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Program and Agenda

Monday, January 30

Optional Golf Outing

5:30 pm – 7:00 pm

Welcome Reception
Location:Country Club Courtyard

Tuesday, January 31

8:00 am
Breakfast - Sponsored by Appvion
Location: Center Terrace

8:30 am - 9:45 am

Meetology®: The Fascinating Science Powering Interpersonal Communication
Jonathan Bradshaw, The Meetology® Lab
Location: Granada

Your ability to connect, interact and communicate effectively is a fundamental life skill and the science behind it is fascinating. Jonathan Bradshaw will delve into his business’s rich archive of behavioural research and present practical, science-based tips, tools and techniques that will revolutionize your ability to better connect with those you interact with both at home and in the office. The potent blend of psychological insights will arm you with the tools to master your emotions, make a great first impression, build rapport and influence and persuade which, in turn, will empower you with the ability to improve your ability to network, sell, negotiate and better interact with your team, clients, suppliers and colleagues.

9:45 am – 10:15 am

Networking Break - Sponsored by Glatfelter

Location: Loggia

10:15 am – 11:15 am

How to Get All the Business You Will Ever Need from Your Current Clients
Tim Searcy, Hunt Big Sales
Location: Granada

Learn the surefire ways to as much as double your business by more effectively selling to your clients. As a former printing company owner, and experienced entrepreneur with over $2 billion in personal sales, Tim knows how to get more out of what you already have. Tim’s presentation will:

  • Help you identify the gaps in your current Key Account Growth plans
  •  Prioritize your short and midterm win opportunities in current clients to grow fast
  • Unlock your value proposition in a way that lets you effectively move additional lucrative buyers within existing clients
11:30 pm – 1:00 pm

Lunch - Sponsored by Safeguard
Location: Center Terrace

1:00 pm – 1:45 pm


2:00 pm - 2:45 pm

Breakout Sessions: 

Putting the Key Account Growth Plan to Work - the Practical Side of the Big Ideas
Tim Searcy, Hunt Big Sales

Building upon his Keynote presentation, Tim will work with participants to build a 90-day sprint plan to make the most of their existing client opportunities. With real world advice from our industry, this presentation will address:

  • Making the go/no go decisions necessary for pursuing an expanded relationship with clients
  •  Mapping the high value opportunities to focus on right away
  • Creating a message that helps you get out of being pigeon-holed into just the work you have always done

Meetology: Diving Deeper into the Science of Interpersonal Communication
Jonathan Bradshaw, The Meetology® Lab

In this session Jonathan will expand of some of the insights he delivered in his keynote presentation on how humans connect, interact and communicate effectively. The workshop will allow audience members the chance to experiment with some of the behavioral science itself and to start to develop their own set of science-based tools that will help them connect even more effectively with those they interact with professionally and personally.

2:45 pm – 3:15 pm

Networking Break

3:15 pm - 4:15 pm  

Art of the Sale: Persuasion and Influence Tips for Business Leaders
Risa Marlyne Mish, Cornell University
Location: Granada

Nearly all significant individual, team, and organizational development goals are achieved because of an ability to influence the beliefs, attitudes, and behaviors of key stakeholders, including (of course) prospective customers.   That ability hinges upon the degree to which you are: (a)   perceived as credible; (b)  able to make a logically sound argument in support of your proposal;  and (c)   able to create and maintain a genuine and positive emotional connection with the persons whom you are trying to influence and persuade.  In this presentation, we will learn practical tools that are designed to improve you on all three of these dimensions so that, whether you are selling a product, an idea, or yourself as a leader, you will be maximize your influence and effectiveness.

4:15 pm - 5:00 pm   

The Power of Each Other: Strategic Partnership Discussion
Location: Granada

Strong supply-chain relationships are a foundation for PSDA members, and a necessity for attracting, winning and keeping business from end users. There’s a big difference, however, between average distributor-manufacturer relationships and truly collaborative ones. Some leaders are opening their minds (and their doors, and their teams) to partnerships that are more strategic and successful. In this discussion led by Karl Heerdegen of The Northstar Group, Inc., manufacturer Dale Dembski and distributor Jim Howard will discuss how and why they aligned forces. Everyone — especially the end user client — is winning as a result.

7:00 pm – 10:00 pm

PSDA's Havana Nights Closing Celebration
Location: Southwest Terrace 

Wednesday, February 1

8:00 am – 8:30 am

Location: Center Terrace
8:30 am – 9:30 am

Personal Branding and Digital Footprint for Sales Leaders and Business Owners
Sima Dahl, Sway Factory, Inc.
Location: Granada

Learn how personal branding can help grow your business, and how to easily turn your employees into an army of online brand ambassadors. 

What do people find when they Google you? Sima will demonstrate that in this Age of Referral, how you personally show up online - what she calls your Digital Footprint - can be instrumental to everything from prospecting and customer retention to generating referrals and attracting top talent. You'll leave armed with insights that you, your customer facing staff and your business development teams can immediately apply to put the power of social at your fingertips in just minutes a week.

9:45 am – 10:45 am

Thought-Leader Panel Discussion: How We Are Growing
Facilitator: Rob Whitman, American Solutions for Business

Panelists: Tom D'Agostino, Jr., SmartSource LLC
Greg Gill, thumbprint
Keith Walters, Ennis, Inc.
Location: Granada

A huge benefit of the CEO Summit is the opportunity to tap into the collective brainpower of the room: What's working, and what isn't? What challenges and triumphs defined us in 2016? What tips can fuel growth in 2017? In this panel discussion, four highly respected industry veterans will share their growth strategies, their outlook on the industry’s future and much more.

10:45 am – 11:00 am

Networking Break

11:00 am – 12:00 pm

Sailor, SEAL and Spy
Vice Admiral Albert M. Calland, III
Location: Granada

Mr. Calland retired in 2007 as a Navy Vice Admiral with over 33 years of Special Operations experience. His career highlights included serving as the deputy director of the Central Intelligence Agency (CIA); commander, Naval Special Warfare Command; commander, Special Operations Command, Central within the U.S. Central Command (CENTCOM); and deputy director for strategic operational planning at the National Counterterrorism Center. From his time spent at the Naval Academy to his experiences as a high-ranking leader in warfare and intelligence, Mr. Calland will share transformational life-and-death leadership lessons. Learn how he earned the respect, trust and confidence of the people he led.

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