Mark Magnacca

Stepping Up The Agility (Content) Ladder

You’ve probably heard the term “spread the wealth,” but it takes on another meaning when it comes to “spreading” knowledge in the enterprise. Subject matter experts (SMEs) possess a great deal of insight that is undoubtedly beneficial to their sales force. The challenge: sharing it...

The ABC’s of ROI: How to Effectively Measure Your Training Program

When it comes to sales training, are you getting out what you’re putting in? Effective training is critical not only to your salespeople individually, but your organization as a whole. However, assessing the ROI of sales training is tough. The “R” (return) in ROI...

Stay in Control: How Modern Learning Tools Prevent Sales Leaders From a Downward Spiral

In a dynamic, ever-changing sales environment, it’s hard for sales leaders to predict or control numerous variables. They can’t control what their competitors do or give reps immediate access to key decision makers, but do you know what they can do? They can control...

Modern Learning Practice: The Key to Higher Engagement

No doubt about it: we’re living in a mobile-first society. The first thing many people do when they wake up is pick up their phone and check their texts, social media and news. What about working from our devices? Not just checking and sending...

Bring it on Home: A Guide to High-Level Sales Coaching

It’s inevitable: sales teams aren’t going to hit every single goal all the time. Naturally, sales leaders will take this as an opportunity to hold an “all hands” meeting where they give a pep talk to try to get their team out of a...

Bridging the Gap Between Sales Training and Sales Strategies

In an always evolving enterprise environment, it’s crucial to keep your sales reps trained and informed of every shift in focus and new priority market. Companies are always thinking of how improve performance, increase revenue and expand into new territory as they...

Reaping the Benefits of Sales Kickoffs and National Sales Meetings

There’s no denying the fact that the world is becoming mobile-first. Today, we do everything on our phones, from checking the news to watching hours’ worth of videos on YouTube and Facebook. Now, we can even train employees using their mobile devices so...

Make Sales Onboarding A Win-Win Experience for All

Let’s face it: sales onboarding can be challenging for everyone involved. Sales trainers must continuously create, update, and deliver a mountain of company and industry specific materials, and new hires must somehow learn and retain it all. What if there was a way...

Bite-Sized Learning: How Technology Has Transformed Enterprise Sales Training

Finding the most timely and relevant sales assets and information can make all the difference when it comes to running a productive sales meeting. However, locating information in the maze that is most corporate Learning Management Systems (LMS) can be challenging -- resulting in...

Making Time for Sales Messaging Training

Training for consistent message delivery across sales teams and over distributed geographies can be a challenge. However, it is crucial to every organization's sales efforts and inconsistencies in message delivery can hurt your company’s credibility and ultimately put a damper on sales performance. If...

Designing Better Sales Training Programs

Is it possible that some training programs don’t measure the business outcomes that CEOs expect to see? It’s crucial when dedicating time and effort to a specific sales training platform that there is a positive outcome for both the trainers and employees. Sales...

Using Video on the Journey to Sales Certification Success

Practice makes perfect they say, but it is always necessary to navigate a salesperson the right way to follow the path to success step-by-step. You don’t get from point A to point B without some bumps in the road…do you? Practice makes perfect… but...

Tackling Sales Training with Football-Inspired Video Playbooks

Having a great playbook, filled with the collective wisdom of your all-star reps, can be the difference between winning and losing in today’s highly competitive markets – as long as you can get your team to properly leverage it. This has been the case in...

Will Technology Kill the National Sales Meeting?

Early sunsets, trees exploding with color, and Jets fans tearing out their hair after yet another mind-blowing loss. Yes, it’s the season for planning National Sales Meetings. Also known as fall. Yearly sales kickoffs seem as deeply woven into sales culture as Rolex and...

Reinforcement Learning: How to Make Your Sales Training Stick

Effective sales training isn’t to be underestimated. As veteran sales reps, we know from past experience that the success of an organization can be made – or unmade – through the implementation of successful training programs. However, a surprising 96% of reps and managers...

How a Trick You Learned in 3rd Grade Can Help You Master Sales

At this point we’ve probably all heard the advice about cramming the night before a big test: You’re wasting your time since the human brain isn’t equipped to take on so much information at once. You would do better to relax and get a...

Using Technology to Engage the Millennial Workforce

Like Jeff Corwin slogging through the Everglades in pursuit of some exotic bird, today’s sales leaders are on a desperate quest to find the right learning strategies to capture the attention of the most elusive cohort in the workforce: the Millennials. Millennials surpassed Gen Xers...

For Sales Learning, It’s All About the Journey

The buying landscape has undergone dramatic changes in recent years and gone are the days when B2B sellers had the upper hand in the power struggle with buyers. With the sudden cascade of information available at the touch of a button – on devices...

Consistency: The Missing Piece to Sales Success

Imagine you’re looking to make a new purchase. You do your research, sign up for emails and download marketing materials. Then you get on the phone with a sales rep for the first time, and the story you hear is completely different than what...

Mobile-Video: The New Tool for Optimizing Sales Enablement

The availability of engaging and valuable sales training content has long been a priority for most companies. However, over the past few years, sales enablement has emerged as a hot new trend in B2B sales training, and sales managers are recognizing that getting the...

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