Building My Business Webinar Series
Designed to help dealers improve the management of their companies, take full advantage of market opportunities and, ultimately, improve the bottom line.
Length: One hour
Cost: Free to BTA members
The following webinars have been scheduled:
November 2024
The Top Two "Must" Strategies for Revenue Growth
4 p.m. Eastern, Tuesday, Nov. 19
Mark Perlo, president, Sales Growth Partners & Bob Leone, founder & former president, MRC Smart Technology Solutions Inc.
In this webinar, industry veterans Perlo and Leone will address the importance of key product reviews, providing insight and guidance in terms of how to run them, who should be involved, best strategies and next steps. In addition, they will address the importance of weekly outlook meetings focused on how to increase the goal-setting process, leading to more business for office technology dealerships.
Perlo is president of Sales Growth Partners. He offers a track record of achievement in creating a strategic vision, driving change and developing/motivating high-performance teams that deliver multiyear, multimillion-dollar results. Perlo is a business analyst and customer-focused executive with a proven ability to start new enterprises and turn around underperforming operations. A subject-matter expert in building and managing teams, sales management and sales processes, he has vast executive experience with a Fortune 500 company and an extremely successful entrepreneurial startup. Perlo has built and sold office technology businesses, including Xerographic Solutions Inc. in Fairport, New York.
Leone, who retired in 2021, was the founder and president of MRC Smart Technologies Solutions Inc., a Xerox Business Solutions company based in San Diego, California. He started MRC alone in 1994, and grew it to a $40-million business before selling it to Xerox in 2009. Leone stayed on as president until 2021. With a devotion to building an atmosphere of success, he provided a platform for employees to move their lives forward through new opportunities and continued personal and professional development training. Leone led the evolution of MRC from a single San Diego office site to a company with five locations in California and one in Hawaii, and more than 15,000 customers. Today, he provides executive coaching, business and management consulting, and is part of an angel investing organization. Leone also focuses, in part, on community service projects in the San Diego area.
December 2024
Elevating Your Prospecting Research Strategies With Kate Kingston
4 p.m. Eastern, Thursday, Dec. 12
Kate Kingston, founder & president, Kingston Training Group
Unlock the secrets to smarter prospecting with industry expert Kate Kingston in a transformative session designed to elevate your prospecting research strategies. For more than 25 years, she has been educating sales executives on effectively targeting the right prospects and reaching the key decision-makers in more than 60 industries. This interactive webinar is tailored for office technology sales professionals who are eager to refine their skills, increase net-new opportunities and enhance offerings for current customers.
In this webinar, Kingston will dive deep into the art of prospecting, with insights into the essentials of effective outreach in the 21st century. Learn how to identify the right-sized prospects, connect with the appropriate C-level decision-makers, and craft messages that resonate with executives in roles from IT to finance, operations, compliance and beyond.
What You’ll Learn:
- Crafting Targeted Outreach for C-Level Executives: Discover the nuances of communicating with top-level executives, creating compelling messages that speak directly to their departmental goals and challenges.
- Building a Structured Prospecting Plan: Develop a step-by-step prospecting process that drives consistent progress and measurable outcomes.
- Mastering Digital Tools for Engagement: Learn the power of social media and video as essential tools for prospecting, with strategies to leverage LinkedIn and video messaging to capture attention and secure more meetings.
Who Should Attend: This session is ideal for sales professionals in the office technology industry looking to enhance their approach to prospecting and strengthen their sales pipelines with mid-sized and large dealership prospects.
What to Bring: Bring five prospective companies for real-time research and strategy-building during the interactive portion of the webinar.
Don't miss this opportunity to refine your prospecting strategies and gain actionable insights from one of the industry’s foremost experts. Prepare to walk away with a road map to more effective, accountable prospecting that drives real results in today’s dynamic business landscape.
Secure your spot and get ready to transform your approach to prospecting!
For the last 20 years, Kingston has been exclusively educating office technology sales executives on every type of prospect across 60-plus industries and how they proprietarily use technology. She is a recognized authority on lead generation, recruiting new hires from a prospecting skill-base perspective and new business development. Sales-driven, Kingston is an energized communicator who uses humor, audience participation, proven techniques, handouts and real-time phone calls in her training sessions.
Members: Click on the registration link above to register via Zoom. You will need your BTA username and password to access the registration page. After registering with Zoom, you will receive an email containing information about joining the webinar.
Watch this page for additional "Building My Business" webinars, to be announced as they are scheduled.
Interested in sponsoring a Building My Business webinar?
Email Valerie Briseno at valerie@bta.org for more information.