12 Ways To Use E-learning For Customer Acquisition And Retention, Part 1 - Customize your approach...
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2) Customize your approach to each of the different stakeholders involved in the sale process. The Chief Financial Officer (CFO) will have a different set of concerns about your products and services than Chief Information Officer (CIO). The user interface layout and content of the web-based learning management system can be customized to each of the specific stakeholders' needs. A web-based learning management system can contain several courses, training modules, or repositories of information specifically designed to meet the needs and address the concerns of all the various stakeholders in the decision making process.
Most of the decision makers involved in business-to-business purchases are busy, executive-level managers. Since the information is web-based, they can access it and do a training module at their convenience.
3) Establish a knowledge base for salespeople, resellers, and partners. A web-based LMS used to deliver training and product support is a great resource and knowledge base for your sales team, resellers, and partners. It can provide a backup for sales people, resellers, and partners that might not have the same level of understanding of your products your field engineers. Your sales executives, resellers, and partners will feel more confident about offering your products and services with a good library of training courses and helps available 24-7 on the web.
4) Ramp up your new salespeople more quickly and keep them on the road. An e-learning system can be used to train your sales force on your company's products and services.
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