Two-Day Seminar! Attend in Person or Through Live ...les.brochure.s3.amazonaws.com/390121.pdf · Mastering Sales Techniques Used by Top Sellers Las Vegas, NV • October 25 and 26,

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Solid sales tactics without all the hype ... Get the low-down on effective technologies and strategies

The world of sales is ever-changing. With the adoption of new technologies, techniques and strategies, your bottom-line depends on your acumen of these emerging tactics. It is vital in today’s competitive market that you are one step ahead of your competition and your customer. Join our experienced panel for two days full of sound sales tips that you can implement into daily practice.

Benefits for You •Harness LinkedIn® and Facebook®’s contribution to your sales

potential •Get solid tips on how you can differentiate yourself from the

competition•Break through to your customer’s needs and motivations•Elevate your success – Define your potential and remove barriers

to success•Use solutions strategies to create customer confidence and buy-in

Two-Day Seminar! Attend in Person or Through Live Streaming Video

Mastering Sales Techniques Used by Top Sellers

Las Vegas, NV • October 25 and 26, 2012

Faculty

For more information about our speakers, go to www.salesprosource.com/ID390121.

Moderator:Michael Kaleikini, Business RefinementScott Sands, Aon Hewitt Consulting

Andy Ebon, EBS Virtual CommunicationsChristine N. Ferguson, AuthorDominic Genovese, Service Point ConsultingRobin Jay, AuthorJudi Moreo, CSP, Turning Point InternationalPhil Robertson, Phil On...ConsultingFred Wikkeling, Fred Wikkeling Seminars and Workshops

Register at www.salesprosource.com/ID390121 or call 866-411-6211

Special Offer!Bring a Colleague and Save $100!

Seminar Agenda


Thursday, October 25, 2012

8:30 am – 9:00 am Registration

9:00 am – 10:15 am Using LinkedIn® to Increase Sales — Andy Ebon

• How to Optimize Your LinkedIn® Profile to Increase Your Sales

• How to Strategically Add Connections That Lead to Business

• How to Use the Advanced Search, Groups, Questions and Answers and Applications Functions for Prospecting

10:15 am – 10:30 am Break

10:30 am – 11:45 am Using Facebook® to Increase Sales — Michael Kaleikini

• Understanding the Different Facebook® Pages and Options

• Designing Your Facebook® Page to Help Increase Sales

• Tips on Targeting Your Audience on Facebook®

• Creating a Sales Conversation on Facebook®

11:45 am – 12:45 pm Lunch (On Your Own)

12:45 pm – 2:00 pm Branding, It’s Not Just for Cattle Anymore: Understanding Branding for You and Your Company

— Phil Robertson• What BRANDING Really Is• Steps to Reviewing Your BRAND• How to Develop Your BRAND• How to Promote Your BRAND

2:00 pm - 3:05 pm Think Like a Winner: Sales Success Starts Within You — Christine N. Ferguson

• How Top Performers Harness The Power of Belief• The Importance of Self-Fulfilling Prophecies To

Your Bottom Line• Creating Seismic Shifts in Performance Through

Vision and Focus• Breaking Through Three Common Barriers To

Success• How Living Your Why Makes You Unstoppable

3:05 pm – 3:20 pm Break

3:20 pm – 4:30 pm B Face 2 Face 4 Success — Robin Jay

• The Importance of Quality “Face Time”• Secrets to Becoming Invaluable to Clients• How to Get More Done in the Same Amount of Time• The Importance of Networking and Socializing,

and How to Do It Effectively for Maximum Return on Your Investment

• Alternative Ways to Build Relationships in Person and Long-Distance

• The “Secret” Ingredient to Building Successful Relationships

• How to Become More Transparent to Others and Why It’s Crucial That You Do so

• Adaptability; How Staying Ahead of the Curve Will Put You Ahead of Your Competition

• Stimulate the Economy to Stimulate Your Business

Friday, October 26, 2012

8:30 am – 9:00 am Registration

9:00 am – 10:30 am Improving Your Presentation Skills — Judi Moreo, CSP

• Keys to Any Sales Presentation• Successful Online Sales Presentation

10:30 am – 10:45 am Break

10:45 am – 12:15 pm Sales Forecasting — Dominic Genovese

• Creating an Environment of Trust• Demystifying the Process of Accurate Sales

Forecasting• Mapping the Sales Cycle to the Customer’s

Decision Cycle• Mapping the Sales Process to the Customer’s

Buying Process• Building Your Opportunity Pipeline

12:15 pm – 1:15 pm Lunch (On Your Own)

