1. The Power of Profitable Sales Negotiation
   Paul Hennessey, Senior Vice President, BayGroup International

2. The Next Step in Sales Force Effectiveness
   Kevin Davis, Author, Getting Into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don't Know

3. Price/Value—The Key to Increasing Sales and Market Share
   Andrew S. Tod, Executive Vice President, GF Management, Inc.

4. Why Sales Organizations Fail: Secrets of Today's Most Successful Sales Organizations
   David J. Cichelli, Sr. Vice President, The Alexander Group, Inc.

5. Price or Value: The Choice Is Yours
   Paul S. Goldner, President, Sales & Performance Group, LLC

6. Achieving Optimum Sales Effectiveness
   Gil Cargill, Principal, Cargill Consulting Group

7. Keeping Your Sales Force Upbeat And On-Track
   Anne Miller, President, Chiron Associates, Inc

Paul Hennessey,
Senior Vice President, BayGroup International
Tuesday, 10:30-11:50 am

When important sales are on the line, effective negotiation can make the difference between hitting or missing your company's revenue and profit goals. But if you don't win on value, ANY price is too high. Learn how to build perceived value, maintain margins, and satisfy customer needs through better sales negotiation.

• Fundamental Guidelines for Selling Value, not Price
• Identifying and Correcting Negotiating Mistakes that Erode Your Product's Value

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Kevin Davis,
Author, Getting Into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don't Know
Tuesday, 1:30-2:20 pm

Why do so many prospects and customers fail to understand and appreciate the value of your product and service? The answer lies inside your customer's head. Mr. Davis shows you how your buyer's mind works and introduces new "buying-mind-focused" tools and training.

• Leverage Your Technology Investment and Increase Sales Effectiveness
• Seize Competitive Advantage and Improve Customer Satisfaction

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Andrew S. Tod,
Executive Vice President, GF Management, Inc.
Tuesday, 2:30-3:20 pm

Mr. Tod reviews each component of a price/value relationship as it relates to product, competition, sales and market share. Understand how to set up a quantifiable program to measure your price/value market position. Learn how to:

• Package Your Product to Maximize Price/Value
• Analyze Your Competition to Understand Your Product Value in the Marketplace

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David J. Cichelli,
Sr. Vice President, The Alexander Group, Inc.
Wednesday, 8:30-10:00 am

Don't let your sales organization fail! Successful sales organizations are often unwitting victims of their own success. Today's sales leaders can become tomorrow's sales laggers as they fall behind revenue growth projections, miss product mix objectives, and oversee margin erosion. Mr. Cichelli shares with you the secrets of a well-run sales organization.

• Learn How to Serve Multiple Products and Markets
• Let One of America's Leading Management Consultants Challenge Your Complacency!

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Paul S. Goldner,
President, Sales & Performance Group, LLC
Wednesday, 2:00-2:50 pm

Do you compete on price or value? With real case studies to illustrate key points and the six pillars of value, Mr. Goldner helps you understand how the six pillars of value bear on your own selling situations. Build lasting partnerships with your clients and work with large corporate accounts. During this session, you will:

• Learn Why One Wants to Compete on Value
• Understand that Price Is not the Most Important Issue in

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Gil Cargill,
Principal, Cargill Consulting Group
Thursday, 8:30-9:20 am

This dynamic presentation introduces you to some new concepts in sales force effectiveness. Evaluate an approach that takes into consideration all of the variables that have a direct impact on your team's effectiveness. Avoid common pitfalls as you discover how to dramatically improve your business-to-business sales force.

• Learn How to Identify and Remove any and all Obstacles Inhibiting Sales
• Turn Your Sales Force into Your Organization's Most Powerful Sustainable Competitive Advantage

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Anne Miller,
President, Chiron Associates, Inc.
Thursday, 1:00-2:50 pm

Adopt a fresh perspective on creating the kind of environment that motivates people in spite of increasing business demands and pressures. Focusing on understanding people's individual operating styles, Ms. Miller provides you with insights, examples and techniques to get the best from all your salespeople.

• Motivation Techniques for Your Sales Force
• Individual Attention that each Salesperson Needs

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