Conferences/Events -- Other Events

The Four Pillars of the Sales Profession
October 14-16, Dayton, Ohio
presented by Don Buttrey

Just like professional athletes, Sales Professionals require ongoing practice and training in order to succeed. Sales managers who understand this critical concept believe in providing their salespeople with opportunities to acquire new skills, increase productivity and reach their goals.

Sales Professionals will learn how to document their organization’s value-added services and sell them to their customers. With the help of the logical and systematic “SELL Process,” attendees will work on a target account of their choice to gain practical, hands-on tools for better face-to face selling.

What Will You Learn?

• Relationship building
• Active listening
• Benefit selling
• How to sell the value-added of your dealership
• Overcoming price sensitivity
• Strategic account planning and territory management
• Pre-call tactical planning
• Presentation skills
• Methodology to answer objections
• Closing techniques
• Actual practice using role-playing

The cost to participate is $895 per person, which includes 2 1/2 days of training, take-home material, breakfasts, breaks, lunches.

Click here to register
Click to download a PDF with more information

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SustainPro Conference and Expo
Oct. 29-30 in Chicago

Energy expert, billionaire and author T. Boone Pickens with deliver the keynote address at the SustainPro Conference and Expo on Oct. 30 at Chicago's Donald E. Stephens Convention Center O'Hare. He will join 30 other leading experts in the business of building corporate sustainability operations.

SustainPro is North American's largest corporate sustainability conference. The conference features speakers on career-critical sustainable operations topics such as Green Grid, Xplor, the Pickens Plan, Sustainable Workplaces, Sustainable Supply Chains, the $100 Million Energy and Environmental XPrize, Sustainable Sourcing, and Carbon Cap-and-Trade. Organizers expect more than 1,000 corporate executives to attend.

Attendees who register before Oct. 1 with the registration code "PICKENS" will receive a $75 discount off the registration price of $395. To learn more, visit www.sustainpro.com.

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2008 ISA e-Business Summit
Nov. 19-20 in St. Paul, Minn.

ISA and 3M will host the 2008 e-Business Summit in St. Paul, Minn., on Nov. 19-20 at the 3M Innovation Center. The summit offers both technical sessions for IT personnel and business sessions for company executives seeking a top-level view of technology and its uses.

The summit will help executives understand the practical reasons, including reduced costs and improved customer service, behind implementing the latest technologies.

The ISA e-Business Summit will also help distributors and manufacturers understand how technology can help trading partners improve their supply chains.

Click here for more information.
Click here for a registration form.

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ISA sponsors three Sales Training Programs by Dave Kahle -- The Growth Coach

Dave Kahle will educate, inspire and stimulate you with specific and practical ideas to grow your business and improve yourself.

1. Dave Unplugged -- December 4-5 -- ISA Members save $200 off registration

Intense management training that combines the intimacy and power of a personal session, with the practical economy of working with a larger group in a more open two-day format. The Kahle Way Sales Management System cuts through the fluff of other management programs and presents a unique practical system to the overworked, overwhelmed sales manager. Focusing on the five key processes for successful sales management, it describes each process, articulates the impact on the salespeople and the sales manager, and then prescribes a proven strategy and a simple, step-by-step action plan to accomplish that task. Finally, it provides template forms and outlines to make the task simple and easy. The bottom line is this—a more focused and accountable sales force, greater productivity in the entire group, and managers who are more confident and have time to devote to customer relations and the other important aspects of their jobs.

2. Top Gun -- Series of dates and cities

ISA has "45" double-discounts available on a first-come first-serve basis and for September only. On your registration form, fill in the special coupon code "ISA-SP08."  Or mention the coupon code if you call to register. After the 45 are allocated or after September, the normal sponsorship discount of $60 will apply.

Some of the things participants will learn include:

• How to handle economic turbulence.
• The five strategies for getting business from difficult accounts.
• How to deal with the rise of E-Commerce.
• Surefire closing techniques.
• How to deal with customers that have less time.
• The two most powerful weapons for time management.
• How to gain the competitive advantage over your competition.
• The six competencies that a top gun organization needs to succeed.
• Understanding and applying time management strategies that really work.
• How to master the art of relationship building, including how to accurately evaluate an account relationship, and nine strategies for deepening a relationship and improving it to your advantage.
• How to ask the right questions at the right time.
• The 10 afterburner power tactics you can use to get on top and stay there for the rest of your career.
• How to systematically create new customers

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Getting the Right Attitude –
7 Keys to A Customer Service Culture
Presented by: The Telephone Doctor - Nancy Friedman

Webinar held on Tuesday, Dec. 2, 2008
1:00 PM– 2:30 PM EST

Nearly all organizations want a Customer Service Culture. What do some organizations do to get and maintain that culture? Everyone knows that fostering a positive mental attitude is critical to developing a customer service culture. But how many people know exactly what brings about good mental attitude? What specifically are the keys?

Nancy Friedman, the Telephone Doctor, has found, and will share, the 7 Characteristics of a Positive Mental Attitude. The attitude that you want to foster on your team – to facilitate a true customer service culture. This is a humorous program that leaves the audience laughing and learning.

Click here to learn more
Click here to register online.