Sales Sessions Preview – GLBC

GLBC Tuesday Sessions can help you generate $$$!

Tuesday, May 3, 2016
10:00 – 11:00am

Back to the Basics: Part 1
Presented by Speed Marriott, P1 Learning

Speed Marriott
Speed Marriott

We have become practitioners of the apologetic approach to selling.  For example:

  • I’m sorry that…
  • I didn’t meet your C.P.P. Goals…
  • I didn’t fulfill your value-added request…
  • That my ratings are down…
  • That my rates are up…
  • I am sorry?

Often times we are forced to resort to this remorseful attitude because we are going into the sales process unarmed. This is not a session designed to break new ground. This program is dedicated to giving you the tools necessary to be brilliant at the basics.

In this session we will take on the monumental task of rediscovering the sales cycle:

    • Prospecting
    • Setting The Appointment
    • Writing & Conducting The Needs Analysis
    • Identifying The Assignment
    • Crafting & Delivering The Presentation/Ask For The Order/Answering Objections
    • Implementation/Service & Renewal

The sales cycle is a recipe with six (6) ingredients, and you will love the results! This session is designed for sellers and managers of all experience levels.

11:30am – 12:30pm
Back to the Basics: Part 2
Presented by Speed Marriott, P1 Learning

Register on-site for GLBC if you haven’t registered in advance!

2:30 – 3:30pm
2020 Vision: Part 1
Presented by Speed Marriott, P1 Learning

“We cannot predict the future, but we can invent it.” – Anonymous

We’re going to do a little time travel. We’re going to fast forward to the year 2020. Sounds like a long way away, but let’s face it, it’s only four years from today. We will challenge your sales team to think about the future needs of their customer and your management team to think about the future of the sales team that they will be managing.

We will begin our journey to the future with a brief trip to the past. The year is 2012, and our world is changing. We’ll use this trip to our recent past as a baseline for what to expect as we travel to the future.

Now that we’ve examined the past, it’s time to head into the future. Our destination is to fast-forward to the year 2020. Home of a U.S. Presidential election year and the Tokyo Summer Olympics. Four years from today.

As an industry we devote a substantial amount of time and effort attempting to project future sales, but little time thinking about the factors that impact that future. In 2020 Vision we invite you to take a forward look at the broadcast industry…

  • Our Markets
  • Our Customers
  • Our Products
  • Our Teams
  • Our Leaders

In addition, we will take an in-depth look at the various dynamics that will affect that future. Including:

  • Our Competitive Environment
  • Our Customer Evolution
  • Our Changing Workforce. Baby Boomers, Gen X, The Millennial, Gen Z & Introducing Generation Alpha
  • Our Great Unknown

It’s time to fire up the flux capacitor and get on the road for 2020 Vision. Remember, objects in the mirror are much closer then they may seem.

4:00 – 5:00pm
2020 Vision: Part 2
Presented by Speed Marriott, P1 Learning

Register on-site for GLBC if you haven’t registered in advance!

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