Microlearning Library Client Testimonials
“Without the microlearning library training videos and support, our sales reps would never have come up with that idea. It led to $2 million in new sales.”
Scott Odom | VP Strategic Accounts | Clover Imaging Group EMEA
“The microlearning approach was an easy sell for me. We use them for team training and individual coaching. In our overall strategy, it is the most cost effective training we offer.”
Becky Helfter | Sr. HR Generalist | Pentec Health
How Microlearning Can Supercharge Sales and Leadership
As part of an overall training strategy, a microlearning library can make a profound difference. With over $120 billion spent annually on sales and leadership training, you would think there would be some measurable results.
Sadly, according to a recent Fortune survey, only 10 percent of CEO’s said that their leadership-development initiatives have a clear business impact. Our own sales training measurement research found that only 1-in-5 sales reps changes their performance from stand-alone sales training.
To get different results, leaders and sales teams require a focus on single concepts that are research-based, highly applicable, and continuously reinforced. That is where a Microlearning Library can help drive different results and help to reinforce and accelerate learning transfer.
Attributes of an Effective Microlearning
- Short
Effective microlearning modules are 4- to 6-minutes in length to encourage higher levels of engagement and improved retention.
- Single Concept
Microlearning modules focus on one concept to change one behavior thereby preventing the “cognitive overload” that comes with traditional long-form training.
- Research-Based
Effective microlearning is backed by credible academic and institutional studies on the psychology of influence and persuasion.
- On-Demand and Self-Directed
True learning takes self-initiative. SCORM-compliant microlearning is available at any time, on any device for when you need it most.
- Assessment Driven
The best microlearning is based upon the targeted and agreed upon skill gaps that matter most at the individual and team levels
- Supported with Tools and Job-Aids
An effective microlearning library includes leader and learner support tools such as individual development plans, quizzes, facilitator and discussion guides, AI role-play conversation bots and simulations, and a proven microlearning process to share lessons, track progress, and measure results.
Sales Microlearning Library
Our research-backed sales microlearning library has curated sales learning journeys and 125 modules for sales reps, sales leaders, and sales managers in the areas of:
Prospecting (click to see modules)
- Why You Miss Your Goals and How to Start Hitting Them
- The Secret to Getting Past Gatekeepers
- Overcoming Call Reluctance
- Prospecting: How to Get Buyers to Hear Your Message
- Cold Calling: Nail the First 20 Seconds
- Why Smart Lead Follow-Up Could Yield 12 Times More Sales (Rule of 45)
- Time Management for Sales: The Golden Hours
- When the Prospect Says No: How to Make an Effective Second Sales Effort
- Reaching the C-Suite: The Down-Side-Up Approach
Discovering & Qualifying (click to see modules)
- Qualifying: How “Confirmation Bias” Skews Your Judgment of Who Will Buy
- Why a Lean Pipeline Maximizes Sales
- How to Ask Awkward Questions
- How Many Customer Problems Do You Need to Dig Up?
- Discovery: The Five Whys Technique to Uncover Hidden Customer Needs
- Stupid Questions: A Smart Selling Strategy
Presenting & Communicating (click to see modules)
- Reactance: Why Buyers Feel Pressured – and Why They Push Back
- Texting Prospects: Should You or Shouldn’t You?
- The Science Behind Storytelling in Sales
- The Secret to Selling CEOs
- How to Deliver Good News—and Not So Good News—to Buyers
- Mirroring Buyers’ Behavior: Why the Traditional Approach Doesn’t Work, and How to do it Better
- Price Resistance: Why ‘Features and Benefits’ Can Undermine Value
- Gaining Commitment: How to Get Buyers to Persuade Themselves
- Anchoring: The Surprising Reason Why it Works and Why it’s Not Just About Numbers
- Framing the Sale: The Power of Loss Aversion
- Why Salespeople Just Can’t Shut Up
- Communication: How Prospects First Decide Whether to Trust You
- Presenting Features and Benefits: The Power of Three
- Effective Sales Conversations: What Does the Research Say?
