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President’s Message

MAY 2022

 

“It’s not about having the right opportunities. It’s about handling the opportunities right.”

                                                                                    ~ Mark Hunter

The above quote is very appropriate for the outstanding Fall Sales Conference that will be held at the Renaissance Hotel in Rosemont, IL September 28th through the 29th. Two full days are being devoted to learning and taking advantage of the “best practices in the modern sales environment” in this post-COVID era.

Now is the perfect time for our industry’s sales teams to come together and not only understand how equipment sales have radically changed over the last 24-months and to learn where new equipment sales opportunities may exist in the future, but to also hear from our own member companies’ sales experts on how best to successful tackle the sales challenges in this ever-evolving marketplace. More specifically, the conference will include a special roundtable panel discussion which will present and debate new ideas and provide perspectives on what it takes to “close a sale” in the near future business environment which offers more volatility than many of us have ever known in our careers thanks to rising inflation, supply chain and workforce challenges, and potentially a recessionary slowdown. Panelists for this great topic will include Matt Hartman (Blentech), Alex Chausovsky (Miller Resource Group), Dana Summerour (Intralox), Nehemiah White (Deville Technologies) and Brian Vancrum (Marlen).

Likewise, attendees will be able to learn from two outstanding and greatly valued presenters – Kelly Riggs and Jeff Bloomfield.  Kelly will present his workshop, How Top Salespeople Leverage Time and Value to Win More Deals, with the goal of showing attendees that success is not just about “managing” your time; and educating them on how to use value to leverage your time to maximum advantage. Our day two keynote, Jeff Bloomfield, will take a different approach in his session, NeuroSelling – The Science Behind World Class Communications. Jeff will share how great communicators deliver the right information, the right way, and in the right order, and the difference this makes while selling. In this important workshop, he will teach attendees the science behind trust, change resistance, and how to create urgency to take action all in a way that turns information into motivation and ultimately…application!

As you can see, the conference will provide managers, directors and VP’s of sales as well as sales operations with strategies and insights that will help to accelerate sales growth and improve sales performance and results within your company. You can register today by using the registration form located online here.

Also, to help get you in the mood for the Fall Sales Conference, we will be launching our Sales Management webinar series in June, hosted by speaker Kelly Riggs. These topics include Quit Whining and Start SELLING!; The Secret to Outselling the Competition: Follow the Science; and Discovery: The Person with the Best Information Wins. You can expect to see more information about these sessions and how to register your sales team for them in the coming week. I encourage you and your team to take advantage of these educational opportunities!

As always, I hope you never hesitate to contact me [email protected] or at 703/663-1200, with any questions regarding our sales conference or the many activities and services that the association provides.

Sincerely,

David Seckman
President/CEO
FPSA