average deal size, win ratio, and velocity of deals through the buying-selling process
  • The program saved $60,000 in travel-related costs

May 15 Live Webcast of Oracle Case Study

For those who can’t attend the ASTD conference this year, Martyn will be delivering a live webcast of his ASTD presentation. Be sure to register for this must-attend event!

Transformational Training: A Case Study on Non-Traditional and Blended Learning Approaches at Oracle
Tuesday, May 15, 2012
10:00-11:00 a.m. PT / 1:00-2:00 p.m. ET

Visit our website to register for the webcast.

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3g Selling Featured on the ES Research Group Sales Thought-Leader Panel Series

ES Research Group Sales Thought Leader SeriesJoin us on January 25, 2012 when Beverly Lock, principal at 3g Selling, will be a panelist on ES Research Group’s Sales Thought-Leader Panel Series. Beverly’s panel, “Sales Leadership Strategies in a Virtual, Mobile, and Social World,” is a must-attend for sales managers and sales executives looking to get a handle on the new rules of engagement for sales leaders in today’s technologically-enabled world.

Register for the event.

Event Details
Sales Leadership Strategies in a Virtual, Mobile, and Social World
Wednesday, January 25, 2012 – 12:00 ET / 9:00 PT / 1800 GMT
Moderator: Dave Stein, CEO, ES Research Group (ESR)
Panelists:

  • Dave Kurlan, CEO, Kurlan Associates
  • Jim Brodo, VP Marketing, Richardson
  • Beverly Lock, Principal, 3g Selling
  • Donal Daly, CEO, The TAS Group

ES Research Group describes the Sales Thought-Leader Panel Series as “a panel of sales thought-leaders who will discuss and debate what works and what doesn’t. No slides, no scripts, no promotions. Live questions, via audio, from the audience.”

Find more information about the entire panel series at www.esresearch.com/thought-leaders.

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3g Selling Offers Solution to Virtual Training Challenges at ASTD TechKnowledge 2012

3g Selling TechKnowledge 2012 Session Details 
Session #FR103
Leveraging the Internet for Successful Live Virtual Sales Training
Friday, January 27, 2012
8:15-9:30 a.m.

More information on our website.

Join us at ASTD TechKnowledge 2012 as Nicki Bouton, live virtual sales training expert, shares how 3g Selling has used the live virtual classroom to effectively train thousands of sales and business professionals around the world. In the session participants will discover how to use proven development and delivery techniques from broadcast media to overcome the three biggest barriers to successful technology-enabled sales training: engagement of participants, application of learning and getting results.

3g Selling’s session, Leveraging the Internet for Successful Live Virtual Sales Training, will expose participants to virtual training best practices, strategies and specific approaches that focus on increasing the motivation to learn and on more effective engagement of the sales audience. These techniques and approaches can then be incorporated into the participant’s own current or planned learning strategies and methods for their sales organization. The use of real-life case studies provides participants with specific examples of how these approaches have been applied in practice and demonstrates how they can be leveraged in the participant’s own environment as appropriate. In addition, participants will be introduced to a model that will help them to identify which training modalities are best-suited to common sales training requirements and objectives in support of an effective continuous learning environment.

Workshop Giveaway
Anyone who attends the 3g Selling TechKnowledge session will be eligible to win a FREE one-day, onsite consulting workshop from 3g Selling: “3 Steps to Effective Continuous Learning: Creating the Enabling Architecture.” The workshop is valued at over $5,000 and includes facilitator travel and accommodation. For anyone not attending TechKnowledge, information about purchasing this workshop can be found on our website.

Virtual Training Case Study
Adobe recently published a case study highlighting 3g Selling’s innovative, best-in-class use of the Adobe Connect platform in our live virtual training programs. To get a glimpse of some of the topics we’ll be covering in our TechKnowledge session, you can download the Adobe case study on our website.

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A Pivotal Time for Developing Sales Training Standards

ASTD Sales Training Drivers Advisory CommitteeThis week, I was selected to chair the ASTD’s 2012 Sales Training Advisory Committee, which advises the world’s leading association of workplace learning and performance professionals on new trends, practices, and techniques in learning and development. ASTD – the American Society for Training & Development – is the world’s largest professional association dedicated to this field, and its activities are broad, ranging from conferences and social networking to publishing books, whitepapers, and magazines.

For the past year, I’ve served as a committee member with ASTD’s Sales Training Advisory Committee, chaired by Brian Lambert of Forrester Research. This ongoing experience as well as the time I’ve spent working with Fortune 500 companies at 3g Selling, will help guide me in our primary committee goal, which is to set worldwide standards of excellence for sales training and development.

Most organizations have developed criteria for evaluating performance, particularly sales performance, but the same cannot be said for sales training and development. Compounding the issue are the hundreds of vendors in the marketplace for sales training solutions, each claiming that their method is superior to anyone else’s. How does an organization evaluate a sales training program? And who is setting standards for the myriad of sales training programs available today?

This is the charter of ASTD’s Sales Training Advisory Committee: to advise its thousands of members, world leaders in workplace learning and performance, on what to look for in evaluating sales training programs – including those they design themselves. As someone whose company has pioneered an innovative approach to sales training, an approach that took years to build and incurred much trial-and-error testing, I feel I can bring a deep knowledge of the criteria we need for evaluating sales training and development practices and techniques.

It is my belief that sales remains one of the last areas where we have not introduced a truly robust “method” that leads to repeatable, consistent, and optimal sales performance.  We need standards to ensure that sales training is not adding to the myth of sales being some individual craft that you are either born with or not.  Sales must be viewed as both science and art and in that order.

The art can flourish when practiced on a sound foundation of science.  It is therefore time for companies to move from tactical sales training events to creating plans for true sales transformation and performance.  We have to stop reacting to, and addressing a few symptoms.  We have to get underneath, and discover what is really happening in the market’s we sell to, with our customers, and across our sales organizations and then turn our attention to providing the training and support that our sales forces need to do their increasingly difficult job.  The answer is not to go and hire more naturally born sales people – the answer lies in equipping our sales force with the skills, strategy, process, and tools that they need to do their job well.

My experience in the field – with hundreds of clients as well as the myriad of opportunities I have to interact with sales enablement leaders and other training executives – continues to provide me the insight to help guide our ASTD committee to formulate worldwide standards for effective sales training and development. I’ll keep you posted.

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Powerful Pipelines for Sales Success: A New Promotional Offer for Live Virtual Sales Training

Live Virtual Sales Training Program: Powerful Pipelines for Sales PerformanceThis week, 3g Selling launched a new promotional campaign for our Powerful Pipelines for Sales Success live virtual sales training program.

See the announcement here.

For a limited time, organizations can register their sales managers and sales reps for the program and save 20% off the normal registration fee.

Interested in this offer? You can sign up here.

Who Should Register
Anyone with the responsibility for maximizing sales results from an account, a territory or a portfolio of channel partners, and/or those who manage such roles.

Program Summary
This program provides a unique way in which to take business and planning fundamentals to the profession of salesperson—and in a manner that sales people will embrace.

Central to the program is the belief that the sales pipeline is the very core of what selling is all about. In a totally unique way, the program reveals that the traditional sales funnel should rarely be actually shaped like a funnel. Using the ground breaking work of Martyn Lewis from Market-Partners, participants are shown how this traditional view of the sales funnel and pipeline could not only disguise what is really happening in their businesses but also be a detriment to performance, forcing time to be spent in the wrong sales activities at the wrong time.

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