Elearning! Magazine: Building Smarter Companies via Learning & Workplace Technologies.
Issue link: http://elmezine.epubxp.com/i/134584
Editor'sNote The Marriage of Sales and Technology WITH COMPETITION HEATING UP AND THE ECONOMY REBOUNDING, NEW CORPORATE STRATEGIES ARE BEING INNOVATED. I n the old days, you'd give your sales staf a product or service to hawk, hand them prospect lists, point them at the street, and let them work their magic. Tey were a combination of cowboys and attack dogs who could schmooze in their sleep. With one look, they could size up their prey and start their spiel. Fifeen minutes later, they'd seal a deal with a handshake. Te customer might walk away somewhat pleased with (what was in his mind) the "negotiation." Today, sales has become a radically more sophisticated enterprise, to which good companies devote ever-increasing resources. And for good reason. Tanks to rapidly advancing technology, informed prospects and ferce competitors, sales processes are being transformed. It's with that knowledge that Elearning! magazine presents this dedicated issue on sales transformation. In partnership with CloudCoaching International, Salesforce.com and Anthony Robbins Company, we have tapped the top innovators of our time. You know salesforce.com and Tony Robbins. CloudCoaching International is a rising star in the sales game. Led by co-founders Walter Rogers, Jim Baker and internationally famous business guru Tony Robbins, the company designs, develops and deploys models, tools, services and applications leveraging technology to enable its clients to execute high-impact revenue generation and customer satisfaction strategies. Te cover story "Innovation in Sales Transformation" by Robbins and Rogers, is aptly titled (page 24). In it, you'll learn how the marriage of sales and technology is propelling "best-in-class" companies to new heights. With leading technology, honed processes and sales psychology, you can transform your sales and start on the pathway to growth. Te second feature on page 29, titled "Neuroscience: A Revolution in Selling," goes way beyond what those grizzled old salesmen might know. Te article gives you invaluable insights into the processing patterns of a customer's brain — from afnity to fear — and how to leverage it to infuence buyers and simulate sales growth. "Te Six Laws of E-Culture" (page 34) reveals how technology can be a formidable ally in developing not only a competent, knowledgable sales staf but an entire workforce. You will come away with new practices to apply to your technology-enabled enterprise. The Elearning! magazine team hopes you enjoy these innovative, thought-provoking features on sales transformation. We invite you to share your comments online at 2elearning.com. Thanks for reading! —Jerry Roche, editorial director Elearning! June / July 2013 11