Pre-Conference Workshops
Don't miss
this incredible
opportunity!
Participate in one or more of these detailed working sessions designed for sales, marketing and IT professionals who are serious about making sales management solutions and technologies part of their corporate structure. These highly interactive workshops are being led by an outstanding faculty—the top consultants and educators in the industry.
Join an exclusive group of dedicated business and IT professionals for
a half or full-day workshop, and
you will return to your office with proven tactics to increase your bottom line, streamline the selling process, reach and retain customers, close the sale, and much, much more. If you can't attend, send a designate from your staff—these sessions are not to be missed.
Pre-Conference Workshops
Morning Sessions, 9:00 am-12:30 pm
Using Sales Compensation to Drive Revenues:
A Design Workshop
David J. Cichelli,
Sr. Vice President, The Alexander Group
Sales compensation plans are ideally suited to help drive revenue. But many organizations report frustration with their incentive plans. Why do some sales compensation plans work flawlessly and others produce distraction, noise and dissatisfaction? Mr. Cichelli provides answers and examples of plans that drive revenue growth. This intensive workshop is a unique opportunity for you to learn from one of the recognized experts in sales compensation design.
- Learn How to Apply Key Sales Compensation Design Principles
- Identify and Avoid Costly Mistakes
- Examine How to Target Pay, Mix and Leverage and Apply the Rules of Performance Scaling and Sales Crediting
David Cichelli is technical advisor for the American Compensation Association's certification course in sales compensations.
Pre-Conference Workshops
It's Not the People... It's the Process!!
Gil Cargill,
Principal, Cargill Consulting Group
This exciting interactive workshop flies in the face of conventional sales management philosophy. It show that the real culprit, as far as profitability goes, is the sales process. Improving your sales process in the only viable strategy to achieve consistent, permanent, and measurable improvements in your bottom line. Upon completion of this workshop, you will:
- Be Able to Correlate Selling Time into Sales Dollars
- See the Relationship between Time Per Transaction and Total Revenue Production Capability
- Understand How Your Organization's "Prospectshare" Is a Critical but Frequently Overlooked Productivity Benchmark
Receive FREE Sales Process Benchmark software when you
register for Gil Cargill's workshop.
Pre-Conference Workshops
Afternoon Sessions, 2:00-5:30 pm
The Art of Relationship Management
Rik Danielson, Sr. VP Group Director, Brierley & Partners
Hal Brierley, President, Brierley & Partners
Today's hottest marketing topic is "customer loyalty." By retaining and maximizing customer relationships, organizations will gain market share and share of customer. This intensive workshop demonstrates a step-by-step approach to develop relationship management principles as an integral part of your marketing strategy. Key questions addressed include:
- How much to Spend on Customer Retention Versus Customer Acquisition?
- Can Rewards Really Build Customer Loyalty?
- Are Customer Loyalty Programs Simply a Fad?
- What Should My ROI Be for Customer Loyalty Spending?
Pre-Conference Workshops
People Smarts: Managing and Motivating Salespeople with Less
Dr. Tom McDonald,
President, Dr. Tom McDonald & Associates
Understand why you can't afford to manage or motivate salespeople with conventional methods any longer. At least 17 new and innovative tactics are discussed and demonstrated, making "PEOPLE SMARTS"
a one-stop reference for today's cutting-edge sales executive. Dr. McDonald offers a unique blend of "innovative" concepts and skills training, so that you develop a first-of-a-kind ACTION PLAN for
immediate implementation on the job.
- Attract, Motivate, Develop and Retain Competent Salespeople
- Build and Lead Productive, Committed Cross-Selling Teams
- Delegate Tasks and Authority while Maintaining Control
- Shape Employees' Behavior through Constructive Feedback
Value Added: Schedule phone communication for four weeks after training!!
Pre-Conference Workshops
Full Day Session, 9:00-5:30 pm
Writing and Presenting Winning Proposals
Tom Sant,
President & CEO, Thomas Sant & Associates, Inc.
In professional sales, the salesperson must be perceived as a well-trained professional, an expert, who can provide solutions to tough, critical business problems. Proposal and presentations are the medium by which the salesperson communicates those solutions. Increasing your skill in these areas will show a big payoff on the bottom line.
- Quickly Organize Ideas and Insights into a Writing or Presentation Plan
- Use 12 Key Principles to Increase the Persuasiveness and Clarity of Writing
- Move a Presentation to Closure
Pre-Conference Workshops