Selling and Marketing Training
 

Day 1 – Wednesday 18th May 2011
 

0900

 

Coffee and Welcome

0915

 

 

 

Mike Dowsey, CEdMA Europe

 

Introduction, “Hot Topics” and Routes to Market – What Works for You?
(You will be asked in an online survey in advance for Hot Topics along with the other “Pulse” input.)
Your input to the online survey has been collated and will be presented during this session. This will highlight the key issues and market challenges that you face today. The aim is to aid your understanding of the other companies in the group and facilitate networking discussions during the course of the event.

1000  

Break

1030

 

 

 

Phil Lawman

Routes to Market for Selling Training – Discussion and Breakouts

This session first discusses the many and varied ways we go to market – HW/SW/Services Sales, Education Sales, Education Consultants, Response Line/Help Desk, ISV’s, Resellers, HW/SW Agents, Training Agents. Based on Pulse input, or personal preference, attendees will join breakout groups to discuss what works, what doesn’t work, hints, tips and best practice. Each group will record their findings and report back to the whole group. Findings will be published on the conference webpage.

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

1230  

Lunch

1330   

 

 

Mike Dowsey

 

 

Education Packaging - Easy to Sell, Easy to Consume?
This session covers the features, benefits and challenges of the four main types of "packaging":

  •  “Volume Commitment” Models

  • The “Bundle"

  • The “Prescription”

  • The “Subscription”

1430  

Break

1500


 

 

Petra Brown

The Leader of the Pack?
As an educational leader, the pressure is on to facilitate changes in learning demands, skills and behaviours, and at the same time deliver improved performance. Here, you won’t get a magical solution, but what you will get is an insight into ways that a simple user-friendly psychology tool can help transform performance and enrich relationships, at work and in all aspects of life.
Packtypes™ describes its concept astransformational play” – will you play and become part of the Pack?  Decide for yourself....

1800   

 

Close

1930

 

Reception

2000  

Dinner

 

Day 2 – Thursday 19th May 2010
 

0900  

David Patterson and Gillian Broadhead

Learning Light

Selling e-Learning
This session describes the main findings of the Learning Light 2010 Europe-wide Market Survey, especially buying patterns, and suggests the best approaches for selling e-Learning to corporates and SMEs.

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

1030

 

Break

1100

 

 

Richard Lane

How do Customers Buy Training?
This session focuses on the customer’s perspective on training, how they approach requirements and where they turn to satisfy them. Here's an internal customer who is responsible for interacting with outside suppliers like us so we can find out what they look for in such a relationship.

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

1230  

 

 

Mike Dowsey

The CEdMA Europe Barometer

The Board is proposing to run a quarterly survey with only seven questions to get a better “pulse” of the industry, comparing the past quarter with the corresponding quarter last year. It will replace most of the pulse survey sent out before each conference and allow us to have more informed discussion at the conference. We’d like to present the current status with a view to getting a consensus view from the membership.

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

1300  

 

Lunch

1400

 

 

 

Simon Maskrey

Up-selling - How do we grow the opportunity?

We talk about "big ticket" sales but how can we enlarge the sales order with our customers and gain a more significant commitment upfront? What does it mean to create "high-value" offers and can we achieve it through the bundling of multiple educational deliverables. Will educational consultancy enable us to engage earlier in the sales cycle and grow the scale of the opportunity? We shall explore the group’s experiences.

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

1530
Philip Bourne, Chairman

Conference Summary plus
Planning the events for rest of  2011 – Workshops & Conferences
 

1600

 

Coffee and close

18-19 May 2011

The Marriott at Swindon

(click for hotel info)



 

ENROL NOW

 

Printable Agenda

 

 

 

 

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