From Contact to Orders and Beyond: A New Approach to Relationships
in Sales (and Customer Service)
June 8, 6:00 PM - 8:00 PM
Sales Leaders' Roundtable
Increase sales and deepen customer loyalty by learning new
ways to overcome inevitable interpersonal barriers in selling
and customer service. An easy-to-implement relationship-building
approach makes each contact a positive (and profitable) experience.
This Event to Outlook
450 North Cityfront Plaza Drive
6:00 - 6:30 pm: Registration & Networking
6:30 - 8:00 pm: Presentation
8:00 - 9:00 pm: Cash Bar reception in the Midway Club
Cost & Registration:
There is no charge for this event.
Please register by June 8, 2005
Directions & Parking:
A map of the area, including parking facilities, is available online.
The 201 East Illinois lot offers a special UC rate with validation. Have
your parking ticket stamped at the service window on the first floor of Gleacher
Ken Nordine, '97 (XP-66)
Salespeople sell to people, but your sales process probably doesn't reflect
important new insights about human behavior. People, it turns out, tend to
behave in some counter-intuitive ways when involved in important relationships
(such as the one they have with your salesperson). Most salespeople unnecessarily
lose orders or leave money on the table because they misinterpret these behavior
Correctly diagnosing these behaviors will enable your salespeople
to gain more sales, never lose a sale due to interpersonal factors, and
cold call more effectively. Your customer service people will be able to
each customer contact into a relationship-strengthening event. This presentation
will introduce an easy-to-use relationship building model that can be incorporated
into your existing process, and some simple tools you can use immediately.
It will also describe sales management tools and metrics that can support
this approach. In addition, the same model can be applied to your own work
as a leader to strengthen the performance of your sales organization, and
your organization as a whole.
David Friedman is a founder and principal of Bridgewell
Partners, a consulting and learning firm that helps businesses
and businesspeople tap the power of their most critical relationships,
leading to profit growth and more enjoyable work experiences.
At Bridgewell Partners, David has helped a wide range of companies
build sales and business development capabilities.
Prior to founding
Bridgewell Partners, David was a partner at McKinsey and Company,
Inc. where he was a member of the firm for 15 years. He led
strategy, operations and organization projects for multiple
the pharmaceutical, utility, retail and insurance industries.
David has an MBA from Yale University. For additional information
about Bridgewell Partners, visit www.bridgewellpartners.com.