Sales: The Last Frontier for Business Improvement and Efficiency Gains
Sales Leaders' Roundtable
January 10, 2007, 6:30 PM - 8:30 PM
Conventional selling as we know it today is dead. Sales is truly the last frontier for business improvement and efficiency gains. Learn more.
Event to Outlook
450 N. Cityfront Plaza
View a map of the area, including parking facilities.
6:30 PM - 7:00 PM: Registration
7:00 PM - 8:30 PM: Presentation
8:30 PM: Cash Bar in the Midway Club
Refreshments are not served, but you are welcome to stop by the 2nd floor canteen for your own refreshments for the meeting.
We invite participants to gather in the Midway Club on the fifth floor after the meeting for networking, cash bar, and additional Q&A with our speakers.
Ken Nordine '97
What if everything you know about acquiring new business is changing, obsolete or wrong? Sales organizations and their sales people are very good at a game no longer being played.
Most sales organizations are prospecting for new business as if they were in a quaint Norman Rockwell painting. They are enthusiastic, do the "grip and grin", never give up and disseminate a lot of useless information. It is estimated that 95% of all sales people are selling the same way and saying the same things that their predecessors were 20 years ago.
When it comes to acquiring and prospecting for business, you'll learn:
- Most prospecting strategies provide the exact opposite effect that is intended.
- Why you are paid and rewarded for your questions not your answers.
- Why in the prospecting mode you must fine pain to get pain.
- Anyone call sell. In most cases it is more important to know when, where and who not to sell.
- The best sales person at the selling event is always the prospect.
- The fact you can help a customer or solve their problems is essentially irrelevant.
- Your success in prospecting will diminish in direct proportion to your reliance and need to make the sale.
- Prospects don't respect your time and your information because you don't respect it yourself.
- How to lose early, quickly and with minimal expenditure of your resources.
- The burden of proof lies with the prospect not the salesperson.
- What you sell literally has very little to do with what your prospects are ultimately buying.
- Asking questions that are contrary to your self interest is the fastest way to forward your agenda and build trust.
Vice President, Selling Dynamics
Rick Farrell has been responsible for sales, marketing and business development for nearly 25 years, Rick is qualified to develop and present proven strategies and real world, practical information to his audiences to help them become more successful and effective business owners, managers and sales professionals.
His 'real world' approach and 'non-seminar theory', drawn from his Fortune 500 and small company background, allows you to come away with a better understanding to create positive, long-term outcomes in your personal and professional roles. Today in his role of VP of Selling Dynamics, Rick continues to actively sell, prospect and manage client relationships in addition to the high performance training and development program he personally conducts.
His passionate, provocative and counter-inituitive style encourages audience participation, learning and improvement while providing practical usable information.
Rick stresses a non-selling posture that allows the sales person to play the role of a 'change agent' rather than a product centric transactional sales person. He has worked with a range of companies from Fortune 500 companies to start-ups in helping them optimize their performance by assessing their sales people, sales processes, management structure and strategies. In doing so he has helped identify performance and personnel gaps and provided sales plans to help track, measure and execute objectives to increase the company's bottom lines.
He and his philosophy ('selling has nothing to do with selling') have been written up in numerous national and international publications and journals.