Participants will learn how to build a sales team for the modern day. We will begin with the idea of not hiring "the best" salespeople, but organizing a collaborative team - to prospect, develop business, and wrap up with a mutually beneficial close.
The goal of the workshop is to build a communications model of predictable revenue. Empower your sales team to use metrics to improve and increase messaging and conversion rates, while keeping your folks where they perform the best. Sales teams, including managers, will learn different techniques to setup a prospecting funnel, quickly qualify decision-makers, and find ways to connect your services to client needs. This workshop focuses on YOU - with templates that frame the workshop content around YOUR offerings.
Imagine having a scalable and predictable model for revenue. You'll walk away with a document that outlines your communication across each phase of your sales process. We'll present theory, you'll apply it to your services, and peer review will help to refine your messaging to predict revenue and grow your business.
Schedule at a Glance:
Sales Mangers’ Forum - 1:00 pm – 5:00 pm (lunch provided)
Sales Managers’ Forum Reception - 6:00 pm – 7:00 pm
8:00 pm – 1:45 pm (breakfast and lunch provided)
You can add the Forum on as an optional event when registering for the spring meeting at www.aiccbox.org/meeting
Registration: $795/person. Registration fee includes Sales Managers’ Forum (Sunday & Monday) and reception (Sunday night)
Dr. R. Andrew Hurley, Assistant Professor of Packaging Science, Sonoco Institute of Packaging Design and Graphics at Clemson University
Dr. R. Andrew Hurley is an Assistant Professor of Packaging Science as well as a research associate at the Sonoco Institute of Packaging Design and Graphics at Clemson University where he is the Director of CUshop, a consumer-experience research laboratory. Dr. Hurley holds both a BS and MS in Packaging Science and a PhD in Rhetoric, Communication and Information Design.
Focused on new product and package development, Dr. Hurley brings ideas to innovative, practical solutions. With state-of-the-art design and prototyping labs, consumer-experience/biometric testing (eye-tracking, GSR and EEG) and a full packaging pilot plant, concepts can be developed and brought to life in just hours. Dr. Hurley teaches both undergraduate and graduate courses in Packaging Science, mentors Food Science and Culinary Arts projects and is active in the design research community. He is a noted research leader in the field of packaging design, having a variety of peer-reviewed papers, author of seven electronic training programs used by hundreds of industry professionals and has presented at many international conferences.
Wayne Stevenson, Master's student of Packaging Science at Clemson University
Wayne works as a Prototyping Lab Manager at Clemson University. His master's thesis is in Predictable Revenue for B2B Packaging Sales. Wayne graduated with a B.S. in Packaging Science in 2016. Wayne is the recipient of the 2016 Dr. Robert Testin Outstanding Packaging Science Senior Award and a Student Design Challenge Scholarship Winner.