Education Tracks
  Get Selling!
TUESDAY, MAY 5, 2015 • EDUCATION & EXHIBITS DAY ONE

       
11:30 a.m.-
12:30 p.m.		   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
       
2 p.m.-
3 p.m.		   Next-Level Networking: Maximize Your ROI
Intermediate – 1 Credit
 Networking, both in person and virtually, is a time-consuming process… one that can pay off big when done correctly! Imagine filling your pipeline with qualified referrals on a consistent basis, and increasing your close ratios while doing so. In this session, you’ll discover how to get the most out of your networking efforts by learning easy ways to:
  • Focus your time
  • Meet the right people
  • Choose the right events
  • Determine which groups/organizations are worth your time
  • Build a strong network
  • Use your network to significantly grow your business.
About Lisa Peskin
       
3:15 p.m.-
4:15 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
 
WEDNESDAY, MAY 6, 2015 • EDUCATION & EXHIBITS DAY TWO
       
11:15 a.m.-
12:15 p.m.		   Develop a Highly Effective Sales Game Plan
INTERMEDIATE – 1 Credit
 Most salespeople wake up in the morning, check their voice mail and email, check for the appointments on their schedule and from there… they wing it. However, the most successful sales superstars have well-defined game plans, including very specific activity and results goals that guide their daily, weekly, monthly and quarterly efforts. In this session, you’ll discover an easy process that will help you analyze your business and develop a personalized strategic game plan based upon your role, business and past successes. This session will ultimately help you maximize your time and efforts, increase your sales pipeline significantly and close more business on a consistent basis.
About Lisa Peskin
       
12:30 p.m.-
1:30 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
       
1:45 p.m.-
2:45 p.m.		   Increase Your Close Rate: 7 Secrets to Success
ADVANCED – 1 Credit
 What does it take to be really successful in sales? What are the qualities and skills of sales superstars? What are the top ways to hit your sales revenue targets on a consistent basis? In this dynamic session, you’ll hear about the seven key sales fundamentals that will enable you and your entire team fill the sales pipeline with qualified prospects on a consistent basis and significantly drive revenue by exponentially increasing your close ratios.
About Lisa Peskin