ERA Virtual Sales Training - Agenda

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Schedule of Events

This program targets frontline sales professionals and will offer nine robust 75-minute educational sales training modules covering an array of topics.
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 Attendee Quick-Start Guide

Click on session title to view description … 

Note: This schedule is subject to change … Please check back for updates.
All times listed are Eastern Daylight Time (EDT).

Tuesday, Sept. 21, 2021

11:00 a.m. – 12:15 p.m.

Sales Prospecting: How to Use Value to Fill the Pipeline

Presenter: Neil Wood, Coach, Keynote Speaker, Trainer and Facilitator, RAIN Group

1:00 – 2:15 p.m.

How to Profile an Account

Moderator: Brooks Mattice, General Manager, TMC
Panelists: Lou Copley,  Avnet Inc.; Zach DeVillers, CPMR, CSP, Director of Sales, Brainard-Nielsen Marketing; Bob Gourdeau, Vice President of Sales – Americas, AVX Corporation

3:00 -4:15 p.m.

How to Get More Done: The 9 Habits of Extreme Productivity

Presenter: Neil Wood, Coach, Keynote Speaker, Trainer and Facilitator, RAIN Group

Wednesday, Sept. 22, 2021

11:00 a.m. – 12:15 p.m.

Time and Territory Management

Presenter: Kate Rhoten, CPSC, Executive Director, MRERF/IPA

1:00 – 2:15 p.m.

Utilizing Search Engines for Lead Generation and Winning More Business

Presenter: Sam Richter, CSP, CPAE, Bestselling Author and Hall of Fame Speaker

3:00 – 4:15 p.m.

Excel and PowerPoint 101

Excel Presenter: Byron Holloway, Sales Manager and Senior Application Engineer, Fralia Company & Associates
PowerPoint Presenter: Jeff Weber, Senior Designer, Laird Connectivity

Thursday, Sept. 23, 2021

11:00 a.m. – 12:15 p.m.

Foundations of Consultative Selling: Leading Masterful Sales Conversations

Presenter: Charlene DeCesare, Certified Sales Leader, Lead Consultant, RAIN Group

1:00 – 2:15 p.m.

How to Develop Joint Customer Action Plans Between Sales Reps, Manufacturers and Distribution

Moderator: Walter Tobin, CEO, ERA
Panelists: Brad Burroughs, East Regional Sales Manager, Ohmite Manufacturing; Lisa Dietrich, Distribution Manager/Owner, Conley & Associates; John Drabik, Senior Vice President Sales and Product Marketing – Americas, TTI Inc.

3:00 – 4:15 p.m.

The Six Essential Rules of Sales Negotiation

Presenter: Charlene DeCesare, Certified Sales Leader, Lead Consultant, RAIN Group

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