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Grand Slam 2017 Educational Sessions
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Keynote Address

Sponsored by:

Taking Point: Principles for Building a High-Performance Culture
Brent Gleeson, Navy SEAL combat veteran & motivational leadership speaker

In today's more volatile, unpredictable and complex business environments, businesses can find themselves in almost constant states of change. But more change initiatives fall short or fail due to a lack of leadership alignment, the proper culture founded on accountability, and trust and poor discipline. In this keynote address, Gleeson will provide actionable principles for managers to use in leading an organization through change.

People, culture and values often have a reputation for being a "soft" element of management's priorities and not directly tied to improving profitability. Yet, many studies show that leading with culture makes an organization stronger, more resilient and much more profitable. Gleeson will also share correlations between SEAL culture and high-performance teams in business, and how prioritizing people, culture and values drives a company to achieve better results.

Gleeson is a Navy SEAL combat veteran with multiple tours to Iraq and Africa. Upon leaving SEAL Team 5, he turned his discipline and battlefield lessons to the world of business, and has become an accomplished entrepreneur, writer and acclaimed speaker on topics ranging from leadership and building high-performance teams to entrepreneurship and marketing. You can learn more about Gleeson's leadership philosophies in his weekly columns on Inc.com and Forbes.com. He has also starred in several reality shows including NBC’s Stars Earn Stripes where he and Chris Kyle of American Sniper, along with other special operations professionals, were paired with celebrities to compete and raise money for charities like the Wounded Warrior Project. With degrees in finance and economics from Southern Methodist University, English and history from Oxford University in the United Kingdom and an MBA from the University of San Diego, Gleeson's extensive experience is both academic and real-world in nature. He has won awards for business leadership and was named one of the "Top 10 CEOs" in Entrepreneur Magazine's October 2013 issue for his exemplary approach to building high-performance teams in business. Gleeson is on the executive board of the Naval Special Warfare Family Foundation and his family is an Ambassador Family for March of Dimes. He is married with three children.

Educational Sessions

Seat-Based Billing vs. Device-Based Billing
West McDonald, vice president of business development, Print Audit

As end-user volumes continue to flatline or decrease, progressive office technology dealers are looking for new ways to monetize office printing. Join McDonald as he lays out the benefits and detractors for both seat-based billing (SBB) and device-based billing (DBB). This session will also include strategies for the inclusion of non-paper-based workflows for additional revenue streams.

McDonald has been speaking on topics related to managed print for more than a decade. He is respected as one of the foremost experts in the field. McDonald's proven ability to engage audiences with his upbeat and highly informative speaking style, as well as his unique blend of actionable intelligence and thought-provoking material, will make his session something attendees will talk about long after the event ends. He is currently the vice president of business development for Print Audit and owns FocusMPS, an MPS training company.

Sales Management: Leadership & Skills Necessary for Maximum Impact
Tom Cooke, president, & Kim Ward, director of training & development, Learning Outsource Group

As the industry continues to evolve, the sales manager role is becoming increasingly vital and complex. This session will outline the new expectations and skills needed to create and sustain sales force superiority. Attendees will be provided with a platform for assessing a sales manager's current operating system and overall effectiveness against proven benchmarks. In addition, attendees will be provided with specific strategies for increasing effectiveness, as well as a planning-for-performance outline designed to optimize seller efficiency and company success.

Cooke is the founder and president of Learning Outsource Group and the managing principal of Print Management Solutions Group. As a nationally recognized speaker and facilitator, he has been a featured speaker at numerous office technology industry conferences for a variety of organizations and OEMs. Cooke has authored or co-authored various training programs including Selling Managed Print Services and Sales Management Leadership University. Thousands of executives, managers and sales professionals have participated in programs he has created or facilitated since 1992. Cooke is highly respected as an industry authority in sales education and sales management leadership development.

Ward is the director of training and development for Learning Outsource Group and shares the same responsibilities for Print Management Solutions Group. He has been involved in the training and consulting industry in a variety of capacities since 1990 and most recently authored the company's newest advanced consultative selling program, Cooperation Selling. Ward is a nationally recognized speaker, facilitator, consultant and coach to the office technology industry, and has personally worked with more than 20,000 industry professionals. During the past 20 years, he has worked extensively with a large number of industry OEMs in addition to hundreds of office technology dealers.

