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BTA's Oct. 15 Webinar to Focus on Strategies for Driving Net-New Business

Monday, October 5, 2015  
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The 94th webinar in BTA's Building My Business Webinar Series is scheduled for 4 p.m. Eastern on Thursday, Oct. 15. "Five New Strategies for Driving Net-New Business," will be led by Kate Kingston, founder and president of Kingston Training Group, and Larry Levine, director of the Dealer Marketing Social Sales Academy.

Are you tired of just flipping MIF? Frustrated that you cannot seem to get into target accounts? Do you want net-new business? Are you ready to try something different? Industry sales leaders Kingston and Levine are joining together to share their best strategies in this power-packed webinar. Learn how to combine phone prospecting with LinkedIn to get appointments, set your reps up for success and maximize their close rates. In this no-holds-barred session, this dynamic duo will share:
  • How to identify the most profitable prospects in your territory
  • Ways to mine LinkedIn connections for the real decision makers
  • Strategies to get decision makers to accept your LinkedIn connection request
  • How to look like a professional online
  • The top five things that scare decision makers away
  • Three new ways to do your homework to make a compelling case to the prospect
  • How to convert LinkedIn connections to in-person conversations
  • New phone prospecting strategies that work
Kingston, founder and president of the Kingston Training Group (KTG), is a motivational sales trainer specializing in making more qualified net-new meetings for office technology dealers. This proven training method drives funnel opportunities, as well as increases both net-new sales and market share for her clients. KTG trains dealership sales teams to prospect more efficiently using phone, foot, email, referrals and social media. KTG statistically measures the results of training for each sales rep on a weekly basis to guarantee results of an at least 50-percent increase in net-new meetings company wide, or the training is free. Kingston's motto is "make more meetings, make more money," and she has proven this to be true time and time again.

Levine coaches copier/MFP sales reps to use LinkedIn to build their credibility, prospect for new business opportunities and protect their current account bases. He brings to the table 27 years of copier/MFP sales experience in Los Angeles, California, one of the most competitive markets in the world. In 2009, Levine started incorporating LinkedIn into his sales process. Using the LinkedIn platform and techniques he perfected, he closed more than $650,000 in new business in 2014 in conjunction with $1.3 million in total revenue. This was a net-new corporate account position with a major OEM. Levine built a pipeline of $1.7 million through developing relationships and using connections made through LinkedIn. He now coaches copier/MFP sales reps to use LinkedIn to maximize their success.

BTA members can register on the BTA website by visiting

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