Upcoming Educational Opportunities
Members: Please log in before viewing the members-only Webinars page to register.
Non-Members: Webinars are open to non-members for $50 each. Call Dscoop Headquarters at 312.527.6707 to register.
January Webinars:
Wednesday, January 20, 12:00PM Central
Dscoop5 Preview: Selling the Enterprise
Presented by Peter Winters, Winters Group
In selling to enterprises, a print organization needs to have several things in place:
• Their brand correctly positioned
• All members of a sales staff qualifying sales opportunities and a few trained specialists who have the expertise to hold conversations with senior marketing executives
• Preparation for an enterprise-level discussion, which is more holistic and centered on the objectives of the marketing executive and less on how to close print
• Team support members to lend administrative help to sales specialists
Winters sheds light on questions such as what are your objectives in approaching an enterprise-level discussion and what do you want to close on?
Friday, January 29, 12:00PM Central
Dscoop5 Preview: Shortening the Selling Cycle During an Enterprise-Level Sale
Presented by Peter Winters, Winters Group
In an enterprise-level discussion, a marketing executive will have multiple goals. In trying to wrap your hands around all of the moving parts of an enterprise-level engagement, a salesperson will need to juggle a number of issues. Shortening the selling cycle is about how to pitch the enterprise, establish where the business priorities are, and moving in for the quick close while still pitching the enterprise. What are the necessary components in taking a six to 12 month selling cycle and truncating it to no more than three to four sales calls?
Don't forget! You can view all past Webinar Education Sessions in the Dscoop Webinar Archive.