You may have heard EVP Tami Erwin kicking off our Q4’s IoT (Internet of Things) re-launch with an hour-long live stream webinar in November. What you probably don’t know is that the launch of the nationwide IoT campaign began as TPM #23841. Yes, it’s true. Team Tiger’s national IoT call blitz for the next few months is based on a project that was initiated in training! (Go Training!)
Pacific Market B2B Training Manager Lou Kane said the purpose of the IoT campaign is to help B2B reps understand how to position and make money with IoT. Kane explained that the IoT campaign involves “online trainings sent to B2B reps a week prior to a Monday morning IoT webinar, followed by a call blitz immediately after the webinar.”
Lou Kane - Sr. Manager - L&D
A lot of players worked together to make the project happen including team members from IoT HQ, IoT Marketing, and IoT L&D. The roadmap of future weekly IoT training/call blitz topics include subjects like Ag Tech (which was co-developed by former PACM B2B Trainer, Monique Geil), Track & Trace Intel Hospital, and Intel Traffic Management to Data Analytics.
Because of IoT’s growth potential, it’s important for trainers – no matter what channel you work in - to stay informed about IoT developments. Test your existing knowledge on IoT using the links below. You may be surprised by what you already know!
In Indirect News!
A new initiative is launching to improve the customer experience and increase sales. Indirect trainers were certified to teach Earn the Right in November. Classes targeting the local indirect employees will carry into 2017. In addition to indirect trainers, DM’s, AM’s, and trainers from select distributors will also be certified to teach Earn the Right. This is not only happening in the Pacific Market, but in other markets as well. The target is to deliver ETR to over 40,000 indirect employees across the nation.
In addition, to help drive higher business sales through our indirect channel, SMB summits have been occurring throughout the market for local agents. During these SMB summits, we will bring in agents for a prospecting workshop and a live call blitz.
Cheri Sudul, an Indirect Account Executive, supporting the Indirect to Business initiative in the South Pacific said the following. “The SMB Summit was designed to increase knowledge and improve prospecting skills. These skills can be used in customer-facing scenarios as well as outbound calls. We discuss why it is important to sell to small businesses and they now understand the opportunities in front of them.” Sudul continued, “We also had a guest speaker Mike Martinez from our Pac South B2B team. Mike shared best practices for cold calling and getting past the gate keeper.” Cheri Sudul explained the activities provided for the workshop. “They were designed to help shape a call script agents could use on prospecting calls. Skill drills helped to reinforce and improve confidence. During the last hour of the workshop, agents were given a list of leads to call to see if we could set appointments and create opportunity. At the end of one training, the agents had identified twelve leads and made five appointments.”
Aldo Bustamante, an Indirect Account Manager that had the following to say about the SMB Summits. “ You could see the excitement in our indirect agents. They were able to transfer learning into action by making outbound calls and setting appointments for future business.”
In addition, the National Indirect training team and a select few account managers have gone through a pilot version of the new IAM on-boarding program. This program will help with ramping up new account managers into their new roles. Stay tuned for more information around this new program in a future newsletter as it continues to develop for a tentative launch in Q1 2017.
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