Agenda

ScanSource on the Road is coming to a city near you! This comprehensive one-day event is your source for training in sales, marketing and technical services from the industry’s top consultants and educators. Each road show will feature the same agenda and powerful line up of speakers in each city, so pick the location and date that is most convenient for you. Classes are limited, so register today to reserve your spot for training that you cannot afford to miss!

Sessions

ScanSource on the Road’s comprehensive workshops are designed to give you a strong foundation in sales and marketing. You’ll walk away with critical information that you can apply to your business immediately. These aren’t brief seminars filled with the same old tips and techniques – you’ll truly roll up your sleeves and develop a workable plan to strengthen your business. *Register today!  Class sizes are limited!

#1  “Raise the Bar”
A Foundation in Negotiation Skills-Bill Garcia
This four-hour workshop will provide a solid foundation in negotiation skills.  We’ll focus on the importance of setting higher expectations and the planning process necessary to achieve those expectations.  Furthermore, we’ll discuss typical seller and buyer behaviors which often weaken their respective positions.  Lastly, we’ll touch on a simple, repeatable process that will help attendees limit concessions while maximizing their value to the client.
*This session is limited to 40 people.

#2  “Advanced Selling Skills for Technology Partners”-Rick McCutcheon
Leveraging the right approach to technology sales is like having a customized blueprint for sales success. The Full Contact Selling Program (FCS) delivers a unique advantage over traditional sales methodologies. FCS fully integrates the three key areas of sales productivity: 1) proven sales processes; 2) skills development and 3) best practice use of CRM technology. FCS will deliver the right approach - a total technology sales solution. 

• Understanding the Technology Buying Process
• Full Contact Selling System Overview

• Prospecting Techniques
• Pre-Call Planning and Research
• Uncovering Needs
• Understanding Sales Drivers
• Defining Opportunity Touch-points
• Presentation Skills
• Solution Building
• Gaining Commitment
• Strategic Account Management

• Power Selling with CRM Technology

#3  “Demand Innovation in a Web 2.0 World”-Janet Schijns
Net new business is a necessity in our industry, those firms who know how to find new and profitable customers now that the rules have changed for go-to-market stand to make higher profits and attract substantially more business than their less marketing savvy competitors. This session will provide you with the secrets of innovating demand immediately in a Web 2.0 world, which is combination of the right leadership vision, the right talents and the right activities. Covered in the session will be marketing plan evolution, marketing tactics in an online world, gaining ROI from web-based tactics, such as SEO/SEM, socialized networking and web campaigns and where to find the talent within and outside your four walls to take action affordably and effectively. Attendees will receive a take away tool kit to support their demand innovation evolution.