AKAMAI DEVELOPS A RELEVANT & USER-FRIENDLY SALES TRAINING
It can be challenging to distill complex materials into user-friendly information to make an effective sales pitch and successfully represent a brand. Akamai, a leader in cloud delivery services, needed to bring their global network of partner sales representatives successfully up to speed on a solution and selling knowledge. Since partners represent a significant contribution to Akamai’s revenue, it was a worthwhile investment to ensure that they quickly deliver the joint value proposition and could cross-sell and up-sell the full portfolio.
Akamai challenged AllenComm to create an engaging and effective sales training that would make the complex material relevant and user-friendly.
To engage learners in short, productive sessions and make a large quantity of complex technical material relevant and user-friendly, AllenComm developed five web modules.
The modules incorporate interactive learning activities that build knowledge, skills, and motivation. The final learning solution included an application game to practice, validate, and refine skills needed to identify sales opportunities, as well as several printable cheat sheets to reinforce skills needed on the job.
Participants in the course were able to:
- Articulate Akamai value statements
- Describe the benefits of Akamai for customers
- Identify new customer opportunities
- Bronze Telly Award for Professional Sales Training
- Bronze Omni Award for Professional Sales Training