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FREE Pre-Conference Seminar and Networking Reception!

Hosted By


Business Development Workshop

Schedule for January 31, 2012 ITEXPO Miami

Pre Show Learning Sessions

8:00 AM  to 9:00 AM Registration

Session 1

9:00 AM to 10:30 AM  
Larry Dillon CEO, InsightPRM

Victims, Survivors and Rock Stars

With the ever changing economic landscape of technology, it’s hard for resellers, manufacturers and distributors to adapt their companies to keep pace. About 5 out of 100 lead the pack making the necessary changes to their sales and marketing efforts. Their results clearly set them apart from the average company. Not only are these companies seeing double digit top line revenue growth, but they are increasing customer acquisition rates and net profit margins.

Your speaker will share with you the 5 key things all of the Rock Stars do differently than the survivors. The discussion investigates why these are so successful and how to implement these changes from a Strategic to tactical level. The focus is on specific take always that will allow companies to understand what they must do differently Monday morning to start building a more successful business development program.

Session 2

11:00 AM to 12:30 PM
Michael Curry, InsightPRM

New Business Development is Fun for the Entire Company
Let’s face it, new business opportunities in today’s marketplace seem to be a fraction of what was available a few years ago. New business development in today’s economy is the responsibility of all employees.
This session will focus on new business development for non-sales people.  Turn every non-sales employee within your organization into lead generation machines without them knowing it. This session will discuss and role-play several diverse scenarios that you can implement immediately to uncover more opportunities than ever before.

Session 3

1:30 PM – 3:00 PM
David Parry, Selmarc, London, England  “Live via video link”

Keep it simple - The deadly sins of sales automation

What are limitations and advantages of sales automation and to make it work for you?  Sales reps hate them, sales managers can’t get the info they need. 

Learn important do’s and don’ts of sales automation.  Learn how David Parry tripled the sales of two European IT companies in less than 24 months.

Session 4

3:30 PM – 5:00 PM                
Larry Dillon CEO Insight PRM & Michael Curry

Before the Click

We all know SEO, rankings and traffic stats is an important element of any balanced marketing plan, learn why the fastest growing companies are determined to find prospects before they go to the internet. 

Tactics to get to the customer before they search for you and your competitor.  The moderators will provide specific proven techniques that are designed to make the competition irrelevant.  The focus of this presentation is designed to help resellers promote those aspects of their business that makes them unique.  How to position themselves so that they rise above the noise of the competition.