Marketing — Pre-Conference
Separate registration required for all pre-conference sessions.
March 7, 2010
8:00 am – 12:00 pm [Includes light refreshments]
Marketing and Sales 101: Mastering the Terms and Tools for the "Function"
Jill Stratton and Laurie Slater
What are the baseline understandings and tools that are necessary to ensure the "function" of marketing and sales is set-up for success? If you don't know the answer to this question, are new to marketing and sales (two years or less experience) or have the responsibility of on-boarding and training the marketing and sales staff, this workshop will be appropriate for you.
Learn the responsibilities and processes of marketing and sales, how to identify the various customers and their roles and responsibilities. Gain a better understanding of imaging technology, how the modalities compare, and who and why an exam is ordered. Discover how to build a marketing and sales plan and identify tools that should be in place before the “action” of relationship sales begins.
Limited to 40 participants.
At the end of this session, the learner should be able to:
- Discuss the responsibilities and processes of marketing and sales.
- Identify customers and their roles and responsibilities.
- Compare and contrast imaging modalities, and explain why an exam is ordered.
- Describe how to build a marketing and sales plan and assess the tools needed to begin the sales relationship.
1:00 pm – 5:00 pm [Includes light refreshments]
Selling Skills 101: Understanding the “Actions” of Relationship Sales
Jill Stratton and Laurie Slater
What are the baseline understandings and tools that are necessary to ensure the "action" of relationship sales is successful? If you don't know the answer to this question, are new to sales (two years or less experience) or have the responsibility of on-boarding and training the sales staff, this workshop will be appropriate for you.
Learn the relationship sales process beginning with preparing for the sales call. Find out how to bypass the gatekeeper and deal with objections. Identify ways to differentiate your sales proposition based on what the customer finds benefit or value in. Discover the common hazards of field sales and how to prepare for, and overcome them.
Limited to 40 participants.
At the end of this session, the learner should be able to:
- Define the relationship sales process including preparing for the sales call, differentiate themselves to the gatekeeper and the customer.
- Outline a strategy to prepare for field sales.
8:30 am – 4:30 pm [Includes continental breakfast from 7:30 am - 8:30 am]
From Selling to Strategic Selling: Your Guide to New and Loyal Business
Carolyn Merriman, FRSA
If you are challenged with using the same old sales approach, frustrated with the steep competition, and worried about the sales forecast for imaging referrals, join this interactive workshop. Successful selling in today's environment comes from those who consistently apply a strategic mind-set. This full-day session was created to train both sales representatives and sales managers who are looking for ways to raise the bar in skills and messaging, and drive new business while successfully retaining the current baseline. Learn best practice models from basic sales tactics that we tend to forget over time, and apply them to a more strategic approach for imaging referral growth. Learn to leverage these sales tactics to create commitments and garner new and loyal customers.
Limited to 25 participants.
At the end of this session, the learner should be able to:
- Identify best practice models from basic sales tactics and apply to imaging referral growth.
- Utilize sales tactics to create commitments and acquire new customers.
- Explain how to use relationship sales to leverage yourself from a perspective of vendor to a strategic partner.
