Online Sales Training
the fastest way for engineers to improve how they sell
sales performance improvement at the point of need
Engineers Can Sell
Online sales training for engineers
You've not just found an online sales training for engineers learning platform, if you're really serious about improving sales performance for either yourself as an engineer or for your team, then you've just found the fastest and most effective way to do it.
I'm Mark Moore and have specialised in helping engineers learn to sell in organisations of all sizes, globally (see some of my client's above). Over the years I've seen what works, and what doesn't, and set out to design the most efficient and cost-effective way of measurably improving sales performance. This online platform 'Engineers Can Sell' is it.
Online sales training for engineers - with a difference
How it Works
'Engineers Can Sell' is designed to be light, but potent. Unlike traditional training where you have to slog through lots of modules and theory, then attempt to apply later, this online (mobile-friendly) platform provides instant bite-sized how-to videos to be learned and applied on the job at the point of need.
Engineers search for the challenge right in front of them, watch a 5 minute video, use the various planners and frameworks to organise their approach forwards, then apply immediately to the job!
No time needed away from the job, no risk of forgetting what they learned, or learning anything irrelevant. It's targeted, purposeful, fast, always immediately accessible, and practical. The fastest way to get new sales results.
Engineers using the platform would follow a similar process as below.
A full blended learning solution
Online Sales Training for Engineers
The platform is fully designed and delivered by me, Mark Moore. It contains more than 15 hours worth of instructional videos (each mostly 5 minutes max), over 70 modules all split into a specific 'problem/solution' format. The content is made to be easily 'findable' - all well tagged, search indexed, and interlinked with related content.
You can dip in to learn ideas on how to tackle the challenge right in front of you with your current customer, and get applying it moments later. Or you can choose to use the platform however you like - as a standard linear 'e-course' if you want to work through it all.
You get access for 12 months, and at any time can reach for your phone to access it, or web browser. But it doesn't stop there...
Want face to face team work as well?
It's an excellent tool for individuals, but the version for teams provides an even more interactive and blended approach. You can use the platform as the basis to an internally run 'sales training for engineers' face to face programme, using Mark's videos, but also following team based exercises and assignments set by Mark. You even have the option to have live sessions with Mark, or have anyone in your team pick up the phone and call Mark for support in person. It all depends on what level of use/support you want.
How to decide if 'Engineers Can Sell' is for you
As the name of my site (www.HelpPeopleBuy.com) suggests, the philosophy and approach I help engineers to learn is one of helping their buyers make the right buying decisions in a way that works for them.
Fit and value are key. I want to help you make the right buying decision as you invest in sales performance improvement for engineers. You can get in touch any time to talk, and I can provide a free trial to really help you decide, but I strongly suggest that you learn a bit more first. The points made below are important, and often overlooked by organisations buying sales training. They could save a lot of headaches and wasted budget down the line.
I recommend navigating the links below. Each contains important and relevant information to help you think this through so that you're directing your budget and resources towards the right ROI. We're engineers. We want this to work - and efficiently!
Online Sales Training for Engineers
Why continuous improvement of selling is your real job
The job is not being able to sell. The job is being able to continuously improve how you sell. Here's why..
The purpose of a business is to create and keep a customer. Repeat. The customer enables the business and is the reason our roles exist. Customer facing engineers then, should understand the importance of their ongoing contribution to acquiring and keeping customers, efficiently.
The common and costly error is to fail to support your customer-facing engineers to continuously improve how they do this. The error is costlier if your competitor is doing it and you're not.
Continuously is an important word. Because times change fast. Approaches that once worked no longer do. They die fast. To succeed in 'sales' requires continuous learning, re-learning and adapting. It's easy to slip up. So a continuous desire to remain refined and succeed is necessary. If you're not going forwards, you're going backwards, and to fail to keep ahead with these capabilities means you're not carrying out your role as a 'professional' as well as you might.
If you want to succeed in business, and you want your customer-facing engineers to learn to sell effectively, the goal is not to get 'sales training'. It's to help and support your engineers to continuously improve how they sell, acquire, and keep customers. That objective wins in the short and long term.
