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BTA’s Webinar Series Begins Feb. 6

29 Jan, 2008

BTA’s Webinar Series Begins Feb. 6

The Business Technology Association’s ( www.bta.org ) Plugged-In, a new series of monthly sales team Webinars presented by Strategy Mapping Selling ( www.strategymappingselling.com ), begins Feb. 6. The program teaches right thinking — “Making the right call on the right contact at the right account at the right time with the right message to get the right results.”

Participants in the series will have the opportunity to take part in nine Webinars. These will include such topics as creating customer value, relationship selling and selling to key accounts.

“The Plugged-In series of Webinars provides dealerships a particularly affordable means of training sales reps to achieve greater sales success,” said BTA Executive Director Brent Hoskins. “There are no travel costs and very little time out of the field. Instead, reps can participate as a team in this program without leaving the dealership. It is easy to imagine this program augmenting current sales meetings, providing an invaluable sales training opportunity.”

The Plugged-In instructors both have many years of sales experience. Tim McMahon, founder and CEO of Strategy Mapping Selling, has held senior positions in sales and management with IBM, Digital Equipment and Dun & Bradstreet. Tom Kramer is an affiliate partner with the consultancy and has more than 30 years of sales and sales management and marketing experience with IBM, Eastman Kodak Company and Canon U.S.A. Inc.

The series begins with a two-hour Web conference that introduces the program — goals, objectives, monthly process, etc., as well as an initial discussion of today's selling challenges. Following the initial conference, each month participants will independently take an online e-learning program hosted on a secure BTA Private Learning Center Web site.

Following completion of each e-learning module, participants are then presented with an assignment. The assignment is industry-specific and asks the participant to apply what he (or she) has learned in the program to real-world territory and account situations that he is faced with in the field daily. The participant is directed to complete this assignment prior to the next conference date and be prepared to discuss his results.

Each month, all participants will join in an interactive on-hour Web and audio conference hosted by Strategy Mapping Selling. Following a "key topic" review by the instructor, selected participants will be asked to discuss their assignment responses as well as relate how they have applied what they learned in the program. The intent is to share experiences and develop "best practices" as well as assure that students gain practical experience in each skill set.

The eight Plugged In module topics are: World Class Selling; Creating Customer Value; Sales Leadership Strategies; The Why of the Buy; Relationship Selling; Selling to Key Accounts; and Scratch Selling — Personal Sales Motivation.
A look at the Creating Customer Value module provides a better view of the extent of focus each will bring. In this module, participants will be introduced to the three levels of customer value — transactional, relationship and business impact and how the level of value impacts competitive vulnerability and margin. Each participant will gain a better understanding of the importance of managing customer value perception and creating compelling and unique value propositions. What is more, participants will identify customer examples (from their territories) of each value level and the value propositions that have been or could be successful in increasing the customer’s value perception.
The series will end with a wrap-up conference Webinar and certification exam.

For more information on the new Plugged In program visit the BTA web site at www.bta.org  and click on Education & Certification and the Sales.

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