Thank you for attending the P2P Solutions Summit! Please take a moment to download the session materials. We hope you enjoyed these sessions!
More than just products: understanding client pain points to facilitate a consultative sales approach
Speaker: John Corley
Every day, your clients are trying to fill orders and generate new business that could easily be fulfilled by the products you sell, but that doesn’t mean they have a product in mind. It’s time to get your team to consider a new approach, In this session, you’ll learn the basics of developing a solutions-oriented sales strategy, how to define expectations for your sales team on implementing it, and how to measure its effectiveness.
Close the deal! The best ways to address client objections and get beyond pricing
Speaker: David Fellman
Your clients want lower prices. You need to manage your profit margin. How do you build a client management strategy that gets people beyond price? This workshop will allow you to practice the skills you’ll need to outline a client engagement strategy that focuses on value, not price, set expectations for your sales staff around “big picture” sales planning, and where you should (and should not) be involved in a pricing discussion.
How improving co-worker relationships can help improve your profits
Speaker: Claudia St. John
As an owner, you’re well aware how much of an impact strained co-worker relationships can have on your team, but have you thought about how it’s affecting your bottom line? Did you know that non-sales staffers could be critical parts of the discussion in closing new business? Working with our session facilitator, in this session you’ll learn to recognize the signs of co-worker dissonance, how your organization should address interpersonal challenges (and where the responsibility lies for driving change), and why your sales team needs to include more than just your sales representatives.
Leveraging your supplier partnerships – building trust and showcasing innovation
This industry showcase will feature several of our exhibitor partners, who will provide a short overview of the newest products and innovations you’ll find on the Expo floor, including strategies on how to promote these products and services to your customers as new value-add opportunity. Sessions participants will have the opportunity to work together to strategize on how these solutions might help to address their current business challenges, and to provide feedback on the products and services they would like to see offered.
Summary Panel Notes
Innovation Breakfast: Innovation is a Process, Not a Journey, Not a Destination
Speaker: Stephen Melamed
Most people read about innovation in the media and know they want to participate in order to improve, advance or gain a competitive edge. But how does innovation really take place? This talk will provide a background on the the essential elements needed to create a culture that nurtures an environment for needs-based innovation and present a process and set of tools that can be used in order to achieve those goals.