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by Marguerite Zimmerman

It is often said that experience is the best teacher, and this is true for B2B sales as well.  For decades, experts in learning and training have written about how important it is for people to have the opportunity to get hands-on in order to retain knowledge.

One of the most well-known pieces of modern learning theory is Bloom’s Learning Taxonomy, which specifies the relative complexity of different learning objectives.

It also defines how much information learners will be able to retain from each teaching method: when exposed to only workshops and workbooks, learners only remember about 20% of the material.

But when people are able to put techniques into practice, they retain up to 75% of what they’ve learned.

This means that even though sales training workshops are one of the oldest and most well-known development tools in business, they are maybe 20% effective – at best.

We rely on workshops so much because it’s difficult to find opportunities to teach new salespeople in real-life situations, especially when a company’s revenue is at stake. It’s difficult for any sales manager to get behind the concept of treating lost deals purely as learning experiences.


In order to address this problem, we’ve developed Momentium, a simulated sales environment that gives learners the opportunity to practice key skills until they get it right.

Our training programs engage sales teams at all levels of learning by combining traditional workshops, an interactive sales simulator, and video conference coaching. This unique blend of teaching, practice, and coaching builds new habits and the experience your team needs to be successful in B2B sales.



Do you know why your salespeople struggle to hit their numbers?

We believe that sales team performance depends on having the right people, in the right positions, with the right training. This guide will help you determine if you have the right people on your team, and how you can help them improve.




About Marguerite
Marguerite Zimmerman is CEO of E=mz2 Inc. & Founder of Momentium. Her career has been dedicated to helping sales forces maximize their performance.
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Sales techniques are best learned through practice