SMEI Honolulu Sales Seminar

Wednesday, June 20, 2012 (8:00 AM - 5:00 PM)

Presented by Lisa Dennis, President Knowledgence Associates


Lisa Dennis brings over twenty-five years of marketing and sales to client engagements.  She has hands-on experience with both the marketing and selling of business-to-business and business-to-consumer products and services.  Her consulting firm serves clients in high technology, insurance, manufacturing, healthcare, and professional services.  Clients include Akamai, Dell, HP, IBM, Mutual of Omaha, Tufts Health Plan, and many more.

Prior to founding Knowledgence Associates in 1997, she held publishing, product management and marketing/sales roles at Bolt Beranek and Newman, Thomson & Thomson (a member company of The Thomson Corporation), The Center for Business Intelligence, and World Congress.

Lisa is the chapter president for SMEI Boston, and sits on the international board of directors for SMEI, serving as Vice Chair for Affiliates and Chapters.  She has a B.A. in Writing from Wheaton College, and an MBA in Marketing from Babson College.


Sales Executive Training:  8:30 AM – 12:00 PM

What You Don’t Know About Your Pipeline Can Kill You
Speaker:  Lisa Dennis, President, Knowledgence Associates


Think you know everything there is about your pipeline?  In tough economic times, pipelines slow down, get stuck, or evaporate.  It’s easy to explain by just pointing out the window and saying “it’s the economy.”  But when times start to improve, there are still deals in that pipeline that are aging, or are always on the verge of closing – but never get to the end game. Why isn’t the improving economy helping that?

This session focuses on the “missing pieces” of your pipeline that directly affect why your deals aren’t moving or aren’t closing.  Sales managers often point to the sales executive and say “he or she just can’t close” - and since they themselves were a star sales executive, they ride in and close the deal for you.  The good news is that the deal gets done.  The bad news is that now you’re trained to call in the cavalry when something is stuck.

In this session you will learn:

  • What are the pipeline stages that are missing from your process
  • Why it’s almost never a “closing problem”
  • Are you qualifying or assuming – the difference impacts the deal
  • Next steps for pipeline mastery

This session is aimed for sales executives and sales leaders who want to accelerate the sales process without a lot of process.  You’ll leave the room with a road map to scrub the pipeline, upgrade the stages with the missing pieces, and assure that what’s in the pipe belonged there in the first place.  Result: a healthy pipeline and a string of new clients and profits.

Registration Fees

Cost per session:

Early Registration Online
(by June 15)

SMEI Members:  $55
Non-Members:   $65
Regular Registration Online
(after June 15)

SMEI Members:  $60
Non-Members:   $70
Walkins Paying at the Door


SMEI Members:  $65
Non-Members:  $75 

*Save $5 by registering online!

Schedule
8:00 AM - 8:30 AM – Registration & Coffee
8:30 AM - 12:00 PM  – Sales Executive Training
1:00 PM - 1:30 PM – Registration & Beverages
1:30 PM - 5:00 PM – Sales Staff Training



Wednesday, June 20, 2012 - 8:30 AM to 12:30 PM



Sales Management Training:  1:30 – 5:00 PM

Hiring Real Sales Talent and Managing Performance Like a Pro
Speaker:  Lisa Dennis, President, Knowledgence Associates


The majority of us ending up in the management ranks because we were really good individual contributors.  The next step for those of us who really shine?  Managing others and sharing what we know with them to drive performance and results.  In theory this makes a lot of sense, but in practice there are a multitude of challenges. The biggest challenge is that often we don’t get the kind of management training that we really need, or we don’t get any at all.  We rely on what we know how to do – and hope that it will stick to our team.  Here’s the bad news:  what got you here today, won’t get you there tomorrow.  You need a new set of skills and competencies to get the best out of others.  

This session will focus on better arming you to:

  • Not all sales approaches are created equal:  what do your prospects need?
  • Identifying the right mix of skills and talents before you interview
  • Resume shuffle – decoding to get at the best fit
  • Manage, not “DO” to get results
  • Influence techniques that work better than directives
  • Assessing skills sets to apply what’s needed to each individual

In this session, we’ll discuss attendee challenges and work through some live examples to workshop some solutions that you can apply to your own situation.  Instead of being the “save the day” manager, you will be armed to be the talent development manager, enabling your team to drive to greater sales.



Registration Fees

Cost per session:

Early Registration Online
(by June 15)

SMEI Members:  $55
Non-Members:   $65
Regular Registration Online
(after June 15)

SMEI Members:  $60
Non-Members:   $70
Walkins Paying at the Door


SMEI Members:  $65
Non-Members:  $75 

*Save $5 by registering online!

Schedule
8:00 AM - 8:30 AM – Registration & Coffee
8:30 AM - 12:00 PM  – Sales Executive Training
1:00 PM - 1:30 PM – Registration & Beverages
1:30 PM - 5:00 PM – Sales Staff Training


Wednesday, June 20, 2012 - 8 AM to 5PM



Mahalo to our Trade Sponsors

    The Kahala Hotel & Resort
    Dollar Thrifty Automotive Group
    Techniques Hawaii
    Mana Means Communications
    Ameriprise Financial - Dave Livingston, Financial Advisor
    Hagadone Printing Company


Questions?  Please contact Naomi Kanna, Executive Director at 594-7391 or naomi@smeihonolulu.com
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