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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:

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% agreed that culture is extremely important to organizational performance, but only 32% 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.

June 2019
Stop Cold Calling, Start Cold Emailing
4 p.m. Eastern, Tuesday, June 11

Presented by Gil Cargill, sales acceleration coach, Cargill Consulting Group Inc.

During this webinar, you will learn the dos and don'ts of using cold emailing to find prospects that are interested in your products and services. You will learn how efficient and economical cold emailing is, especially in comparison to traditional prospecting tactics and strategies. Most importantly, you will learn how this tool can give your business a distinct competitive advantage. Join Cargill, our presenter, who brings with him 40-plus years of experience helping office technology dealers improve their top and bottom lines.

After concluding a sales and management career at IBM, Cargill launched his own consulting practice in 1978. He has spent the past 39 years as a consultant, speaker and trainer, helping thousands of businesses achieve dramatic and permanent improvements in sales productivity. Cargill has taught salespeople across diverse industries the importance of developing sales processes, the advantages of implementing new technology and the benefits of tracking sales performance.

Click here to register for the June webinar.

July 2019
How to Successfully Recruit, Onboard & Retain More Sales Hunters, Including Millennials
4 p.m. Eastern, Thursday, July 25

Presented by Kate Kingston, founder & president, Kingston Training Group (KTG)

There are two questions that every dealership owner asks: (1) How can I sell more net new? (2) How can I find great sales reps to add to my team? In 2019, sales executives must be able to hunt down new business, but the recruiting, onboarding and training of a new sales hire can be time-consuming and costly. Success requires a deep strategy. In this session, you will learn and take away real step-by-step fact sheets on what to add to your recruitment and onboarding training processes in order to identify natural sales hunters — including attracting the millennial sales executive. Kingston will deliver concrete tactics for identifying, onboarding and retaining new sales executives so they can be proven sales hunters for your dealership. She will identify the traits to look for in a sales executive beyond the personality tests and résumé experience so you can identify that "it factor" and find new hires that possess the key trait of striving for excellence rather than settling for mediocrity, and those who will be focused on better prospecting and increasing net-new business for your dealership. With the right new-hire and onboarding process, your dealership will reduce attrition, because if sales executives are selling, they are staying. This webinar is for any dealer who wants a fresh, step-by-step process with proven tools to add to his (or her) recruitment process to guarantee better outcomes with his new hires.

For the last 18 years, Kingston has been exclusively educating business technology sales executives on every type of prospect across 60-plus industries and how they proprietarily use technology. This knowledge is the cornerstone of KTG's prospecting training and empowers the sales executive to schedule more net-new meetings at the C-level with a vertical focus through foot, phone, email and social media to (money-back) guarantee at least a sustainable 50% increase in net-new meetings so he can sell more hardware, software, document management, managed IT, MPS, MS, ECM, 3D, supplies, telecom and mailing solutions across the entire sales force. This results in a sales force that can recommend the right technology infrastructure solutions by enhancing their understanding of their prospects' businesses, creating more robust proposals and sales. Kingston is a recognized authority on lead generation, recruiting new hires from a prospecting skill-base perspective and new business development. She is a sales-driven, energized communicator who uses humor, audience participation, proven techniques, handouts and real-time phone calls in her training sessions.

Click here to register for the July 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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