Sales Ready! 2020

Virtual Conference Event | May 4-8, 2020 | 2:00 p.m. to 3:00 p.m. Eastern Time, Daily

$99 PIA Members | $149 Non-members

Register now!

Get Sales Ready!

When it comes to sales, companies can't survive by just "getting by." Developing effective sales strategies is absolutely essential for increasing sales volume, boosting revenue, and making more commission! Sales professionals are tasked with finding profitable business, keeping sales cycles in motion, providing exceptional customer service, and constantly refreshing their sales approach. Then, of course, there are the buyers--they are savvy, demanding, and have more options than ever before.

Printing Industries of America's Sales Ready! 2020 event provides sales professionals with a convenient, powerful, and practical learning experience. Sales Ready! 2020 delivers ideas and techniques to boost sales momentum and effectiveness with actionable tips to gain a more competitive advantage.

Get your sales team prepared to face the demands of today's complex and competitive business environment--get them Sales Ready! and register today!

You Will Learn...

  • How to reboot and restore positive sales momentum
  • How the print market continues to evolve and what you can do to uncover new sales opportunities
  • Creative ways to keep prospects and customers continually engaged
  • How to drive your sales cycle, not just ride it
  • Actionable sales tips and advice from industry sales coaching superstars!

Who Should Attend

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


Sales Ready! 2020 will be presented in five one-hour sessions over five days via GoToMeeting, an easy-to-use web conferencing platform. Attendees can participate from the comfort of their office, using their computer or tablet to watch presentation content and listen via their phone or computer speakers. This is an interactive event--attendees can ask questions and receive answers throughout. Specific login instructions will be provided upon registration.

Speakers & Schedule


Monday, May 4, 2020

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

10 Things You Can Do to Sell More

Bill Farquharson, Sales Trainer & Author, Aspire For

Your sales are not where you want them to be. Sound familiar? Over the course of a sales career, there are times when it rains business and times when your own mother won't answer your call. Life is easy at the top, with orders flowing in and your name at the top of the sales leader board. But what do you do when slow sales days become slow sales weeks and you suddenly have a couple of bad months in a row? The answer is a return to the fundamentals of sales activity. In this presentation, you will learn:

  • The #1 rule of sales momentum
  • The questions to ask so you understand the source of your sales challenges
  • A three-step process to quickly reboot
  • Instantly applicable tips
  • Ideas for getting to the next level and then all the way to sales superstardom!


Tuesday, May 5, 2020

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

Selling Print in a Sea of Change-The Graphic Arts Industry

Daniel Dejan, North American ETC Print & Creative Manager, Sappi North America

The printing industry is afloat in a sea of change! Business models, client needs, and client expectations have shifted our business relationships and sales opportunities. These changes have impacted what we sell and how we sell it. Do you understand how the market has evolved? Have you identified current selling opportunities? And, importantly, what relevance does print on paper marketing and communications play in the ever-expanding digital consumer-driven marketplace? In this presentation, Dejan will help you formulate answers to these questions and rethink your role in the graphic arts industry.


Wednesday, May 6, 2020

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

How to Keep Customers and Prospects Engaged

Leslie Groene, President, Groene Consulting

Customer engagement is imperative, and in order for it be effective, it must be approached from the customer's perspective. What's in it for them? Every day you're not engaged with your prospect is another day that your competitors can gain traction with building the relationship with these prospects or swoop in and take away your opportunity. As a salesperson, you need to come up with creative ways to continue the conversation and keep the relationships alive to stay top of mind. In this presentation, you'll learn 10 creative techniques to keep both customers and prospects continually engaged to win more business.


Thursday, May 7, 2020

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

Driving Your Sales Cycle

Dave Fellman, President, David Fellman and Associates

The printing sales cycle has five main stages: prospecting, quoting, the first few orders, the good times, and the downhill stage. The most successful salespeople know how to drive their cycle rather than just ride it. They are effective at prospecting, talk less about price and more about value, and provide exceptional customer service that creates momentum to maximize the client relationship. In this presentation, learn how to extend those lucrative good times, delay the downhill stage, and defend your customers against the competition.


Friday, May 8, 2020

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

Four Hours/Week + 13 Weeks = A Sales Plan to Win New Business

Matthew Parker, Champion of Print, Profitable Print Relationships

The world of print sales is hectic. You have jobs in the pipeline that need to be printed, deadlines to meet, schedules to renegotiate, proofs to deliver, production issues to resolve and deliveries that need to happen. By the end of the week, you'll find that you have no time for winning new business.

Imagine setting a small sales target that you can achieve in just three or four hours each week. If you can set aside this small amount of time, you can win new business on a regular basis. The secret to making this happen is to set up a 13-week sales plan. In this session, Matthew Parker will give you detailed instructions on how to create your very own 13-week sales plan with tips to make sure it stays on track, wins new business, and makes you more money!

Reserve my spot for Sales Ready 2020!


About the Speakers 

Daniel Dejan, North American ETC Print & Creative Manager, Sappi North America

As an educator, designer, humanist, mentor, and lover of all things graphic arts, Daniel Dejan has been an evangelist for the power of paper and print for the span of his career. He is the face of the education-training-consulting (etc) Group at Sappi North America where he delivers etc services to Sappi's wide range of clients. With more than 40 years of design, production, print buying, and on-press experience, Dejan is always ready to share his knowledge of the successful and effective marriage of print and paper.

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.

Dave Fellman, President, David Fellman and Associates

Dave Fellman is the author of Sell More Printing and Listen to the Dinosaur, which Selling Power magazine listed as one of its "10 Best Books to Read in 2010." His articles on sales, marketing, and management topics have appeared in a variety of industry publications, and he is a popular speaker who has delivered seminars and keynotes at industry events across the United States, Canada, England, Ireland, Australia, and New Zealand.

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.

Matthew Parker, Champion of Print, Profitable Print Relationships

Matthew Parker is the Champion of Print at Profitable Print Relationships. He works with a large variety of printing companies. Typically, he finds many printing companies that are frustrated that so many conversations revolve around price, struggling to stand out from the competition, and fed up that it seems so hard to win new clients.

Over the years Matthew has worked with hundreds of printing companies and leading print industry associations including Dscoop, FESPA, BPIF and IPIA. He also works with companies such as Xerox, Canon and Konica Minolta. Matthew has been featured in a wide variety of printing magazines including Printing Impressions and PrintWeek and has spoken at a wide range of industry gatherings all over the world.

Want to find out more? Visit his website and download your free copy of his book Ten Common Print Selling Errors and What to Do About Them.

Following the event, all recordings from Sales Ready! 2020 will be posted in a resource center where you can access and view the presentations and other resources at your convenience.

Premier Partner

Media Partner