1:15 pm – 2:45 pm The Easiest Way to Understand Your Clients: Understanding Their Basic Needs and Motivators

— Fred Wikkeling• Pattern

– Recognize the Pattern in Human Behavior• Personal

– Apply the Pattern To Your Personal Perspective

• People – Use the Pattern to Understand Other People

• Practical Application – Employ the Pattern for Greater Success in Practical Applications

– Have Better Rapport with All Prospective Clients

– Increase Your Closing Ratios – Increase Your Qualified Referrals – Build Winning Sales Teams and Maximize Team Performance

– Reduce the Stress in Selling – Reinforce and Restore Relationships

2:45 pm – 3:00 pm Break

3:00 pm – 4:30 pm A More Sophisticated Approach to Solution Selling for Sales Leaders and Representatives

— Scott Sands• Identifying and Segmenting Customers that

Want Solutions vs. Transactions• Evaluating the Impact of Products and Services

on a Customer’s Business• Creating a Solution-Focused Team• Delivering a Solution-Focused Message

FACEBOOK is a registered trademark of Facebook, Inc. and this event is not sponsored by or affiliated with Facebook.

LINKEDIN is a registered trademark of LinkedIn, Ltd. and this event is not sponsored by or affiliated with LinkedIn

Presented by:


Andy Ebon• Founder of EBS Virtual Communications• Public speaker, writer, blogger and marketing consultant• Conducts frequent seminars and presentations on website usability,

social media, blogging and content creation• Publisher of The Wedding Marketing Blog • Co-writer: Power of the Platform: Speakers on Success and Power of the

Platform: Speakers on Focus• Honored as San Francisco Small Business Owner of the Year• Can be contacted at 702-510-4938 or [email protected]

Christine N. Ferguson• Certified professional coach and certified spiritual coach, offers a

holistic approach to achieving personal success, professional growth and leadership development

• Co-wrote, The Power of the Platform: Speakers on Life with Jack Canfield, Les Brown and Brian Tracy

• Award-winning marketer and former leadership team member of a training company that delivers interactive courses in leadership and organizational development

• Co-contributor to leadership articles published in Forbes.com and CNN Money

• Empowers individuals to realize their full potential and unleash their brilliance• Can be contacted at 702-278-9732 or [email protected]

Dominic Genovese• Executive Sales Trainer and Certified Business Mentor with Service

Point Consulting• Seasoned trainer in strategic sales, forecast accuracy and pipeline

development• Over 20 years successful quota-driven performance in the technology

industry• Studied marketing and business at Rutgers University and the University

of Maryland• Can be contacted at 702-324-9131 or [email protected]

Robin Jay• Award-winning author, speaker, publisher and movie producer• Business relationship expert who shares the nuts and bolts of building

profitable business relationships• Featured columnist for the Las Vegas Business Press• President of the Las Vegas Convention Speakers Bureau and coaches

speakers to success• Can be contacted at 702-460-1420 or [email protected]

Michael Kaleikini – Moderator• Owner/consultant at Business Refinement• Consultant for online and offline marketing and sales strategies• Teambuilding strategist for starts-ups• Expert writer for Entrepreneur.com under “Answers” column• Certified business etiquette trainer• Can be contacted at 702-518-0149 or [email protected]

Judi Moreo, CSP• Certified speaking professional, which less than 10% of the speakers in

the world hold this prestigious certification• Senior executive in a major media group in South Africa during the end

of the apartheid era• Honored as Woman of Achievement – Entrepreneur by the Las Vegas

Chamber of Commerce• Named “Nevada Business Person of the Year” by the U.S. Business

Advisory Council, 2003• Accomplished author• Can be contacted at 702-896-2228 or [email protected]

Phil Robertson• Principal and driving force of “Phil On…Consulting” an international

marketing and business development firm• Powerful history of success representing both national and international

companies to execute sales, marketing and business development strategies

• Diverse background includes high profile clients• B.A. degree in economics/psychology, University of California, San Diego• Can be contacted at 702-430-6313 or [email protected]

Scott Sands – Moderator• Sales Force Effectiveness Practice leader for Aon Hewitt Consulting, a

global consulting firm with 60,000 employees• 20 years of experience in professional services and specific expertise in

market segmentation, sales process improvement, sales organization design, sales role definition, goal and quota allocation, and incentive plan design

• Consulted with companies in technology, pharmaceutical, insurance, banking, energy and professional services industries

