Program Agenda (Last update 2/12/04)
Royal St-Lawrence Yacht Club, 1350 Lakeshore Drive in Dorval in the Mount Royal room Map
Seminar/Workshop Schedule |
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| Proposed Date (Schedule) | Supercharge Your Sales Network |
Work Shows as “Level 4 Boothers” and
Double your Results (Series B) |
Productivity Through E-Business |
Get the most out of trade-journal advertising (Series D) |
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| 1 | Feb. 25th 1 :30 – 5:30pm |
The truth about sales channel motivation Details A-1 |
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| 2 | Mar. 10th 1 :30 – 5:30pm |
How to identify opportunities and the best strategies for your
company Details C-1 |
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| 3 | Mar. 24th 1 :30 – 5:30pm |
Double trade show results as a “level 4 boother “ Details B |
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| 4 | Apr. 7th 1 :30 – 5:30pm |
Can’t win a race that has no finish line Details A-2 |
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| 5 | Apr. 21st 1 :30 – 5:30pm |
E-marketing: the best strategies, tactics and tools Details C-2 |
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| 6 | May 12th 1 :30 – 5:30pm |
From courtship to partnership Details A-3 |
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| 7 | May 26th 1 :30 – 5:30pm |
Client service and online B2B transactions What’s your payback?
How should you calculate the return on investment (ROI) Details C-3 |
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| 8 | June 9th 1 :30 – 5:30pm |
Get the most out of trade-journal advertizing Details D |
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What You Will Learn
The “Best Practices in Sales & Marketing” seminar series will give you all the help and practical advice you’ll need to take your company’s sales and export performance to the next level.
Series A - Supercharge your Sales Network
A-1 – The Truth about Sales Motivation
Wednesday, February 25th, 2004. From 1:30 – 5:30
Learn how to :
- How to focus on the real sales-performance issues
- How to decrease misunderstandings
- How to recognise and address communication gaps
- How to quickly benefit from key communication principles
- How to improve your effectiveness with downstream sales channels
- How to deal with your sales partners’ expectations of your company
- How do you build strong ties with sales partners and free more time
- How to cost-effectively support and motivate sales partners
A-2 – You Can’t Win a Race that
has No Finish Line
Wednesday, April 7th, 2004. From 1:30 – 5:30
Learn how to :
- How to validate your expectations of a sales partner
- How to cope with the exhaustive set of unique partnering parameters
- How to influence results without direct control over those involved
- How to measure the performance of downstream partners
- How to determine the principal components of performance measurement
- How to implement a simple, effective measurement system
- How to manage sales relationships and get more share of mind
- How to document objectives and expectations
- How to manage a performance “crisis” with a strategic partner
- How to benefit from the “Twelve Touch” follow up system
A-3 – From Courtship to Partnership:
The art of sales-network management
Wednesday, May 12th, 2004. From 1:30 – 5:30
Learn how to :
- How to design a network that accounts for market segmentation
- How to profile the sales partner that is best for you
- How to find the best available candidates then grab their attention
- How to screen candidates to get the right one for you
- How to establish a Memorandum of understanding and bring “him” on board
- How to effectively integrate new partners into your organisation
- How to do a sales network audit
- How to successfully terminate relationships.
Series B – Work Shows
as “Level 4 Boothers” and Double your Results
Wednesday, March 24th, 2004. From 1:30 – 5:30
Learn how to :
- Set realistic and measurable objectives
- Work the Booth as a "level four boother"
- Develop instant rapport on the show floor through new techniques
- Integrate the secrets of working the booth
- Approach visitors with new proven skills
- Qualify a visitor in 4 minutes or less using six easy steps
- Disengage promptly and professionally with three handy tips
- Take more advantage of brochures, draws and premiums
- Develop your follow up program”
Series C – Increase your marketing performance with Internet and e-Business
C-1 – Identify opportunities and the
best strategies for your company
Wednesday, March 10th, 2004. From 1:30 – 5:30
Learn how to :
- Identify the opportunities for e-business in your company
- Achieve sales and marketing objectives with the help of the web and e-business
- Develop your action plan
- Estimate costs and identify the best partners
C-2 – E-marketing: the best strategies,
tactics and tools
Wednesday, April 21st, 2004. From 1:30 – 5:30
Learn how to :
- Drive more people to your website with an email marketing campaign
- Make banners, buttons and sponsors work for you
- Expand your sales network through affinity programs
- Improve your positioning on search engines and web directories
C-3 – Client service and online B2B
transactions; Calculate your “ROI’’
Wednesday, May 26th, 2004. From 1:30 – 5:30
Part 1 : Client service and online B2B transactions
Learn how to :
- Evaluate the usefulness and benefits of a B2B transactional website
- Set up your B2B online payments
- Choose the right level of security and privacy
- Fulfil your promise with on-time delivery, guarantees and ongoing support
- Increase your productivity, your profits and your efficiencies, by developing online relationships with your suppliers and principal clients
- Coordinate your people, your processes and your technology to ensure today's client is tomorrow's repeat client.
Part 2 : What's your payback? How should you calculate the return on investment (ROI)
Learn how to :
- Ensure you are meeting your sales and marketing objectives
- Reduce the financial and dislocation/disruption risks
- Analyse your web or e-business project from a financial perspective
- Get the funding or financing you need.
Series D – Get the most
out of trade-journal advertising
Wednesday, June 9th, 2004. From 1:30 – 5:30
- Plan an ad campaign
- Develop a winning creative strategy
- Get the best ad rates
- Write effective news releases
- Get your articles published in trade journals
- Evaluate advertising and promotion results
