Brought to you by Business Training Library
The #1 Provider of Training Solutions for Growing Companies!

In this issue:

1. Business Training Library Makes Inc. 5,000 List
2. Breaking the Ice: Using Ice Breakers in Employee Training Sessions
3. Increased Hiring and Skill Development Trends in Information Technology
4. Course Review: Strategic Account Sales Skills



1. Business Training Library Makes Inc. 5,000 List

Inc. ranked Business Training Library No. 3,832 on its first-ever Inc. 5,000 list of the fastest-growing private companies in the country, with sales growth of 69.5%. The Inc. 5,000, an extension of Inc. magazine’s annual Inc. 500 list, catches many businesses that are too big to grow at the pace required to make the Inc. 500, as well as a host of smaller firms. Taken as a whole, these companies represent the backbone of the U.S. economy.

“The Inc. 5,000 provides the most comprehensive look ever at the most important part of the economy – the entrepreneurial part,” said Inc. 5,000 Project Manager Jim Melloan. “The expansion of the list has allowed us to tell the stories of larger companies, older companies, and a wealth of companies in industries like Manufacturing and Construction that are underreported in the business media.”

Business Training Library provides affordable employee training and development solutions to small and mid-sized organizations nationwide. Its comprehensive range of solutions include a video and DVD lending library, streaming video library, and a hosted e-learning platform. Client companies select from more than 6,000 off-the-shelf training courses covering business, professional and computer skills. Many clients also work with Business Training Library to develop and deliver customized online training courses.

The 2007 Inc. 5,000, as revealed online at www.inc.com, reported median revenue of $9.4 million and median three-year growth of 140 percent. Complete information on this year’s Inc. 5,000, can be found at www.inc.com/inc5000. The list features a profile for each company, almost all of them written as a result of Inc. interviews with management. In addition, the list is searchable according to numerous criteria, including industry, city, state, region, and year founded.

Hottest Regions for Fastest-Growing Companies
Leading the list of the fastest-growing companies in the nation is the Midwest region with 1,046 of the fastest-growing companies, followed by the West with 884 companies. The Southeast comes in a close third, with 872 companies, followed by the Northeast with 782 companies, and the Mid-Atlantic region with 606 companies.

Hottest Industries for Fastest-Growing Businesses
The largest business category is Construction, with 561 of the fastest-growing companies in this category, followed by Manufacturing with 515 companies, IT services in third with 466 companies, Business Services with 377 companies, and Advertising & Marketing with 349 companies round out the top five industries ranked on the 2007 Inc. 5,000.

Industries reporting the highest total revenue in 2006 are Construction ($27.1billion), Manufacturing ($18.6 billion), Health ($13.1 billion), Computers & Electronics ($12.7 billion), and Financial Services ($11.8 billion).

Methodology
The 2007 Inc. 5000 list measures revenue growth from 2003 through 2006. To qualify, companies had to be U.S.-based and privately held, independent – not subsidiaries or divisions of other companies – as of December 31, 2006, and have had at least $200,000 in revenue in 2003, and $2 million in 2006.

Companies can apply for next year’s Inc. 500 and Inc. 5,000 by registering with IncBizNet, the new social network for private companies that will launch this fall on Inc.com.

About Inc.com
Inc.com, the Daily Resource for Entrepreneurs, delivers advice, tools, breaking news, and rich multi-media to help business owners and CEOs start, run, and grow their businesses more successfully. Information and advice covering virtually every business and management task, including marketing, sales, finding capital, managing people can be found at http://www.inc.com.




2. Breaking the Ice: Using Ice Breakers in Employee Training Sessions

Getting a group of people together for an internal training session is often tricky enough – but what if you’re a new trainer, not all participants know one another, or you’re presenting on a topic that participants may feel uncomfortable about? Perhaps you’re a seasoned trainer looking for a way to energize your participants or grab their attention – breaking the ice with a little humor or entertaining exercise can set the tone for your training session. Ice breakers will put yourself and your trainees at ease, and set the tone for an interactive and engaging session.

In a recent webinar presentation, we challenged participants to provide their most effective ice breakers – whether it relates to the training at hand, or is just for fun. Here are a few of our favorites:

• Prepare a sheet of paper or use one side of a name tent with the silhouette of a license plate. At the top write the words “State of Mind.” As participants take their seats, ask them to create their own vanity plate using the letter/number combinations for your state. Then ask the participants to introduce themselves and show everyone their vanity plate. You will be able to gather a great deal of information about each participant that way. The less-than-creative ones will use their initials. The more creative ones will give you information about themselves – hobbies, family, pets, etc. This gives you interesting information that you can use to personalize your training. Mine is LUV 2 LAF!
  - Sue Birch, Mintel International Group
  
  
• In a team building exercise I have used for years, participants are asked to name their favorite color. Then, they are asked to list words that describe their favorite color. The consistently most popular color selected has been blue. The second most popular color has been red. Blue words have included sky, serene, and calming. Red words have included exciting, daring, bright, and noticeable. My personal favorite color is purple. Words I use to describe purple are twilight, richness, splendor, wisdom, and stillness.
  - Susan M. Hatfield, HR Consultant & Contributor to the HR Forum on About.com
  
