Do Trainers and other IT Consultants need to understand the Sales process?

As a trainer working for Training Providers my view of the World was that I provided the best trainer I could and the Training Provider would look after the process of selling to clients.

My world view has changed and I started to get interested in the Sales Process because:

  • I wanted to be sure I was helping to generate repeat business
  • I increasingly find myself accompanying Sales staff to meetings with Clients to help turn training needs into courses and other activities

So I felt I needed to understand the process better. As I have been working on re-building my business I have realised that this understanding is essential.

So via ITUNES I found the Advanced Selling Podcast by Bill Caskey and Brian  Neale. While the intended audience is sales people, I think any contractor will find value in their problem solving approach. The podcast is based around listener submitted questions.

They have recently started the Whiteboard Wednesday video series and an Advanced Selling Podcast LinkedIn Group

Your thoughts please

Steven Knight, IT Trainer