Professional Society for Sales & Marketing Training

Saturday, November 21, 2009 March 2005   VOLUME 2 ISSUE 2  
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IN THIS ISSUE...
ROI on Sales & Marketing Programs
Message from the President
Increasing Sales Training ROI Effectiveness
Training Technology Trends
Asking the Tough Questions
Profile of SMT Board Member Jim Graham
How to Sell the Value of Training to Executives
2005 Training for the Sales & Marketing Trainer Workshop
How to Achieve National Recognition
From the Vault - A History of the Salesperson
The Case Study Method: Simple, Strategic and Convincing Evaluation of Training Impact
Metaphorically Selling
A Structured Approach to Brainstorming
Questioning That Works
A Structured Approach to Brainstorming
by Steve Bistritz, President, Learning Solutions International

Let’s assume that you were attempting to get input about three different categories from all participants within a workshop. 
 
For example, assume that you wanted the group to develop ways that your company differentiates its value around three specific categories, namely:
 
·       Products and Services
·       People and Expertise
·       Terms and Conditions
 
Here’s a structured way to generate ideas as part of a group activity.
 
1.  Separate the room into three teams, giving each team a different color marker.

2.  Set up three flip charts at the front of the room and ask each team to stand by a flip chart that has one of the categories listed above at the top of the chart.  

3.  Give the teams the following instructions:  

In your teams, brainstorm ideas on how your company differentiates its value, according to the specific category on the flip chart.
Appoint one person per team as the scribe for the entire activity
You’ll have three minutes to record your results on the flip chart, using the marker provided
Then we’ll rotate the teams so that each team has an opportunity to address each category
As a reminder, don’t duplicate information that has already been placed on the charts

4.   Debrief the activity to obtain a comprehensive list of value differentiators.  

The use of different color markers should make it easy for the facilitator to identify the specific team that added a specific idea.

At the end of the activity, each participant should take away a comprehensive list of value differentiators for their company, in each of the three categories discussed
 
 


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IMPORTANT NOTICES!!!

SMT Launches New Web Site at www.smt.org.

SMT IDEA MINTS

Creative Exercise to Reviewing Day One Materials the Morning of Day Two
Pete O'Brien
IMPAX Corporation

Introducing a Speaker
Jill Bremer
Bremer Communications

BOOK REVIEW

The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale
Author: Jeff Thull
Book Review by Robert Klein

UPCOMING EVENTS

Best Practices Academy
May 24, 2005
R.R. Donnelley
Chicago, Illinois

Distance Learning Webinar
June 10, 2005 - 12:00noon Central
Tips for Localizing Sales Aides

Best Practices Academy
July 26, 2005
Procter & Gamble
Cincinnati, Ohio

2005 SMT Annual Conference
November 14 - 16, 2005
Amelia Island Plantation
Amelia Island, Florida

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Columbus State University/Cunningham Sales Institute

Exel

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Lysis International, Inc.

Sallie Mae, Inc.

Think Training, Inc.

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Mary Elliott Bassett, Worldwide Director, Sales and Customer Training, Entertainment Imaging, Eastman Kodak Company

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