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2018 Fall Sales Conference

Save the Date for 2018

September 17–18
Sheraton Chicago O’Hare Airport Hotel

Details Coming Soon


With over 140 attendees, the 2016 sales conference was our most highly attended.

Taking place over three days at the Marriott Chicago O'Hare, sales professionals from a variety of FPSA member companies took deep dives into critical themes relevant to today's sales environment. Attendees had the opportunity to listen in on popular topics, including inspirational sales management, customer retention and loyalty programs/processes, sales negotiations and marketing automation.

In addition to the lineup of speakers, networking opportunities and convenient location, the guidance of the Fall Sales Conference Task Team made this one of FPSA’s most popular and successful events in 2016.


2016 Fall Sales Conference Photo Gallery

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Thank You to Our Speakers

  1. Ken Thoreson, Creating Intensity, The Job of Sales Management

    President, Acumen Management

    Creating Intensity The Keys to Building a High Performance Sales Organization

    Creating Intensity
    The Job of Leadership

    Every person does not give 110% every day, it’s the job of the leader to increase the intensity level and the effort they give! This aspect of creating the right level of intensity is missed by many managers’, it is the “emotional” aspect of leadership. It is one thing to analyze data, create systems and programs but it is another build a culture of success. Building an excited and focused team takes an extra level intensity by leadership. In this exciting program our speaker Ken Thoreson, will highlight what he has learned and observed in his 19 years of consulting with hundreds of firms and what drives the very best. He will leave you with tactical ideas and tools that can be implemented immediately. Learn how to:

    • Build energy
    • Create belief in your products/services and company
    • Reinforce your vision
    • Create an atmosphere of fun

    The Keys to Building a High Performance Sales Organization

    Discipline, Accountability and Control are the cornerstones of sales organizational success. In this jammed packed session Ken Thoreson, the Sales Management Guru, will discuss the specific actions sales leadership must take to drive the organization to the next level. Topics will range from preparation, organization and execution. Ken’s four books on Sales Management and his award winning blog will be the basis for this program, it is guaranteed everyone will come away with ideas to take their sales teams to the next level. Topics will include:

    • Recruiting the best, not the best available
    • Salesperson development programs
    • Your management dashboard
    • Coaching for success

    Ken Thoreson is a sales leadership professional who “operationalizes” sales management systems and processes to pull sales results out of the doldrums into the fresh zone of predictable revenue. As a sales management thought leader Ken is recognized as an expert in sales execution, channel management, revenue generation, sales analysis, compensation, forecasting, recruitment, and training within the sales function. Over the past 18 years, his consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for companies throughout North America—from emerging, transitional to high-growth. Prior to founding Acumen, he led development-stage, entrepreneurial, and a $250-million national vertical software sales organization as vice president of sales.

    As a speaker, Ken energizes audiences and recharges their personal commitment to professional excellence to help drive personal and organizational change and growth. In addition to the four released books based on his Sales Management Guru series, and Success Simplified, co-authored with Stephen Covey, Ken’s many articles and nationally recognized blog are excellent resources for executives who want to revitalize their organizations. He has been published in Selling Power, VARBusiness, Reseller Management, Business Products Professional SmartReseller and Redmond Channel Partner Magazine, a publication for Microsoft channel partners. Ken’s blog has been rated in the top 10 sales blogs in the United States and ranked a top sales industry social media user by Top View.

    • Ranked: “Top 50 Sales & Marketing Influencers 2015 ” 4 years in a row
    • Selected: Hall of Fame, SalesCoachWorld.com
    • Selected: Top 20 Channel Visionaries, ChannelPro magazine
    • Ken is a member of the National Speakers Association. www.NSA.com
  2. Kelly Riggs, Quit Whining and Start Selling! Your 4 Biggest B2B Selling Mistakes

    Founder & President, Chief Sales Officer, The Business LockerRoom

    “Quit WHINING and Start SELLING! Your 4 Biggest B2B Selling Mistakes”

    Without really realizing it, and never fully understanding the impact on sales performance, salespeople typically commit four very common errors that can be very costly. Here's how you can know you might be falling prey to these common mistakes:

     

    • You're forced to discount (sell on price) fairly often
    • You struggle to reach your sales objectives every year
    • You miss a lot of sales you were certain you were going to win
    • You have a hard time successfully converting larger opportunities.

    Of course, there are lots of potential reasons these things may be happening, but in this presentation you'll learn four things you can correct immediately that will dramatically impact your sales performance.”

    Kelly Riggs is an author, speaker, and business performance coach for executives and companies throughout the United States and Canada. He has worked with companies in a wide variety of industries, with sales revenues ranging from $3 million to Fortune 500.

    Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive and two-time national Salespersonof-the-Year with over two decades of executive management and sales training experience. He has written two books: “1-on-1 Management: What Every Great Manager Knows That You Don’t” and “Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.”

  3. Shane Gibson, Training for more Effective Sales Negotiations

    Author, Speaker, Social Selling Thought Leader

    Training for More Effective Sales Negotiations 

    Negotiations skills are one of the highest paid skill sets in your business development toolkit. A person can literally earn an additional $2000, $10,000 or more for themselves or their company on a deal just by being a great negotiator. A lot of this happens in minutes not even hours.

    Shane Gibson has worked with key account managers, sales professionals, and entrepreneurs on four continents helping them to improve their sales, social selling and negotiations skills.

    In this fast paced keynote address you and your team will learn:

    • The impact of confidence on our ability to negotiate
    • The power of positive body language
    • The 7 key components of an effective negotiations process
    • Easy to use negotiations tips
    • How to avoid and identify dirty tricks and manipulation
    • How to get the business and keep a strong positive relationship with the client

    Shane Gibson is an international speaker, and author on sales performance, social media marketing, and social selling who has addressed over 100,000 people on stages in North America, Southern Africa, India, Dubai, Malaysia and South America.

    Shane Gibson is #5 on the Forbes.com list of the Top 30 Social Sales People in the World.

    Shane’s books include: Sociable! How Social Media is Turning Sales and Marketing Upside Down and Closing Bigger the Field Guide to Closing Bigger Deals and Guerrilla Social Media Marketing, coQauthored with Jay Conrad Levinson.

    He is a certified Master Trainer and contributing author in the Complete Sales Action System™, and Managing Complex Business Relationships. Shane is Canada’s only Guerrilla Marketing Master Trainer. He is also coQfounder and facilitator of the Langara College Online Professional Sales Certificate Program; a 72Qhour 4Qmonth program based upon Shane’s sales processes and programs.

  4. David Folwell, Increasing Your Sales with Drip Marketing and Retargeting

    President, The Growth Company

    Increasing Your Sales with Drip Marketing and Retargeting

    Learn how the leading companies leverage the newest digital marketing tools to get more leads and close more sales. In this session, you will see real-world case studies from companies just like yours that use marketing automation to grow their businesses faster.

    Here's what you'll learn:

      1. How to automate repetitive sales processes
      2. How to score leads so your sales team can focus on highly qualified leads
      3. How to drive more traffic and capture more leads from your website
      4. How your sales team can follow high-value clients' digital body language
      5. How you can use content to close more sales

    David realized years ago that marketing has changed, and few internal departments or marketing agencies have caught on. After working with some of the best agencies and teams at GE Lighting and multiple startups, he founded The Growth Co. to take a new approach to delivering sales-first marketing.

    David has developed and executed digital strategies for GE, PROCESS EXPO, Nilfisk, HotelEngine, TextUs, The iPad Receptionist, Allied Valve, and Unitherm. He believes that with the right strategy and the right team every company can grow faster.

    Since launching his first eCommerce platform in 2004, David has led global website projects for GE Lighting as well as early-stage startups with a focus on increasing website traffic, leads, and sales.

    The Growth Co. team has driven record sales in 2016 for multiple clients and has generated up to 700% year over year revenue growth for marketing partners.

    David received an MBA in marketing from the University of Maryland and a BBA in Finance and Management with a minor in Psychology from the University of Iowa. He holds certifications in inbound marketing from HubSpot and exhibition management (CEM) from IAEE. He is an ultra-marathon runner, ping pong fanatic, and a back-country skier.

  5. Michael Nick, Millennials and Boomers, Bridging the Gap

    Author/Principle, ROI4SALES

    Baby Boomers and Millennials…  Bridging the Gap

    Boomers and Xer’s have talked themselves into bitter displeasure about the millennials in their workplace. This discontent is based on the reality Boomers and Xers face in their own lives and careers. This displeasure comes from a set of misappropriated myths that perpetuate a sometimes difficult work situation.

    The challenge of “getting along” and “working with” this new generation of workers has affected us all.

    According to Pew Research, there are more than seventy-seven million Millennials, born since 1980.  There are about 46 million Generation Xers, and about 76 million Baby Boomers.

    To establish a baseline, Michael reviews many of the characteristics of each of the generations. He will discuss how we need to adjust our approach and thinking when working with millennials. Remember they were the first generation to grow up with technology, and they communicate and collaborate differently than Gen Xers and Baby Boomers.

    Michael will provide tips on how to manage your millennials, and techniques on how to communicate and collaborate more effectively and he will leave you with a whole new attitude toward the generation that brought us Facebook, Twitter, Instagram, and Mark Zuckerberg.

