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BTA Southeast Fall 2011 Front Runner
Sell With Success: October 20-21, 2011

Front-runner attendees can register for BTA Southeast's
Fall Colors Retreat for just $79 — an $80 discount.

Being a subject-matter expert on products and services plays an important role in a successful sales career, but greatness is achieved by honing professional selling skills. The most successful sales professionals possess solid skills in every aspect of the sales process. Undoubtedly, each individual on your sales team has strengths in certain areas. Formal education in a repeatable sales process will take them to new levels. This strategic selling education will reduce turnover and facilitate an increase in sales, including not only traditional hardware, but color, software solutions and services. Minimize the risk of failure, burnout, frustration, loss of confidence or worse — becoming a turnover statistic — by participating in Sell With Success. This course is taught by David Ramos of Strategy Development.

Attendees will learn:
  • A methodic and repeatable sales process
  • Time and territory management
  • Business acumen and decision-maker motivations
  • Selling to the CIO
  • Selling to the CFO
  • A balanced approach to prospecting
  • Navigating access — becoming a networking expert
  • Questioning and listening skills
  • Initial sales call and presentation skills
  • Proposal writing fundamentals
  • Proficiency in negotiations
  • Account planning and customer retention
Schedule: 8 a.m. to 5 p.m. both days

Front-Runner Tuiton: $945 per person

Ramos, sales operations consultant with Strategy Development, has 15 years of experience in the imaging industry. As a top-producing business development and management professional, he has held positions in both the United States and Mexico. At IKON Office Solutions, Ramos held positions of increasing responsibility, eventually becoming director of sales with responsibility for eight sales managers and more than 70 sales reps. As a senior trainer at IKON University, he co-developed the sales training program for both the United States and Mexico. Prior to that, Ramos was a major accounts manager at Xerox Corp. He offers experience in training and development, selling leading-edge technologies, strategic marketing and key account management in U.S. and foreign markets.

For more information or to register, click here.

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