Education Tracks
  Power Sessions
MONDAY, JANUARY 5, 2015 • EXHIBIT DAY ONE
       
11 a.m.-
12 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 a.m.-
12 p.m.		   Energize Your Elevator Pitch: Make Your Company’s Story Unforgettable
INTERMEDIATE – 1 Credit
 “Who are you and what do you do?” Every salesperson has heard this question from potential clients. Do you know how to reply in a way that makes your company – and what you offer – sound as compelling as it really is? Or do you resort to saying, “We do logos on hats, mugs and pens”? Successful brands all do one thing very well: They share successful stories – stories that express the heart of what makes them unique – and compel listeners to want more interaction with that brand.

In this session, you’ll learn how to develop and deploy a successful brand communication strategy that centers around your unique value proposition and communicates the heart of your brand. Your secret weapon is a storytelling technique developed by Native American storytellers and popularized by Pulitzer Prize winning author N. Scott Momaday: the Narrative Wheel. You’ll leave this session knowing how to use this ancient storytelling technique to craft and remember a compelling answer to that unavoidable “who and what” question, once and for all.
About Bobby Lehew
       
12:15 p.m.-
1:15 p.m.		   The Affordable Care Act: How It Will Affect Your Clients’ Buying Decisions
ALL LEVELS – 1 Credit
 In this session you’ll learn about details of the Affordable Care Act (commonly known as ObamaCare), its effect on the promotional products industry and the new opportunities it offers distributors. This interactive session, presented by a retired health care provider, will give distributors the facts they need to know about the ACA, along with actionable information they can put into use immediately. You’ll leave knowing how the ACA will cause product sales to shift, why your perceived value to your clients might not be what you think it is, and exactly what you can do to take advantage of the opportunities that never existed prior to the ACA becoming law.
About Ron Williams
       
12:15 p.m.-
1:15 p.m.		   Content Marketing Success: Increase Your Response Rate Today
INTERMEDIATE – 1 Credit
 According to the Content Marketing Institute’s 2014 “Benchmarks and Trends” report, a whopping 93% of B2B marketers use content marketing to generate results – and they also use an average of 13 different content-marketing tactics. Compelling content is the new door-opener! But how do you develop a strategy and decide on which tactics to use? In this session, we’ll give you tips on how to formulate a strategy that delivers, and review a variety of tactics guaranteed to generate a response. If you ever wondered how blogs, video, email newsletters, infographics, podcasts (and more!) can help you win business, this class is for you!
About Bobby Lehew
       
1:30 p.m.-
2:30 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
       
1:30 p.m.-
2:30 p.m.		   Interactive SEO Workshop: Get Your Website Found Immediately
ADVANCED – 1 Credit
 In this can’t-miss session, digital marketing expert Natalie Henley will give you key strategies you can implement to boost your company’s presence on Google, drive targeted traffic to your website and convert that traffic into a sale or lead. For attendees who volunteer, the instructor will use your own website as an example and detail the ways you can utilize the newest SEO trends and best practices to enhance the results you’re getting out of your website. You’ll leave with an easy-to-understand action plan based on your company’s goals, and the tools to start driving results to your website today.
About Natalie Henley
       
2:45 p.m.-
3:45 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
       
2:45 p.m.-
3:45 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
TUESDAY, JANUARY 6, 2015 • EXHIBIT DAY TWO
       
11 a.m.-
12 p.m.		   Point and Shoot: Create a 30-Second Video on the Show Floor
ALL LEVELS – 1 Credit
 Being out of town for business doesn’t mean you aren’t still working hard for your clients. In this hands-on session, you’ll learn how to shoot videos from the trade show floor and upload them immediately. You’ll interact with suppliers, pick the latest products for specific clients and learn how create a top-notch video. Be sure to bring your camera or smartphone to this one-of-a-kind class!
About Joe Haley
       
12:15 p.m.-
1:15 p.m.		   Manage and Edit Client Logos Like a Pro
INTRODUCTORY – 1 Credit
 The client said "yes" and you got the order… but now what? Often the next major obstacle is the artwork or your client’s logo. This session is designed to help you navigate through typical artwork obstacles and challenges you’ll encounter while selling promotional products and decorated apparel. Using real-world examples, you’ll learn to be a better manager of this graphics process, to avoid the common mistakes and learn how to edit a logo for output for the top five decorating methods: screen printing, embroidery, pad printing, engraving and vinyl cutting. You’ll leave this session knowing:
  • Why you must understand what is and what isn’t production-friendly artwork
  • Strategies to help you quickly secure production-ready artwork from your clients
  • Why your client’s logo may need minor edits in order to be successfully prepared for output.
About Jay Busselle
       
1:30 p.m.-
2:30 p.m.		   Create Sticky Content: Win Clients and Grow Profits Online
ADVANCED – 1 Credit
 This interactive session will teach you how to create “sticky”content that people can’t live without – unique, interesting content that drives people wild. You’ll discover how to leverage your interests and communication skills into your own specific style for successful content creation. You’ll learn how to use your hobbies, interests and talents to create content that you can use to reach your prospects in a variety of ways. We’ll give you tips on video, photo, blogs, writing and much more that will help you win fans and more business. You’ll leave knowing:
  • How to use your interests to drive content creation
  • Why using videos best helps promote you and your business
  • How to use blogging/article writing to showcase your expertise
  • All about photos: how to take them, what to do with them, and why they spread easily on the Web
  • Where and how to place and spread your content to gain maximum results.
About Jake Krolick