What is Your Customer Facing Strategy?
Joe Truncale, NAPL
Originally presented 2.18.10
How do you increase sales by 10% without increasing operational costs? NAPL presents its new Customer Analysis Process™, which will show you how to maximize the potential of your best customer relationships to create greater value. Revaluate who is presenting your company’s message, how it is presented and best practices for developing your top customer accounts.
Emerging Market Opportunities
Barb Pellow, InfoTrends
Originally presented 2.19.10
Looking for “out of the box” ideas for business growth? This list of emerging market opportunities, a result of trend tracking, business analysis, and speculation by InfoTrends, will inspire your imagination and point you toward new profit centers.
The Easy Way to Sell
Linda Bishop, Thought Transformation
Originally presented 2.19.10
Discover four main reasons why prospects don’t buy, one question to ask in the first call to determine if you’re talking to the decision maker, and the smart way to end every call to maintain sales velocity.
Lean In Printing
Tom Southworth, CONNSTEP, Inc.
Originally presented 2.19.10
Learn how the world-class principles behind the vaunted Toyota Production System can and have been applied in the print industry as well as strategies to ensure continued improvement and success. Discover how the eight wastes of lean apply in printing and methods to eliminate them.
Teach Your Team to Sell Solutions
Linda Bishop, Thought Transformation
Originally presented 2.18.10
Do you want to get past common solution-selling roadblocks? Learn a new approach to solution selling, including a step-by-step method to identify new opportunities, gather information, influence buyers and close deals.
Marketing Automation Services
Peter Winters, The Winters Group & Associates
Originally presented 2.18.10
Marketing automation services such as lead generation programs across a wide array of industry verticals represent a huge untapped market. The annual volume of these types of deals usually starts at no less than $250,000 - find out how you can start earning these sustainable revenues.
Improving Sales with Performance-based Metrics
Troy Bullock, Tabs DIRECT
Originally presented 2.19.10
How do you improve overall sales performance? Learn about experience designing and implementing performance-based measurement tools, which apply to sales teams, as well as individual sales professionals, and will focus on improving overall sales performance. Explore selling behavior, account profitability, account and market share, business development activities and measuring sales force effectiveness.
Lean Manufacturing
Yoram Krivine, HP
Originally presented 2.18.10
This advanced, practical session gives participants a richer, hands-on experience with elements of the lean methodology. The workshop will include a high level review of the lean methodology, practical ideas of lean in print service providers and proven improvements collected by HP Indigo from working with customers.
Operation Direct Mail: The Past, Present and Future of Direct Marketing at the National World War II Museum
Stephen Watson, National World War II Museum
Originally presented 2.18.10
Over the last eight years, The National World War II Museum has built a national base of support through direct mail that now includes more than 150,000 supporters and respresents the Museum's largest source of operating revenue. Hear about the techniques the museum has deployed to grow and sustain a file of donors despite an aging core demographic. Find out where the Museum's direct marketing program is headed in the future and the challenges to the non-profit industry.
The Printer-Publisher Relationship: Adapting for the Future
J. Kirby Best, former CEO of Lightning Source Inc.
Originally presented 2.20.10
Will printers be ready to prosper in the new game? The book industry is continuting to change as readers expect content delivered traditionally, digitally, in audio format and for a fraction of yesterday's price. Will the publishing industry survive as we know it? What will tomorrow's industry demand? J. Kirby Best, the former CEO of Lightning Source Inc. (the world's largest digital book manufacturer), presents a fresh perspective on where the book industry may vbe headed and how printers can ready themselves to prsoper in the immediate and distant future.