Comments on: What’s your real goal? http://blog.cathy-moore.com/2007/08/whats-your-real-goal/?utm_source=rss&utm_medium=rss&utm_campaign=whats-your-real-goal Let's save the world from boring elearning Tue, 07 Feb 2012 12:04:55 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Cathy Moore http://blog.cathy-moore.com/2007/08/whats-your-real-goal/comment-page-1/#comment-191 Cathy Moore Mon, 15 Oct 2007 17:24:40 +0000 http://blog.cathy-moore.com/?p=45#comment-191 Scott, great point. Training groups and the courses we create could take a lot of pointers from marketing. Instead of offering features (knowledge) we should emphasize the benefits (increased sales). Having the benefits in mind when we design a course will help us develop interactions that will show learners how to apply the knowledge to their jobs. Scott, great point. Training groups and the courses we create could take a lot of pointers from marketing. Instead of offering features (knowledge) we should emphasize the benefits (increased sales). Having the benefits in mind when we design a course will help us develop interactions that will show learners how to apply the knowledge to their jobs.

]]> By: Scott Lewis http://blog.cathy-moore.com/2007/08/whats-your-real-goal/comment-page-1/#comment-190 Scott Lewis Sun, 14 Oct 2007 01:55:17 +0000 http://blog.cathy-moore.com/?p=45#comment-190 Reminds me of another example. Most people are familiar with the story of Black and Decker realizing that they sold holes, not drills. The reality is that they didn't take the thinking far enough: They sold hanging your kids picture on the wall or building a picnic table. Similarly, is crossing the river really the goal? Is knowing something really the goal? Or, is it getting to what is on the other side or being able to achieve an objective that is only possible once you know the something? Salespeople, as an example, aren't in business to take courses. Nor are they in business to know about buyers, capabilities, value or products. They are in business to sell something to someone. I've been thinking that we (my group does sales enablement inside a company) should design for and market as helping salespeople achieve results instead of offering training, helping someone learn about our product, etc. Reminds me of another example. Most people are familiar with the story of Black and Decker realizing that they sold holes, not drills. The reality is that they didn’t take the thinking far enough: They sold hanging your kids picture on the wall or building a picnic table.

Similarly, is crossing the river really the goal? Is knowing something really the goal? Or, is it getting to what is on the other side or being able to achieve an objective that is only possible once you know the something?

Salespeople, as an example, aren’t in business to take courses. Nor are they in business to know about buyers, capabilities, value or products. They are in business to sell something to someone.

I’ve been thinking that we (my group does sales enablement inside a company) should design for and market as helping salespeople achieve results instead of offering training, helping someone learn about our product, etc.

]]> By: Your E-Learning Success Depends on These 7 Questions - The Rapid eLearning Blog http://blog.cathy-moore.com/2007/08/whats-your-real-goal/comment-page-1/#comment-71 Your E-Learning Success Depends on These 7 Questions - The Rapid eLearning Blog Fri, 24 Aug 2007 05:01:52 +0000 http://blog.cathy-moore.com/?p=45#comment-71 [...] Many times you get projects where the customer has already determined what she wants. If the customer’s right, this is good and saves a lot of time. However, if the customer’s wrong, then you have a problem. You’ll waste time and money, and probably not meet anyone’s goals. Make sure your customer gets what she really wants versus what she think she wants. [...] [...] Many times you get projects where the customer has already determined what she wants. If the customer’s right, this is good and saves a lot of time. However, if the customer’s wrong, then you have a problem. You’ll waste time and money, and probably not meet anyone’s goals. Make sure your customer gets what she really wants versus what she think she wants. [...]

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