- How and When to Disclose Risk to Prospects
- Resonating Focus: The Key to Creating High-Value Proposals
- Communication: Getting Your Buyer to See the Light
- Avoiding the “Yes Trap”: Building Trust with Prospects and Customers
- How to Win at High-Stakes Sales
Handling Sales Objections (click to see modules)
- The Emotional Impact of Price Discussion: How to Minimize the Damage
- How to Turn Shortcomings Into Strengths
- How to Handle “Deal-Breaker” Objections
- How to Beat Your Toughest Competitor: The Status Quo
- Why Salespeople – Not Prospects – Are Responsible for Stalls
- How to Unseat an Entrenched Competitor
- The Commodity Copout
- Overcoming Purchase Anxiety: How to Close Buyers Who Just Can’t Make a Decision
- Turning Objections into Objectives
Building Customer Relationships (click to see modules)
- Confidence: The X-Factor that Drives Credibility and Sales Success
- Establishing Credibility: Putting the Buyer’s Interests First
- Relationship Building: How questions can create – or destroy – rapport
- Relationship Building: Trust and Expectations
- What Science Says About Giving Gifts to Buyers
- Critical Insights: Become a “Challenger” to Win Buyers’ Trust
- Body Language That Builds Trust With New Prospects
- Deep Conversations: How to Create Stronger Connections with Buyers, Prospects and Others
- Show Your Work: Why Buyers Need to See Your Effort
- The Value of Small Promises: Earning the ‘Fairness Premium’
- ‘Just Okay’ Customer Relationships: How to Make Them Deeper and More Profitable
- Dealing with Uncooperative Buyers: Power, Choice and Control
- Internal Networking: How In-house Relationships Help You Make More Sales
Closing (click to see modules)
- What Makes Upselling Succeed – or Fail
- How to Help Prospects Get Internal Buy-in from the C-Suite
- Winning Complex Sales: Finding Your Champion
- When Your Buyer Can’t Decide: How to Break a Tie
- Why Long Selling Cycles Are Killing Your Sales
- Concessions: How They Can Destroy – or Enhance – Your Credibility
- Closing: How “Tag Questions” Can Help You Seal the Deal
- Closing the Sale: When the Buyer Wants to Sleep On It
- MESOs: Offer Buyers Choices, Not Concessions
- Getting Buy-in: How Buyers Take Ownership of Your Sales Proposals
- Closing: Set Your Buyers Free
- How to Get Buyers to Follow Through and Do What They Say
- Selling to Buyers Who Hate to Spend Money
- The Post Close: How to Lock in a Sale and Avoid Last-Minute Surprises
- Tough Negotiations: How to Hold Your Ground with a Price Bully
- Unconsidered Needs: How Changing the Conversation Wins Sales
- Closing Time: When’s it Best to Ask for the Sale?
- How ‘Consumption Visions’ Can Help Customers Sell Themselves
Getting Client Referrals (click to see modules)
- The ‘Other’ Referral: Why it’s Valuable, How to Get It and What to Do With It
- How Buyers Benefit From Giving You a Referral
- Referrals: The Power of Few
- Referrals: The Golden Time to Ask May Not Be When You Think
Managing Accounts (click to see modules)
- Angry Customers: The Three R’s for Dealing with Hostility
- Growing Existing Accounts: Show Them Something New
- Buyer’s Remorse: Why It Happens and How to Manage It
- How to Sell a Price Increase
- Account Retention: Little Signs of Big Trouble
- Building Customer Loyalty: The Entanglement Strategy
- Managing Expectations with Unrealistic Customers: The Reverse Cold Feet Technique
- The Four Open Doors: How Accounts Become Vulnerable, and How to Keep Them Safe
Managing & Leading Sales (click to see modules)
- How to Conduct Effective Exit Interviews: A Technique for Finding the REAL Reason Employees Leave
- The C.A.R.E.E.R. Model: The Ultimate Retention Strategy for Managers
- Sales Leadership Credibility Part 1: The ‘Confidence Base’
- How to Smoke Out Impostors in Interviews for Sales Jobs
- Coaching: How to Help Salespeople Frame Setbacks in a Positive Way
- Why Praise Can Backfire – And How to Do It Right
- Vulnerability: Why it Drives Trust and Innovation
Targeted sales learning journeys that can be tailored to your exact needs. Examples include prospecting, selling in challenging times, selling virtually, excelling at inside sales, handling objections, managing key accounts, and high stakes closing.
Leadership Microlearning Library
Our research-backed leadership microlearning library has curated leadership learning journeys and 86 modules for leaders and managers in the areas of:
Building Trust & Credibility (click to see modules)
- Fairness: Why the Little Things Matter So Much
- Leading from Your Confidence Base
- Six Managerial Styles You Need to Lead Effectively
- The Power of Predictability
- Vulnerability: Why it Drives Trust and Innovation on Teams
Coaching, Training, & Talent Development (click to see modules)
- A 3-second Technique For Improving Your Coaching Conversations
- The Power and Practice of Follow-up
- How to Turn Around a Struggling Team
- Your Mindset Makes All the Difference
- How to Harness Peer Learning in Group Sessions
- How to Help Employees Bounce Back After Failure
- Framing Corrective Feedback in a Positive Way
- Why Goal-Setting Often Doesn’t Lead to Goal Achievement
- How to Offer Feedback That Actually Changes Behavior
- Coaching: Is It Okay To Let People Fail?
