The TAS Group Perspectives Q4 2009 - Why Virtual Instructor-Led Training is Not the Answer
US: +1 866 570 3836 UK:+ 44 (0) 1189 25 3251 INT'L: +353 1 631 6140 Thank you for working with us in 2009. We wish you the Happiest of Holidays and Sustained Prosperity in 2010. In This Issue: *VILT *Channel Visibility and Success *Feature Blog Repost *2010 is Upon Us *Webinars Past and Present *White Paper Library *Sales 2.0 Network *TAS on Twitter *TAS Web 2.0 *TAS in the News Virtual Instructor-Led Training – Why it’s Not the Answer We applaud the efforts throughout 2009 of the traditional sales trainers to put their methodology and other content online. This is partly in response to the changing salesperson demographic, partly in response to the economic and travel constraints, and partly the recognition of the most effective ways that learning is best imparted and retained. Turning your instructor-led training virtual, or putting the V in your ILT, is not the answer, however. You’re just putting a flawed model online. Here’s what we’ve learned over the last 2 years. More >> (http://sales20network.rsvp1.com/s126cbIz7MA) (http://www.thetasgroup.com/whitepapercompetitiveadvantage.html?mgs1=e5caIz7ME) Dealmaker in Your Channel – Improving Your Visibility and Their Success Attention customers of The TAS Group and Dealmaker! Why would you not want your channel partners benefitting from the same sales effectiveness as you? Dealmaker technology can help your channel manager and their partner increase the probability of success on those key “must win” deals. Putting Dealmaker in your partner organizations removes the endless qualifying calls and time wasted trying to update yourself on all the opportunities they’re working on. With Dealmaker you can help your partners assess opportunities together, helping to rank order and prioritize. For the most promising opportunities you can collaborate on a deeper dive, helping the co-creation of TAS plans and action plans to improve your chances of winning. Your channel manager becomes less of a forecaster and second guesser, and more of a pro-active coach, ensuring the partner has all the resources and is asking all the right questions in order to secure a competitive advantage. To create more mind share and sales success within your partner organizations, see our Challenge with Channels White Paper (http://www.thetasgroup.com/whitepaper/challengewithchannels.html?mgs1=214bIz7MK) or contact us (http://www.thetasgroup.com/contact.html?mgs1=2a0bIz7MP). Feature Blog Repost - 5 Facts About How Sales Cycles Are Changing Over the past few years we have observed (in a measurable and analytical sense) tens of thousands of winning sales cycles. Through the Dealmaker (http://www.thetasgroup.com/dealmaker.html?mgs1=288bIz7MV) platform, we can aggregate anonymous data, to learn about the evolving cadence of the sales cycle. For each of our customers, Dealmaker allows them to track and measure the actual sales cycle of each deal, and analyze on a macro or micro level. For reasons of privacy and general good business practice, we don’t access individual customer’s data, but for certain accounts where we’ve been given explicit permission, we have been able to measure sales rhythm, and extrapolate to an overall measure of global sales velocity that we feel is a good indicator of the changing nature of the business of sales. Here are some facts you might find surprising. *FACT #1: WINNING SALES CYCLES ARE SHORTENING. This may appear to be more >> (http://sales20network.rsvp1.com/s1338aIz7N2) 2010 is Upon Us Running out of time to get in shape for 2010 and out-sell your competition from the get-go? Here are 3 things you can do to Get Ready for 2010 *If you’ve 15 MINUTES, READ (http://www.thetasgroup.com/whitepaper/forecast2010.html?mgs1=304aIz7N7) the White Paper – Forecast 2010 – Ten Truths of Pipeline Management *If you’ve 40 MINUTES, WATCH the Webinar – Today’s Pipeline is your Q1 Forecast *Or, CONTACT a Senior Partner to discuss your requirements Webinars - Past and Present Every two weeks The TAS Group hosts a webinar exploring current challenges in sales and recommendations on how to overcome them. The next one is scheduled for January 13th and is called: Kick-Off 2010. Register (http://www.thetasgroup.com/webinar.html?mgs1=c04bIz7Nw) to attend the webinar now, or check out the archive (http://www.thetasgroup.com/webinars.html?mgs1=174aIz7NC) of more than 50 pre-recorded webinars. The TAS Group White Paper Library White Paper: Establishing Lasting Changes in the Sales and Marketing Enterprise To keep pace with the changes in the marketplace, companies are always in a state of change. Organizations must understand how to manage change. If you change your sales and marketing methodologies without understanding how to execute the change, your initiatives will not be sustained. To download your copy go here. You can read other recent white papers from the TAS Group from our white paper library. Previous topics have included: 'Build or Buy’, 'The Challenge with Channels', ‘ROI’, and 'Great Account Management'. The Sales 2.0 Network http://www.s20n.com (http://www.s20n.rsvp1.com/s1444aIz7OG) discusses issues pertinent to today's sales people. Recent discussions have included Social Media, Forecasting and The Most Important Sales Skill. Expert opinions come from analysts, vendors, and front line users. Join the discussion at http://www.s20n.com (http://www.s20n.rsvp1.com/s1824bIz7OO) and check out our LinkedIn Group (http://www.linkedin.rsvp1.com/s1488aIz7OV) which has over 1400 members. Follow The TAS Group Twitter Stay up-to-date on the latest developments in Sales 2.0 and Sales Performance Automation. You can follow The TAS Group’s Sales 2.0 Network on twitter; our Twitter id is @sales20network (http://twitter.rsvp1.com/s15082Iz7P6) Are you one of the 650,000+ TAS Alumni? Why not join our LinkedIn communi (http://www.linkedin.rsvp1.com/s1abc3Iz7Pm)ty (http://www.linkedin.rsvp1.com/s16042Iz7Pw) to stay up to date with development and participates in the various discussions. You can also join the Sales 20 Network group (http://www.linkedin.rsvp1.com/s1b0c3Iz7PI) on LinkedIn. Follow The TAS Group Twitter Follow The Sales 2.0 Network Twitter The TAS Group Web 2.0 - Making It Easier To Find Us In addition to our blogs Sales 2.0 Network (http://sales20network.rsvp1.com/s120c2Iz7QI) and Dealmaker Tips (http://dealmakertips.rsvp1.com/s12242Iz7QO) and our Twitter presences, we’ve enhanced the web 2.0 services at our disposal to find it even easier for you to find us and locate the sales performance automation resources, stories and recommendations in our web site (http://www.thetasgroup.com/?mgs1=2c02Iz7QX). Our web site pages are now contain links to the social networking and bookmarking pages such as LinkedIn. In addition, we also make use of social news services like digg, reddit and stumbleupon. These services allow you to store, tag and share links across the internet. You can share these links with other who share similar interests. If you see something from The TAS Group that you find interesting and want to save for future reference or share it with other people or businesses, simply click on one of these links to add it to your list. You have to register before you can use these services which work a little differently from each other and serve different purposes. TAS In the News SellingPower - Application Spotlight: Automating the Sales Process with The TAS Group's Dealmaker Platform The TAS Group recently announced that its Dealmaker Sales Performance Automation platform would be available to Huthwaite, InfoMentis, and Think! Inc. for the automation of sales methodology, process, and skills. We caught up with The TAS Group's CEO Donal Daly recently and asked him to put the announcement into context. More >> CRM Magazine – Driving Bigger Sales Down Under. The TAS Group steers FleetPartners towards its sweet spot with an influx of higher-quality deals In a tight economy, what sales professionals consider their ‘A’ game has to be even more potent than before. Having sales people head out onto the road blind – without proper training, a solid methodology, or adequate structure – is no longer an option. More >> This e-mail was sent to submit@theautochannel.com by webinars@thetasgroup.com. The TAS Group, 803 Kirkland Avenue, Suite 100, Kirkland, WA 98033 If you no longer wish to receive commercial e-mail messages from webinars@thetasgroup.com, please select the following link: Remove .