Conference Education

Monday, May 24

SALES CERTIFICATE PROGRAM
Dan Seidman, president, Sales Autopsy, Inc.
At this workshop, you will master the techniques, approaches and skills that separate the top 10% of sellers from the rest. You will learn how to connect with customers and close more business while increasing the productivity and effectiveness of your day-to-day sales efforts. This interactive and lively workshop will focus on getting you to the trusted advisor status with your customers, while building your partnering skills, gaining and sharing new insights and increasing your personal selling effectiveness. Not only that, you will also learn how to maximize your daily activities, effectively manage internal and external expectations, improve communication and questioning skills and continuously improve over time. This day-long workshop is designed for salespeople and sales managers who need a blueprint for sales training success and a toolkit for becoming a trusted advisor to clients. The course includes: a complete Sales GAP Analysis, a copy of the book "10 Steps to Successful Sales", and the "10 Steps to Sales" workbook. Dan will be assisted by Brian Lambert, PhD, the director of sales training drivers for the American Society of Training and Development (ASTD).

8 - 11:30 am
Sales Certificate Program, Morning Session
In this morning session, you will learn how to:
- Listen, analyze, problem solve and persuade
- Determine you strengths and weaknesses
- Understand your personal selling style and optimize your strengths
- Define sale strategies and market segmentation
- The seven functions of an account manager
- Identify activities that add value and increase productivity
- Appropriately allocate your time
- Understand how your clients buy, how customers define value and who influences the buying decisions
- Negotiate strategies for closing the deal
- Identify each part of the sales process and strategies to help you master each one
- Create your own personal sales selling system
- Ask the right questions, offer the right solution and manage the complexity of the buyer-seller relationship

11:30 am - 1 pm
Print Excellence and Knowledge (PEAK) Awards Presentation Lunch - sponsored in part by Appleton

12:30 - 5:30 pm
Sales Certificate Program, Afternoon Session
The afternoon session will teach you how to:
- Become a trusted advisor
- Accelerate revenue for your distributorship
- Communicate effectively to your customers
- Effectively manage expectations with your customers
- Communicate effectively, polish your questioning techniques and master verbal and nonverbal communication skills
- Manage your sales and time
- Effectively run productive meetings and skillfully maneuver within your sales culture
- Strategies for closing sales and protecting your accounts

OWNERS/EXECUTIVES 'MARKETING SERVICES PROVIDER' PROGRAM
Peter Winters, president/CEO, and Dale Rothenberger, vice president, The Winters Group & Associates
This program will demonstrate how to make the transition to become a marketing services provider, what needs to be done, where the pitfalls are and how you can be seen as a trusted advisor to your current and potential customers' chief marketing officer. In this full day workshop, you will be guided through the entire process that it takes to move your distributorship to the next level. You will gain valuable insight on the investment required to make this transition and walk away with a complete understanding of what you need to have in place to succeed.

8 - 11:30 am
Owners/Executives Program, Morning Session
In this morning session, you will learn how to:
- Understand the world of a chief marketing officer
- Leverage the different opportunities available to you as a marketing services provider versus a print distributor
- Create value and position your company for sales well above the commodity level
- Grow an 'innovations division' that is apart from your traditional business model
- Recognize that your business as a marketing services provider is better equipped to compete against an advertising agency
- Develop your own 'implementation strike team' and understand the function of each team member
- Target customers ripe for the marketing services provider type of sale

11:30 am - 1 pm
Print Excellence and Knowledge (PEAK) Awards Presentation Lunch- sponsored in part by Appleton

12:30 - 5:30 pm
Owners/Executives Program, Afternoon Session
The afternoon sessions will dig further through the process, teaching you how to:
- Qualify your prospect list
- Properly prepare for a marketing services provider pitch meeting
- Be effective with assessing customer needs and challenges
- Run a discovery meeting to determine your customers' pain points
- Close enterprise sales quicker than the traditional sales cycle
- Structure a marketing services provider department (players, compensation, outsourcing)
- Replicate and scale the process with other customers
- Position your organization to capture market share and wallet share from current customers and new prospects

Tuesday, May 25

BREAKOUT SESSIONS
Individuals participating in the Sales Certificate Program must choose a breakout session that is qualified for this training program. Owners and Top Executive Program participants and Expo Only registrants who wish to purchase an a la carte session, may select from any of the following:

8 - 9:30 am
Listening to Win Customers - Sales Certificate Program Qualified
Bryan Flanagan, director of corporate training, Ziglar, Inc.
One of the most underrated skills in selling is listening, but it is also one of the easiest to learn. At this session, you will be given practical tips that you can follow every day so that you may begin to listen more effectively and learn more from your customer - directly attributing to increasing your sales and close ratio. Learning how to become a more effective listener will allow you to become better equipped to correctly interpret and understand your customers' needs and help you uncover new opportunities.

Lead Generation in a Facebook World - Sales Certificate Program Qualified
Lead generation is not what it used to be. This session will teach you the new rules of lead generation and how you can establish an effective prospecting strategy using both traditional methods and new technologies such as Facebook, Twitter, Linkedin and more. You will leave this session with a notebook full of tips and ideas to start up your own, successful lead generation strategy.

What's New in How To Market Your Company
This session will teach you how to define and implement practical marketing goals with an eye on your bottom line. Learn how you can live within a reasonable budget, yet use creative Internet marketing strategies to market your company effectively to both your existing customer base and to new prospects.

Forcing Your Sales Force Into Its Future
Michael Norton, sales manager, Ziglar, Inc.
Your salespeople are now selling against a new breed of young professionals who are just coming out of college. In this session, you will learn what strategies your current team needs to learn in order to effectively compete against this new group of sales professionals. You will also learn what changes your sales force needs to implement if they are to remain successful in the future.

10 - 11:30 am
Fundamentals of Proposal Writing - Sales Certificate Program Qualified
Sales representatives often struggle with creating well written, winning proposals. In this session, you will learn the basics for designing a sales proposal, as well as key elements for effective proposal writing. We will demonstrate how you can craft your proposal in order to highlight your company's strengths and deliver a persuasive, customer-focused proposal that addresses your customers' hot-button issues and their bottom line.

Questioning Skills for the Sale - Sales Certificate Program Qualified
Bryan Flanagan, director of corporate training, Ziglar, Inc.
This session will cover the critical fundamentals of interviewing and questioning that all sales people should practice, but don't. You will be shown how to use opening and closing questions to get your customer visualizing your value, how to ensure that your customer trusts you to understand his/her business needs, and the power of silence. Plus, this session will cover strategic techniques and questions that will help you lead your clients to increase their order size and consider you when placing new orders.

Pricing the Consultative Sale
If you still bundle the cost of your services, this session will teach you how you can stop leaving money on the table and start charging for your expertise. Learn which services you should be charging for, receive a formula to ensure that you are covering all of your costs, and start making a profit on these services. Here, we will examine how companies that specialize in consultative selling charge for their expertise so that you may begin leveraging these new services for revenue.

Leveraging Your Company's Use of Technology
Michael Norton, sales manager, Ziglar, Inc.
Learn what technologies you should be using to increase sales and which ones you need to implement in order to support those sales on an on-going basis. This session will teach you what costs you can expect to incur by increasing your technological capabilities, how to determine the ROI from this new sales potential, and when you should begin adding these advanced tools to your company's service offerings.