How to Define and Sell the Value of Training
 

Day 1 – Thursday 10th May 2007

0900

 

Coffee and Welcome

0930

 

Mike Dowsey, CEdMA Europe

 

Introduction and “Hot Topics”
Please come prepared to share your current hot topics (which you will be asked in an online survey in advance along with the other “Pulse” input), and to describe the key issues you face today, and initial thoughts on this conference’s theme. This session is intended to help introduce everyone, and help with networking during the event, as individuals explain what their key interests are. Please limit your summary to 5 minutes with one speaker per company.

1030

Phil Lawman, HP

Who are our Audiences?
For some of us it’s the customer through our direct sales force, but for others it’s our hardware and/or software channel or partners or both.
This is a discussion session so please come prepared to contribute your views.

1115   

 

Coffee

1145 Simon Maskrey,
SUN

 

Internal Selling Experiences
Let’s revisit the best practice that came out of our recent workshop:
1. Who are we talking about and what rewards and remuneration can we use?
2. What are the outside influencing factors?
3. What are the mechanisms and tactics we can use to engage?
4. How do we support and how do we measure success?
This is a discussion session so please come prepared to contribute your views.

1230  

Lunch

1330   

Phil Lawman, HP

What are our Value Propositions for these Audiences?
Are we confusing our Activities with our Value Proposition? We must rethink the description of our Value Propositions. Competitive threats often help to bring our value propositions into focus. It also depends upon whether our customers are external or internal. In the breakout session, you will get the chance to create your own Value Propositions.
This is a discussion session so please come prepared to contribute your views.

1530  

Tea

1600 Justin McCarthy, Sybase

Expressing our Value Propositions
Can we all make the 20-second elevator pitch? Or others? Let’s find out.
This is a discussion session so please come prepared to contribute your views.

1700 Norman Buckberry, R&R

Building customer case studies
Bring your own examples along, good or bad. We can all learn from each other.
This is a discussion session so please come prepared to contribute your views.

1800   

 

Close

1900

 

Evening event and dinner

 

Day 2 – Friday 11th May 2007

0900  

David Freedman, Huthwaite

Selling Value Internally and Externally

Value propositions describe the generic advantages of your training offerings to the broad market. Turning those propositions into persuasive benefits, with measurable value for a specific set of internal colleagues or a customer, is a difficult and complex task. And once that value has been convincingly built with the customer, capturing it in the process of negotiation presents a further degree of complexity. This session takes a high level look at some processes and skills for increasing the likelihood of success. Some time will be devoted to exercises that will involve your direct participation.

1030

 

Coffee

1100

David Freedman, Huthwaite

Selling Value Internally and Externally (cont)

1230  

 

Lunch

1315

Mike Dowsey, CEdMA Europe

Hot Issues/Topics

This session takes the input sent in advance by attendees which then  gets qualified during networking sessions and is discussed at length along with other conference-specific outcomes.

This is a discussion session so please come prepared to contribute your views.

1415 Mike Dowsey

CEdMA Annual General Meeting

1430 Phil Lawman, CEdMA Chairman Planning the events in the rest of 2007 -  workshops and conferences

1530

 

Coffee and close

1011 May 2006

The Marriott Meon Valley Hotel and Country Club,
near Southampton

(click for map and hotel info)



 

ENROL NOW

 

Printable Agenda

 

 

 

 

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