UPCOMING EVENTS
Sales Micro-Seminar Series - March/April 2012
The latest sales micro-seminar series will be at the conference room in the downtown office on Washington Avenue (by the Metrodome) so that people who work downtown can get to them more easily. For those who don't work downtown, there is free parking, and the offices are right at Washington Ave. South at 35W.
Like all the previous times, the purpose of these is to help the "accidental salesperson" in the entrepreneurial / small business community -- those who never learned how to sell, who find themselves selling their companies' services without the results they need. They are also for experienced salespeople and sales managers who recognize the need to continually learn and sharpen their skills.
Filling Your Sales Funnel - Thursday, March 29, 8-10 a.m.
Fundamentals of reaching target market, prospecting, networking, gaining attention, discovering wants & needs.
Register here
Networking for Increased Sales - Thursday, April 12, 8:00-10:00 a.m.
Essentials of growing business through best practices in networking. How to treat it as an improvable process to get better results.
Register here
Winning More Sales, Thursday, April 26, 8:00-10:00 a.m.
Foundations of discovery, presentation, gaining commitment, and getting referrals.
Register here
Writing a book...
Between years of supporting the sales function, running the US marketing function of a sales training company, and coaching salespeople and sales managers for over two years, I've seen a need and started writing a book.
It's about a costly mistake many companies make: They make their top salesperson the sales manager. Sometimes that works, but usually not. Why does it happen so often when it rarely works?
I'm interviewing sales managers who have made that tricky transition - successfully, or not. I'm isolating some of the success factors in selection, job definition, preparation, support - so that when the book's out, companies can make more successful choices. I'm still interviewing, so if you know a really great sales manager, please let me know at Contact ...
I'll be blogging about this as I write the book, and have a deal with a publisher. As you read the blog, I invite your comments, questions, reactions, and feedback..
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ONGOING EVENTS
Sales Micro-Seminars
A “give back” or “pay forward” for the small business community, this is a series of three micro-seminars on sales. We cover all the essentials of an effective sales process. These are highly interactive, with participants sharing best practices and great ideas. They've been called
"useful fun!"
PAST EVENTS
Filling Your Sales Funnel
Networking for Increased Sales
Winning More Sales
Guest on The Peter McClelland Show on Business Radio AM1570
Oct. 10, 2011 - It's Q4 - Time for a Strategy Check-up! Key Questions to Diagnose How Your Strategy's Working
Offering a checklist to see if strategy's working, and a few good reasons that strategic planning is more important in times of uncertainty
June 15, 2011 - Goals & Strategies - Lessons Learned
Replacing an "urban legend" about goals with real research, the link from goals to strategies, and how to achieve more success with them.
Jan. 14, 2011 - Goal-Setting: 5 Biggest Mistakes
Importance of goal-setting, consequences of 5 big mistakes (and how to avoid them)
Aug. 23, 2010 - Body Language, Communication, and Sales
How noticing body language signals (expressions, clusters, non-verbal responses) can enhance your communication, and bring more honesty and effectiveness to your sales process.
May 5, 2010 - Making Bad Decisions
How we get lured into bad decisions - and how to resist and make better ones. Based on 2 books, Cialdini's "Influence: the Psychology of Persuasion" and Ariely's "Predictably Irrational.",
Jan. 4, 2010 - From Resolutions to Real Goals
Nov. 4, 2009 - Strategic Planning and Goal-setting
 Steve Callender, Ed.D., President |
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NEWS & EVENTS
Speaking Engagements
3/8/12,7:30-9:00 a.m.
Citizen's Independent Bank
Strategy "Tune-Up" - Best Practices
Interactive talk on how to keep strategy a positive growth factor, and diagnose whether it's delivering all it could..
Contact for further information
3/22/12, 4:00-5:00 p.m.
Sharp Upswing/ Main St Chamber Expo Keynote
How Selling Has Changed - and What You Can Do About It
Creative and practical ideas for dealing with key challenges of selling in 2012.
Contact for further information.
Sales Micro-Seminars
3/29/12, 8:00-10:00 a.m.
Filling Your Sales Funnel
Fundamentals of reaching target market, prospecting, networking, gaining attention, discovering wants & needs.
Register here
4/12/12, 8:00-10:00 a.m.
Networking for Increased Sales
How to find the right events, prepare, make a good first impression, set good goals, keep a productive attitude, and how to follow up to develop your business.
Register here
4/26/12 8:00-10:00 a.m.
Winning More Sales
Foundations of discovery, presentation, gaining commitment, and getting referrals.
Register here
