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News & Press: Pressroom

Better Selling for a Sold Out Crowd

Monday, December 30, 2019   (0 Comments)
Posted by: Alyce Ryan
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December 23, 2019 – AICC, The Independent Packaging Association, welcomed 22 sales professionals to High Performance Selling, a seminar focused on a new way to manage the sales cycle, December 3- 4, 2019, in Chicago, IL. The seminar brought together theory and practice to help attendees hone their skills and move prospects to customers and expand current customers.

This course was created and taught by Kim Brown, Founder, Corrugated Strategies, someone that has spent over two decades in the trenches alongside salespeople.

 “As a sales manager, it is my job to communicate effectively. This [seminar] has provided a fresh perspective on the sales topics we discussed,” said Christopher Manning, National Sales Manager, American Containers, Inc.

The two-day seminar began with the eight stages of the selling process and  a look at the evolution of sales and how technology has changed everything, including the sales cycle. It then moved into how to shift the sales conversation from price to the company’s differentiating factors and solving the customers’ problems.

This seminar was designed to build upon the sales strategies of the attendees, and to that end, participants wrote their selling process and reviewed them in small groups to find out what is successful and unsuccessful to different types of buyers.

Then to test their new knowledge, participants had to make a 45-second pitch to a “customer” on the spot and work through different strategies on how to talk to different kinds of clients.

Of particular interest to attendees later in the seminar were the tips and tactics shared by Brown and other attendees to find leads and initiating contact.

AICC thanks the Fibre Box Association for donating their training room to host this seminar.

More information about this seminar can be found at Questions about seminars or webinars and the value a well-trained workforce brings to a company can be directed to Taryn Pyle, Director of Education & Leadership Development,, or Chelsea May, Education and Training Manager, or 703.836.2422.