Upcoming Events Archived Events Before and After: May 14 - Apr 19 - Apr 8

Location: Metropolitan Ballroom, Hwy 394 & 100 - 5418 Wayzata Blvd. Minneapolis

Morning Workshop
3 Mini Seminars - A Sales Enterprise for Sales & Marketing Professionals: Managing the Performance of Salespeople, Thriving in a Frog-Eat-Frog World & It's A Brand You Ballgame
Ben Hyman, Business Development Specialist; BI, the business improvement company
Jill Konrath, President; Leapfrog Strategies
Beth Fischer, Owner; The TCI Group

In the first mini session, Lead Nurturing^©: Building the Never-Ending Sales Pipeline, Ben Hyman will challenge you. Are your sales people getting enough leads? When calling potential customers, you never know when they'll be ready to buy your products and services. In today's competitive marketplace, it's not enough to call every 6 months. In Ben's seminar, you will learn how to:

• Build "mind share" with your best prospects, regardless of their timing to buy.
• Identify the best prospect for your product or service.
• Maintain a connection with your best prospects even when calling is not an option.
• Entice key contacts to call you when ready to buy.
• Tell at a glance if there are enough qualified leads in your pipeline.
  

Beth Fischer

The middle session is a real treat to help you determine how to Thrive in a Frog-Eat-Frog World. In it, Jill Konrath asks, "What does the future of B2B sales hold?" What will it take to be a highly compensated, in-demand salesperson in the years ahead? If you understand and prepare for the emerging salesparadigm, opportunities will abound. In this session, you'll learn about the new sales competencies needed to make you absolutely irresistible, invaluable and indispensable to your changing customers. Get a jump-start on your competition!

In the final session of the trio, Beth Fisher lets you know that It's A Brand You Ballgame. Are you showing-up and really want to stand out? If, 'How To Do It?' is your challenge, then this is the session you won't want to miss. Designed to first get you thinking about YOU in a brand new way. Taking the best from the lessons learned by how companies build brands and what a GREAT brand does. You'll discover how to define who you are, what you want, how you want to be known, and ways to live a brand YOU life. It's all about the chance to be the best you possible and taking charge of living as the LEADER of your life.

Ben Hyman

Ben Hyman helps companies use the telephone to sell more products, and salespeople to find more highly qualified prospects. He is a highly regarded expert in Lead Generation and Inside Sales techniques and has an extensive sales background, both over the telephone and in person. Ben is currently Business Development Specialist for BI, the business improvement company. Ben's method of prospecting is called "Lead Nurturing", and it enables BI marketing and sales personnel to stay in close contact with their best prospects. As a result, many prospects call his company when they're ready to buy.

Ben is also a highly skilled trainer. He is often asked to present seminars to other business organizations on how to use the telephone to promote their business. After implementing just one of Ben's techniques, companies have dramatically improved the results of their lead generation or inside sales campaigns.

Jill Konrath

Jill Konrath is President of LEAPFROG Strategies, a consulting firm that helps B2B companies create value, differentiation and demand in highly competitive markets. Her clients include 3M, Imation, Medtronic, eFunds, Minnesota Life, General Mills, Kodak, and many smaller organizations. Prior to starting her own company, she was a top performing account executive and sales manager at Xerox and CPT. She can be reached at jill@leapfrog-strategies.com.

Luncheon Presentation
Managing the Performance of Salespeople
Mike Norman, Owner & President; Dale Carnegie Training offered by Norman & Associates

The program will address the following:

• Identifying and managing the "high's and low's"
• Keeping business moving through the "sales funnel"
• The Power of Letting Go in building competence and confidence in your team
• The ABC's of Performance Management

Mike Norman

Mike Norman has 29 years in the Dale Carnegie business which he purchased in 1984 (Minnesota and Western Wisconsin areas). Recently, in 2001, he purchased North Dakota. Mike is a Certified Instructor of Dale Carnegie training in: Leadership, Selling Skills, High Impact Presentations, Interpersonal Skills, World Class Customer Service & High Performance Teams. Remarkably, Mike has personally presented over 3,000 talks, workshops and courses in his career.

Mike is a graduate of Minnesota State University of Mankato with a B.S. in Accounting and serves on several boards of directors including: Sales & Marketing Executives of Mpls/St. Paul (President in 1986-87), the International Dale Carnegie Sponsor's Association (President in 1991-92), the Board of Trustees of Fairview Southdale Hospital, the Board of Edina Rotary Club (currently President), and the Board of Eden Prairie Foundation.

Mike is past recipient of Sales & Marketing Executives "Outstanding Service" and "Business Executive of the Year" Awards, and is a six time member of the Dale Carnegie Presidents Club. His company, Norman & Associates, was recognized as a member of the Founder's Club of Dale Carnegie & Associates in December of 1998 for achieving a record 35% increase in business over the previous year. Norman & Associates was also presented the President's Cup for the outstanding licensee in Group I in 1999.