The next FREE ERA Teleforums in 2016 are: May 24 • July 28 • Sept. 26 • Dec. 1
Registration will open soon.
Tuesday, May 24, 2016
3 p.m. Eastern • 2 p.m. Central • 1 p.m. Mountain • Noon Pacific
TOPIC: Planning the Most Effective Buddy Calls
Presenter: Nicki Weiss of Sa1eswise, Certified Professional Sales Management Coach and Sales Columnist in The Representor
Co-facilitators: Jim Gleason, Owner and Managing Partner at FJM; Zach DeVillers, Director of Sales for Brainard-Nielsen Marketing; (A Distributor Cofacilitator will be confirmed soon.)
Don’t miss this discussion on planning the most effective buddy calls. Whether the buddy call involves a rep with a principal or distributor, this discussion is sure to be action-packed with take-aways. This teleforum will focus on:
- What are the differences between making a buddy call with a principal versus a distributor or when both are involved?
- Identifying the key activities before, during and after the call, including:
- planning for the call — scheduling the appointment, communicating the logistics and listing the objectives;
- outlining the details of the target account, including past business, any service or quality issues and new business opportunities;
- deciding who will take the lead in the call discussion, who will take notes and how action items will be handled.
- Preparing for unexpected problems
- When and how to follow up, follow up, follow up!
Registration takes only a minute, and you will receive an immediate confirmation with dial-in instruction. EVEN IF YOU CANNOT ATTEND, PLEASE REGISTER.
Registration will open soon.
You will receive the link to the audio recording of this teleforum so you can listen at any time.
CPMRs and CSPs: Teleforums are eligible for CEU credit to maintain your professional certification.
QUESTIONS? Contact Stephanie Tierney at stierney@era.org.
These bi-monthly, one-hour, interactive forums will cover a variety of rep business and sales-related topics designed specifically for rep firm, manufacturer and distributor participants. All teleforums are presented by Nicki Weiss of Sa1eswise, sales columnist in The Representor, and are co-facilitated by a veteran ERA member rep.
To “attend,” just register in advance, online. Then, on the scheduled date, just dial in (from anywhere!) at the appointed time, using the provided access number.
ERA MEMBERS: Make sure to browse the TELEFORUM LIBRARY!