Start Date: 12/5/2023 10:00 AM CST
End Date: 12/5/2023 12:00 PM CST
Venue Name: Virtual Workshop
EBP Business Consulting
Sales Engagement Strategies (ACC)
Virtual Workshop for Briefing Professionals
Tuesday, December 5, 2023
10:00 AM to 12:00 PM Central Time
Workshop Leader: Ellen Barnes-Pfiffner of EBP Business Consulting
Is your Briefing Program holding briefings for the most significant business opportunities? The Big Deals? Centers are built, doors are open and the briefing team is busy responding to all the requests. The briefing program is the primary Sales and Marketing tool for your company. How can you be certain that the program is being leveraged and utilized correctly? You know it is a best-in-class practice to strategically engage account managers but that is easier said than done! Many of our sales organizations are comprised of national, global, enterprise, regional, big, medium, small, cloud, big data, security, wireless, professional services, and vertical industry account managers. To add to the puzzle many companies also sell through partners, distributors, VARs, OEMs, etc. [Note: partners, distributors, VARs, OEMs, etc. are also briefing customers by themselves.] To round out the complexity, the sales divisions and regions are managed by VPs who operate with different bonus plans, processes, and hot buttons. Where should you begin? This workshop is open to professionals who want to better understand proven ways of engaging sales.
- Understanding the structure and motivating factors of your sales organization
- Developing your engagement strategies
- Implementing and developing collateral
- Communicating your plan
To ensure all your questions are answered and your objectives are met, all participants will be asked to complete a short survey before the webinar.
Who Should Attend:
This “hands-on” workshop is designed to provide briefing professionals best-in-class examples and actionable steps to ensure that you have the right customer in the right seat, at the right time! Colleagues will share best practices that will help all participants start a conversation with their briefing team to institute or develop a comprehensive sales engagement strategy as defined in the Characteristics of World Class Briefing Programs. Invite your teams, the webinar is open to all professionals who want to better understand proven ways of engaging sales.
Virtual Workshop Fee: The price for this virtual workshop registration is $349 for members, $495 for non-members (briefing professionals or employees of Solution Partner companies only - vendors must be recommended Solution Partners to attend ABPM events). During registration, you can pay with credit card (ABPM accepts Mastercard, Visa, American Express or Discover) or ABPM members can create an invoice to submit to your AP department.
Payment & Cancellation Policy: Registration fee must be paid by Friday December 1, 2023. You are registered at the time you receive a conference confirmation email from ABPM. Due to commitments to the instructor regarding class minimums, we regret that we are unable to issue refunds/credits or void outstanding invoices for cancellations received after Friday, November 17, 2023. However, substitutions may be made at any time. Cancellation and substitution notices must be received via email to email@example.com.
- Copies of the workshop slides
- Advanced Competency Credit - Sales Engagement Strategies
- A Complimentary 30-minute follow-up conference call (Optional)