Education Tracks
  Power Sessions
TUESDAY, MAY 5, 2015 • EDUCATION & EXHIBITS DAY ONE

 

     
11:30 a.m.-
12:30 p.m.		   Lead-Generation Made Simple: Grow Your Customer Base in 21 Days
INTRODUCTORY – 1 Credit
Many advertising specialty distributors struggle through grueling, repetitive cycles of cold calls and rejection just to bring on a single new client. They spend weeks or even months pursuing an appointment with a particular prospect only to find out the person isn’t even qualified to buy. If you’re ready to trade in the anxiety and frustration of the “standard approach” for a tested, proven process for bringing new customers through the door like clockwork, then this session is for you. Discover the simple steps you need to take to turn the tables on rejection and begin getting new customers within 21 days.
About David Blaise
     
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
     
12:45 p.m.-
1:45 p.m.		   Plan a Powerful Social Media Marketing Calendar
INTERMEDIATE – 1 Credit
 In this session, you’ll create a “60 minutes per day” social media marketing calendar. You’ll also learn the top tools to master the utilization of social media and learn how to incorporate it into your daily life. You’ll leave this session knowing how to:
  • Expand your marketing reach by using the top social media marketing websites
  • Develop a social media marketing and keyword strategy to attract Internet searches to you
  • Put your social media efforts on autopilot
  • Create a marketing calendar that you can share with your marketing and sales team for no cost.
About Marki Lemons-Ryhal
     
12:45 p.m.-
1:45 p.m.		   Lunch and Learn: Master Your Digital Marketing Strategy With ASI Products (First come, first served)
ALL LEVELS – 1 Credit
2015 is all about online exposure, and we want to make sure that your marketing is strategized and focused in order to rise above all of the noise on the Internet. Join our business-coaching session that outlines the best ways to ensure your brand stands out on the most effective online sources for generating leads: Search Engines and Social Media.

In this session you’ll learn how to;

  • Get your business noticed by potential clients on Google
  • Dominate your market on local search results and directory listings
  • Learn how to generate more business on Facebook
  • Generate more leads through compelling content
About Peter Knappenberger
     
2 p.m.-
3 p.m.		   Money Matters: 7 Financial Tips to Make Your Sales Soar
INTRODUCTORY – 1 Credit
 The fear of money, and misunderstanding business numbers, often holds businesses back from achieving their full potential. According to the Small Business Administration, one-third of new businesses fail within two years, and 56% within the first four years; the primary inadequacy cited is lack of financial knowledge.

Real growth occurs when time is spent focusing on the long-term planning of a business, and the numbers are a key component to planning and achieving maximum growth. In this presentation you’ll learn strategies to overcome financial fear, how to understand the value numbers provide, and the importance of developing an action plan to ensure the highest level of performance within your business. You’ll leave with:

  • Clear steps to understanding the complete financial picture of your business
  • The knowledge to assess and utilize key financial metrics as tools to expose business strengths and weaknesses
  • The secrets to overcome that nagging fear of money that impedes the flow of money into our businesses
  • Tips on creating an action-based financial plan to drive your sales numbers, profit margins and income.
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.		   Boost Your Sales With Instagram, Pinterest and Flickr
INTRODUCTORY – 1 Credit
 Social media is one of the best ways to connect with clients and meet prospects. Instagram, Pinterest and Flickr are photo-sharing websites that have great SEO and allow you to prominently display your promotional products for the world to see. You’ll leave this session knowing how to:
  • Leverage simple photo-sharing tools on your computer or mobile device to engage clients
  • Use high-quality photos to attract and engage new customers by adding a call to action
  • Capture priceless moments through smartphone photos and videos
  • Embed photos and display products side by side.
About Marki Lemons-Ryhal
     
     
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
 
     
     
4:30 p.m.-
5 p.m.		   5 Top Tips for Better Time Management
INTERMEDIATE – .5 Credit
 Whether you’re a sales rep or a business owner, time is your most valuable resource that you can use to drive sales and grow revenues. And the amount of time that any of us have to focus on productive activities is limited -- making it critical to manage your time effectively in order to maximize potential and results. In this fast-paced session, you’ll discover the top five time-management techniques to help structure your time, organize your tasks and allow you to accomplish as much as possible during your busy day.		           
About Lisa Peskin
 
     
4:30 p.m.-
5 p.m.		   Getting the Most Out of ESP: 20 Tips in 20 Minutes
ALL LEVELS – .5 Credit
Don’t miss out any longer! ESP, the world’s most advanced promotional product-sourcing system is jam-packed with best-in-class features designed to streamline your performance and increase business efficiency. Whether you're new to ESP or a true “power user,” this session is perfect for any professional looking to save time and money. Join us and discover all the “hidden gems” within ESP.
About Rob Watson
 
WEDNESDAY, MAY 6, 2015 • EDUCATION & EXHIBITS DAY TWO
     
11:15 a.m.-
12:15 p.m.		   Self-Promo Power: Design Eye-Catching Marketing Campaigns
INTRODUCTORY – 1 Credit
 Much has been said and written on the topic of effective marketing, but behind all the smoke and mirrors lies one simple fact: The success of every marketing and sales campaign – from emails and sales letters to catalogs, websites and even sales presentations – all boils down to just three critical components: “The MVPs of Marketing and Sales.” In this session, business-growth expert David Blaise will walk you through the three MVPs and show you how to incorporate them into every self-promotion, marketing effort and sales initiative you create for your distributorship.
About David Blaise
     
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
       
12:30 p.m.-
1:30 p.m.		   Connect With Hot Prospects Via LinkedIn
INTERMEDIATE – 1 Credit
 LinkedIn is the largest online social network for business professionals, with over 300 million users. A strong LinkedIn presence for you and your company gives you the opportunity to network globally, connect and grow your business. In this session you’ll discover how to:
  • Build a killer LinkedIn profile that will get you on page one of LinkedIn
  • Use effective keywords that land your LinkedIn profile at the top of the Google search
  • Increase sales quickly by connecting with key decision-makers
  • Display your credibility through recommendations and endorsements.
About Marki Lemons-Ryhal
       
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
       
1:45 p.m.-
2:45 p.m.		   Boost Sales with the ESP Web Presentations Tool
ALL LEVELS – 1 Credit
   The easy-to-use ESP Web Presentations tool will help you get the most out of your time spent on ESP Web. In this session, we’ll show you how to sell more than ever by learning how to:  
     
  • Use creative design to make eye-catching presentations in just minutes
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  • Post presentations to your ESP Website and allow customers to shop from them
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  • Download your presentations to PowerPoint for enhanced customization
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  • Utilize Virtual Samples to create branded presentations that will “wow” your clients.
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About Peter Knappenberger