  
• We recently used the Give ‘Em The Pickle customer service training video, and the pickle training went great!!!!! My team is still talking about it. They are going around saying "That is very pickle like," so I do think the training had the impact I was seeking. We made a few flip charts. I drew a pickle jar on one and asked each class, "What are our pickles?" We filled the pickle jar with their thoughts. I did serve pickles during each training class and the team thought it was hilarious. I did this as symbolism for the variety of pickles we can give. We had sweet pickles, kosher dill, and bread and butter. I wasn’t real sure how the morning class would take to it, but they ate them!! We began a "Give Em the Pickle" contest yesterday. It will run through the end of the year. I purchased some Give Em the Pickle items from www.giveempickle.com. One of the items was "I got caught giving a pickle" cards and we will use these to track the number of pickles each person is receiving for the contest. I also bought pickle sticky pads and hand out cards for their desks as a reminder.
  - Dawn Black, Convergence Marketing
  
  
• Purchase a selection of candy and candy bars - $100,000 Bar, Midnight Milky Way, M&Ms, Peanut M&Ms, Lifesavers, Smarties, etc. – one for each participant. At the beginning of class, let each person pick a candy, but ask them not to eat it just yet. After you introduce your topic of the day, ask each participant to explain how the topic of the day is like their candy bar when introducing themselves. “How is team building like Smarties?” or “How is coaching like a Baby Ruth bar?” To stimulate creativity and friendly competition – don’t allow duplicate answers. Then let them enjoy their candy!
  - Sue Birch, Mintel International Group

Do you have a favorite ice breaker for your training sessions? Let us know!



3. Increased Hiring and Skill Development Trends in Information Technology

A recent article in Training Magazine, IT Call Up, discussed the trends of increased staffing and higher skill level in the IT industry. As our technical problems increase in number and complexity – are your operations and IT departments able to meet the demands of your organization? According to a recent survey of chief information officers (CIOs), by the Robert Half Technology IT Hiring Index and Skills Report, the IT industry is currently seeing a 12% hiring increase – the second highest increase since third quarter 2002. Companies with 1,000 or more employees are forecasting a 19% hiring increase.

With business growth and our dependence on technology systems as critical factors, IT professionals are being asked to answer the call. “Certain favorable economic conditions have prompted many companies to expand operations and also increase their investment in information technology,” says Katherine Spencer Lee, executive director of Robert Half Technology. “In the case of high-demand skill sets such as Windows administration and database management, experienced IT professionals are receiving multiple job offers.”

Is your IT staff equipped with the certifications and aids they need to meet your organization’s technical needs? See how our Technical, Technical Microsoft, and Technical Web Development e-learning catalogs can help.

Demo our IT Skills web-based courses today, or contact our e-learning team at 888.432.3077, ext. 234!




4. Course Review: Strategic Account Sales Skills

Course Group
Sales

Course Code
SALE0130 - SALE0135

Media
e-Learning

Course Overview
Peter Drucker, the well-known business consultant and author, captured a fundamental business truth when he said, "The purpose of business is to create and keep a customer." In today's fast-paced, globally interconnected world, customers are savvy and knowledgeable, so the old way of creating customers just won't work. Customers are wary of being "sold" to--they want you to understand them, and they expect you to provide solutions to their problems. This series, Strategic Account Sales Skills, is designed to give you the skills you need to effectively create customers at major, national, or global accounts. The process presented in the series rests on three fundamental skill sets--understanding your customer's business, gaining access to the right people, and delivering high-impact sales presentations. These skills are critical for developing long-term, strategic sales opportunities. By implementing the strategic account sales process, you'll be able to help your company--and yourself--create and keep valuable customers.

Expected Duration
20 Hours - 5 courses in the series, 1 30-minute simulation

Paula's Rating

5 Stars (Out of 5)

Paula's Review
If you’re accustomed to a sales environment where transactional sales occur, coming into an environment with a long sales cycle can be daunting. The key features of accounts and solutions that dictate a long sales cycle can be elusive and pinpointing those aspects of an account could be a challenge. Unless you have help at your fingertips!

The e-learning series Strategic Account Sales Skills, available in our Business and Professional Skills catalog, is a great tool for salespersons new to an extended sales cycle environment, or for seasoned representatives that might need refresher training. This series of courses will provide helpful tactics and tools to penetrate the network of contacts in larger accounts through research and best practices. Accompanying job aids will assist your sales team in breaking down and organizing key pieces of information, such as company history, contact network, organizational goals and departmental infrastructures, that will guide them to success. Simulations provide role-play opportunities where you can test out your new skills and identify skill gaps and areas for development. How to deliver high impact presentations when you get your moment in the spotlight with key decision makers will be covered, as well as follow up to critical presentations.

I highly recommend this series to any sales representative whose goal is to win strategic accounts and exceed sales objectives!

Paula Prigge is a Training Consultant for the e-Learning team at Business Training Library.

Interested in previewing this sales series? Start a free demo of these sales training courses today!

Business Training Library - 285 Chesterfield Business Parkway - Chesterfield, MO 63005
888.432.3077 - Fax: 636.534.1001 - http://www.bizlibrary.com