REMOVING THE BARRIERS TO EFFECTIVE LIVE VIRTUAL TRAINING

REMOVING THE BARRIERS TO EFFECTIVE LIVE VIRTUAL TRAINING

Joint Webcast with Adobe
Thursday, March 7, 2013
10:00-11:00 a.m. PT / 1:00-2:00pm ET

REGISTER NOW www.3GS.com

Webcast Description

Unfortunately, but for good reason, individuals often associate live virtual training with technological complexity and less than compelling content. This need not be the case – in fact live virtual can provide not only an effective learning experience but can provide many other benefits to the user.

In this new world of learning, training is only one click away and does not require hours of travel and time away from the office. Among the additional benefits, over the traditional physical classroom, for these learners has been:

• To reduce the amount of time dedicated to formal training by at least 40%
• To move from having to be away for several days to integrating the training with your actual job in a series of short and focused live virtual classroom sessions
• The ability to easily and continually network with peers

To provide this level of experience to your users it does take more than simply presenting PowerPoint over the web. We have to remove the barriers to effective live virtual training and provide the learner with an easy to use interface, compelling content and active engagement.

In the webinar, Martyn Lewis, Principal and Founder of 3GS and virtual learning thought leader, will share:

• Bold new strategies for delivering the live virtual classroom
• Delivery approaches gleaned from broadcast media
• The integration of video, dialogue, and teamwork
• How an ongoing learning community can augment the live virtual classroom

Attendee Bonus

WORKSHOP OFFER: 3 STEPS TO EFFECTIVE CONTINUOUS LEARNING: CREATING THE ENABLING ARCHITECTURE

We are excited to offer webinar participants a chance to win a free, 1 day, onsite workshop valued at over $8,000. The 3 Steps workshop is for L&D professionals and offers a facilitated approach that examines of number of aspects of a learning program that results in the design of a blended and continuous learning architecture. This approach can be applied across multiple learning requirements and functional areas.

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

Join 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.

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

This 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.

Webinar on Sales Forecasting: The Key to Optimizing Your Sales Strategy

Sales Forecasting Webinar
Research, New Thinking and Best Practices
Wednesday, July 20, 2011
10:00-11:00 a.m. Pacific / 1:00-2:00 p.m. Eastern

All too often, sales forecasting is seen as a zero-value-add exercise in reporting.

This webinar—delivered by 3g Selling founder Martyn Lewis in partnership with Advantage Performance Group—delves into the crucial role sales forecasting plays in optimizing your selling strategy and supporting the role of the sales manager as business leader and coach.

Register for the webinar.

In this webinar you will learn:

• Why current approaches to sales forecasting yield little result while burdening sales organizations with unnecessary administration
• The 5 typical mistakes made in forecasting approaches
• An optimal approach to best practice sales forecasting
• The 7 secrets of creating an accurate sales forecast
• Why the sales forecasting process is key to effective coaching

Why Can’t I Just Hire People Who Know How to Sell???

After decades in sales management and training, what still drives me crazy is the widespread belief that creating a great selling organization is about hiring good sales people. Time and time again, I’ve discovered it’s not the people you hire that counts in making a successful sale, it’s your strategy.

Sales managers need to craft a selling strategy that defines three things:

1. How you are going to engage in the market
2. How you will add value to your customer
3. How your product or service differentiates itself

Sales is a discipline, like manufacturing, engineering, and accounting, which, like any discipline, is built on standards. Sales is not an “intuitive” art form based on some sort of innate abilities and gung-ho attitudes. Let’s call it what it is: a discipline. You can’t simply hire sales people and let them run – there must be an overall playbook for sales as there is for other serious business operations.

In the playbook my sales and marketing consulting firm has developed over the years, there are three mandatory stages to designing how a sales force needs to operate:

1. Start by understanding the target market’s buying process. It is the buying process that makes things happen, not the sales process.
2. Craft a sales strategy to fit the company. Although this may seem obvious, it’s far from easy or obvious in most cases. For example, most companies we work with say they want their sales force to focus, but then they don’t know how they want to respond to opportunities that might exist outside of that focus. They say they want the sales force to call high, but then can’t articulate what would be of real interest to targeted executives when the sales force does call high. A well-thought out strategy, which examines all possible scenarios, will determine how the company will sell.
3. Design the sales process. The overall sales process needs to identify the three “w’s:” who is going to do what when, so as to synchronize with the customer’s buying process and also move that buyer forward, to complete the selling process.

Based on the outcome of this three stages, we can determine what skills are required by sales people to be successful in their role; we can equip them with the right tools to do the job; and we can manage, measure, and coach in a way that is both consistent and objective. In other words, we can turn sales into a discipline, with standards, tools, and measurable outcomes.

If we had allowed manufacturing to continue the way we have treated our sales force, factory workers – no matter how good their intentions – would be working without overall coordination and without defined procedures. This was the case on the manufacturing floor decades ago, until competitive forces encouraged companies to embrace process, to coordinate and manage functions. Now the same must be done for the sales function if it is to become a high-performing component of business.

3g Selling Joins ASTD Sales Training Drivers for Virtual Sales Training Webinar

SOLVE THE SALES TRAINING CHALLENGE
HOW TECHNOLOGY-ENABLED TRAINING CAN SUCCEED WHERE PHYSICAL TRAINING FAILS

Wednesday, April 27, 2011
10:00-11:00 a.m. PT / 1:00-2:00 p.m. ET
Register for the webinar

In this complimentary webinar hosted by ASTD Sales Training Drivers, Martyn Lewis—principal of 3g Selling and a respected thought leader on the topic of live virtual sales training—examines the formidable challenges facing sales and learning leaders in their quest for a truly effective sales training solution.

Martyn lays out a compelling case for how a live virtual training approach can deliver superior training results and business impact, greater cost savings and near-limitless geographic reach—all while engaging sales people, keeping them in the field and equipping them with the tools and approaches they need to succeed.

3g Selling Makes the Training Industry 2011 Watch List

Immediately on the heels of our news last week about 3g Selling being evaluated by ES Research, we were notified by Training Industry that we made Training Industry’s 2011 Sales Training Companies Watch List. This is big news for us and anticipates some exciting new developments for the company in 2011 and beyond.

Check out the watch list here.

Here’s Training Industry’s quick explanation of how watch list companies are evaluated and selected:

As part of our commitment to continuously monitor the training marketplace for the best providers and services we announce the first annual Sales Training Companies Watch List.

Selection to the 2011 Sales Training Companies Watch List was based on the following criteria:

• Innovative Approach
• New or Re-Launched Practices
• Solutions Focused on Specific Market Vertical
• Quality of Initial Clients

The 2011 Sales Training Companies Watch List is intended to help buyers of training services evaluate sales training providers.