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Building My Business Webinar Series
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Designed to help dealers improve the management of their companies, take full advantage of market opportunities and, ultimately, improve the bottom line.

Length: One hour
Cost: Free to BTA members

Click here to view past webinar PowerPoint presentations.

The following webinars have been scheduled:

January 2019
Secret Sauce: The Missing Link to Closing More Deals
4 p.m. Eastern, Wednesday, Jan. 23

Presented by Melissa Whitaker, founder & CEO, Melissa Whitaker International (MWI)

Are you tired of spinning your wheels and wondering why you aren't closing more business? In this webinar, Whitaker will discuss the top two ingredients in her "secret sauce" to fill the missing link on how to build trust and relationships faster, close more deals and hold more profit.

Whitaker is a sales and management expert, business consultant and published international best-selling author who helps executives and their teams achieve alignment and drive profitable sales. After 20-plus years of proven sales and management results with leading organizations including Impact Networking, Toshiba America Business Solutions and Chicago Office Technology Group (COTG/GISX/XEROX), she founded MWI. Prior to founding MWI, Whitaker was the director of professional development and managed print services for a $40-million technology company. Before that, she was a global relationship manager and business analyst for a $54.3-billion international organization. Whitaker helped 55 different companies gain market share within their respective industries by focusing on identifying and developing business opportunities with enterprise-wide cost-reduction strategies.

Click here to register for the January webinar.


February 2019
Selling From the Inside Out
4 p.m. Eastern, Thursday, Feb. 7

Presented by Larry Coco, president, 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.

Click here to register for the February webinar.


March 2019
Selling Cybersecurity-as-a-Service to Your Customers
4 p.m. Eastern, Thursday, March 14

Presented by Brian Suerth, president, Technology Assurance Group

Current events in business, government and politics have brought cybersecurity front and center in the minds of most people. Protecting your customers' networks must be an initiative in your managed IT services business. You are at risk of losing your customers' business if you are not providing cybersecurity. During this webinar, you will learn the layers of cybersecurity, the types of solutions that must be offered in your portfolio and how to present their value to the customer to maximize your profitability on a recurring revenue model.

Suerth is president of Technology Assurance Group (TAG), an organization of leading managed technology services providers (MTSPs) in North America representing $350 million in products and services. As president of TAG, he is responsible for directing the company's executive team in its pursuit of ever-improving advice, support and counseling in the technology arena and the expansion of TAG's membership and strategic relationships. Suerth drives the growth and performance of TAG members by delivering in-depth training and consultation in the areas of management, sales, strategic planning, marketing and public relations. During his time at TAG, Suerth has rapidly risen to national notoriety as a sales and motivational speaker. Prior to joining the organization, he was the marketing manager for Aradiant Corp. Suerth spent several years as a consultant with AC Nielsen and he led a variety of teams that provided research, analysis and advice to Fortune 500 companies including Kraft Foods and Quaker Oats. Suerth has written numerous articles that have appeared in national and regional publications. He is a sought-after speaker, delivering presentations on technology, managed IT and cloud services, and best business practices at vendor dealer meetings and industry conferences. In 2009, the San Diego Metropolitan Magazine featured Suerth in its September issue and named him one of San Diego's "40 Under 40." He received his executive MBA from San Diego State University and a bachelor's degree in business administration with a specialization in marketing from Marquette University. Suerth has participated on advisory boards for technology manufacturers and he was formerly the chairman of San Diego State University's executive MBA advisory board and president of the alumni association.

Click here to register for the March webinar.


April 2019
Retaining Top Talent: Stay Interviews
4 p.m. Eastern, Thursday, April 18

Presented by Denise Miller, senior human resources consultant, PathShare HR Services

Has this ever happened to you? You see potential in an employee, they are a great culture fit and you believe they will be part of your long-term strategy. Then they accept a position somewhere else. Prevent this situation by learning about an effective retention method: stay interviews. In this webinar, you will gain insights into:
  • A complete understanding of the stay interview as a method for retaining your employees
  • How to uncover potential concerns before the exit interview to alleviate avoidable pain points before they become problems
  • Best practices to designing and executing stay interviews and stay plans
Miller is a senior human resources consultant for PathShare HR Services at GreatAmerica Financial Services Corp. Her focus is helping business leaders optimize their hiring and sales training processes. Miller is certified by the Society for Human Resource Management as a Certified Professional (SHRM-CP). She is also a certified analyst of the Activity Vector Analysis, a tool used to assess candidate's behaviors against a benchmark of behaviors needed to be successful in the role. As a certified sales trainer of professional selling skills through Miller Heiman, Miller enjoys working with sales organizations to implement a proven sales process to differentiate themselves in the market.

Click here to register for the April webinar.


May 2019
Cultivating Your Culture
4 p.m. Eastern, Thursday, May 23

Presented by Arial Harland, human resources & organizational development consultant, PathShare HR Services

Executives are increasingly in tune with how important company culture is to the bottom line. In a 2014 survey, 72 percent agreed that culture is extremely important to organizational performance, but only 32 percent said their culture actually aligns with their business strategy. Clearly, establishing and maintaining a positive company culture must be front and center in order for companies to succeed today. Yet, for most leaders, the idea of impacting company culture can feel far out of reach. In this webinar, you will gain insights into:
  • What is culture? Learn how culture weaves throughout your entire organizational system.
  • Why culture matters: How will focusing on culture today positively impact your organization for years to come?
  • Building your company culture: Align your organizational system to support your desired culture.
Your organization's culture is why your best employees work for you and the reason your very best customers choose to do business with you. Consider a systematic approach to establishing and maintaining your culture to support your organizational performance.

Harland is a human resources and organizational development consultant with PathShare HR Services Group at GreatAmerica Financial Services Corp., where she enjoys fostering relationships with business owners by helping them with their organizational challenges. She is certified by the Society for Human Resource Management as a Senior Certified Professional (SHRM-SCP) and she is a certified AVA Analyst through AVA Associates. Harland obtained her Bachelor of Arts in organizational sciences and psychology at Coe College and her master of organizational leadership through St. Ambrose University. She was named an industry "Difference Maker" in ENX Magazine and was also one of six named as an industry "Young Influencer" in The Cannata Report in 2018.

Click here to register for the May webinar.


Members: Click on the registration links above to register directly with GoToWebinar. The only expense to the BTA member participant will be telephone charges based on the participant's long distance plan. If you use VoIP, there is no charge.

Watch this page for additional "Building My Business" webinars, to be announced as they are scheduled.

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