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Feb. 7 BTA Webinar to Focus on Selling From the Inside Out

Wednesday, January 30, 2019  
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The 134th webinar in BTA's Building My Business Webinar Series is scheduled for 4 p.m. Eastern on Thursday, Feb. 7. "Selling From the Inside Out," will be led by Larry Coco, president of Coco Training & Coaching LLC.

In this webinar, Coco will share the plan, processes and detail required to build a vibrant inside business development team that supports outside sales reps by setting appointments for new business opportunities, as well as going wider and deeper with current customers (services, solutions and applications). The time has never been better to drive increased sales activity, have more consistent sales pipelines, and close incremental business for your sales reps that excel when that first face-to-face appointment is secured.

Coco is an accomplished senior-level executive with a strong track record of success in sales, management, marketing and training. For the past 35 years, he has focused his career in the document management arena, working for dealers and direct branches. Coco's ability to develop people and companies has been the hallmark of his career. He is highly experienced in the formation of strategic plans and skilled in the areas of creating and driving key processes to achieve improved results. In addition, Coco understands the value of people when building high-performance, elite teams. Prior to opening his company in 2008, he held a wide range of positions at Ricoh Corp., including leadership of various committees and special projects. Examples include the Malcolm Baldridge Committee for Excellence, the Sales Development Training Program, the Sales Manager Development Program, the Ricoh Six-Step Sales Process, new-hire orientation programs and presenting balanced scorecard objectives to the senior executive team. Prior to that, Coco spent 13 years at a Sharp dealership. He was most proud when he presented and won the International Ricoh Co. Ltd. Best Practice Award, representing Ricoh U.S. for the Sales Development Training Program geared to maintaining high productivity and substantially reducing sales turnover. It was the first time the U.S. has ever won this prestigious award. Coco added a quickly expanding recruiting division four-plus years ago, and today works with small, medium and large businesses growing sales operations.

BTA members can register on the BTA website by visiting

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