Virtual Conference Event | September 9-13, 2019 | 2:00 p.m. to 3:00 p.m. Eastern Time, Daily

$99 PIA Members | $149 Non-members

Register now!

Get Sales Ready!

Have you ever wanted to learn the specific characteristics of top performing sales representatives? Do you want to find out how sales superstars sell more in less time? Would you like to discover how to engage with and sell to younger generations? Now is your chance.

Join us for Printing Industries of America's Sales Ready!, the most highly anticipated virtual event for anyone who wants to drive more sales and make more money! Get the tools and tips to boost your sales strategy. Get your sales team prepared to face the demands of today's complex and competitive business environment. Get Sales Ready! and register today!

You Will...

  • Learn how to master time management and sell more in less time
  • Explore ways to engage and sell to a multi-generational clientele base
  • Discover the characteristics and skills that make an elite sales professional
  • Identify the best ways to interact with your sales team to make the greatest impact on revenue
  • Learn from your clients to help you make better decisions
  • Walk away with actionable sales tips and resources from an all-star lineup of speakers

Who Should Attend

  • Sales representatives
  • Sales managers
  • Account managers
  • CEOs, presidents, and owners
  • Anyone who wants to drive more sales and make more money!

Format

Sales Ready! will be presented in five 1-hour sessions over five days via GoToMeeting, an easy-to-use web conferencing platform. You can participate from the comfort of your office, using your computer or tablet to watch presentation content and listen via phone or computer speakers. This is an interactive event--you can ask questions and receive answers throughout. Specific login instructions will be provided upon registration.


Speakers & Schedule

 

Monday, September 9, 2019

2:00-3:00 p.m. EDT

Time Management: Increase Your Sales Productivity

Bill Farquharson, Sales Trainer & Author, Aspire For

It's ironic to learn that the salespeople who sell the most work the least. Multi-million dollar sales superstars aren't putting in 60-hour weeks. They make it look so easy. A big part of the reason for this is their mastery of time management. Simply put, they sell more in less time. Do you want to know how they do it? This program will teach you a process for applying proven time management techniques that help maximize the effectiveness of your sales activity and focus your efforts. Take any one of the tips from this program and you will see improvement. Put them all together and maybe you will be the next multi-million dollar sales superstar!

 

Tuesday, September 10, 2019

2:00-3:00 p.m. EDT

Marketing to the Generations

Trish Witkowski, President, FoldFactory.com

One of the greatest challenges facing organizations today is managing customer relationships across generational boundaries. Many over the past decade have focused intently on engaging Millennials--but do these same strategies work on the next generation of young people that is fast approaching? As a sales professional, what do you need to know--and what kind of conversations do you need to have--to attract and engage younger generations? Trish Witkowski will bring the answers to these questions as well as powerful statistics, inspired examples, and advice.

 

Wednesday, September 11, 2019

2:00-3:00 p.m. EDT

The Top 5 Activities a Sales Manager Must Coach and Why They Matter!

Leslie Groene, President, Groene Consulting

Helping our salespeople be their best requires patience, consistency and commitment. Yet many companies neglect to work one-on-one with their sales team. In this presentation, Leslie Groene will show you how to leverage coaching as a competitive advantage to increase ROI and revenue--focusing on the five most important coaching activities to maximize the strengths of your sales reps. You'll also learn all about business tools and metrics that will help you measure their progress and keep them on track for the long selling cycles in our industry.

 

Thursday, September 12, 2019

2:00-3:00 p.m. EDT

What Can You Learn from Your Clients?

Mike Philie, Owner, Philie Group

All customers are good; some are just better than the others. Or are they? It's always a good idea to take a close look at your clients to see what you can learn and ultimately to help you make better decisions. There are multiple factors to consider when evaluating your clients and we'll be going over several of them, including:

  • Are they profitable and a good contributor to your business?
  • Do you have a competitive advantage with this account?
  • How well do your capabilities fit the current and future needs of the client? Are they utilizing the many different services that you can provide?
  • What can you learn from them and can they help you to get other clients like them?
  • Customer satisfaction and their desire to recommend you to others.

In this session, Mike Philie will teach you all about the value in staying close to your clients, key factors that you should consider when evaluating them, and using your client intelligence as part of your planning process.

 

Friday, September 13, 2019

2:00-3:00 p.m. EDT

The 6 Hidden Characteristics of Top Performing Sales Representatives

Duane Cashin, President & CEO, Cashin Sales, LLC

When you read the title of this presentation, what do you think these characteristics are? The short list that probably first comes to mind are:

  • Strong closer
  • Effective prospector of new business
  • Great presentation skills
  • Strong follow-up skills
  • Consultative seller
  • Excellent objection handling skills

Although selling the skills listed above is very important, they only represent 50% of sales success. What about the other 50%? In this presentation, Duane Cashin will unveil the 6 hidden mental and emotional characteristics that will either support or sabotage your sales success. Whether you are looking to improve your own personal selling capabilities or lead your own sales team, this session will give you the perspective on what it takes to become a next-level, elite sales professional.

Reserve my spot for Sales Ready!


About the Speakers

Bill Farquharson, Sales Trainer & Author, Aspire For

Bill Farquharson is a sales trainer and presenter for the print, signage, label, and packaging industries. The fact that he has 35 years of actual sales experience in the graphic communications industry gives him great credibility with his audiences and clients. Bill works at the local level, teaching salespeople and selling owners how to drive sales momentum by understanding where to look for leads, what to say, how to create a prospecting process, beating voice mail, time management, etc. Bill also works with equipment vendors, trade associations, and national franchises to create online training programs.

Mike Philie, Owner, Philie Group

Mike is a Principal of Philie Group, a business management consulting organization that works with companies in the graphic communications industry. He works with business owners, senior leadership, sales managers, and sales representatives who are not satisfied with the status quo and are looking for guidance in altering the trajectory of their results. He also leads interdisciplinary teams through the transition necessary for profitable growth within a changing, dynamic marketplace and provides senior management with insights on acquisition strategies impacting sales, profitability, and successful cultural integration.

Trish Witkowski, President of FoldFactory.com

Trish Witkowski is President of Foldfactory.com and Rock the Mailbox(tm). Trish has a specialized expertise in creative solutions and engagement strategies for direct marketing, and she helps companies find solutions that align with and support their marketing objectives. A classically trained designer with a Master's degree in printing, Trish brings a unique and dimensional perspective to the conversation. Think: strategy + design + smart production. She searches the world for effective mail ideas, creative formats, marketing trends, and tools. She assesses case studies and controls to determine what's working and what's not working and shares it with her audiences.

Duane Cashin, President & CEO, Cashin Sales, LLC

Duane Cashin is the President & CEO of Cashin Sales, LLC a Charlotte-based sales development consulting firm. He is also a professional business speaker. For 34 years, Duane has been building sales teams at Fortune 500 corporations and helping privately owned companies gain a competitive advantage through the development, implementation, and execution of sales and sales management process. He is a member of Presidents Club and Circle of Excellence as a result of achieving and sustaining peak performance at MCI, Sprint, and Sonitrol. Duane is the author of Expect More Sell More and Conversations on Success. In 2005, Duane sold the large-format graphics company that he founded 9 years earlier.

Leslie Groene, President, Groene Consulting

Leslie Groene is one of the coaching superstars in the world of corporate sales as well as a business and motivational speaker. Her sales seminars have produced impressive results in a variety of corporate settings, where she helps her clients focus on revenue generation and profit growth.

 

Following the event, all recordings from Sales Ready! will be posted in a resource center where you can access and view the presentations and other resources at your convenience.

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