Education Tracks
  Get Selling!
WEDNESDAY, MARCH 25, 2015 • EXHIBITS DAY ONE
       
12:15 p.m.-
1:15 p.m.		   5 Ways to Win Big Corporate and Nonprofit Clients
INTERMEDIATE – 1 Credit
 Every distributor wants to know how to land the big accounts, and in this session, business-growth expert David Blaise will explain how to do just that. In this information-packed session, you’ll discover the five proven methods for pinpointing the perfect larger corporations and nonprofits to target. You’ll also learn how to identify and establish contact with likely buyers within the organization, and find out what larger clients are really looking for – and how to position yourself and your company to deliver these powerful campaigns. From targeting the specific accounts you want, to overcoming many of the objections common to larger clients, you'll come away from this session with the action plan you need to convert big corporate and nonprofit prospects into clients today.
About David Blaise
       
2:45 p.m.-
3:45 p.m.		   Earn More by Doing Less: How Million-Dollar Producers Sell
ADVANCED – 1 Credit
 If you could track the activities of million-dollar producers, you’d discover that instead of doing more work than their lower-performing counterparts, they’re actually doing less. Specifically, they’re doing less of the work that costs money and more of the work that makes money. In this eye-opening session, business-growth expert David Blaise will reveal a handful of actions that million-dollar producers perform better and differently than those who sell less. You’ll leave armed with the tips you need to start performing at your peak.
About David Blaise
 
THURSDAY, MARCH 26, 2015 • EXHIBITS DAY TWO
       
11 a.m.-
noon		   Dig Deep: Discover Your Client’s Needs and Sell More
ADVANCED – 1 Credit
 Our technology-driven market has radically shifted business-to-business sales away from the old-school, solution-based selling. Today we have more competition and enormous price pressure, which makes navigating the sales process in the Digital Age much more challenging. The behavior of buyers has changed, and our sales style must adapt to the new environment in order to achieve sales success. You’ll leave this session knowing how to:
  • Ask the right questions to overcome price pressure and close deals
  • Develop a collaborative sales style that speaks your client’s language
  • Understand the behaviors of buyers and the impact on the sales process
  • Uncover the buyer’s true needs
  • Create a system of continuous new qualified buyers to keep your sales cycle flowing.
About Chris Vanderzyden