The trade association for suppliers to the food processing and packaging industry.
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.
President, Acumen Management
Creating Intensity The Keys to Building a High Performance Sales Organization
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:
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:
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.
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:
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.”
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:
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.
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:
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.
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.
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:
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.
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.
How the sales profession been disrupted and what you can do about it.
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.
Sheraton Chicago O’Hare Airport Hotel