Description:

Tough times require creative new ways of thinking—“business as usual” is gone! What you need is a plan of attack to overcome and counteract the fear caused by the steady drumbeat of economic and printing industry problems reported during the past year by analysts and pundits. Here you will gain 6 solid ‘can-do' best practice strategies that top salespeople are engaging right now to sell their way out of a tough economy.

• What are today's skill dimensions of top performing sales people in the printing industry
• The best ways to maximize sales performance within your current customers
• Easy to implement techniques to target the right new customers
• Ways to manage your time and opportunity costs to maximize your time and effort
• How to prepare for and handle the obvious objection
• How to deal with competing media and win
• How to create a marketing event on every sales call
• What is required to beat the commodity printing price trap
• What you can do differently immediately to thrive in this market

Sales professionals, sales managers, marketing managers and owners who want to finish strong and get off to fast start in 2011.

Speaker

Joe Rickard, President

Intellective Solutions LLC

Joe Rickard is the founder and President of Intellective Solutions Inc. The company provides consulting services and training programs for graphic communication organizations. Joe is a frequent speaker at printing industry and corporate events and is a regular a columnist for Printing News magazine. In the past year, he wrote Value-Based Pricing for The New Business of Printing®, a Xerox Press Publication that was released in June, 2009.

Intellective Solutions' areas of expertise include consulting, Internet-based assessment instruments, instructor led classroom workshops, distance and web-based training. They integrate their instructional design, project management, graphic design and programming services, to provide mission-critical training and consulting programs for the graphic communications industry.

Prior to forming Intellective Solutions LLC, Joe managed significant business and marketing organizations as a senior executive at Xerox and Sharp Electronics.

During his 21 years at Xerox, Joe managed large marketing organizations focused on corporate and enterprise accounts. He has extensive experience working with both large in plants and commercial printers helping them to transition to digital technologies. Prior to leaving Xerox, he was a Vice President and was credited with launching significant sales and marketing initiatives, which resulted in substantial revenue and profit growth. At Sharp, Joe was the President of the Communications and Systems Group (CISG). He was on the Sharp US Board of Directors and directed a staff of 400+ with annual sales of $1.2B. He transitioned his division from unprofitable to profitable.