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SME Morning Workshop & Luncheon

Location: Metropolitan Ballroom, Hwy 394 & 100 - 5418 Wayzata Blvd. Minneapolis 
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**Note the start time for the Morning Workshop

Morning Workshop
Geek Speak Meets Sales Talk
Rod Greder, Ph.D., President, New Productivity Group

Luncheon Presentation
Impact Without Authority
Jane Helsing, VP, Strategic Accounts PDI

Why do commercial and technical staffs struggle to communicate and what can be done? Their mutual success is tied to a product launch that begins with a concept, product development and finally, a satisfied customer. However, the communication/collaboration that is needed isn’t simple and straightforward. Both sides wish the other would just “get” certain concepts but each has a different perspective. We will dissect how to turn features into benefits and vice versa and what motivates each side and what they think of each other, their roles and contributions.

Dr. Rod Greder, President, New Productivity Group, is an leader of R&D, business development and marketing with Fortune 100 companies. Rod has consulted and spoken on Biotech and R&D productivity improvement topics for numerous clients including Medtronic, Medical Device Resource Group, US Dept. of Agriculture, and the US Embassy in Yugoslavia. Rod formed New Productivity Group to help companies develop better products faster and cheaper by enhancing the critical skills of their scientists and engineers. .

Luncheon Presentation
Impact Without Authority
Jane Helsing, VP, Strategic Accounts PDI

Impact Without Authority will introduce you to the concepts and tools that enable salespeople to more effectively influence others in their own organization. Learn about:

• The framework to influence in the absence of authority, described in the book IMPACT Without Authority
• Establishing credibility as a foundation for gaining access to critical resources
• Developing an internal network and understanding the varying priorities across that network
• Creating customer advocates out of others in the organization
• Enhancing one-on-one “influence discussions” and interacting effectively with senior management

Jane Helsing is VP of strategic accounts in the Organizational Solutions Group (OSG) practice of Personnel Decisions International. She specializes in key accounts organizations of Fortune 500 corporations, helping them focus on understanding the needs of account contacts and driving strategy. She has worked on initiatives to expand PDI’s product and service offerings in the area of key account management. Jane has delivered training throughout the U.S., in Europe and South Africa. Prior to joining PDI, Jane spent several years in the telecomm industry directing forecasting and market/competitive analysis functions.

GET THE MEMBER-RATE REBATE AND SAVE UP TO $50!

Not a member yet? Register at the non-member rate and join SME less than 30 days after the event, and we'll apply the difference between the non-member rate and the member rate to the cost of your membership. Just send us a copy of your membership application along with your receipt for "non-member" registration. You'll get up to $50 off the cost of membership.