Watch the webinar on demand here: https://www.elearninglearning.com/frs/10087777/fulfilling-today-s--changing--elearning-needs eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance - even if your learners are already aware of their skill gaps, they’re not going to wade through hours and hours of content to find the one course that might help them. Fortunately, if you follow the advice in this webinar, they won’t have to. Bryan Marriott, President of P1 Learning, will walk through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner. This webinar will cover: - Conducting a learner needs assessment - The elements of effective and engaging eLearning - Developing (or buying) training to fulfill learner needs - Learning only works if they press play

1. Fulfilling Today's (Changing)
Sales eLearning Needs
Eve Lyons-Berg
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eLearning for Sales
Success Webinar Series
Bryan Marriott
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2. Allego’s mission is to help sales and other professionals succeed by more
effectively accessing, mastering, and utilizing knowledge. They accomplish
this with a mobile friendly sales learning platform that supports all three
pillars of modern learning: curriculum, reinforcement, and just-in-time.
Their proven Blueprint Methodology ensures that teams successfully adopt
and utilize their software. And their organization-wide commitment to
customer success is spearheaded by their Customer Success team.

3. 3
eLearning for Sales
Success Webinar Series
Click on the Questions panel to
interact with the presenters
www.elearninglearning.com/webinar-series/elearning-for-sales-success/
www.salesprocentral.com/webinar-series/elearning-for-sales-success/

4. About Bryan Marriott
As President of P1 Learning, Bryan Marriott is responsible for day-to-day sales and operations to ensure the
company’s future success.
Bryan began his career at P1 Learning in sales and marketing developing training initiatives for blue-chip companies
such as CBS, Meredith Television, Hearst, Mediacom, the Tampa Bay Rays and over two dozen state broadcasters
associations. Recent contributions include the P1 Futures Program, a two-week pop-up course designed to draw
college students to broadcast. The program has gained the attention of companies, universities, and state
associations nationwide.
Bryan currently resides in Mission, Kansas (a suburb of Kansas City) with his wife, Lyndsay, their daughter, Miller, and
a golden retriever, Elly.
About Eve Lyons-Berg
Eve graduated in 2017 from Grinnell College, where she majored in English and took an eclectic assortment
of courses. She now works with Aggregage as editor, content marketer, and webinar host on sites including
CTO Universe, eLearning Learning, and EdTech Update.
eLearning for Sales
Success Webinar Series

5. FULFILLING TODAY’S (CHANGING)
SALES ELEARNING NEEDS

6. Bryan Marriott
President @ P1 Learning
Studied Swahili in College
Walt Disney World Know-It-All
Not Affiliate With The Hotel ChainV
yet

7. TODAY’S GOALS
1. OUR HISTORY & PARTNERS
2. CONDUCTING THE NEEDS ASSESSMENT
3. EFFECTIVE & ENGAGING ELEARNING
4. DEVELOP (OR BUY) TRAINING TO FULFILL THE NEED
5. LEARNING ONLY WORKS IF THEY PRESS PLAY

8. A quick side note…

9. p1learning.com/multitask

10. OUR HISTORY & PARTNERS
1

12. P1 Learning was born from
the need to build learning
tools that actually worked.

14. ABOUT US
Founded in April of 2007 (Co-Owned Company)
Based Out Of Overland Park, KS (Kansas City Metro)
Studio In Downtown Kansas City
All-In-One Training Program
Short Videos (10 Minute or Less)

15. OUR PLATFORM
Learning Management System ( )
Aligned With The Team At
2,000+ Video-Based Courses (7 - 10 Minutes In Length)
Online Tests (Multiple Choice, Fill In The Blank, Matching, etc.)
Student Materials (Word, Excel, PDF, etc.)
Topics In: Sales, Management, Leadership, Business Skills, HR, & more.

16. 1. Short
2. FUN!
3. Based Upon The “Real World”
4. Available 24/7/365
5. Customizable to YOU!
6. And…
THE CONTENT IS…

17. increase your sales.

18. develop your new hires.

19. help you lead your team.

20. AND…

21. keep you compliant.

