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Invest In Yourself to Get the Greatest Returns

The gift of education is the gift that keeps on giving. Getting your higher education degree is a critical element of success for most professionals these days. But education shouldn’t stop with your college experience.

Ongoing training is also necessary to maintain your competitive edge. This is especially true for sales professionals who act as consultants to their customers. Keeping up with industry changes, new methodologies and customer concerns are an absolute necessity. More importantly, ongoing training results in more money! A training analysis showed that training geared for sales and marketing professionals resulted in 24% higher profit margins and an increase in sales of up to 6.5% (, 2013).

So there are two primary focus areas for training when it comes to sales professionals. First, learn the basics. There are fundamental processes that every salesperson should master to enjoy consistent success. The earlier you learn these fundamentals in your career, the better off you will be. But even the best salespeople will get away from the basics the longer they stay in business. It’s not at all uncommon to see sales professionals succeed in their first year of business only to watch them fall into a slump during their second or later years because they get away from the basics.

Taking refresher courses on the fundamentals will keep you sharp. Some of the basics include territory planning, cold calling techniques and negotiation/closing skills just to name a few. Do you know how to mine your install base customers? Only focusing on net new leads? The probability of selling to an existing customer is 60 – 70%. The probability of selling to a new prospect is 5-20%  (, 2013).

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#EngineersUnplugged S4|Ep1: Team Building and Onboarding in IT

Welcome back to Season 4 of Engineers Unplugged! The whiteboards are shiny and new, and the markers are fresh. We have some incredible episodes lined up for this season, featuring multiple languages, countries, and guests new and returning.

To kick off the season, we’re changing the pace a little bit, stepping away from the whiteboards, with a special episode that highlights one of the EU mission statements: actionable information from and for the community.

Community Building! Amy Lewis interviewing Fred Nix at VMworld Barcelona. (photo credit: Nick Howell)

Community Building! Amy Lewis interviewing Fred Nix at VMworld Barcelona. (photo credit: Nick Howell)

Today’s guest is Fred Nix (@nixfred), who works with a team at EMC to onboard SEs. He takes us behind the scenes of how they do it with methods you can apply to a company of 40 or 40,000. It’s a great story, let’s roll the clip:

Thanks to Nick Howell (@that1guynick, for the photo. Keep us posted with who you’d like to see on the show, and the topics you’d like to hear discussed. The hotline is open!

Welcome to Engineers Unplugged, where technologists talk to each other the way they know best, with a whiteboard. The rules are simple:

  1. Episodes will publish weekly (or as close to it as we can manage)

  2. Subscribe to the podcast here:

  3. Follow the #engineersunplugged conversation on Twitter

  4. Submit ideas for episodes or volunteer to appear by Tweeting to @CommsNinja

  5. Practice drawing unicorns

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