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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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2005 SMT Annual Conference Slated for November 14 - 16
Amelia Island Plantation to Host SMT's Premier Event
The 2005 SMT Annual Conference will once again be held in Florida at the Amelia Island Plantation in Amelia Island, FL. The conference is scheduled for November 14 - 16, 2005 and will offer attendees the finest in education and networking. To learn more about how to get involved with this year's conference, please click on the full story.
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Message from the President
by Renie McClay, SMT President
Welcome to the New Year. I hope it finds you with healthy training budgets and renewed energy to upgrade the sales organization! I asked Santa for some inner peace this year. He hasn’t delivered it yet, but I still have great hopes it will arrive soon! Imagine how Santa has had to make his operation more efficient over the last 100 years. Doubling and tripling his work load and more. Still needing to deliver everything in 1 day. It reminds me of our jobs – being asked to deliver behavior change in a sales force. And do it faster, with fewer resources and more constraints than we had before.
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Are You Overwhelming Your Sales Force with Knowledge?
by KC DeKorte, Director of Marketing, Involve Technology
Give sales reps the latest product knowledge, sales insights and best practices without taking them away from the sales process.
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How to Achieve National Recognition
Submit Your Nomination to Win a Stevie
by Isabel Kersen
The American Business Awards make possible national recognition in a variety of business categories - including Best Sales Trainer. SMT is a sponsor of the ABAs and, as a member you are entitled to submit nominations for these awards without a fee.
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Survey Shows How to Stop Annoying Audiences With Bad PowerPoint
by Dave Paradi
Too many experts look at PowerPoint from the technical perspective – what features do people use and how to use the features. My recent survey took a different perspective. For the first time, the audience perspective on PowerPoint presentations was considered. In September of 2003, I asked 159 people what they found most annoying about the PowerPoint presentations that they see. The results of this survey have important insights for presenters at all levels.
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The Case & The Place for ELearning
Effective Elearning in the 21st Century Sales Organization
by Tim McMahon, Managing Partner/COO, Top of Your Game Performance LLC
Elearning does have an exciting and powerful place in sales training but it might not be what you think. The task is to figure out exactly what that place is. Perhaps the solution can be found in looking not at how salespeople learn or even like to learn, but rather in how they want to use the time they spend in training.
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Next SMT Training for Sales & Marketing Trainer Workshop Scheduled
Fast Paced, Interactive Program Set for May 3 - 5 in Chicagoland Area
The 2005 SMT Training for Sales & Marketing Trainer Workshop is designed for new trainers or experienced trainers that want to tune up their skills (or, for trainers who have picked up their skills by experience and never been trained.) The 2 1/2 days of content includes assessment, design and development. It includes interactive teaching methods that are demonstrated and attendees leave with materials to recreate them back at home. The class also looks at the management of training - getting leadership support and sales manager buy in and follow up. It is taught by training practitioners - people who have done this for years! To learn more and to register, click here.
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Relationships with Customers and Effective Expressions
by Yukiko Shishido, CEO, J Planning Consulting Co.,Ltd.
In Japan, it is very important for success of sales to build human relationships between salespersons and customers. Customers develop different impressions of salespersons depending on expressions they use in their sales presentations.
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Profile of SMT Board Member Maria Edelson
Maria Edelson, SMT Director and Director, Sales Capability Development, North America for Procter & Gamble, is profiled in this month's issue of Trainer Talk.
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RECAP OF 2005 SMT CONFERENCE SESSIONS
The remaining articles in this month's Trainer Talk are summaries of some of the outstanding sessions that were held at the 2004 SMT Conference in Boca Raton, FL.
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Marketing & Sales Alignment Panel
Panel of Judy Gilliland, Bernie Defreitas, Gary Hardy
by Don Sterkel and Maria Edelson
By member request and as a follow up to the 2003 Conference the topic of Marketing & Sales Alignment was again explored with current initiatives shared by three (3) outstanding panelists.
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Creating a Culture for Diverse Sales Talent
Presented by Tom Willis, Office Depot
by Renie McClay
One Team, One Dream is the theme to Office Depot’s view of diversity. If you want to create and retain a diverse sales force, you need to have a culture they want to work in.
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Building a Listening and Accepting Culture Using Improvisation Concepts
Presented by Renie McClay, No Foam Productions
by Dr. Dan Weilbaker
Renie McClay discussed the application of improvisation techniques in sales training. The session mainly focused on illustrating how different improvisation situations work and how they can be applied to training.
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IMPACT Without Authority
Presented by Jane Helsing, Vice President Strategic Accounts, PDI
by Becky Stewart-Gross, Ph.D.
Jane Helsing facilitated the SMT Conference session called “IMPACT Without Authority.” Jane discussed the importance of influence, and then presented an overview of PDI’s IMPACT model. She went on to explain how the model could help make salespeople more effective.
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Blueprinting a Business Negotiation: From the Customer’s Viewpoint
Presented by Carrie Welles, VP Enterprise Accounts, Think! Inc.
by Dr. Dan Weilbaker
Carrie Welles not only presented information on negotiating but also conducted a case study to illustrate the principles discussed.
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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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