Compensation Plans: Getting the Biggest Bang for Your Buck
Luis Gonzalez, president & owner, SalesScoreKeeper.com

In this session, Gonzalez will provide attendees ways to design and properly document sales compensation plans that create the greatest sales results. They will learn how to restructure current compensation plans or build new multidimensional plans that will create the highest level of excitement to drive sales. In addition, attendees will learn how to build recurring commission plans for contract services such as managed IT services, managed print services any other contracted service that a dealership sells. This session will cover: sales compensation design; sales compensation documentation; recurring commissions; industry sales commission trends; and how to restructure current plans.

In 2011, Gonzalez founded SalesScoreKeeper.com, a sales commission automation processing web application that helps dealers increase efficiency and accuracy during the process of sales commissions. In 1986, he founded Miami Office Systems (MOS) in south Florida. MOS specialized in the office equipment space for 25 years as an independent dealership. It was acquired by Sharp Electronics Corp. in 2007. From 2007 to 2011, Gonzalez was branch president and director of sales and marketing for Sharp Business Systems. He was most recently senior vice president for Sharp's Business Solutions Group.

Going After the Big Fish
Kate Kingston, founder & president, Kingston Training Group

Prospecting to the business down the street does not have to be the only way for the office technology dealership sales teams to acquire net-new deals. The "Big Fish" (the largest prospects) in a dealership sales rep's territory cannot be caught using the same old bait. These prospects need to be approached differently. Luring these prospects in and gaining meetings with them takes a different tactic. In this session, Kingston will show attendees a step-by-step process that sales reps can use to go after and begin to reel in these large opportunities.

Kingston, founder and president of the Kingston Training Group, is a motivational sales trainer specializing in landing qualified meetings. With more than 17 years of success in making appointments with decision makers, she is a recognized authority on lead generation, cold calling and new business development, using humor, audience participation and proven techniques in her training sessions. She has trained more than 7,000 sales reps and managers to land more meetings with their ideal prospective clients.

Is Your Marketing Program Taking You to the Danger Zone?
Aaron Dyck, vice president of solutions, & Matthew McGuire, director of solutions, Clover Imaging Group

In this session, attendees will learn the latest inbound marketing trends and best practices in outsourcing business services so they can expand capabilities, implement enterprise-level sales with confidence and leverage world-class marketing strategies. This session will address: must-have website lead generation drivers; how to self-assess a dealership's inbound marketing strategy; and the evolution of the sales lead and why it matters. If you want to survive in today's market, a well-thought-out, quality inbound marketing campaign is not just ideal — it is essential. It is both exposure and credibility in a single marketing tactic.

Dyck, vice president of solutions for Clover Imaging Group, is responsible for helping companies architect, design and build sales systems and custom eMarketing programs for their businesses. He coaches teams on developing in-depth knowledge of their customers' business processes and understanding the challenges they face. Dyck is passionate about helping companies develop high-performing salespeople and building stronger, more profitable relationships with key customers. He was recognized as a Young Influencer by The Cannata Report and was recently highlighted as an Industry Innovator by ENX Magazine.

McGuire, director of solutions or Clover Imaging Group, has more than eight years of international work in business development and marketing. Since 2008, he has worked in various senior management positions within the office technology industry and has had the privilege of partnering, supporting and closing deals with many of the industry's largest resellers and OEMs. McGuire's wide experience covers enterprise software, SaaS programs, data-driven automation, manufacturing and distribution models, and providing OEM solutions, where he has helped lead annual revenues ranging from $4 million to more than $150 million. He is a recognized industry speaker, educator and thought leader through his ability to translate this knowledge and experience into customer solutions and sales revenues.

Digital & Social Media Marketing Tips for Time-Strapped Dealers
Harry Hecht, business coach

Does the use of social media to leverage your brand and grow your business intimidate you? This informative session will help attendees establish objectives and goals using social media. You will learn to how to define, target and develop the market for the buyer of your technology services. You will come away with a road map, along with some of the tools needed to create your own digital strategy for success. This session will address: the current digital marketing landscape; the buyer's journey; the content pyramid; content partnerships; PR/SEO/paid advertising/referral marketing; choosing a marketing provider; and creating your digital marketing plan.

Hecht, a business coach and respected industry consultant, has more than 34 years of business technology/business imaging industry sales/marketing and finance experience. His extensive business experience includes a 22-year distinguished career as vice president of U.S. dealer sales for Konica Minolta Business Solutions and five years as vice president and general manager for Global Imaging Systems, a Xerox Company. Hecht is a member of the MPSA has been actively involved for more than 12 years in the development, creation, implementation and growth of managed services programs throughout the independent dealer channel.

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