Day 1
Day 2
Detailed Breakout Information
Day 1 - Morning Sessions
Judy O'Dwyer - Dancing With The Stars: How to Get to the Decision Maker
Session Description: Five Easy Steps to get to the Decision Maker. If you're having trouble getting through the "Gate Keeper" or Finding the Decision Maker in the organization you've targeted, this workshop will walk you through the best practices that experienced college workforce development business consultants are using. You will receive a check sheet along with telephone, email, and voice mail scripts. Learn the most effective methods on how you present yourself, your college and your programs to reach your targeted decision maker(s).
Kelly Card-Schulte, CPP
Session Description: Exhausted and trying to figure out in this economy who is left to sell to? How to sell ? What products are your clients in Ohio willing to buy? In this session we will review the fundamentals of selling, really discuss “relationship selling” and talk about what is really working in contract training in the State of Ohio. You will learn sales methods that work in all economic climates, discuss products that are selling, and where you should be going to find those clients who are suriviving these difficult times.
Brad Kleinman
Session Description: Brad Kleinman is an engineer, an educator, and an entrepreneur. He is highly passionate about educational training, and over the past several years has run national conferences, workshops and webinars for a number of community colleges, four-year institutions, chambers of commerce and small business development centers. As a Certified eMarketer, Mr. Kleinman runs more than 12 webinars a month, on topics such as social media, Facebook, LinkedIn, Twitter, Google Analytics, and more. Measuring success has always been a critical component of Brad’s training, and he has been able to achieve a 95% approval rating from hundreds of participants that have taken his webinars. He has helped start several national organizations’ ongoing webinar programs, including the National Council for Continuing Education and Training TM, the National Association for Community College Entrepreneurship TM, and Ladies Who Launch TM. Brad is a certified facilitator of Kauffman’s FastTrac TM Entrepreneurship curriculum, the DiSC TM Certification program, and 60 of DDI’s professional development programs.
Day 1 - Early Afternoon Sessions
Judy O'Dwyer - How to Avoid "Cold Call" Fever: Getting an Appointment That Leads to a Signed Contract!
Session Description: Does your temperature rise when you think about going on a cold call? Judy O’Dwyer will help diagnose your cold call issues and carefully prescribe some simple solutions to reduce your anxiety. Attend this workshop and learn how to prospect the right accounts, how to “warm up” a call and more. Your prescription will include 5 simple “pills” which will make your cold call anxiety a thing of the past.
Kathy Yeager - How to Transition from Sales to Solution Selling
Session Description:Solution Selling is the key to landing larger contracts and building stronger, long-term customer relationships. Stop talking about your classes and start listening for the customer’s issues. You will learn how to ask probing questions to uncover need and “pain”, how to target the right customers, and differentiate yourself from the competition with your Unique Selling Proposition (USP). Participants will receive a USP worksheet to build their own.
About Kathy: Kathy Yeager is an educator, a workforce development salesperson, and a consultant with over 30 years experience in marketing and selling contract training at Johnson County Community College. Today she follows her passion by consulting with colleges nationwide in the areas of workforce development sales training, benchmarking, coaching and consulting. She specializes in “how to” techniques for prospecting, effective sales calls, solution selling, proposals, closing, contracts, fulfillment, follow up and more. Through her company, Contract Training Edge, she works with individual colleges nationwide as well as state associations such as Minnesota, Illinois, Ohio, New York, Texas and Florida. Kathy is a certified facilitator of DDI, AchieveGlobal and the DiSC Certification Program.
John Lozzi - Email Marketing 101
About John Lozzi - John Lozzi, Listrak's Director of Business Development, has led the firm's growth from a small regional entity to a national and international leader in email campaign management. The firm is based in Lititz, PA and now employs 50. It provides strategy, campaign management, and professional services to Motorola, The Royal Bank of Scotland, PR Newswire, Navistar, Rice University, Auburn University, Franklin & Marshall College,10 Pennsylvania state agencies and approximately 700 other clients across the globe.
