Session 1
11:00 AM (EST)

Selling follow-on and upgrades to existing customers.

Speaker
 
Eric Richardson
Eric Richardson

Panelist
 
Michael Hinton
Michael Hinton

How we used it at
 
Siemens

Session 2
1:00 PM (EST)

Selling value to create urgency and beat discounts.

Speaker
 
Reed Farley
Reed Farley

Panelist
 
Chuck Bernstein
Chuck Bernstein

How we used it at
 
Tellabs


Session 3
2:30 PM (EST)

Creating pilots that result in big deals.

Speaker
 
Eric Richardson
Eric Richardson

Panelist
 
Johnnie Alex
Johnnie Alex

How we used it at
 
IBM

Session 4
4:00 PM (EST)

Demand Generation: build a massive customer rush.

Speaker
 
Ed Harper
Ed Harper

Panelist
 
Joe Duklewski
Joe Duklewski

How we used it at
 
Digital Computer

Session 5
11:00 AM (EST)

Customer relationships & trust: sales foundation.

Speaker
 
Bob Bruchey
Bob Bruchey

Panelist
 
Kevin Gilroy
Kevin Gilroy

How we used it at
 
Hewlett Packard


Session 6
1:00 PM (EST)

Getting attention, call-backs, and engagement.

Speaker
 
Eric Richardson
Eric Richardson

Panelist
 
Lyle Sweeter
Lyle Sweeter

How we used it at
 
Honda


Session 7
2:30 PM (EST)

Questioning wins deals and eliminates competition.

Speaker
 
Reed Farley
Reed Farley

Panelist
 
Kimberly Ishoy
Kimberly Ishoy

How we used it at
 
Microsoft


Session 8
4:00 PM (EST)

Presenting solutions, not pitches, wins business.

Speaker
 
Ed Harper
Ed Harper

Panelist
 
David Joseph
David Joseph

How we used it at
 
Naples Luxury Real Estate


Session 9
11:00 AM (EST)

Close on every step of your sales process.

Speaker
 
Dale Favors
Dale Favors

Panelist
 
Daylor Neal
Daylor Neal

How we used it at
 
Chrysler


Session 10
1:00 PM (EST)

Why agreements don’t always stick, and how to fix it.

Speaker
 
Robert Scales
Robert Scales

Panelist
 
Peyton Herbert
Peyton Herbert

How we used it at
 
Mercantile Mortgage


Session 11
2:30 PM (EST)

Making objections work to your advantage: Part I

Speaker
 
Ed Harper
Ed Harper

Panelist
 
Rick Marcet
Rick Marcet

How we used it at
 
TransUnion


Session 12
4:00 PM (EST)

Making objections work to your advantage: Part II

Speaker
 
Eric Richardson
Eric Richardson

Panelist
 
John McCracken
John McCracken

How we used it at
 
American Express


Session 13
11:00 AM (EST)

Manager-employee performance planning.

Speaker
 
Robert Toatley
Robert Toatley

Panelist
 
Gloria Parker
Gloria Parker

How we used it at
 
U.S. Department of Education


Session 14
1:00 PM (EST)

Coaching employees to success.

Speaker
 
Eric Richardson
Eric Richardson

Panelist
 
Jim Mallary
Jim Mallary

How we used it at
 
IDLife


Session 15
2:30 PM (EST)

Recognition, reward, and motivation.

Speaker
 
Robert Scales
Robert Scales

Panelist
 
Bill Szustak
Bill Szustak

How we used it at
 
Val-Kro Manufacturing


Session 16
4:00 PM (EST)

Strategic planning for the long term.

Speaker
 
Dale Favors
Dale Favors

Panelist
 
Jim Waller
Jim Waller

How we used it at
 
Blue Cross Blue Shield