Six Sales Success Strategies for a Recovering Market (Seminar Session) (R42)
Tough times require a new way of thinking—not just ‘business as usual!’ The steady drumbeat of woes from economic and printing industry analysts and pundits over the past year has created uncertainty among us—from printing salespeople to...
Fee: $125 (counts as 1 seminar towards a Value Package Plan) View Pricing
Speaker: Joe Rickard
Description:
Tough times require a new way of thinking—not just ‘business as usual!’ The steady drumbeat of woes from economic and printing industry analysts and pundits over the past year has created uncertainty among us—from printing salespeople to buyers of print solutions. Just in time, this session will provide 6 key strategies for printing salespeople to engage to sell their way through the recovering economy. Here you will learn the best practices that top salespeople are using right now—not only to survive but THRIVE in today’s changing market.
Room S404b
You Will Learn:
- What are today’s skill sets of top performing salespeople in the printing industry
- Best ways to stay close and maximize sales performance with your current customers
- Easy-to-implement techniques for targeting the right new customers
- Ways to manage your opportunity costs to maximize your time and effort
- How to prepare for and handle the obvious objection
- How to deal with competing media—and win!
- How to create a ‘marketing event’ on every sales call
- What is required to beat the commodity printing price trap
- 3 things you can do differently immediately to thrive in today’s market
Who Should Attend:
Sales Professionals, Sales Managers and Owners who want to finish strong and get off to fast start in 2012
Business Categories:
Entrepreneurship, Executive, Management, Sales and Marketing
Joe Rickard, President
Intellective Solutions LLC
Joseph Rickard
President, Intellective Solutions LLC
144 Woodlands Drive
Tuxedo Park, NY 10987
jrickard@intellectives.com
845 753 6156
Joe Rickard is a training leader and consultant dedicated to the graphic communications Industry. He is a printing industry expert and works with printing and technology organizations to improve their sales and operational effectiveness. Joe founded Intellective Solutions LLC (www.intellectives.com) to serve the fast growing digital printing market. Intellective Solutions Inc. has provided consulting and training material and services for over 100 print related organizations. Joe is a leading industry advocate. He an outstanding motivator and speaks frequently at industry and corporate events including On Demand, Graph Expo and PODI. Joe writes a popular column, Sales Clinic, for the Printing News and MyPrintResource.com. He is the author of Value-Based Pricing for The New Business of Printing®. His company, Intellective Solutions consults and develops customized training for leading print provider organizations throughout North America and Europe. Prior to entering the training and consulting business in 2003, Joe managed large organizations as an executive at Xerox and Sharp Electronics. In addition, Joe is an Advisory Board Member of the MBA Program at Dominican College in Blauvelt, N.Y. Also at Dominican College, he is a Board Member of The Palisades Institute. The Institute provides programs to the local business community focused on quality, ethics and leadership. Joe holds an undergraduate degree in History and Economics from Queens College, New York, an M.S. in Education from St. John's University and an MBA in Marketing from Hofstra University
