Sales Enablement Blog: Sales + Learning

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We’re a sales enablement learning organization passionate about leading the way in transforming how companies reach their sales goals by maximizing the potential of their teams. We created this blog to help you keep your business moving forward while you fix the issues keeping you from achieving sales results.

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Change management and training impact for business

10 Jul Change Starts With Us

Ever since the day I found out that "real training" wasn't training at all, I’ve been haunted by a simple thought that came to mind.. How could it be that much of what is taught about the training profession in schools, books, and industry standard-setting organizations...

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Impact, ROI, Kirkpatrick, Levels of Impact

01 Jul That Wasn’t Training!

About 4 years ago my colleague at the time Scott Santucci (now with Alexander Group) and I were working together to build some custom sales training in this technology firm that sold consulting, services, and products. As we were working together on the customer’s challenge,...

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training, HR, Sales training

21 Jun Making Training Relevant Again

I am a big supporter of the people in the training function. But, I'm constantly asked by business unit leaders, sales leaders, and VPs outside the training function; "Brian, why is training so broken?" When it comes to learning and development (training), I have seen some extremely...

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human resources change

01 May Crossing the L&D Chasm

In the course of my work across the human capital enablement landscape, I talk with a lot of learning leaders about their challenges in building a bridge to the lines of business.  Some have become partners to the business units, but most feel they don’t...

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