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What is a Hybrid Event:
A hybrid course may include pre-work, homework, workbooks, group work and activities. The live portion of the course takes place online over multiple days, generally in the same week, with industry presenters. After the course is completed there are also follow-up activities, like a group forum or coaching.
Description:
We have seen market disruption and shifts in how buyers buy and want to be served. This course will help sales managers and salespeople upskill, retool, and develop key skills to drive the maximum sales and profits.
There are three ways to grow sales strategically: new products and services, grow sales within current accounts, and strategically target and sell new accounts. This course will focus on strategically growing current customers and how to develop your
ideal customer profile and target and hunt new customers.
Learning Objectives:
- How to build strategic business relationships
- How to develop a value proposition that resonates with buyers and delivers revenue
- How to strategically grow current accounts
- How to build your ideal customer profile
- Salespeople and managers will understand the language of business to move from sales reps to strategic respected advisors
Course Date/Time:
Workshop #1
Thursday, November 5, 2020 | 2:00-3:30pm EST
Workshop #2
Thursday, November 12, 2020 | 2:00-3:30pm EST
Workshop #3
Thursday, November 19, 2020 | 2:00-3:30pm EST
Registration Fee:
AICC Member: $795
AICC Non-Member: $1,295
*This hybrid event is offered for one price for the entire sales department to attend.
*After you register, we ask you pass along the videoconference information along to your sales team.
Instructors:
Mark Allen Roberts, President, OTB Solutions LLC
Mark brings an exceptional background of over 35 years of sales & marketing successes, & leadership with manufacturers & distributors.
Mark has had senior sales, marketing & training development positions across a wide array of businesses, including The Timken Company, Mobility Works, Gardner Denver, VMI, Pragmatic Marketing, Frito-Lay, & many other industry leaders. With
a long history of building, training, coaching, & leading sales teams, the National Association of Sales & Marketing recognized his contributions with The Business Excellence Award. Highspot recently recognized him as one of the Top 50
for his expertise in implementing Sales Enablement.
Mark is also the author of the book Branding Backwards, a keynote speaker, trainer, thought leader on LinkedIn, and his strategic business development blog No Smoke & Mirrors. A graduate of the Executive MBA program at Kent State University,
he also completed a management-development program with Harvard Business School.
Ed Wallace, President, AchieveNEXT Human Capital
Ed speaks to corporations and organizations around the world with a client list that is a Who’s Who of Fortune 500 companies. He has been facilitating seminars and workshops for AICC since 2015. He has published four books on relational capital
- Fares to Friends, Creating Relational Capital,
Business Relationships That Last and the #1 best selling The Relationship Engine. Ed is a member of the executive education faculty of Drexel’s LeBow College of Business and Villanova University’s Human Resources Master’s program.
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.
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