One-off sales training is like going to the gym just once expecting to build muscle. Building muscles requires frequent attention on the chosen muscles that matter for the job. There's a reason pilots frequently take flight simulator training. If you're serious about ongoing improvement, you're going to need a different mindset and solution from just 'sales training'. Which is why the 'Engineers Can Sell' online sales training for engineers platform was designed to enable continuous sales improvement.
Online Sales Training for Engineers
The true costs of face to face training
Classroom face to face training has some benefits, which we should acknowledge. It serves certain purposes. But the downsides and inefficiencies are rarely considered. Let's take a look at the true costs of just relying on face to face training.
Perhaps the biggest and most overlooked 'hole' in face to face training is the separation of 'training' from application to the job. Classroom training is an out-dated model. Once it was the only option. And so habitually, we turn to it when we think of 'training'. Then we justify it by saying things like "it's good to get everyone together in one room". Or "sales has to be learned in person". But we don't look at the true cost - that a gap, a precipice is created between training and application. And most of the learning - and your budget and efforts - fall through.
How many participants will accurately remember and then translate new behaviours in the right ways at the right times on the job? Behavioural change is really hard. It doesn't just happen because someone has attended 'training'. When the moment to perform differently infront of a customer arises - under pressure, how many will switch old habits for new more effective technique that they came across just once on a training session 9 months ago? Be honest...
Whilst positive intention might be there (for some), the chances of this happening (especially consistently) are extremely low. Most people forget up to 80% of what they've learned within 24 hours anyway. That's if they were concentrating in the session at the time when the idea floated past. And if something does make it through and is remembered, will it be remembered, recalled, and applied effectively at the right time? Unlikely. That's a lot of wasted budget, time and effort from the start.
The most effective learning is done on the job, at the point of need. There's no doubt. The gap between figuring out a better way, and applying it is minimised.
"Here's how you do it...now do it right now in front of this customer, then reflect on how it went and how you could refine it" is the way forward if you want to see improvement.
This is the biggest constraint to face to face training, and it's huge, and these days, unneccesary. But also logistics, getting everyone together in one location, time away from the desk, absentees, resistant attitudes to training days, one chance only to 'get it', and one-size failing to fit all (and participants finding just 1 hour of a 6 hour session relevant to their situation) all cost significantly. Not just in investment, but the ongoing opportunity cost of failing to see improved sales.
When this happens, the 'training session' seems to come, go and whizz by like a speeding bus disappearing into the distance behind us. Never really to be thought about again. It's common. It's costly. And it's unneccessary.
And it often stems from the dangerous mindset that learning can be done 'to' you. Or to people. It can't. It can only be done 'by' you. Those engineers that learn to sell realised this. They took charge, and owned the process. You can learn more about what else they did below.
Online Sales Training for Engineers
What engineers who improve
how they sell have in common
(Each of these have modules to improve them on the platform)
1. They want to improve how they 'sell' or just remove the discomfort. They therefore have some desire and drive to improve their situation.
2. They are given autonomy to find what works for them. But are also given the options and tools to choose from. They are helped to find the right approach for them. They are not forced to adopt any one way that might have worked for their boss back in1997, for example.
3. They are supported to find what one thing would make most impact on their sales efforts right now.
4. They learn to improve that one thing, as close to the point of need as possible. They don't dilute efforts by learning anything else at this stage.
5. They understand whether they’re working on a skill (building a muscle that takes repetition), or working on something immediately transferable to their immediate workflow (eg shifting how they think about something so that the wheels turn more smoothly, or applying a process at the point of need)
6. Ultimately, they take charge. They know that learning=earning, that they must own the opportunity to improve, and that they must pay attention and reflect on what they did to refine further.
Most of all, they're interested to discover how to get all this right, because it’s fast, efficient, powerful, and strengthens their professionalism and career. It makes sense to them. They're the ones that measurably improve sales. And the online sales training for engineers platform that I have built helps engineers to do exactly this.
Engineers Can Sell is perfect for self-driven or self-directed indivuals who want to improve how they sell. If they want the next best thing to having personal support right next to them in the room, then this it is.
They can use it how they want, as a linear e-course to work through each module, or as a 'just-in-time' tool to improve performance at the point of need.
