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. More Details

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Where:

Gleacher Center
Room 100
450 North Cityfront Plaza Drive
Chicago, IL

Program:

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

Who:

David Friedman
Founder
Bridgewell Partners

Cost & Registration:

There is no charge for this event.
Register Online
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 Center.

Questions:

Ken Nordine, '97 (XP-66)
312.546.4522
knordine@youngltd.com

Event Details:

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 patterns.

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 turn 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.

Key topics:

Speaker Profile

David Friedman
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 clients in the pharmaceutical, utility, retail and insurance industries.

David has an MBA from Yale University. For additional information about Bridgewell Partners, visit www.bridgewellpartners.com.