Global, collaborative, technology-based initiatives across the learning spectrum (Pre-K, K-12, Academic, Work, Personal, Military/Police)
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Friday, December 13, 2024 - noon Eastern USAhttps://us02web.zoom.us/j/89895585667?pwd=nSM3X2YA87Cj5CbPl0N3SCZvRI89K5.1Meeting ID: 898 9558 5667Passcode:…Continue
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Friday, December 6, 2024 - 9:00 AM Eastern USASession Leader: Bobbie DavisPlease consider viewing this video that offers insight on…Continue
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Thursday, December 5, 2024 - 3:00 PM Eastern USAThursday, December 12, 2024 - 3:00 PM Eastern USAAn area of innovation that we are focused on is to leverage the nature of Georgia LEARNS Conference to initiate or accelerate a project by collaborating…Continue
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Thursday, December 5, 2024 - 9:00 AM Eastern USAhttps://us02web.zoom.us/j/89895585667?pwd=nSM3X2YA87Cj5CbPl0N3SCZvRI89K5.1Meeting ID: 898 9558 5667Passcode:…Continue
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Thursday, December 12, 2024 - 11:00 AM Eastern USAA group of students being taught by Professor Anna Deeb at…Continue
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Tuesday, December 3, 2024 - 1:00 PMMichael Ruege will lead this session.…Continue
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Tuesday, December 3, 2024 noon Eastern USAThursday, December 12, 2024 2:00 PM Eastern USA…Continue
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These sessions will be in the LearnAbout Format.Monday, December 2nd, 2:00 – 2:45 PM Eastern USAMonday, December 9th, 8:00 – 8:45 PM Eastern USAThursday, December 12th, 1:00 -1:45 PM Eastern USA…Continue
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Wednesday, December 11th - 5:00 - 6:00 PM Eastern USAhttps://us02web.zoom.us/j/89895585667?pwd=nSM3X2YA87Cj5CbPl0N3SCZvRI89K5.1Meeting ID: 898 9558…Continue
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Wednesday, December 4, 2024 - 2:00 PM Eastern USATBDJeff Thrutchley…Continue
Posted by Bill Crose on September 13, 2019 at 11:33am 1 Comment 1 Like
A lifetime ago, my training department colleagues and I were satisfied with training data. We cranked out the requested ILT programs plus the "flavor of the year" content, we kept a busy training schedule, and made sure the coffee was always the right temperature. When accused of not delivering effective training because the learners didn't perform as they were trained, we took refuge in our management support role and not ultimately responsible or accountable for LEARNING or productivity.…
ContinueLet's explore the common hurdles causing deals to stall and brainstorm actionable strategies to keep them moving forward smoothly.
Session Leader: Duston Harper
The format of this session will be:
Topic: GLN 2023 - LearnAbout - Why do Deals Get Stuck?
Time: Nov 29, 2023 09:00 AM Eastern Time (US and Canada)
https://us02web.zoom.us/j/86960944847?pwd=V2hjZENFRE04anpzanQ3Mi9id...
Meeting ID: 869 6094 4847
Passcode: 537932
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How do we avoid conditioning our partners to benefit from delaying a deal?
Looking forward to meeting the team and having a great discussion.
This time of year is notorious for B2B complex sales opportunities/deals getting stuck, pushed to next quarter or next year, or shrinking in size substantially. Wanted to get feedback from the group on why they think deals get stuck and creative ways to address this.
It's important to note I'm referencing B2B complex sales environments, not transactional B2C sales. This typically means there are multiple decision makers, $ amount is $10K+, it takes months/years for sales cycles, and there are technical and business ROI involved.
Perfect!
Two thinking models have helped me analyze "stuck" deals - one is the 5 and 1/2 reasons a prospect says "no." The other is the 8 step - Customer Learning Curve (Karl Hellman) that details how a prospect "learns" how to become a customer.
Look forward to hearing more about these
Duston, thank you for leading the session today.
The 5 and 1/2 reasons a customer says no or not yet are:
From The Customer Learning Curve - the first five steps are primarily about getting the prospect's attention.
If we have not achieved Step 8 - we need to take a long look in the mirror!
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