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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:

April 2020
Twelve Key Steps in LinkedIn for High Impact & High Sales
4 p.m. Eastern, Thursday, April 16

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

Social media plays a huge role today in the sales landscape. In this webinar, Whitaker will discuss how to navigate through LinkedIn and the important steps you should take to maximize your exposure, network effectively and start conversations that land big business.

Whitaker has a proven track record in coaching salespeople and managers to sell at a higher level. She and Brian Tracy are co-authors of the best-selling books “Pushing to the Front” and “Beat the Curve." Whitaker is a sales and management expert, business consultant, international speaker and coach. She is the founder and CEO of Melissa Whitaker International, where she helps executives and their teams achieve alignment and drive profitable sales. Whitaker prides herself on helping companies transform their sales teams, management teams and cultures to thrive, and not just survive. Before MWI, she had years of proven sales and management results with leading organizations — Impact Networking, Toshiba America Business Solutions and Chicago Office Technology Group (COTG/GISX/XEROX).

Click here to register for the April webinar.

May 2020
Increasing Sales Performance — One at a Time
4 p.m. Eastern, Thursday, May 14

Presented by Wayne Outlaw, certified speaking professional (CSP) & certified management consultant (CMC), Outlaw Group Inc.

The typical approach to increasing sales is to increase activities. To significantly improve, it takes much more than more activity. Even for those with a high level of sales activity and who appear to be successful, a focused program of coaching and development can make a dramatic improvement in results.

In the office technology industry, many hours are spent in classrooms and sales meetings to develop sales knowledge on topics such as technology, new products, competition, pricing and even activity management. Little time is spent building a salesperson's ability to interact with and persuade prospects. An average sales manager spends even less time coaching salespeople during live sales calls and not just selling to help them to close deals, even though true, in-the-field coaching is one of the sales manager's most important activities. According to a TAS Group Study, 73% of sales managers spend less than 5% of their time actually coaching salespeople. The Sales Executive Council found that quality coaching helped improve performance by 19% or more.

One of the primary reasons sales managers give for not coaching is not knowing how to coach. In this webinar, Outlaw will share the important differences between managing, training and coaching, and the interrelationship between sales activity and sales skills in determining performance. He will show you how to easily set up and implement a coaching program; how to use your CRM to pinpoint coaching leverage points using precall prep to coach; how to develop an awareness of the need to improve; ways to positively motivate improvement in skills; and how to easily coach during the most critical time — a live sales call.

Outlaw, CSP, CMC, is author of "Smart Staffing: How to Hire, Reward and Keep Top Employees For Your Growing Company." His company, Outlaw Group Inc., provides companies with state-of-the-art tools and systems to ensure they have the talent needed for success.

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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