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Fuzzy Wuzzy Was a Business Metric, Was He?
Good business metrics are hard to come by. Oh sure. I’ve met business metrics disguised as sales lifts like, We want to increase annual sales by 50 percent. I’ll get right on this and while I’m at it I...
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Learning to Speak Training: For Beleaguered Stakeholders
Last night I read an article in The Wall Street Journal entitled, Learning to Speak Iowan: Corn, Pigs, Cyclones and Hawkeyes. The article was about communication and cultural barriers between foreign...
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Sweet Emotion: Affective Objectives and Their Value
My learners don’t want to take my training because they don’t want to sell to the customer segment. The Effort-Pain/Reward ratio is in play – high effort and pain compared to low reward. It takes twice...
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5 Pages To Ax from Your Web-Based Training
One of the audiences I write Web-based training for is a rough crowd: 18 – 24 year-old sales representatives. Writing for this group has sharpened my ax so that I produce shorter, more targeted, and...
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