Preview Sales Workshop Agenda

SALES & MARKETING

WORKSHOP

Sales and Marketing Workshop Agenda:

Wednesday February 11, 2015

8:00am – Continental Breakfast

 • Goals&Objectives

 • Introductions

 • Videopresentation

8:30am-9:30am–TheBigSteps

 • Buildingyoursalesprocess

 • Wheretogetyourprocess–resources&help

 • PanelDiscussion

9:30am-10:30am–BenchmarkingPresentation

 • PanelDiscussion–“OurSellingProcess”

 • Howourrmsells–Q&A

 • Howmanagementmeasuressales

10:30am-10:45am–NetworkingBreak

10:45am-12:00pm–SalesWorkshop–EngineeredSelling

 I. TargetingGoodCustomers

 II. DiscoveringCustomerNeeds

 III. DevelopingCustomerSpecicValueProposition

 IV. UnrelentingSalesPlan

 V. DrivingAPipeline

 VI. Tuning

12:00pm-1:00pm–WorkingLunch:PresentedbyEpicor

 • Keepingtrackofpotentialaccounts

 • CRM–whatitisandwhyyouneedit

 • Spreadsheetsorsystemsfortrackingleads&relationship

1:00pm-2:00pm–BuyerScenariosPanel

2:00pm-2:15pm–Break

2:15pm-4:00pm–RoundtableofYourCaseStudies

 • Roundtablebreakoutswithinteractionfrompanelists

 • Groupdiscussion

4:00pm-4:30pm–ClosingRemarks/FinalQ&A-HomeworkAssignment

Hosted by Insight Lighting

4341 Fulcrum Way NE

Rio Rancho, NM 87144

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