- The Curse of Knowledge: Why it Hurts Training and How to Overcome it
- Why 80% of Training Doesn’t Stick – And What You Can Do About It
- Performance Feedback: The Seek-First-to-Understand Approach
- Coaching: How to Help Employees Frame Setbacks in a Positive Way
Communication (click to see modules)
- Earning Trust: The Value of Small Promises
- How to Deliver Good News – and Not So Good News – To Your Team
- Working with Other Departments: How to Win Over “Porcupines”
- The “Illusion of Transparency” and Why Your Messages Aren’t Getting Through
- How to Get Buy-in for Change
- Persuasion: Getting Employees, Bosses and Colleagues to See the Light
- How to be an Idea Catalyst, Not an Idea Killer
- Handling Excruciatingly Difficult Conversations
- The Science Behind Storytelling in Leadership
Conflict, Crisis, & Change (click to see modules)
- Change Management: How to Disarm Passive Resistance
- When Your People Resist Change: Turning Objections into Objectives
- Controlling Rumors: Filling the Vacuum
- Handling Disruptive Star Performers: How to Tame a Tiger
- Leading in a Crisis: How to Keep People Calm, Focused and Engaged
Decision Making (click to see modules)
- How to Head Off Groupthink
- Making Big Decisions: How to Uncover the Blind Spots that Can Sink Your Project
- Fact-Based Decision-Making: The Five Whys Technique
- Group Decision Making – The Early Consensus Trap
Employee Engagement (click to see modules)
- Re-Energizing Long-Tenure Employees
- Avoiding the ‘Transaction Trap’: When do Financial Incentives Work – and When Can They Backfire?
- Employee Motivation: The Surprising Power of ‘Line of Sight’
- Tapping into Discretionary Effort
- Four Triggers of Employee Disengagement
- The Biggest Motivator: Making Progress Toward Goals
Onboarding & Retention (click to see modules)
- How to Help Inexperienced Hires Succeed in A New Job
- Mastering the Stay Interview
- Employee Onboarding: Why Too Much Emphasis on ‘Fit’ Can Backfire
- Onboarding: The Critical Importance of a New Hire’s First Assignment
- The C.A.R.E.E.R. Model: The Ultimate Retention Strategy for Managers
Performance Management (click to see modules)
- Managing Long-Term Projects: Why People Procrastinate – and How To Get Them To Stop
- How to Help Your People do a Better Job of Setting and Meeting Deadlines
- Drifting Goals: Why Goals Often Erode Over Time
- Performance Reviews: How to Deliver The Change Message
- Managing Difficult Projects: The Importance of Showing Early Progress
- Dealing With Mistakes: What High-Performing Teams Do Differently
- ABC Method: Handling a Bad Attitude
- How to Drain the Drama and Emotion From Salary Reviews
- Delegation: How to Get Results Through Other People
- Empowerment and Accountability: How Much Rope Should You Give Your People?
- Progressive Discipline: The “Career
Personal Development (click to see modules)
- Managing Up: Getting Buy-in For Your Proposals
- Managing Workplace Stress: How to Stay Productive Under Pressure
- Time Management: Why It’s Not About Time
- Managing Distractions: The “Got A Minute” Trap
- New Manager Pitfalls: How to Avoid Them and Succeed in a Leadership Role
Recognition, Rewards, & Incentives (click to see modules)
- Changing Behavior: Why Rewards and Punishments Often Aren’t Enough
- Unlocking the Power of Non-Monetary Rewards
- Why Praise Can Backfire and How to Do It Right
Recruiting, Hiring, & Termination (click to see modules)
- Overcoming Confirmation Bias in Hiring
- The Psychological Contract: When New Hires Don’t Stick Around
- Hiring for Grit
- Situational Interviews: How They Can Improve Your Hiring Decisions
- Reference Checks: How to Get Feedback That Predicts Future Performance
- Hiring Interviews: The ‘Deep Conversations’ Method to Ensure You Hire the Right Person
- Recruiting: The Reality Check Technique for Gaining Alignment
- How to Smoke Out Impostors in Job Interviews
- How to Conduct Effective Exit Interviews
Team Dynamics (click to see modules)
- The ‘Competence Trap’: Why Teams Struggle to Change
- ‘For the Good of the Group’: The Secret Power of Social Norms
- High-Stakes Problem-Solving: How to Get Crystal-Clear Thinking When You Need It Most
- Random Encounters: How They Promote Team Cohesion and Boost Productivity
- Team Goals and Social Loafing
- A 4-Point Model for Leading High-Performance Teams
- How to Get More and Better Ideas from Brainstorming Sessions
- Team Productivity: The Power of Brooks’ Law
- Managing Team Conflict
Targeted leadership learning journeys can be tailored to your exact needs. Examples include giving feedback, holding people accountable for results, leading remote employees, building organizational resilience, keeping people motivated in difficult times, helping experienced leaders, and building foundational skills for new leaders.
If you are interested in adding a proven microlearning component to your training and development offerings, please contact us.
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