Scenario-Based Solution Training | Deep-Dive

The State of Sales Enablement

Written by Mike Kunkle, read by Felix Krueger.

There is no doubt that sales professionals need to understand their products and services. This is a given. Product training is necessary.

What troubles me about product training, despite how much has been written on this topic, is that so many companies are still not maximizing the potential of their product training efforts to get beyond product knowledge to the real crux of how to sell solutions effectively...

The article this episode is based on appeared first in the Building Blocks, Close Up! newsletter.

Resources

On Product Training

• http://www.admarco.net/inbound-marketing-messaging-sales-performance-blog/bid/61436/Product-Training-Doesn-t-Work-Get-Sales-to-DO-Product-Training
• http://www.rainsalestraining.com/blog/product-knowledge-training/
• https://www.linkedin.com/pulse/building-blocks-close-up-sales-training-spotlight-role-mike-kunkle/

On Features/Advantages/Benefits (good, but not sufficient)

• http://www.sellingpower.com/content/article/?a=8554/understanding-feature–advantage–benefit
• http://www.salesreadinessgroup.com/blog/bid/324623/One-of-the-Worsts-Mistakes-Even-Highly-Experienced-Salespeople-Make

On Sales Training Systems

• https://www.mikekunkle.com/wp-content/uploads/2022/11/Sales-Training-System-2022.pdf (ungated PDF download)
• https://sparxiq.com/ebook-sales-training-that-sticks/
• https://www.linkedin.com/pulse/20140914192639-834966-how-to-build-a-blended-sales-training-curriculum

On Selecting the Right Training Method

• http://www.nwlink.com/~donclark/hrd/isd/deliversys.html (Don’s entire site rocks)
• http://thetrainingworld.com/faq/indexmethods.htm
• http://www.learningsolutionsmag.com/articles/1197/synchronous-or-asynchronous-how-to-pick-your-training-delivery-method
• http://web.mit.edu/training/trainers/guide/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.