Challenge Corner


The Challenge Story

The Challenge Story is all about how we developed our online sell more learning product. It was originally posted on eLearning Brothers’ blog. eLearning Brothers is one of the key suppliers for Go for the Green Selling Challenge.

How It All Started

Our mission was to create a fun new way to help salespeople sell more. We planned to use key selling concepts from our Power Selling seminar series and make them  accessible online to expand our market reach.

But…how to do it?

Our Product Vision

Home Page of Go for the Green Selling ChallengeWell, most  salespeople love golf. It’s competitive, fun and it challenges their personal skill. What’s more, both selling and golf  require preparation, planning and practice to maximize personal performance. So why not create an online product with a golf theme to help salespeople sell more?

A golf themed product  would be fun and a cool way to help salespeople sharpen the selling skills they need to sell more!

We could call the product “Go for the Green Selling Challenge”. We could make it a forum where selling skills are refreshed and practiced; then, played and scored, all in a virtual golf setting. It would help anyone sell more…learn selling skills, practice selling skillsscore selling skills…and have fun doing it.


We started the lengthy product development process to link selling skills with golf. First came skills learning, Practice.

We developed and story boarded 9 key selling skills compared to 9 holes of golf.

With Practice in progress, we moved on to Play.


…a major hang-up in our development process.

How to develop Play for skills testing? We needed a golf game for a fun way to test skills learned in Practice.  We knew there had to be a solution online…some kind of golf game template where we could plug in our Play quizzes and do some customizing to fit our Practice content.

Go for the Green: First Screen

Our search found several golf site templates, golf scoring templates and, finally, eLearning Brothers’ Golf Challenge game template.

We worked our way through their template demo. It looked perfect:


We soon discovered the template was just the beginning.

eLearning Brothers’ custom development team offered responsive support way beyond our expectations. Their knowledge, experience and support allowed us to build Play to fit our product vision exactly.

Later in development, when users wanted more Play quizzes, they came up with a creative way to expand the golf template’s functionality and give our users what they were looking for. The Brothers sure made us look good!

Their golf game template became an integral part of our first Go for the Green Selling Challenge product. We also used the template’s graphics on our site and throughout Practice to integrate it visually with Play.

Every day we work with Go for the Green Selling Challenge and our site, we realize how lucky we were to find eLearning Brothers and their golf  game template. Their awesome team and their  template made it possible for us to realize our product vision and take our whole new concept live.

Thanks eLearning Brothers! We couldn’t have done it without you.

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Salesman puzzled by no sales

So, I got data and I got social…how come I got no sales? How can I get better sales results?

Those are questions I get asked almost every day when I’m talking with sales people. They’re frustrated because they have so many tools available but aren’t seeing results from them.

It’s no secret there’s a huge emphasis today on using data in the selling process.  Google “data in sales process” and you’ll get over 162,000,000 entries!

While working on a client assignment recently, I discovered 101 software products alone that manage data and sales activity. Yikes … and I’m sure that’s only some of what’s available. In addition to data and sales activity management tools, there’s the whole world of social: LinkedIn, Facebook, Twitter, YouTube, Pinterest. …

Now I’m not putting any of these down: they are useful, practical tools and all have their place.

If we’re not careful, however, we can easily get disrupted, distracted and buried in data – lost in all the noise and buzz.
With too much attention on data and process, we risk becoming data brokers, administrators and connectivity experts instead of salespeople.

We end up neglecting our real objectiveproducing sales results and selling more.

To produce results and sell more, we need to remind ourselves that:

So how do we sell and manage data at the same time?

Down the road, I’m going to talk more about how we keep a strong personal sales focus and sell more … while not getting overwhelmed with data and process.

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