SEMINAR TRACK DESCRIPTIONS
Sales
1. Tough Conversations: How to Hold
Your Sales Team Accountable
Kate Dunn
Thursday, Feb. 22 | 9:00am–10:15am
One third of print service providers admit to
not holding their sales team accountable for
sale performance or the activities known to
lead sales success. Learn how you can start
holding your team accountable to ensure
sales.
What you will learn:
- How a lack of accountability impacts your
sales organization and destroys your
differentiation.
- How to build accountability into your daily
management practices.
4. Grow Your Business in 2018
Kate Dunn
The way your customers are using print is
capitalize on new technologies and trends,
or wait for your competitors to take the lead
in your market. You will learn what is driving
the change in the way your customers use
print and how you can capitalize on those
changes to grow your business.
9. Hiring, Managing & Motivating
To The Optimal Printing Sales DNA
Dave Fellman
In 2015, Dave Fellman conducted the
Printing Sales DNA Project, a research
study to determine what skills, attitudes
and personality traits are most important to
printing salespeople. In this session, he will
help you to train, manage and motivate your
salespeople more effectively — and also help
you to make better sales hires in the future.
13. The Best Practices of
High Performance Sales
Organizations
Kate Dunn
Learn the best results of a 2017 InfoTrends
study that uncovered what printing businesses
of all sizes are doing that keeps them from
building a growing business and the best
practices used by small and large companies
who are growing by double digits.
20. In 2018 the Name of the Game
is Selling (attention span) to Gain
and Keep Someone’s Attention
Ryan Sauers
We must understand we are in the business
of “selling” attention span to simply be
in the game. This means having your call
retuned, a blog read, an e-mail returned,
social media engaged with, a video watched
etc. Our constantly connected world
demands that we think as both salesperson
and marketer. Attendees will learn tangible
ways to break through all the noise in the
world to sell/communicate at higher levels
in a multi-generational world. And, will
also learn to become BOTH effective and
attention, which is a huge hurdle in 2018.
6. Top 10 Mistakes Printers Make
with Customers…and How To Avoid
Them!
Dave Fellman
It’s been said that if you don’t have
customers, you don’t really have a
company! For a printing company,
customers—especially good ones—are
usually hard to get and often hard to keep.
It’s bad enough that “outside” forces (read
that: competitors) attack your customer
relationships every day. Too many printers
make their problems even worse, though,
by making “internal” mistakes—avoidable
mistakes!—which cost them customers…
and money! Dave Fellman will identify the
10 most common mistakes that printers
make with their customers, and tell you
something about how to keep from making
them yourself.
10. Mega Trends Driving the
Printing Industry
Paul Reilly & Jim Russell
There are several mega trends impacting
the printing industry. A mega trend by
have been frozen by the enormity of these
trends to continue to do business as usual.
Only the printing executives that recognize
the news way to do business will succeed in
this transformation printing environment.
15. The 10 Commandments of
Management
Dave Fellman
The quality of management has a very
direct bearing on the success of any
business, starting with the top manager(s)
and extending all the way through the
management team. According to Dave
Fellman, a manager has be a combination
of many things, including teacher, coach,
parent, subject matter expert, hero, villain,
and mind reader. More than anything
else, though, he or she has to realize that
management is not really about being a
boss. At the highest level, it’s much more
about being a leader and enabler. This
program will help you and your managers
to do that more effectively.
21. Succession Planning
Jim Russell
Participants will learn about the key
elements of the plan to successfully transfer
leadership & ownership of a printing &
The program will focus on:
- Key elements of a succession plan.
- Leadership and Ownership changes.
- Valuation methods.
25. Making the M & A Decision
Paul Reilly & Jim Russell
In the current economy, M&A activity has
been picking up. But is a sale or acquisition
the right choice for your business? Join
us for this important session to learn from
M&A experts New Direction Partners who
are focused on the print, packaging, sign
and display markets. They’ll share basic
information about M&A trends as well
as experiences of businesses that have
successfully used this strategy. Learn how to
discover and take advantage of adjacencies
to expand your product portfolio and grow
of your peers along with expert advice to
begin the process of mapping next steps.
Leadership