Great sales managers know that increasing sales productivity isn’t about spending a fortune on training, rather involves: motivating your team and pursuing the right strategy while arming it with the right tools.

During this session you will learn:

• The 10 disciplines of successful sales management
• The paradoxical laws of recruiting for the job of a salesperson
• Effective methods to train new hires
• How to motivate and inspire the sales team
• Ways to manage lead flow among your staff

Three of the industry’s top experts on marketing present in this panel format. You will learn concrete ways to reduce your marketing costs, generate more leads, and operate your existing lead base more efficiently. There will be abundant time for Q&A during this session.

More than half (52 percent) of internet users subscribe to at least one over-the-top (OTT) media service, according to OpenX's "2019 Consumer OTT Report." It’s an active and important part of consumers’ daily media consumption. And it must be equally important to marketers going into 2020, or they will be left behind.

The experts from Ron Sherman Advertising, along with Dave Yoho Associates Account Executives will present a case for why you need to be looking ahead to the future in your media spending or your competition will overtake you.

Shows and events come under the broad classification of “face to face” lead development. Here you’re afforded the opportunity to meet with show attendees who may or may not be immediate prospects for your product or service – they did not come to the show looking for you, your product, or an opportunity to make an appointment with your company. So your plan for lead development must include a way to take a less confirmed prospect and cultivate it so as to produce an opportunity to inspect their project, increase their interest level, and give a full-blown presentation.

In this session you will learn:

• The five-point pre-show plan
• Four steps to the product/service presentation
• Common mistakes and misconceptions of running a booth
• The post-show SUCCESS game plan
• How to prepare the sales force to sell show leads

There will be a full display up on stage and lots of role-play.

By definition, an appointment is a specific time and place to meet with everyone necessary to obtain a decision on a problem that we can solve.

Poorly set appointments are usually worse than no appointments and are rarely in either party’s best interests.

One of the keys involves separating the selling of the appointment (the “If” decision) from setting the appointment (the “When” decision) by obtaining agreement to your procedure before setting the time when you'll perform that procedure.

Sell outcomes, not details. The more information you give by phone, the fewer reasons prospects have to accept an appointment.

In this session you will learn:

• To use the customer's name appropriately. KEY: Study the name and repeat it to yourself.

• To stand up or sit forward for more power.

• To relax and sit back to encourage response.

• To use positive assumptive language when selling the value of the visit and beyond (third party language).

• To be a combination of warm and firm.

• To exude positive energy and confidence to generate action.

There will be abundant role play in this session so make sure to take notes.

Join us as we give away over $1500 worth of prizes and you hear from each of our Sponsors. Cocktails and hors d’oeuvres will be available.

An expert in recovering the value in your old leads will take you through his tried and true steps to find the gold in your unsold.

You will learn:

• Research shows that leads that are not converted into sales the first 30 days are not called back on a consistent basis – or with the proper scripting – therefore leaving valuable data that was paid for, sitting dormant.

• That if a company fails to respond to webform leads within the first 30 seconds, they have a drop off rate of 40 percent in conversions.

• That when a prospect calls in for information and it is not answered by a person who can help, getting that prospect back on the phone never happens 50 percent of the time.

The industry’s top legal advisor presents information relative to the entire country and to specific states on varying issues. He will cover what to expect for the rest of 2020, but most importantly what’s on the horizon in 2021 and down the road. Bring your questions as there will be a wealth of opportunity for Q&A.

In order to scale up quickly, a company needs to build a great sales team. The trick is to hire really good salespeople. But this is hard to do because salespeople are often really good at selling themselves!

In this session, the two biggest hiring experts in the industry will lead you through what to do, what not to do and how to follow through on your efforts.

Furthermore, you will be introduced to the two top assessments on hiring that are available today.

Learning how to conduct an interview effectively can be challenging, but hiring the best candidate is a worthwhile reward.

Imagine if candidates really acted each day the same way they acted during the interview. The interview is often an “act”. The interviewer must get past the “act”, and understand the real person being interviewed. Will they perform the tasks you want? Will they exhibit the behavior you require? Do they fit?

Here are the keys:

• Interview them like a customer.
Disarm them. Keep them “off-balance”. Move too fast for analysis.

• Be direct; challenge all fluff and inconsistencies.

• Do not reach or sound “needy”. You have the job; they don’t.

• Sell the opportunity and discuss your expectations with incomplete pictures.

• Find out what’s important to them (values, goals, motives).

• Pursue (challenge) the dissatisfaction from previous positions and the story behind claims.

In discussions with senior sales executives, they mention one of their key challenges is onboarding new salespeople and customer success roles. Constantly having to re-hire and re-train teams is not only costly, but it also makes it harder to hit revenue targets and sales productivity goals.

If you drill down into the reasons for turnover when it comes to salespeople, three factors quickly emerge: a lack of modern tools for them to do their jobs effectively, not enough coaching and substandard sales cultures within organizations.

In this panel, leading sales managers from home improvement companies across the U.S. will comment on how they have implemented change within their organization and how you can follow suit.

We wrap up this year’s symposium by answering some final questions and giving away more prizes so make sure and stay until the end!!!