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Using Training to 
Generate Leads 
Sandi Lin | Skilljar | @sandislin
Why Train Customers?
Sales – The Old Way
Sales – The New Way
57% of the buying process 
is done before sales 
Source: CEB 
Pre-Sales Education Sales
Isn’t that marketing’s job?
Develop Your Concept
Consumers
Businesses
Channel partners
Suppliers
Reflection: What’s Your Concept?
Delivery Modalities
Training external users 
is different
On-Demand
Virtual Live
Classroom
Remember to track
Reflection: What Type of 
Delivery?
Your ROI Metric
Reach
Use $ if you can
Training Revenue
Retention
Reflection: What’s Success?
Summary 
• Training Concept 
• Delivery Modality 
• Success Metric
devlearn.skilljar.com 
Sandi Lin | Skilljar | @sandislin
Using Online Training to Generate Sales Leads
Using Online Training to Generate Sales Leads
Using Online Training to Generate Sales Leads
Using Online Training to Generate Sales Leads
Using Online Training to Generate Sales Leads
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Using Online Training to Generate Sales Leads

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Using Online Training to Generate Sales Leads. Presented as SC 106 at DevLearn, Las Vegas, Oct 29 2014.

Published in: Business
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Using Online Training to Generate Sales Leads

  1. 1. Using Training to Generate Leads Sandi Lin | Skilljar | @sandislin
  2. 2. Why Train Customers?
  3. 3. Sales – The Old Way
  4. 4. Sales – The New Way
  5. 5. 57% of the buying process is done before sales Source: CEB Pre-Sales Education Sales
  6. 6. Isn’t that marketing’s job?
  7. 7. Develop Your Concept
  8. 8. Consumers
  9. 9. Businesses
  10. 10. Channel partners
  11. 11. Suppliers
  12. 12. Reflection: What’s Your Concept?
  13. 13. Delivery Modalities
  14. 14. Training external users is different
  15. 15. On-Demand
  16. 16. Virtual Live
  17. 17. Classroom
  18. 18. Remember to track
  19. 19. Reflection: What Type of Delivery?
  20. 20. Your ROI Metric
  21. 21. Reach
  22. 22. Use $ if you can
  23. 23. Training Revenue
  24. 24. Retention
  25. 25. Reflection: What’s Success?
  26. 26. Summary • Training Concept • Delivery Modality • Success Metric
  27. 27. devlearn.skilljar.com Sandi Lin | Skilljar | @sandislin

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