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The Professional Society for Sales & Marketing Training is a non-profit organization dedicated to accelerating business results for our members and their companies by improving sales performance. Our longstanding vision is to continue our leadership role as the leading resource and authority for the sales and marketing training industries.
SMT welcomes aticles, idea mints, and book reviews to be submitted for future newsletters.
Please e-mail Becky Stewart-Gross if you are interested in submitting material to be considered for the newsletter.
Click here for article specifications.
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For the Trainers!
Treasure vs. Trash
Differing Perceptions of Marketing’s Leads -- And How to Get in Sync with Sales
by Jennifer Saunders, Vice President of Marketing, Huthwaite
There’s estrangement between Marketing and Sales in many organizations. A major reason for it is the chasm between them about the value of the leads Marketing provides. Marketing believes its leads can make a significant contribution to the sales process. The leads identify live prospects. The salespeople can target their efforts better. It took hard work and in some cases high cost to generate the leads. They’re to be treasured.
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Don’t the New Hires Get It?
How to Tell if They Really Sell
by Carletta Young, Senior Consultant, The Omni Group
The last training session proved disastrous. There you were, at the front of the room, speaking enthusiastically about the challenges of turning reluctant prospects into satisfied clients. But the faces staring back at you looked skeptical. A couple of people seemed genuinely and openly uninspired by your unabashedly brilliant and animated presentation; others simply looked confused. Isn’t this the sales-training class? What’s wrong with these new hires?
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Is That a Mouse in Your Hand?
by Ruth Soskin
Recently, I taught a group of sales people how to use e-mail. Before the session began, a participant approached me with a nervous look on his face. Timidly, he told me that he had not been “born with a mouse in his hand”. I smiled and assured him that neither had I! I promised him that I’d make the process as painless as possible.
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2003 Annual Conference - Sales & Marketing Panel
Part Four in a Series of Articles Detailing the Exchange in Des Moines, Iowa
by Don Sterkel, Dir., Learning & Development, Time Warner Retail
In this our final installment of the 2003 ASMT Annual Conference Recap of the Sales and Marketing Panel, we will be looking at some of the shared best practices of panel members and audience questions.
[CLICK FOR FULL STORY]
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2005 SMT Sales & Marketing Training Survey to Close Soon. Last Chance to Complete Survey and Receive Complimentary Report Detailing Results. Click here to take survey.
Deadline Extended to Submit Nomination for Best Sales Trainer Award
Questioning That Works
Isabel L. Kersen, Ph.D.
The Power Edge
A Structured Approach to Brainstorming
Steve Bistritz
Learning Solutions International
Metaphorically Selling
Author: Anne Miller
Book Review by Susan Onaitis
2005 Training for the Sales & Marketing Trainer Workshop
May 3 - 5, 2005
DePaul University O'Hare Campus
Rosemont, Illinois
2005 SMT Annual Conference
November 14 - 16, 2005
Amelia Island Plantation
Amelia Island, Florida
Click Here to Join the SMT Family
SMT Welcomes Our New Members
Piece of Pie Strategic Coaching
ProActive Training and Consulting
Softmed Systems, Inc.
"Being a member of SMT provides me with an invaluable network of sales and marketing training professionals that have an incredible amount of experience and knowledge to share... I rely on this prestigious group to support me in dealing with business challenges unique to our profession...
SMT members are my peers, my mentors, my friends... SMT is the only professional organization I belong to..."
Mary Elliott Bassett, Worldwide Director, Sales and Customer Training, Entertainment Imaging, Eastman Kodak Company
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