Global, collaborative, technology-based initiatives across the learning spectrum (Pre-K, K-12, Academic, Work, Personal, Military/Police)



GLN LearnAbout - Raising Capital for an EdTech Startup - 13 March, 2024 - Noon Eastern

Started by Paul Terlemezian in GLN LearnAbouts Mar 4. 0 Replies

Learner: Dr. Marilyn CarrollLearn with Dr. Carroll and other entrepreneurs interested in raising capital for their EdTech Startup.The format of this session will be:Marilyn will explain what she wishes to learn about - and whyShe will ask each of…Continue

GLN TeachAbout - Integrative Debating - Glenn Meier, February 29, 2024, 3:00 - 3:45 PM Eastern USA

Started by Paul Terlemezian in GLN TeachAbouts Feb 11. 0 Replies

Earlier this year, Glenn responded to the Conscious Capitalism/Georgia LEARNS Pluralism event by sending an email via LinkedIn. His message included:"...the magic lies in an agreed upon process for making the conversation a "fair fight."  In my…Continue

GLN 2023 - TeachAbout - Purpose

Started by Paul Terlemezian in Georgia LEARNS 2023 Nov 26, 2023. 0 Replies

Is it possible or desirable to differentiate purpose from passion?Session Leader: Donald JenkinsThe format of this session will be:Five minutes of welcome and…Continue

GLN 2023 - Hidden About - Humble Inquiry - Scaling

Started by Paul Terlemezian in Georgia LEARNS 2023 Nov 25, 2023. 0 Replies

Is humble inquiry real or imagined?Is it desirable? If so - when? If not - why?Session Leader:…Continue

GLN 2023 - Open Forum Conversation - BYOT

Started by Paul Terlemezian in Georgia LEARNS 2023 Nov 25, 2023. 0 Replies

BYOT = Bring Your Own TopicThese sessions are offered to allow for open forum conversation and/or the opportunistic creation of breakout rooms to allow for self-directed conversations.Breakout rooms will be preset. Participants may:Choose an open…Continue

GLN 2023 - TeachAbout - Cheat Codes for Life

Started by Paul Terlemezian in Georgia LEARNS 2023 Nov 24, 2023. 0 Replies

The Surprisingly Simple Cheat Codes for Happiness, Creativity, and Human Performance.If you are human, there is something in this session for you.We live in a world of algorithms. Relatively simple pieces of logic and actions that govern everything.…Continue

GLN 2023 - Panel Discussion - Innovation

Started by Paul Terlemezian in Georgia LEARNS 2023. Last reply by Paul Terlemezian Nov 27, 2023. 2 Replies

What is the opposite of innovation? Might it be stagnation?How do we know something is an innovation?This session will be the traditional Georgia LEARNS Plus-BYOL-Plus format:First 15 minutes: The humorists will share their perspective on the topic…Continue

GLN 2023 - ExploringPossibilitiesAbout - Hardwiring

Started by Paul Terlemezian in Georgia LEARNS 2023 Nov 21, 2023. 0 Replies

Session Leader: Chuck RussellThe Session Format is the following:1. You will be asked to accept the premise that it is possible to know why you are failing to do…Continue

GLN 2023 - TeachAbout - Simulations 2024

Started by Paul Terlemezian in Georgia LEARNS 2023. Last reply by Paul Terlemezian Nov 30, 2023. 1 Reply

Session Leader: Eric BluesteinThe format of this session will be:1.Eric will explain what he wishes to learn about Simulations - and why.2.He will ask…Continue

GLN 2023 - CaseStudyAbout - Small Business Revival

Started by Paul Terlemezian in Georgia LEARNS 2023 Nov 21, 2023. 0 Replies

Session Leader: Neicey JohnsonCase Study: How to save a spiraling out-of-control small business.Seeking tips to assist with corporate operational…Continue

Blog Posts

What Are You Measuring?

Posted by Bill Crose on September 13, 2019 at 11:33am 1 Comment

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.…



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Desired outcomes/objectives for the panel on Co-Operative Selling:

  1. We want the executives in attendance to be intrigued about the potential for Co-Operative selling as a business development method to create new sources of revenue/income with its promise to do so faster, with less expense and better results.
  2. We want each panelist to express in three to five minutes their opinion about Co-Operative Selling (it does not have to align with item 1.)
  3. As a result of the above we want the attendees to be interested in learning about Co-Operative Selling by:
    1. Participating in a breakout session on Co-Operative Selling
    2. Engaging a panelist one-on-one
    3. Expressing an opinion on this ning site
    4. There will be specific Co-Operative Selling oriented projects that attendees will be invited to engage in

These people have been invited to on this panel:

Deb Barnard

Doug Barnes

Steve Cory

Troy Gautier

Michael Kuntz

Terry Loe

Michael Woodard

Views: 102

Comment by Paul Terlemezian on November 19, 2012 at 12:59am

Traditional selling was all about convincing the prospect to buy. We were taught to ignore the customer the first three times they said “no.” In the 1980’s – SPIN Selling was introduced and we were encouraged to be consultative. We were taught to ask questions about our prospect’s problems, implications and need. Too often the intent was still to convince. We were the convincing “wolf” in a consultant’s “sheep-like” clothing.

In 2005, Marc Miller asserted that “Selling is Dead” and Neil Rackham agreed. We were to collaborate with our prospect.  We learned that the buyer needed us to be “working” for their best interests – almost as if we were working for them – not our actual employer.

Earlier than this however, Peter Drucker had asserted that in fact selling in the 21st century would be akin to Federations. In a sense we would need to Co-Operate with other providers to maintain competitive advantage.

The words partner and collaborate are used casually in selling situations. Oftentimes they refer to the tactical tasks performed during the selling or buying process. When I think of Collaboration (capital C) between two or more entities I think of areas that result in the Co-Operation (strategic and intentional collaboration/partnering) where in addition to selling together – the entities entwine their marketing, product development, operations and finance strategies.

Where do you think “Selling is headed?”


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