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For B2B Marketing Professionals

Overhaul Sales Training To Win And Retain More Customers

Replace 20th-Century Training With Modern Sales Learning Methods And Technology

March 5, 2015

Primary author headshot


  • By Mark Lindwall
  • with Peter O'Neill,
  • Jacob Milender

Why Read This Report

Digitally empowered buyers are a growing force in the age of the customer, putting pressure on B2B salespeople to learn and use new competencies in order to continue winning sales. Sales enablement professionals, including B2B marketing leaders, have come to realize their buyers' new expectations, which focus more on a need for reps to diagnose and solve business problems than on just pitching product and solution capabilities. To gain a return on lead generation and other investments, you must upgrade your sales training methods to help sellers meet this shifting dynamic. Embracing new learning methods enabled by technology such as mobile and tablets provides organizations with more effective, continuous, and measurable development of sales rep effectiveness.

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Table of Contents

  • Your Sales Force Requires New Methods Of Learning
  • Create Tailored Learning And Development
  • Improve Learning With Continual Learning Methods
  • Strong Reinforcement Is The Bridge Between Training And Learning

  • Overcome Constraints To Prepare Sellers For Success
  • Supplemental Material