IABM begins sales and digital marketing courses
WORLD: IABM has partnered with training providers around the world to offer sales, pre-sales product demonstration, RFP and digital marketing training courses online to members of the association at a discounted rate. This aims to enhance the sales and marketing skills of IABM members.
The sales training course is a two-day workshop provided by global training organisation Sandler Training and titled Make Profitable Sales. It teaches how to sell without giving away free consultancy or discounts. ‘Most IABM members sell very technical products, and it is so easy for these people to get trapped into “free consultancy”, giving away their knowledge and expertise for nothing,’ commented Shaun Thomson, CEO at Sandler Training. ‘We teach people to sound different from the beginning and always make the conversation about their client.’
The digital marketing courses, meanwhile, are delivered by Target Internet and are designed to cover digital marketing techniques including email and content marketing to social media, SEO, analytics and data and digital strategies. ‘All of our courses include workshop activities that generate content and plans to help delegates achieve their business objectives,’ explained Susana Mascarenhas, commercial director at Target Internet.
High Green Media hosts the RFP and product demo masterclasses, which take the form of interactive and practical workshops. These will take place at various locations and at customer sites. ‘Both masterclasses will help attendees stand out from their competitors at the pre-sales stage,’ said Rob Ambrose, managing consultant at High Green Media. ‘The workshops will focus on shining a light on the business benefits for their prospect – the value that your product will deliver for them.’
In other news, IABM has appointed Abirah Aziz to the newly created position of assistant research analyst. The role sits within the association's business intelligence division and will see Ms Aziz report to research analyst Lorenzo Zanni. ‘Abirah’s appointment will enable us to further widen the scope and usefulness of our ever-expanding range of reports and studies, which I am certain will be greatly valued by members,’ stated IABM CEO Peter White.