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MEETING INFORMATION
Manufacturing Sales & Marketing VP Group
December 4 & 5, 2008
Ft. Lauderdale, FL |
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OVERVIEW |
MEETING AGENDA |
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ROUNDTABLE DISCUSSION TOPICS |
- How to Identify a True Competitive Advantage
- The essential elements of Competitive Advantage and their elevated role in a slowing economy.
- Can you clearly articulate your company's Competitive Advantage and quantify your company's impact?
- How can you position your company to be taken as a serious player?
- Outsourcing vs. Direct Sales
- What factors should you consider when making this decision? (i.e. length of your selling cycle, amount of business necessary to support full time sales person, etc.)
- If you decide to use Manufacturers Reps, how can you optimize your ROI?
- Benchmark Discussion: Who outsources? Who does sales in house?
- Effective Ideas to Ensure Sales Personnel Follow the Pipeline
- What type of compensation will help drive the necessary behavior for your sales team to follow the pipeline?
- How can you as sales executives help your sales reps follow-up on opportunities to get closes?
- How can you direct the efforts of your sales reps (i.e. pull through marketing)?
- Target Account Selling
- What are the best practices for shortening the selling cycle?
- How do you enhance account control and forecast accuracy?
- Best practices for increasing sales per employee.
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ADVISORY BOARD SESSION
(EX-OFFICO BOARD SESSION©)
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In this session each member presents their most pressing business challenge to the other members in their Senior VP group. From this “ex-officio” board of directors, members obtain constructive advice from other Senior VP ’s who have successfully tackled similar issues.
The net result is a significant reduction of the “Senior VP Learning Curve” on the issues that are critical to the growth and profitability of your company. |
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