John brings his insight on effective email campaign management, effective communication strategy, and how to maximize email ROI to the sessions. Prior to Listrak, John held key executive marketing and business development positions with Frontier Communications and AT&T.
Day 1 - Late Afternoon Sessions
Tom Wylie - Leveraging eLearning to Market More Contract Training
Session Description:: Learn how Custom Training Solutions uses four different methods of delivery, to deliver contract training to meet the needs of their various customers, both domestic and international. On-ground/on-site, video conferencing, web conferencing and web courses, are all in demand by your customers. Learn more about these methods, as well as what your organization would need to do, in order to get into this market. This will be an interactive session with demonstrations as time permits.
Kathy Yeager - How to Get Your Foot in the Door
Session Description: Are you having trouble getting face-to-face meetings with key decision-makers? This session will help you target companies who can buy in this economy, offer methods of warming up the call, and creating a process for making outbound approach calls. You will also learn why your current customers are your best customers and ways to expand that business. You will receive a sample intro letter, sample e-mail intro and a past customer worksheet in this session.
John Lozzi - Email Marketing 201
John Lozzi, Listrak's Director of Business Development, has led the firm's growth from a small regional entity to a national and international leader in email campaign management. The firm is based in Lititz, PA and now employs 50. It provides strategy, campaign management, and professional services to Motorola, The Royal Bank of Scotland, PR Newswire, Navistar, Rice University, Auburn University, Franklin & Marshall College,10 Pennsylvania state agencies and approximately 700 other clients across the globe.
John brings his insight on effective email campaign management, effective communication strategy, and how to maximize email ROI to the sessions. Prior to Listrak, John held key executive marketing and business development positions with Frontier Communications and AT&T.
Day 2 - Early Morning Session
Greg Surtman - Working Large Accounts to Drive Contract Services Revenue, Part 1
Session Description: Coming from the private sector, Greg has managed to sell over $7,000,000 in contract services at Tri-C since 2003. Greg will articulate his approach and execution strategy including lessons learned and how he will become a $2,000,000+ producer in 2010. You are guaranteed to take a few tools away that will help move the needle in the right direction at your educational institution.
Kathy Yeager - How to Keep Filling the Pipeline
Session Description: Do you fill the pipeline and then stop making calls to work on the accounts you sell? This session will help build a process for methodically filling the pipeline while still working active accounts. Learn why cold calls don’t work, how to uncover new markets, how to find better leads, and how to approach the decision-maker. You will receive a sample pipeline report when you attend this session.
Brad Kleinman - Facebook for Continuing Education and Contract Training
Session Description: With over 400M users, Facebook cannot be ignored as a legitimate medium for you to grow relationships on the web. Join Brad Kleinman for this advanced session where we'll take a look at advanced techniques you can employ to utilize the Facebook platform. Facebook Share, Facebook Connect, Facebook Advertising, and Facebook Pages will be covered, with a special focus on customizing your Facebook page with FBML and custom build flash elements.
Day 2 - Late Morning Session
Greg Surtman- Working Large Accounts to Drive Contract Services Revenue, Part 2
Session Description: This hands on exercise will help you focus on having the right CONVERSATIONS, with the right PEOPLE, at the right ORGANIZATIONS.
Kathy Yeager - How to Close the Deal
Session Description: Getting to “yes” with your potential customers may seem like forever! By utilizing the solutions-based proposal method and uncovering the true customer need, you will close the deal faster and shorten the sales cycle. This session will cover the proposal steps, diagnosing and up-selling, understanding your customer’s style, selling value and handling objections. Each participant will receive a sample solutions-based proposal.
Brad Kleinman - Social Media Best Practices for Continuing Education and Contract Training
Session Description: Social Media is bomming, and many continuing education departments across the nation are starting to jump on the bandwagon and grow relationships with prospects and customers on the web. Learn about blogs, RSS feeds, social networks, and more in this exciting session.