Course Description:

Be Part of the Sales Evolution & Get Ready to Build Some New Numbers! 
Is it harder to get in front of a prospect or achieving your new business numbers? As buyers have stopped answering their phones, or responding to emails, new techniques must emerge. Research shows that packaging buyers have completed over 57% of the purchase process before ever meeting with a salesperson! This shift in the buying process requires a relative shift from the traditional sales approach we’ve used for decades. A shift that is founded on proven trust-building methods yet evolved for the modern world.

This course was created, and is taught by, someone that has spent over two decades in the trenches alongside your salespeople. It was designed to build upon your existing sales strategy, allowing continuity with current systems, while elevating results.

Top Takeaways:

• Improved conversion percentage from prospect to customer
• Shortened sales cycles
• True market differentiation
• Break out of the commodity trap
• Customer loyalty, retention and growth

Your salespeople will also learn the eight stages of a sales process. They will walk away with the ability to self-identify where they’re knocking it out of the park and where they need to put in the work to significantly lift their individual results.Research conducted by RingLead shows 15% of a sales reps time is spent simply leaving voicemails. This research showed over 80% of calls go to voicemail and 90% of these are never returned. According to Inside Sales the average voicemail response rate is 4.8%

Who Should Attend:

• Salespeople who want better results getting the first appointment.
• Salespeople who need top line growth
• Salespeople who want to change the buyer ’s focus of price
• Salespeople who never seem to have enough time to prospect
• Sales Managers who want new prospecting strategies for their team
• Sales Managers who desire higher contribution dollars

Hotel Information:

The Westin Chicago Northwest
400 Park Blvd.
Itasca, IL 60143

Book Online

Registration Fees

Registration Fees:

Member Fee: $1,195
Non-Member Fee: $2,000

Instructor

Kim Brown, Founder, Corrugated Strategies 

Kim Brown is the founder of a consulting and training company, dedicated to the packaging industry, focused on sales growth, expanded profits and enhanced leadership. Kim's presentations and training classes benefit from three decades of experience in the packaging arena, combined with fresh insights you can't get anywhere else. She has spoken before, trained, and consulted for some of the industry's leading associations and organizations. Participants leave feeling energized and motivated to execute on the principles they've learned. Kim delivers inspiration and humor, blended with a thought-provoking style to challenge your team, calling them to action.

AGENDA

Tuesday, December 3

7:30      Continental Breakfast—Meet & Greet
8:30      Course Introduction & Opening Remarks
               • Objectives and Expectations
               • Housekeeping
9:00      Evolution of Sales
               • What’s Changed/What Hasn’t?
               • Impact of Technology
9:30      Handling the Price Buyer
               • What Causes A Default to Price?
               • Commoditization
               • Perception and Influence
               • Lobby Candy Syndrome
10:30    Break
10:45    Getting the First Appointment
               • The Big Seven
               • Breaking the Barrier
12:00    Lunch
12:45    Morning Review
1:15      Eight Stages of a Selling Process
               • What’s Working/What’s Not
               • Conveying Value
2:15      Prospecting
               • Cold Calling Results
               • The Ideal Customer
               • Overcoming the 57%
               • Competitive Advantage
3:00      Break
3:15      Improving the Conversion Percentage
               • Know Your Audience
               • The Introduction
               • Does Social Media Matter
4:30      Day One Wrap-Up/Homework

Wednesday, December 4

7:30     Continental Breakfast 
8:00     Day One Review
8:30     Q & A / Group Chat
9:00     Time Management
              • Framing It
              • Activity vs Results
              • The Quadrants
              • Disorganization
10:15   Break
10:30   Territory Management
              • Account Classifications
              • Break Out of the Rut
11:15   Time Management
              • Our 24/7/365 World
12:00   Lunch
12:45   Bringing It All Together
1:30     Break
1:45     Team Case Study, Evaluation, and Preparation
2:15     Presentation and Feedback
3:15     Key Learning Group Discussion
              • Action Items
              • Implementation Date
              • Outcome
              • Accountability

Cancellation Policy

Cancellation Policy

All course cancellations must be made in writing and sent to AICC, P.O. Box 25708, Alexandria, VA 22313, or faxed to (703) 836-2795. Registrants who cancel more than three weeks prior to the program date are entitled to a full refund of the registration fee; three weeks or less, but more than one week, a cancellation penalty of 50% of the registration fee will be assessed; less than one week and no shows, no refund. AICC does NOT offer refunds for those who cancel within three weeks of the program date and wish to reschedule their participation to another program or to the same program on a later date. However, substitutions are allowed and strongly encouraged and can be made from the same company for the same course date. If AICC cancels any program, a full refund will be provided. AICC may cancel programs if attendance does not meet required levels. Be sure to phone AICC to confirm a course is being held before making non-refundable airline tickets. Travel fares and hotel deposits cannot be reimbursed.