Mark Magnacca
The Key to Successful Virtual Selling: Creating an Engaging Buyer Experience
The pandemic might've expedited the process, but the future of B2B sales has always been virtual. Now that we've settled into the age of video conferences and Zoom meetings, the next step is figuring out how to successfully sell virtually. The good news is that...
Training Should be Mobile, Even in a Remote World
We’ve been glued to our phones for years, so it’s no surprise we’ve been using them more than ever since the pandemic struck. According to recent research, in-home data usage has dramatically increased as a result of remote work and school. To illustrate, here...
Capturing Lighting in a Bottle: Measuring the ROI of Agile Learning
In school and at work alike, some of the most valuable lessons learned are those that take place outside of the classroom. In the sales environment specifically, some of the best, most treasured training tools are the interactions your salespeople are having in their...
Blueprints to Success: Developing Habits to Become A Top Performer
“Great salespeople are born, not made,” is a common office myth. More than anything, organizations wish every sales rep could be as great as their top performers, but that doesn’t have to be a far-fetched dream. Rather than wishing all reps could be clones...
Embrace & Empower: A Guide to Informal Learning
Studies show that 90% of learning takes place informally, through on-the-job interactions with peers, subject matter experts and managers. However, the vast majority of corporate sales training programs today target formal, structured environments like classroom trainings and sales kickoffs, where a mere 10% of...
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...