October 31, 202400:25:20

From Theory to Practice: A Sales Training Masterclass w/Jeff Lowndes

Welcome to CloseMode, the enterprise sales show! In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks to Jeff Lowndes [https://www.linkedin.com/in/jefflowndes/], the sales enablement and learning lead at Snap, for a deep dive into the evolution of sales training. Jeff shares insights into moving from a traditional teaching model to a focus on application, creating more impactful learning experiences for sellers. He discusses the shift from theoretical training to real-world facilitated workshops, emphasizing the importance of handling objections and engaging frontline managers. Furthermore, Jeff highlights the implications for change management and shares valuable resources for those looking to navigate individual and organizational transitions. 

Timestamps: 

00:00 Sales training evolved towards scalable, contextual application.

05:11 Adapting skills to real-world scenarios excites attendees.

06:59 Practice with real examples for successful sales.

10:33 Buy-in and clear trade-offs for impact. Focus on fruitful conversations and application.

13:46 Facilitating workshops requires creating guardrails for discussion.

17:58 Encourage learning and engagement for frontline managers.

20:09 Addressing the gap in customer negotiation skills.

24:01 Transitioning from corporate VP to independent consultant.

00:00 Introduction to Close Mode and Guest
00:20 From Concepts to Application in Sales Training
01:05 Using Bloom's Taxonomy for Engaging Learning
02:05 In-Context Learning and Change Management
02:49 Real Work in Training Sessions
03:42 Reducing Learning Load: More Application, Less Teaching
04:53 Wrestling with New Sales Skills
06:42 Customization and Real-Time Problem Solving
07:53 Feedback and Peer Consultation Framework
09:56 Designing Open Spaces for Discussion
11:42 Creating Psychological Safety
13:46 Facilitation vs. Traditional Training
17:13 Evolving Role of Frontline Managers
20:28 Training as Change Management
22:14 Strategy Implementation and Sales Risks
23:20 Recommended Reading on Transitions