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Spring Break 2018 Educational Sessions
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Keynote Addresses

Thursday: Fanatical Prospecting
Keith Lubner, managing partner, Channel Consulting Corp., and co-founder, Channel EQ

In this motivational, no-holds-barred session, sales reps and sales leaders will get up front and personal with a brutal fact: The number-one reason for failure in sales is the failure to prospect. Attendees will learn five keys to keeping their pipelines full and the steps they need to take to develop a fanatical prospecting mindset. Top-earning sales professionals are relentless, unstoppable prospectors and obsessive about keeping their pipelines full of qualified opportunities. In this keynote on fanatical prospecting, attendees will learn the secrets — real techniques that work with real prospects in the real world. The pipeline is life and the key is to simply make one more call.

Friday: Sales EQ
Keith Lubner, managing partner, Channel Consulting Corp., and co-founder, Channel EQ

Interpersonal skills (responding to and managing the emotions of others) and intrapersonal skills (managing one's own disruptive emotions) are more essential to success in sales than education, experience, skills or raw intellect. The impact of sales-specific emotional intelligence, or "sales EQ," on sales productivity and pipeline velocity cannot be ignored. Sales professionals who invest in developing and improving sales EQ and applying it to the sales process gain a decisive competitive advantage in the hyper-competitive marketplace where ubiquitous information and the speed of technology have made simply differentiating on the attributes of products, services or even price, more difficult than at any other time in history.

Lubner is an advisor and mentor to several of today's leading Fortune 500 and technology-driven organizations on strategies, tactics and programs to accelerate growth. He has founded three companies and is considered a world-renowned expert on enablement, sales acceleration, channel sales, channel marketing issues and leadership. Lubner's focus and specialty revolves around acceleration strategies, and his training programs and workshops have been delivered across the globe to both startup and multinational organizations. He is currently managing partner of Channel Consulting Corp. and co-founder with Jeb Blount (author of "Fanatical Prospecting") of Channel EQ, an organization focused on providing transformational training and enablement tools, workshops and programs. It is through Channel EQ that Lubner advises many clients on the impact of combining emotional intelligence with technology to produce peak performance scenarios. Increasingly, he is becoming an in-demand speaker, delivering workshops, keynote sessions, training programs and breakout sessions. Lubner has more than 27 years of experience working with companies of all sizes and maturities — from startups to SMB to Fortune 500 organizations. In 2016, he was named a 2016 ChannelPro Visionary.

Sales Dealer Panel

Millennial Superstars in Sales
Moderated by Kate Kingston, founder & president, Kingston Training Group

In this panel, you will hear from millennial sales superstars who are breaking the mold and forging forward with quota-busting performance. Hear about what motivates and demotivates them, and learn how to support this generation in reaching its full potential in your organization.

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.

Panelists to be announced.

Service Dealer Panel

From Good to Great — Achieving Benchmarks in the Industry
Moderated by Ken Edmonds, service management coach

Service benchmark performance is attainable to all. In this panel, you will hear from service managers who have taken the leap from mediocre service department performance and profitability to at or above benchmark level.

Edmonds is currently employed as a district service manager for a major copier/MFP manufacturer. He has an extensive background in the imaging business, having owned a successful dealership, served as service manager for multiple dealerships and as a document solutions specialist for Sharp Electronics. Additionally, Edmonds has more than 40 years of experience in the electronics and computer fields. He has attended BTA's FIX: Cost Management for Service workshop, Pros Elite service manager training and the Service Managers Achieve Results training conducted by Strategic Business Associates for Sharp Electronics. Edmonds also completed the University of Wisconsin training program for technical trainers.

Panelists to be announced.

Educational Sessions

Automated Best Practices for Copier/MFP Dealers
Mike Kirkpatrick & Gary Lavin, co-founders, CEO Juice

Whether it is BTA's ProFinance 2.0 numbers or your technician's calls per day, you need accurate data to make good business decisions. In this session, Kirkpatrick and Lavin will share best practices for getting good data and processes in these key areas: the ProFinance business model; technician activity; contract profit and excessive toner usage; customer satisfaction levels; and sales and marketing.

Kirkpatrick started working with computers/software/networks in 1982 and has always focused on the office technology and service industry. He was IT director at AEG Olympia during the early 1990s for a few years where he learned a lot about the manufacturing side of the industry. Kirkpatrick was then a partner in Critical Network Technologies, reselling and troubleshooting 500- to 1,000-plus-user Novell networks across the country to Fortune 500 companies. For the last 17 years, he has worked with Bryan Ammons at SOS, which has allowed Kirkpatrick to continue to work at SOS while partnering with Gary Lavin to build CEO Juice.

Born and raised in Ireland, Lavin started selling copiers for Xerox in 1983. He moved to San Diego, California, in 1993, where he founded Color Systems, a dealership focused on the color copier marketplace with a separate division called Internetworking Innovations that focused on IT services. Lavin grew the company to $10 million in revenue in five years and added locations in Los Angeles and the Bay Area before selling the company in 1999. In 2003, he started Imaging Technologies, which focused on CPC contracts including copiers and printers bundled together. Lavin grew this business to $6 million in just over four years before selling it to KMA in 2008. He invested in e-automate back when it was known as Cash Ops, installing version 1, and became an avid fan of Digital Task Force (DTF) shortly after it was launched (by Kirkpatrick). Passionate about using technology to solve problems and understanding the need for process in a successful business, Lavin connected with Kirkpatrick at the e-automate User Group, where they discussed the potential DTF had and the challenges in implementing it. The two formed CEO Juice together in 2009 to overcome those challenges.

Vertical Prospecting & Driving More Profitable Market Share
Kate Kingston, founder & president, Kingston Training Group

What are the changes that a core equipment sales rep has to make to drive vertical prospecting for broader technology sales in 2018 and beyond? In this session, Kingston will address this important question. You will learn: How to set yourself apart from the competition with a vertical-researched C-level prospecting approach to land more net-new meetings with C-level executives by communicating in their language; and the different skill sets and activities needed by managers and sales reps to reach and sell to the right level (C-level) decision makers. You will take home: talk and email tracks for three top verticals, and fact sheets on how to research accounts, craft cold-calling strategies and the differentiators for top account prospecting.

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.

Put the Carrot Where You Want Your Team to Go
Ken Edmonds, service management coach

In many cases, compensation plans reward behavior that is bad for the company. This session will focus on why most existing compensation plans do not achieve the desired results. Edmonds will show how a dealer can align his (or her) compensation plan with what his company needs and improve profitability and customer satisfaction. The focus will be on the sales and service departments.

Edmonds is currently employed as a district service manager for a major copier/MFP manufacturer. He has an extensive background in the imaging business, having owned a successful dealership, served as service manager for multiple dealerships and as a document solutions specialist for Sharp Electronics. Additionally, Edmonds has more than 40 years of experience in the electronics and computer fields. He has attended BTA's FIX: Cost Management for Service workshop, Pros Elite service manager training and the Service Managers Achieve Results training conducted by Strategic Business Associates for Sharp Electronics. Edmonds also completed the University of Wisconsin training program for technical trainers.

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