One of the great things about the modern era is that you don’t have to worry about creating all your own training content. In fact, sometimes you don’t even have to pay for training content. A great e-learning program can be perfect for large-scale training and on-boarding, but often, you can find plenty of great “remedial” materials just by browsing around YouTube.
So, in today’s blog, let’s just talk about free resources. Here are some good training videos we’ve come across on YouTube recently, and any of these could easily be recommended to sales partners who need to improve their stats.
Decision Making
We’re starting off with a bang, because this is probably one of the single best summaries of the human decision-making process we’ve ever seen. You might even think about incorporating it into your own e-learning programs! This isn’t philosophical speculation; it’s based on up-to-date psychological and sociological studies into how influence affects and shapes people’s minds. It’s an absolute must-see.
SEE ALSO: LogicBay Executive Brief, Building A Successful Indirect Sales Channel.
Providing Value
“Building a Value Proposition that Generates Leads”
This is the longest (and most dry) video on the list, but it’s a great “101” style presentation covering how to build a value proposition from the ground up. This is another one which could be good to incorporate into your own training materials, particularly if you find yourself with partners who don’t have much hands-on experience.
"Stop Closing and Start Providing Value, or Lose to Price."
This is straight from one of the top sales coaches in the business, Jeffrey Gitomer, the self-proclaimed “King of Sales.” Then again, with more than a dozen books to his name, he’s got some claim to the throne. We particularly like this video because its core message is incredibly important to most indirect-sales operations. You can’t always compete on price, so your sales partners must push value. Pushing to close at all costs might create short-term gains, but you’ll have longer-term problems.
Price
“Your Price Is Too High - 7 Steps to Defending Price”
With a global market out there, it’s becoming very hard to compete on price alone. There’s always someone – usually someone overseas – who’s offering a (supposed) parity product for cheaper. This video’s author, Jim Pancero, is a highly experienced sales consultant and he has a great game plan for dealing with leads that are sticklers on price. It’s also got good anti-haggling tips to keep your partners’ sales staff from making too many concessions while trying to close.
Implement New Techniques
“How To Quit Cold Calling and Smart Call Instead”
If your sales partners spend a lot of time on the phone -and they probably do- this is a great video, as are other videos from Art Sobczak on modern calling techniques. A lot of sales partners still have sales staff who were working in the 80s, 90s, even 00s, and may not have updated their strategies to match modern times. Art Sobczak has a lot of great advice on how to make the most of phone time, and without the dreaded “cold calling” that leads to wasted time and lost leads.
Bonus: If your partner sales staff target Millennial's/Gen Z – or are themselves Millennial's – they will almost certainly appreciate videos from The Salesman Podcast, such as the appropriately-named “Shit Salesmen Say On The Phone.” The Podcast’s very informal style accurately reflects how a lot of younger people approach business. Be willing to loosen up, avoid the eye-rolling cliches, and maybe even drop a few f-bombs.
LogicBay Can Improve Your Partner Training!
Our all-in-one PRM platform includes robust capabilities for incorporating e-learning and videos into your own training and on-boarding systems, while standardizing education across your entire ecosystem. If you want a better way to do large-scale training, contact LogicBay today to learn more!
Click below for a real-life example of how our technology helped train and certify dealer sales reps for a global heavy equipment provider.
