SMT International Conference 2011 convened at the beautiful Don Cesar Beach Resort in sunny St. Pete Beach, Florida. Presenters included keynote speaker Jeffrey Berk (COO, Knowledge Advisors), Kevin Davis (CEO, Top-Line Leadership), Anders Gronstedt (CEO, Gronstedt Group), and many more.
SMT International Conference 2011 Recap
SMT International Conference 2011 convened at the beautiful Don Cesar Beach Resort in sunny St. Pete Beach, Florida. Presenters included keynote speaker Jeffrey Berk (COO, Knowledge Advisors), Kevin Davis (CEO, Top-Line Leadership), Anders Gronstedt (CEO, Gronstedt Group), and many more.
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FRIDAY, JANUARY 27, 2012
Dear SMT Members, As the new SMT President I would like to thank you for your interest in SMT. I have been in the sales, sales management and training field for over 20 years. Working for organizations such as Canon and Ricoh. Throughout my career I have participated in many networking organizations, however, not one [...]
Whether they are called Generation Y, Echo Boomers or Millennials, the group of workers born in the 80’s and 90’s has some unique characteristics. This is the group that handled communications, media, technology and social networking right from the cradle. They are often the bane of traditional organizations due to the technology challenges they bring, [...]
Airplane crashes don’t hurt nearly as bad in a flight simulator as they do in real life, which is why pilots have been trained in flight simulators for over 100 years. Strangely, that concept has yet to be translated to most sales organizations where on-the job training is the norm. Sales reps rarely get the [...]
Understanding Decision Criteria Julie Thomas We find that Sales Reps and Sales Managers all over the world often get very frustrated. They have a piece of business or an opportunity that they are working to close. They’ve done everything the customer has asked them to do. They think it’s done, they forecast the deal. They [...]
Motivating Your Team Kelley Robertson Every person has a different internal motivator. Money is a motivator for some individuals, challenge is a motivator for others. Being part of a group or a team is a motivating factor for somebody else. So as a sales manager it’s learning what’s important to your team and adapting your [...]
First, let’s define Formal Sales Training Program. It is not delivering product training when new products come out, it is not just new hire or sales 101 given to salespeople one time and forgotten. It is not marketing related “idea-of-the-month” webexs or 2 hour sessions where sales managers impart “ancient wisdom”. It is especially not [...]
ES Research Group, Inc. (ESR), the leading sales training research and advisory firm will host a series of four, online panel discussions in which 16 sales industry leaders debate today’s critical sales issues. The public may listen to the unrehearsed discussions and ask questions during the live, one-hour online sessions. Free registration for any or [...]
Selling To The Bottom Line CJ Hayden It’s not enough that people want what you offer – it really has to be something that not only will they spend money to get, but they have to be able to justify that purchase to themselves and to other people. You have to provide exactly what your [...]
Dear SMT Members One of the most important things to happen at the end of the conference will be to introduce the new Board of Directors and Officers for SMT for 2012. We have several positions to be filled in this year’s election. These positions are: President, Vice President, Treasurer, and 3 Board of Directors positions. [...]
By Dave Stein