Alice Wheaton, MA
Sales may not be what you were hired to do. But more and
more, employers want their technical experts to broaden their
horizons into promotion and marketing.
Increasingly, technical experts are being required to wear
more hats. In addition to qualifying technically for their
field, they are often expected to recognize opportunities
for business development.
Some feel that this is selling, and completely out of their
job description In fact, today most of us need to promote
and grow the market for services or products we offer.
Technical experts, like other members of the business world,
need skills for positive persuasion, for identifying and
clarifying clients’ needs and for identifying the appropriate
Alice Wheaton, MA, has been providing sales-related training
around the world to engineers, geoscientists and other technical
experts in various industries such as robotics, automation,
instrumentation, oil and gas technology, and software development.
She has written four books, one of which has been translated
into three other languages. Her next book, due to be published
early 2005, is titled Selling Skills for the Technical Expert.
Also watch for an upcoming title: Cold Calling Strategies
for Chickens, Cowards and the Faint-of-Heart. Alice’s
use of humour helps lighten up a subject that makes some
of us very nervous.
Since 1989, Ms. Wheaton has worked with corporations throughout
North America, the Pacific Rim and Europe. She provides the
knowledge and skills that help these corporations create
new opportunities and close more sales. She is often booked
a year in advance and booked for return engagements.
Ms. Wheaton is an inspirational, motivating and humorous
presenter. Members of her audiences leave with specific tools
that help them move to a higher level of performance. Her
programs and presentation skills are consistently rated in
the top five percentile.
She combines her constant quest for education with street
smarts gained from 25 years of being a top performer in several
industries. With an undergraduate degree and some work experience,
she began her business career as the first woman on her team
at Xerox Canada and within the first year, she earned the
award salesperson of the year.
Ms. Wheaton subsequently earned her master’s degree
in curriculum development and instruction, which provides
a vital foundation for her customization of training programs
She will be presenting at the APEGGA Professional Development
Day in September in both Edmonton and Calgary. Her topics
will be selling and influencing skills.