22. A FEW OF OUR PARTNERS

23. CONDUCTING THE NEEDS ASSESSMENT
(STORIES & ILLUSTRATIONS VS. FACTS & FIGURES)
2

24. The Needs Analysis
Needs Assessment
The “Tell Me” Interview
Needs & Wants

25. “Without A Need… You Can’t Proceed”

26. Without A Need… You Can’t Proceed
The Prospective Customer
• Great Product or Service
• Perfect Fit For Your Content
The Objective of the C.N.A.
• 100% Focus on the Customer
• “Dreams, Hopes & Aspirations”
• Identify the Actionable Need

27. Please Note
No Plan
• Good Product And Team.
• Now What?
We Are Not Miracle Workers
• We Are In The Training Business
• We Can’t Fix Bad Products
• Know Your Capabilities

28. Assignment #1: Reconnaissance
Recon Mission
• Check Out Their Website & Social Media
• Search Contact By Name
• Search By Business Category
• Look For New Product Introductions
• Search The Competition
• Talk To Employees (Don’t Be Creepy)
• Research Past Training Efforts

29. Assignment #2: Craft your Questions
The Seven (7) Step C.N.A.
1. The Backstory
2. Obstacles & Challenges
3. Events & Conditions
4. Importance
5. What’d I Miss?
6. Framing
7. Next Step (The Solution)

30. 1. The Backstory
•Tell Me About Your
Company. Tell Me About
Your Goals, Your Objectives.
•Limit To 3 - 4 Questions.

31. 2. Obstacles & Challenges
• What Is Keeping You From
Achieving Your Goals?
• This Is The Heart Of The C.N.A.
• This Is Where ”Needs Are Born.”
• Select 5 Questions From This
Category.

32. 3. Events & Conditions
•What Lead To Your Current Challenges?
•What Is The Root Cause Of Your Obstacles?
•Try Not To Get Bogged Down In The Negative.
•Limit Of 1 or 2 Questions From This Category.

33. 4. Importance
•What Demands Immediate Attention?
5. What Did I Miss
•Flip The Script! Give Them Time To Respond.

34. 6. Framing
• Once You Finish Your Line Of
Questioning, Take Time To
Frame The Needs.
• Repeat Back Their Needs, In
Order Of Importance.
• ”Did I Understand You
Correctly?”
• Identify And Confirm The
Actionable Need That You
Intend To Address.

35. 7. The Solution
• Thank Them For Their Time.
• Set A Date To Return With The
Solution.
• Hard Fast Appointment, Date
and Time.
• No More Than One (1) Week
From Day Of C.N.A.

36. What Are Your Expectations For Training? What Have They Been?
How Do You Measure Success?
What Would You Like To Change About Your Company’s Current Training
Initiatives?
What Is Your Philosophy On eLearning And Performance Improvement?
With Whom Have You Had Success With In The Past? (How Did You Measure?)
If You Find A Tool That You Feel Is Usable, What Is The Process Like To Implement
It?
Do You Have A Budget In Mind?
A Few Go To Questions

37. We’re Prepped. Now It’s Showtime!
•Remember, You Are The Training Specialist
•Non-Confrontational
•They’ll Be Discussing Their Favorite Topics.
Themselves!
•Four (4) Quick Tips For C.N.A. Success!

38. Four Quick Tips:
Number 1
Take Notes
Ask Permission, They Will Be
Flattered.
And… You Might Just Learn
Something.
Fill In The Blanks After The Session
Is Over. You Will Want To Refer To
Them In The Proposal Process.

39. Four Quick Tips:
Number 2
Listen
It’s Okay To Shut Up!
Listen To Their Responses.

40. Flexibility
If The Customer Lets You Into
Their World. Be Prepared To
Abandon Your Prepared
Questions.
The C.N.A. Is Not Designed To
Be Personal Entertainment.
Be Prepared To Chase A Rabbit!
Four Quick Tips:
Number 3

41. Manage Expectations
What Does A Win Look Like?
Is Your Goal Realistic?
If Necessary, Adjust The Goal.
And Reconfirm. “Are We In
Agreement?”
Four Quick Tips:
Number 4

42. Final Steps
Time To Wrap Up The Meeting
• Set Appointment For The Next Meeting (The Solution)
• State The Purpose Of The Meeting.
• Post Meeting, Clean Up Notes.
• Finish Your Thoughts.
• Fill In The Blanks.

43. STORIES & ILLUSTRATIONS VS. FACTS & FIGURES

44. It takes an average of 3.2 touches*
to make a sale.
*Face-To-Face, Phone & Email
Source: I Made It Up J
Did You Know?

45. Tell Them A Story.

46. RECAP
Step 1: Listen
Step 2: React
Step 3: Communicate

47. EFFECTIVE & ENGAGING ELEARNING
3

48. BENEFITS OF VIDEO
Keep
learners
engaged
Demonstration
friendly
Trigger
conversations
Decrease
instructor
costs
Increase
productivity

49. We have a simple, but unique
development criteria. All our tools &
learning assets are guided by 3 principles.
(Not all eLearning is created equally.)

