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


Blog or Wiki – The Prime Directive – To Share

It occurred to me while explaining wikis and knowledge banks on a recent course, that this blog is more of a wiki than a traditional blog. The ultimate purpose or “the prime directive” of this web presence is to share useful tidbits that I find with you.  The secondary purpose is to act as a portable on-line reference, I can use when asked questions while on site training and consulting.

So lets share some resources…

Found these via discussions in LinkedIn.

For Presenters using PowerPoint


This is all about moving from endless bullet points to more effective graphical metaphors. PowerPoint 2007/2010 make this easier than ever before. Features makeovers of  bullets to visual approaches and interviews with known experts on presentations. Continue reading “Blog or Wiki – The Prime Directive – To Share”

SharePoint reading and resources


A very short summary of SharePoint resources for the end user and trainer starting out on SharePoint. Continue reading “SharePoint reading and resources”

LinkedIn Groups – as a source of useful resources for E-Learning, SharePoint

I had initially thought of LinkedIn as a resource to make my profile available to prospective clients. I have thought of  Twitter as the more useful tool for resources and research.

Then I learned about LinkedIn Groups.

Maybe I was wrong to underestimate LinkedIn. Continue reading “LinkedIn Groups – as a source of useful resources for E-Learning, SharePoint”