The steps you need to take to reach your sales goals for 2016
Much of what is needed to achieve a successful sales effort takes place before any call or presentation. You need to have the team, organizational structure and strategy buttoned up before client contact is made. This webinar series will provide the expert guidance to get you there – and with it the springboard to launch you into a profitable new year.
CASRO Members- $35
Non-Members - $95
Registration fee covers both webinars
Step 1: Building Your Sales Team & Its Structure
Wednesday, January 13, 2-3 p.m. ET
Learn how to build a successful team – that involves hiring the right people and choosing those best suited to take on management roles. This session also will describe how to set up a sales structure that ensures success.
Step 2: Sustaining Sales Success
Wednesday, January 20, 2-3 p.m. ET
Now that you have your team in place and the operations structure for them to succeed, it’s time to plan. What strategies work best? How do you go about setting attainable goals? How can you involve your whole organization in the process and keep them motivated throughout the year?
Join us to receive valuable advice and guidance from an experienced sales consultant with extensive experience in the market research industry.
Time has been allocated to answer your specific questions.
Note: Recordings of each webinar will be provided to
each registrant, so you won’t miss out if you can’t attend one live.
Ideal For: Anyone involved with Sales & Business Development - Both for executives to inform their management and coaching of staff and for account representatives to learn practical techniques and tips.
Paul Kirch, President & CEO, Actus Sales Intelligence
As head of Actus Sales Intelligence, Paul helps his clients focus on driving growth and creating sustainable futures through more strategic sales efforts. Actus helps its clients identify areas of improvement and then provides tools and training to help them take the next step toward achieving their goals.
Paul developed the A-B-E’s of Selling program, which preaches the need for business developers to constantly engage customers and prospects and create deeper relationships, greater trust and an environment of sharing. In addition, he has worked with owners, managers and research professionals, who are facing a "seller-doer” obligation. His training has helped break down the barriers related to pipeline management VS client management. Instead, he’s help unify the roles through strategies related to better relationship building and follow-up techniques.
He is currently in the process of writing his first business book, titled Ninja Follow Up, where he helps readers explore better ways to follow up with leads, prospects and lapsed customers. Paul is a regular contributor to the business learning application called Audvisor and is the host of BOSS Academy Radio, a business podcast talk show, where he has interviewed the likes of John Sculley, former CEO of Apple Computers and PepsiCo.
Paul’s career began in 1988 when he started writing professional advertising copy while pursuing a degree in Journalism. In 1990 he joined Gallup, where he spent the next 10 years and was responsible for managing some of the company’s most high-profile accounts, including AT&T, TCI Cable, Blue Cross/Blue Shield, and many more. He later worked at Harris Interactive.
Paul has been active with the AMA, Puget Sound Research Forum, Travel and Tourism Research Association and the MRA. He is a regular contributor to various publications, including Quirks.