The recommended approach for efficient learning is to use the 'learning heist' search box.
1. type in words related to your challenge (e.g "plan for a sales meeting" or "writing emails")
2. find the modules that help you tackle the challenge
3. Watch the video, do the exercises, download the tools to help
4. Apply immediately on the job
5. Notice what happens and reflect and refine what you learned for future
Or, simply put, you do a learning heist, by finding what you need, get in, get what you need, get out, and apply.
Teams can also use the platform in this way, but if you'd like a more team-based approach to learning, then we have a special teams approach (read on).
Teams can use the platform in the same way individiuals do, but you may prefer a more 'face to face' team-based learning approach.
If so, get in touch to discuss.
The team-based approach is tailored to your specific teams requirements, and whilst participants will learn what they need from the online modules, they'll also do group activities and discussion with their colleagues. All you'll need is a team leader to follow Mark's guide notes to facilitate discussions.
And if you need more support from Mark, over screen or face to face, you can get that too! Optionally you can have Mark accessible over the phone or screen for one to one coaching and support, or to provide some group sessions if you think that will be worthwhile too.
The best thing is to get in touch to discuss what might work for you and your team.
The team-based process:
1. Mark holds conversations with relevant leadership and participants to diagnose their roadblocks and challenges and to determine where you would get most impact
2. Mark creates a 'learning path' for your team which is a sequence of relevant modules from the platform.
3. Group discussions and activites are designed and provided by Mark to help the team explore, practice and apply what has been learned. An internal team-leader your side follows Mark's guides to facilitate the discussion which means you can organise yourselves and timings to suit.
4. You decide your timeframes and milestones for your team to have watched each module by, so that they are ready to contribute to group discussions.
5. The premium package enables you to call Mark any time for one to one support, or to arrange live sessions with Mark over screen or face to face if preferred.
6. Team learning-paths are wrapped up with completion of action plans. And of course, the team have 12 months access to the platform to pull up and use whenever they need, including having access to all content beyond that which was in the 'learning path'.
The online sales training for engineers course includes:
“Thank you for a great set of sessions earlier this week. You did a great job and the team really benefited from the workshop.
Chris Mulligan - Partner - McKinsey and Company
"Mark delivered an outstanding two days of sales training to my technical team. It's made a tremendous difference to how they approach the sales environment."
Pete Short - Technical Sales Manager - Apple
"Just months in and we have increased our gross company profit by 18% - largely through Mark’s specific work on selling based on creating value."
Sam Matharu - Head of Business Development - Building Materials Nationwide
"“Mark is an excellent facilitator who took the time to understand my business needs and deliver effective training solutions that contributed to a significant increase in sales and leadership performance""
Mark Bryce - Marketing Manager - AMEX
We purchased Mark’s online course, to help my team of engineers improve our sales figures. We have had great feedback from the team and most importantly for me, have seen a real shift in focus in some of our team members and six months in we are ahead of our targets! I think the course is as close to a face-to-face workshop as you can have online. One of the real benefits is that it is a re-usable resource and we have rolled it out to new recruits after the rest of the team have completed it. This has really helped them to establish our desired behaviours early on. We have also used the videos in our team briefs to remind the team of some the right tools, techniques and behaviours. I’d recommend using Mark Moore and his course.
Electricity North West
Who's Mark and why did he create this?
My name’s Mark Moore, I’m an ex-engineer who set up an ‘accelerated learning’ business in the early 2000’s helping large corporates to short-cut the time it took to up-skill their employees. The results and feedback my work gained were eye-opening to all involved.
Some years into it, and having acquired an ability to sell into large corporates globally, I wanted more focus. I realised the importance of engineers and technically minded people being able to sell their products, services and solutions to their customers. I saw there was a growing need to help buyers clearly understand and buy value from highly technical solutions. Yet to help buyers do this wasn’t something that came naturally to most engineers. So I decided to ‘engineer a bridge’ to the problem. I chose to combine my engineering experience with my proven expertise in effective-learning and sales, to create a potent solution.
For years my work with large global clients was mostly face to face. But I always knew it wasn’t the most efficient and effective way to help engineers learn to sell. So I solved the problem.
- Who is this for?
- How do I trial it or sign up?