Session 1: Strategies for Building and
Managing High Performing Sales Teams
Wednesday, Jan. 22 (8:30 a.m. – 10:30 a.m.)
This keynote will focus on the importance of having a sales culture of responsibility, based on a strong sales pipeline management process. Bookbinder will include both a strategic approach to sales as well as some of the tactics needed to be effective in sales and sales management.
Key takeaways will include:
- What your sales pipeline should look like
- How to build the ideal pipeline
- The “right prospects”
- First appointments and the 25%, 50%, 90% Prospect Management System
- How to set your expectations and know your sales cycle
Session 2: New Business Prospect and
Pipeline Management Techniques
Wednesday, Jan. 22 (10:45 a.m. – 11:45 a.m.)
Are you ready to maximize your sales leads? This eye-opening session entitled "New Business Prospect/Pipeline Management Techniques" drills down on the fundamentals associated with sales and prospect management, criteria used to establish an effective new business pipeline and can help managers establish a culture within their sales organization that focuses on a common language and accurate forecasting models.
Key takeaways from this informative program include:
- Establishing territory metric goals and plans
- Determining your specific prospecting strategy
- Developing strict pipeline inspection standards
- Practicing a never-ending focus on optimizing and scaling sales results
- Learning how to strategize and test new ideas
About Steve Bookbinder
Steve Bookbinder believes selling is harder today than it has ever been. First, there are more competitors – traditional and non-traditional – creating more chatter and making it harder to get customers to focus on our unique offering. Customers are better insulated than ever from seller’s phone calls and emails. The old “80-20” rule has been replaced: now 100 percent of today’s sellers need to show improvement every year in order for teams to be successful. To do that, sellers need to develop just to keep up: Every seller needs to know how to leverage the power of technology and media sellers in particular need to be fluent in all aspects of the digital landscape.
The key to success is training…with the right content and the right delivery.
Organizations that understand this bring in Steve Bookbinder, CEO of Digital Media Training as their training partner. DMT is a leader in delivering training which treats sales as a competitive sport and changes behavior needed to help sellers consistently win.
Steve has delivered more than 500 keynote speeches at national sales meetings, conducted more than 3,000 training workshops and trained, coached and managed more than 35,000 sellers and managers from leading companies around the world for more than 20 years.
Steve learned and field tested the best-practices of sales and sales management through his experience as president of a global sales training company where he worked with hundreds of leading companies globally, across many industry verticals using every go-to-market strategy. He developed his insights into advertising and digital marketing as a seller and sales VP at leading media companies engaged in Display, Search Marketing and Ad Serving technology. His advertising experience includes brand-side, agency-side and media-side. He is the author of "Networking to Win," which explains how to use social media marketing to gain leads and sales.
Steve has turned his background of stand-up comedy, improvisational acting and competitive swimming into a global training company with an industry-leading m-learning training solution. He has honed his motivational messages through his latest books: "How to be Your Own Coach and Leverage Your Laziness." Steve shares his humor and excitement of successfully swimming the English Channel with audiences seeking to succeed by following his plan: live your life like you are on a mission.