• Co-wrote Sales Compensation Essentials, the WorldatWork’s bestselling book of 2006 on the subject, and speaks at many national conferences

• M.B.A. degree with focus in marketing and organizational effectiveness, The University of Texas; B.E. degree in electrical engineering and mathematics, Vanderbilt University

• Can be contacted at 404-276-7876 or [email protected]

Fred Wikkeling• Certified instructor for the Napolean Hill Foundation and certified

instructor for Personality Insights, the premier company that administers D.I.S.C. Personality Profile assessment

• Applies three decades of self-achievement experiences to help his clients reach their dreams by living life to the fullest

• Frequent author and lecturer• Empowers audiences to get results, respect and success• Can be contacted at 408-813-6609 or [email protected]

Yes!

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managers. Stay up-to-date and informed about the latest

techniques, trends and developments on the hottest topics like using

LinkedIn® and Facebook® to increase sales, how to ask the right questions and territory management strategies.

As a Silver Member of SPS, your benefits include:

• Unlimited OnDemand Webinars• 2 Free Live Audio Conferences • Discounted Training and Materials• Members-Only eNewsletter• Free Industry Articles and White Papers• And much more!

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Can’t Join Us in Person? Choose the Live Streaming Video Option!

5 Reasons to Choose the Live Streaming Video Option

1. Save Money – Train Your Whole Staff for the Price of One Registration2. Brainstorming and Staff Interaction – A Conference Room Setting Will Allow Your Staff to Discuss Concepts and Strategies

During the Training3. No Travel Cost – There Are No Additional Training Costs That Can Be Associated With a Live Training Event4. Training Flexibility – Half of Your Staff Can Join for Day One and the Other Half Can Join for Day Two5. Convenience– It Doesn’t Get More Convenient Than Accessing High Quality Content From Your Desk

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How Do I Register?email: [email protected]: www.salesprosource.com/ID390121 telephone: 866-411-6211 fax: 715-833-3953mail: Mail this form with payment to: Sales Pro Source Dept. 5382, P.O. Box 2933 Milwaukee, WI 53201-2933

Where Is It?Embassy Suites Convention Center3600 Paradise RoadLas Vegas, Nevada702-893-8000

Who Should Attend?This seminar is designed for sales managers, sales directors, account managers, presidents, vice presidents, account executives, analysts, marketing directors, communications directors, consultants and other sales professionals.

Yes! Purchase Options – Check All That ApplyYes! I would like to attend

F In Person – $455 (includes free manual with attendance)

F Streaming video option – $455 (includes free manual download)F Add a CD recording of this program – $99* F Bring a colleague – $355 per each additional registrant F Add a Sales Pro Source Silver Membership ($295) and attend for 25% off! ($341.25) = $636.25

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$ __________ Sales Tax (If tax-exempt, please include your certificate.)$ __________ TOTAL

*Add $8.95 shipping & handling plus applicable sales tax to product orders. Please allow four to six weeks after the date of the seminar for delivery.

Las Vegas, NV • October 25 and 26, 2012 • Seminar ID: 390121

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Can’t Attend in Person? Take Advantage of the Live Streaming Video Option.Training has never been easier or more affordable! For the price of a single attendee, you can take advantage of streaming video.

•You will have access to the same great training and will still get your questions answered by the panel of expert speakers.•Train your whole staff at once – and they can interact during the presentation.•Eliminate the travel and miscellaneous costs typically associated with training.•You will have the flexibility to bring in different employee groups for different portions of the day.

You can register for the streaming video option online, over the phone or simply check the appropriate box above and mail in your registration.

general information: • This seminar may be recorded. • If you need special accommodations, please contact us two weeks in advance of the program.

cancellations: Substitute registrants can be named at any time. A full refund, less a $20 service charge, will be given if notification is given six or more business days in advance. Notification of less than six business days will result in a credit that can be applied to any Sales Pro Source products or services. If you do not cancel or attend, you are responsible for the entire payment.

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Two-Day Seminar!

Special Offer!Bring a Colleague and Save $100!

Las Vegas, NV • October 25 and 26, 2012

Mastering Sales Techniques Used by Top SellersLas Vegas, NV • October 25 and 26, 2012Can’t Attend in Person? Take Advantage of the Live Streaming Video Option.


Documents

Two-Day Seminar! Attend in Person or Through Live ...les.brochure.s3.amazonaws.com/390121.pdf · Mastering Sales Techniques Used by Top Sellers Las Vegas, NV • October 25 and 26,