Speakers & Presentations
Six Questions to Evaluate the Competitive
Marketing Health of Your Business
Opening Session
Wednesday, September 26, 2012
8:15 am – 9:30 am
The business environment is dramatically changing. Are you and your business working at your competitive best? Aimed at the experienced business owner, executive or manager, this information-intensive program will help you identify both your best areas...and areas offering the “best” opportunities for growth and improvement. You will be provided with several tests to help you measure your “Marketing Health.” You will also learn if your sales force, sales management team and E-Business strategies are truly blended into one cohesive and proactive voice.
Jim Pancero has the most advanced, leading-edge "business-to-business" sales and sales management training available today. Everything he does is extensively researched and has one bottom line focus...to increase an organization's strategic competitive advantage and market uniqueness.
His information-intensive keynote speeches, training programs and in-depth consulting work detail his innovative selling processes and strategies for the new economy and global marketplace.
Jim provides the most experienced members of his audience with proven, immediately usable advanced ideas to increase their competitive advantage and enhance their selling processes. His combination of humor and real-world examples evolved from his experience researching and training in over 80 different industries.
Jim has been directly involved in "business-to-business" selling for over 35 years. Six of those years were spent successfully selling the largest computer systems for the Data Processing Division of the IBM Corporation. During Jim's prestigious IBM career he earned several awards including the coveted "Golden Circle" designation annually awarded to the top 5% of their international sales force.
In 1982, Jim founded his advanced sales training and consulting company. Since then, Jim has conducted over 2,500 presentations or consulting days for 500 companies providing a career average of five events per client. Over 90% of Jim's clients utilize his services more than once.
UID-in-a-Day Sales Workshops:
How to Make a Difference as a Sales Manager and Leader of Your Sales Team
Featuring Jim Pancero
Wednesday, September 26, 2012
10:00 am – 12:00 Noon
Are you actually leading your sales team or are you only functioning as the “special pricer, order expeditor and problem solving” support manager? Aimed at the experienced sales manager responsible for front line sales professionals, this program will share ideas of how you can motivate and lead your sales team.
Implementing Sales Coaching Sessions with Each Member of Your Sales Team
Featuring Jim Pancero
Wednesday, September 26, 2012
1:30 pm – 3:30 pm
A foundation of effective sales leadership is ongoing coaching with each member of your sales team. Aimed at the experienced sales manager responsible for front line sales professionals, this program will outline the tools and structures to help you implement an ongoing “one-on-one” coaching process with your sales team.
Be Your Own Business Consultant
Featuring John Monoky
Wednesday, September 26, 2012
10:00 am – 12:00 Noon
This session addresses the changing business environment and the key role that sales and service play in creating a market-driven organization. The ability of your organization to achieve its business objectives is very dependent upon a competent and motivated sales, fulfillment and service team. The ability of your organization to translate your marketing strategy to the needs of the street is critical. The interface between the needs of the market and the capabilities of your organization in assisting customers in meeting these changing demands is addressed.
The basic question addressed in this session deals with the ability of your organization to execute your firm’s “go-to-market “strategy. The model used in this session is the consulting process consisting of:
- Awareness:
The process of conducting on-going efforts to understand target market segments and accounts and to create awareness with them of our products and services. - Capture:
The process of meeting and exceeding customer needs during the sales process and winning the account. - Fulfillment:
The process of delivering the value proposition and insuring compliance with the promise.
- Retention:
The process of retaining the account through performance, communication, remediation and on-going account management.
Sales Performance by Design
Featuring John Monoky
Wednesday, September 26, 2012
1:30 pm – 3:30 pm
Organizations, like the products and services they sell, have a life cycle. In the pursuit of excellence these organizations become increasingly more effective and efficient in serving their target markets. Yet markets and customers evolve, sometimes quickly, in terms of both the products they want and the ways in which they evaluate their vendors and partners. The danger arises when markets and customers shift and sales organizations do not. When this happens, it is actually possible for sales organizations to become obsolete. Under such circumstances, it may become necessary to reinvent the sales organization.
This session focuses on auditing and redesigning your sales team to insure successful performance. The basic questions addressed are:
- Is the sales force strategically focused?
- Is the sales process a leveraged activity?
- Are we effectively motivating and enabling our sales team?
Dr. John Monoky is the principal of Monoky Associates, a sales leadership development organization. He has helped his clients to better understand the strategic role of sales in today’s competitive market.
Dr. Monoky has served on the academic faculties of the University of Michigan and the University of Toledo. His primary focus for the past 25 years has been Executive Development.
He has a PhD from the Pennsylvania State University, an MBA from the University of Michigan and a BBA from the University of Toledo.
He currently is the Director of the Center for Sales Leadership at the Ross School of Business, University of Michigan. He has developed and teaches executive education programs at the:
- Ross School, University of Michigan
- Queen’s University
- University of Industrial Distribution
- Seminarium International)
- William Davidson Institute
- Leading Concepts in Dubai
This experience is global in nature. He has presented programs in: USA, Europe, South America, Asia, Central America, South America, the Middle East, Mexico and India.
Friday, September 28, 2012
Closing Session featuring Nancye Combs
9:00 am – 10:30 am
Hiring the Best Ensures Success
Hiring the best starts with the company gatekeeper who understands what it takes to identify the great employee, who shares your passion for the business success, for selling, and providing great service. Ability, work habits, and organizational match are keys factors in a successful hire and can be evaluated quickly. Identifying great employees requires looking beyond the obvious. It is like mining for gold. It takes special skills learned by those who want to know and who will listen and practice. This rapid-fire interactive session will prepare you to identify the best. You will learn what motivates the four generations in the workforce today and what all of them expect from an employer. Why they stay and why they go is not a mystery. The goal of this session is to provide information and tools to increase the probability that you return to your company and hire the best.
Nancye M. Combs, AEP-SPHR, will lead this session. She is President of HR Enterprise, Inc., a management consulting company in Louisville, KY. She is authoritative, interesting, and entertaining. Her colleagues call her a “walking, talking, HR genius who has no peer.” Her clients call her “a priceless resource” and major contributor to their success. It will be obvious that she has more than 35 years of executive management experience as she describes techniques that will save time, money, and frustration when looking for winners. Her disarming style encourages participation and keeps every session lively. She has presented hundreds of programs and consulted with more than 600 clients worldwide with the single goal of helping each of them be better at what they do and reach the goals they want to reach. When you leave her program, you will feel good…but you will also have information and tools to improve your ability to hire and keep the best.