50. #1: Make it short & easy to understand

51. • The days of the 30- and 60- minute voice-over video are
over. Few people have that kind of time.
• Shorter videos also have the advantage of appealing to
a wider cross-section of your workforce.
• Learning can happen literally anytime, anywhere
• The material is engaging. When employees hear content
that is relevant to them, delivered by people who look
and sound like they do, they will be engaged with the
material. This helps retention and application of content.
#1: Make it short & easy to understand

52. #2: Make a measurable impact

53. •Know What We’re Trying To Achieve
•Where Is Our Current Level
• Pre & Post Training Survey
•Run Usage Reports
•Setup Specific Due Dates
#2: Make a measurable impact

54. #3: Must be engaging, to be effective

55. • Our Customers Are In Entertainment Business
• Lots Of Graphics & Animation
• Follow Up Courses (After One Course Is Viewed… 7 Days Later)
• Monthly Newsletters
• Bi-monthly Blogs
• Fresh Content Once Per Month (Weekly Recommendations)
#3: Must be engaging, to be effective

56. DEVELOP (OR BUY) TRAINING TO FULFILL THE NEED
4

57. • Don’t Leave Training To Chance.
• Locate Or Create Content As Soon As The Need Arises.
• No Need To Recreate The Wheel.
• Look At What Is Existing.
• Need To Customize?
• Custom Content Is Pricey
• Can You Create A Hybrid Class?
• If Not, Make Sure The Shelf Life Is Long Lasting.
Fill The Training Need

58. The Sales Cycle
Goal Management
Cold Calling
Without A Need You Can’t Proceed
Preparing For The First Appointment
Conducting The Needs Assessment
The Presentation
Introduction To Objections
Ask For The Order
Service And Renewal
No, But, If
Handling Tough Customers
Turning Features Into Benefits
When To Shut Up
On-Demand Sales Content
DISC Selling Skills Series
Running A Sales Meeting
Territory Development
The Changing Sales Team
Building The Perfect Salesperson
Negotiation Series
Communication Series
Presentation Skills Series
Time Management
Smile
Defeating Stalls
Customer Service Basics
And More…

59. Customized Content
• Product Training Needs Review
• End User Application Needs Review
• Review of Existing Training (If Applicable)
• Curricula Organization (Based Upon Topic/Series)
• Script Editing (SME Responsible For Initial Script)
• Creation of Custom Graphic Environment
• Final Review of Graphic/Scripting
• SME/Talent Scheduling (TBD)
• Video Production and Delivery
A Produced Minute

60. Training cannot be a “one
and done” event. You must
have a culture of learning
to retain employees and to
keep operations running
smoothly.

61. LEARNING ONLY WORKS IF THEY PRESS PLAY
4

63. We Try To Make Learning FUN.
(Life is too short for boring training content)

64. PRESS “PLAY”
•Employees Expect More
•Require Online Courseware
•Live Assist Online Training (P1 Plus)
•Course Contesting (Tampa Bay Rays)
•Webinars (Similar To This, Followed By Course)
•Live & In-Person Workshops
•Personal Learning Consultant

65. Katey McGuckin-Woolam
816.456.8603
katey@p1learning.com
Keeper Of The Need

66. Old, Boring Content Style
Awkward computer
animation with tinny
computer voice
YouTube for trainingTalking head with no
interesting graphics
Clearly outdated and
old content

67. KEEP THEIR ATTENTION
Vibrant Graphics
Diverse, Live Presenters
Unexpected Design Elements
Music & Sound Effects

69. FREE 2-WEEK DEMO
SCHEDULE C.N.A.
PRICING PROPOSAL

70. p1learning.com/multitask

71. CONTACT:
Bryan Marriott
bryan@p1learning.com
913-209-2568

73. 73
eLearning for Sales
Success Webinar Series
Q&A
President, P1 Learning
Linkedin page: bryancmarriott/
Twitter ID: @BryanMarriott
Email: bryan@p1learning.com
Website: p1learning.com
Bryan Marriott
Speaker:
Editor, Aggregage
Linkedin page: elearning-learning/
Twitter ID: @eLearningPosts
Email: eve.lyons-berg@aggregage.com
Website: elearninglearning.com
Eve Lyons-Berg
Moderator:
www.elearninglearning.com/webinar-series/elearning-for-sales-success/
www.salesprocentral.com/webinar-series/elearning-for-sales-success/