Education Sessions
Learn. Grow. Sell.
The following education sessions are broken into three distinct educational tracks. Each one discusses various best practices that you and your sales team can adopt to build better relationships, increase sales, and grow your business.
*These education sessions are open to conference attendees only.
THE FUTURE OF SALES TRACK - How Selling Programs Versus Taking Orders Will Increase Your Sales
WEDNESDAY, OCTOBER 17
2 - 3 pm
Developing Strategic Alliances to Grow Sales - Craig Faubel, principal, Dantotsu Performance
Selling programs instead of taking orders is the wave of the future. This session will help you learn how to identify profitable applications that will propel your sales over the next few years.
3:15 - 4:15 pm
Positioning Your Company for Digital Print Sales - Steve Schnoll, managing director, Schnoll Media Consulting
The key to effectively selling print tomorrow is understanding how to sell a whole program versus a single product. Understanding the system, as a whole, will empower you to generate long-term sales with your clients instead of one-off orders. At this session you will learn how to leverage your systems knowledge to bring in more sales.
4:30 - 5:30 pm
How to Sell to the Right C-Level Person - Joseph E. Manos, executive vice president, MindFireInc
The key to closing any business deal is identifying who is making the decisions. In this session you will learn how to identify who you need to be speaking with at any company and how to work directly with that person.
THURSDAY, OCTOBER 18
10:30 am - 12 pm
Proving ROI for Digital Print Sales - Steve Schnoll, managing director, Schnoll Media Consulting
In follow up to 'Positioning Your Company for Print Sales,' this session will teach you how to take your knowledge of selling the whole system and implement expert ROI techniques to show your clients how these programs will increase their revenue.
TRADITIONAL SALES TRACK - How to refine your sales techniques to ensure a sale every time.
WEDNESDAY, OCTOBER 17
2 - 3 pm
Next Level StormBraining for Sparking High-Powered Networking - John Storm, founder, BrainStorm Network
Most people believe they know how to brainstorm, yet are often stuck in one traditional brainstorming technique that is over 50 years old. In this training session you will learn multiple techniques from John Storm's trademarked StormBraining methods, profitable idea generating methods, and how to harvest your best ideas for high-powered networking. This session includes a complimentary brainstorming book and tools.
3:15 - 4:15 pm
The New Generation Sales Rep - Rick Farrell, president, Tangent Knowledge Systems
Meeting your client's expectations can sometimes feel like aiming at a moving target. This session will demonstrate what sales representatives can do to surpass the competition and how owners can be sure their reps are doing it right.
4:30 - 5:30 pm
Relationship Selling - Rick Farrell, president, Tangent Knowledge Systems
4:30 - 5:00 pm
Seven Steps to Closing a Sale- Robert Langdon, CPA and author
This session will teach you a seven-step process to help you identify your most profitable customers and generate more business from them. Learn how to differentiate your product and services to upgrade your clients, thus enabling you to achieve a higher gross margin and increase your sales and profitability for years to come.
THURSDAY, OCTOBER 18
10:30 am - 12 pm
Carpe Boxem - Rethinking the "Brand" Box - John Storm, founder, BrainStorm Network
How are you dealing with industry changes and their effect on your corporate brand? This session will introduce you to a powerful process that you can use to identify thinking blocks that tend to hinder companies from profiting from changes within their organizations and industries. We'll discuss new ways to identify and promote your company and/or products. This session will also include a complimentary innovation book and brainstorming tools.
OWNERS TRACK - How to set your company up for success and prevail in today's market.
WEDNESDAY, OCTOBER 17
2 - 3 pm
Train Your Sales Reps for Tomorrow - Debra Thompson, TG & Associates
Selling into this changing market requires a whole new set of skills. Is your current sales team aware of these new applications and are they prepared to handle the products and services that will be sold tomorrow?
3:15 - 4:15 pm
Growing Your Revenues by Creating an Atmosphere of Innovation - John Storm, founder, BrainStorm Network
DIscover key elements to creating company cultures that generate profitable ideas using John Storm's trademarked 'Create an Atomsphere of Innovation.' This session will provide you with the tools and knowledge to use powerful five minute brainstorming tools that will generate more then 500 new ideas for your company in this session alone. Also included is a complimentary innovation book and tools.
4:30 - 5:30 pm
Performance Measurements for Your Company - Fred Weil, CEO, Image Group of Georgia
Financial statements are the best asset to understanding your business. At this session, we'll demonstrate how to use the right tools to measure your financial performance. After the presentation, a workshop will be conducted so that you may test your new knowledge before applying it once you get back home.
THURSDAY, OCTOBER 18
10:30 am - 12 pm
How to Hire Great Sales Reps - Debra Thompson, TG & Associates
Great sales reps are out there...finding them is a challenge. At this session, you will learn how to hire the right person the first time. This session will include a copy of the new book "No More Rotten Eggs - 13 Steps for Hiring Grade AA Talent."
10:30 am - 12 pm
Increasing Profitability - Robert Langdon, CPA and author
Growing profits while reducing unnecessary expenses is smart business. This session will teach you what to eliminate and how to increase revenue to boost your bottom line without expanding your company.