    Michael Nick is an international leader, speaker, and expert in sales process and enablement. Founder of the ROI Selling program, Michael has worked with companies like, Rockwell Automation, Fiserv, Autodesk, Hewlett Packard, Emerson, Compuware, Ingersoll Rand, Bomgar, and Microsoft Great Plains.

    Michael has published several bestselling books in ROI Selling such as Why Johnny Can’t Sell and Amazons  top 10 Business book: The Key to the C-Suite  as well as his latest book: Adapt or Fail.

    With consulting engagements throughout the world in multiple languages and currencies, Michael’s experience can help you gain greater insight into why your customer’s buy, buy now and buy from you. His proven process that includes a Value Inventory Workshop, Custom sales tool design and delivery, and a comprehensive implementation process ensure ROI Selling success!

    Michael has been published in magazines like Selling Power, Sales & Marketing, and Top Sales World. Michael was named for the fourth year in a row as one of the top 50 most influential sales and marketing leaders in the world by TSW. In addition, Michael ranks in the top 50 top for his sales blog by Sales Guru, IseeIT, and Top Sales World Magazine.

  6. Babette Ten Haken, Customer Retention & the Art of the 2nd Sale

    Founder and President of Sales Aerobics for Engineers®, LLC

    Customer Retention & the Art of the 2nd Sale – Moving from Sales Status Quo into Relevant Conversations for the Smart Manufacturing Plant

    Today's food manufacturing plants are smarter, connected by Internet of Things technologies which improve manufacturing efficiency and cost containment. With an average life cycle of 5-10 years for equipment upgrades or replacement, today’s selling conversations become tomorrow’s table stakes. Customer retention programs for capital equipment manufacturers must become more proactive in anticipating the smarter manufacturing environments into which these upgrades or new equipment will be placed.

    How can you create compelling customer retention strategies focused on the food manufacturing plant of the future? How can you put these same conversations into play for new customer acquisition strategies for the present? Babette Ten Haken engages you in innovative customer retention strategies which:

      1. Correlate life cycle cost management and predictive maintenance metrics with current as well as future operational triggers critical to the supply chain and overall business strategy.
      2. Differentiate you, your equipment and your company by translating big data and predictive analytics from operational efficiencies into compelling business growth strategies over the lifecycle of that equipment.
      3. Establish the overall value of your company as a strategic business ally by developing cross-functional and collaborative internal alliances focused on customer success.
      4. Create a retained place for your company at your customers’ business tables as you become a go-to resource for not only capital equipment but also for business and operations innovation.

    Babette Ten Haken is a management consultant, professional development coach, analyst and content creator. She is the Founder and President of Sales Aerobics for Engineers®, LLC. Babette has one of the most distinctive voices in today’s workforce, professional development and customer success communities.

    She traverses the interface between human capital strategy for hiring and developing technical and nontechnical teams focused on customer success. She catalyzes compelling strategies and processes for cross functional communication and collaboration. She is the author of Do YOU Mean Business? – her playbook of technical / non-technical collaboration hacks to drive revenue through your organization. Discover more about Babette at her website: http://babettetenhaken.com and on LinkedIn: http://www.linkedin.com/in/babettetenhaken.

  7. Barbara Giamanco, Social Selling for Sales Leaders

    Author of the New Handshake:  Sales Meets Social Media

    CEO, Social Centered Selling

    Social Selling for Sales Leaders

    Each attendee will leave the session with the strategic understanding of why social media must be integrated into their sales process. This is known as social selling.

    Salespeople today need to leverage social insights to understand what is important to buyers before initially engaging and preparing for sales calls. Sales pitches fall on deaf ears.

    Consider this…

    • 92% of prospects hit the delete button when receiving a cold call or email from a stranger.

    How the sales profession been disrupted and what you can do about it.

    • Learn strategies for social selling success at the individual and sales team level.
    • How to build your brand on LinkedIn and attract buyers to you.
    • Using LinkedIn for expanding networks, prospecting, lead generation, opportunity qualification and pre-sales call research.
    • Why research is critical before engaging prospects.

    Barbara Giamanco is one of the world’s leading experts on social selling. She is the co-author of “The New Handshake: Sales Meets Social Media” and author of “Tweet Me, Friend Me, Make Me Buy,” published in the July 2012 edition of the Harvard Business Review. Her first-of-its-kind research report, “Social Media and Sales Quota,” proves the measurable return-on-investment when using social media to sell. Known as a Social Selling Rainmaker, she is a sought after Sales and Social Media Advisor, Speaker and Coach.


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