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Education Sessions
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Education Sessions

Wednesday, October 23


2:00 p.m. - 3:00 p.m.


Opening Keynote: Social Selling

Corey Perlman, Social Media Expert (Click on speaker's name to learn more)


It’s not a question of whether or not social media is an effective sales tool. The question is whether or not it’s working for you. Corey Perlman’s keynote presentation will unpack the sales process and motivate you and your team with a step-by-step process for winning business on social media.

He'll share best practices from 10+ years as the owner of a digital agency on how his clients generate leads, build credibility, close the sale and turn happy customers into repeat business and referral partners. As print professionals, you can either win (or lose) business with what you’re doing on the web.


Thursday, October 24


9:00 a.m. - 10:00 a.m.


Principals Track: Strategic Partnerships Are Essential

Amy Clark (Click on speaker's name to learn more)


It takes two – a manufacturer and a distributor – to make the most of your business’ potential. Join us in our educational session and find out how a strategic partnership can optimize your efforts to build business relationships with your customers, strengthen your manufacturer relationship, and save you money along the way. Learn the 7 building blocks of strong partnerships and how to implement these in your business strategy. Find out how to identify good strategic partners for your business (and how to avoid the bad ones). Successful partnerships will insure your business to grow.


Sales Track: Print + Promotional Products: Adding Value Through Promo Products

Debbi Pasko, Membership and Sales, PPAI (Click on speaker's name to learn more)


What are promo products? Why are they such a great marketing tool? How can I incorporate promotional products into my print business? We’ll answer all of the questions and more in this engaging session on incorporating promotional products into your print business. Join PPAI in this session as we explore the ever-expanding world of promo products.


In this session, you'll learn:

  1. The value of adding promo products to your existing print business
  2. How to present promo products to your customers
  3. How PPAI can expand your reach into the promotional products industry

10:00 a.m. - 11:00 a.m.


Principals Track: The Marriage of Sales and Marketing; Happily Ever After or War of the Roses?

Scott Salvati and Bill Fetter (Click on speakers' names to learn more)


Sales and marketing has been used in the same breath for decades as if they were that couple you know that has been married forever. But marriages are not easy - the relationship requires intentionality and work behind the scenes.

The alignment of sales and marketing can be a happy marriage in your organization, resulting in sales efficiencies, more productive employees and deeper loyalty, satisfaction and retention of your client base. On the flip side, the two can be divisive, territorial, and a headache for leadership if they are not on the same page.

Learn how to build that foundation of mutual trust between these two departments to make you more efficient and profitable as a company!


Sales Track: Now That You Got My Attention, What Do You Want?

Cyndi W. Greenglass (Click on speaker's name to learn more)


Today, we are being tasked with providing more quantitative data, more analysis and more reporting. But we also have little time to spend on exploring all the details. So, when you have the attention of the decision makers, you need to make metrics and numbers more relevant, meaningful and memorable. And that is where data visualization becomes your secret weapon. When done right, data visualization can help your clients, your colleagues, and even your boss understand and retain information, as well as provide credibility to your message.

Pictures really ARE worth more than 1,000 words. Find out why. Join us to learn the importance of data visualization and gain valuable tips to improve the delivery of data and analysis in your presentations to impact how you are perceived. In this session we will explore the 5 most common mistakes made in presenting data and provide you with useful ways of presenting metrics that will win you more bids, business, and budgets.


1:00 p.m. - 2:00 p.m.

    CSR Track: Time Management - Part 1

Mardra Sikora (Click on speaker's name to learn more)


Join us for a moderated discussion on time management tips and resources. We will bring to the table time-tested tricks, as well as talk through your challenges and share solutions. Session one will feature: Goal setting, to-do lists, and habits (making and breaking). Session two will feature: email, finding time and making time for yourself and your top priorities.


1:30 p.m. - 2:30 p.m.

Principals Track: 13 Blind Spots to Organizational Excellence

Bob Barber (Click on speaker's name to learn more)


In this session, we'll cover: 

  • An overview of the 13 common leadership blind spots and how to tell whether you’ve fallen prey to them
  • Tips on how to mitigate specific blind spots to take your company from struggling or stable to best-in-class
  • 6 powerful leadership strategies to drive organizational excellence
  • The 4 leadership hats and your proper matrix


Sales Track: Show Me the Money

Dr. Colby Jubenville (Click on speaker's name to learn more)


The line “Show Me The Money” is an iconic moment from an iconic movie. Today, in business the idea that, “nothing happens to something is sold” has never been more true. So how do we get clients to show us the money? It begs the questions, “what is the best way to sell?’ Selling today beings with building personal relationships. In this session, participants will learn:

  • What is empathy and how is it used in building personal relationships. 
  • The 4 empathic questions related to building personal relationships.
  • Examples of how to ask and answer these questions.
  • An opportunity to role play both questions and answers in front of the group! 

Want to know the 4 Empathic questions? Want to role play and develop new sales skills? Come to the session! A select number of copies of Me: How To Sell Who You Are, What You Do & Why You Matter to the World will be given to participants who excel!


2:00 p.m. - 3:00 p.m.

CSR Track: Working Well With Others - Making & Managing Promises, Building & Restoring Trust, and Handling Conflict

Claudia St. John (Click on speaker's name to learn more)


Working in customer service means you often have to deal with challenging projects, customers and, sometimes, peers. In Working Well With Others, participants will learn some skills and techniques for managing workflow and conflict with internal and external colleagues. Participants will learn:

  • How to make and manage promise
  • How to gracefully decline requests
  • How to hold yourself and others accountable for their promises; and
  • How to handle conflict when it occurs

2:30 p.m. - 3:30 p.m.


Sales Track: 6 (Seemingly Insane) Tips for Better Case Studies 

Darin Painter (Click on speaker's name to learn more)



Let’s face it, many case studies are boring, slapped together or simply miss the mark. But well-planned, well-delivered success stories can showcase your value, boost your brand and help you win business. In our industry, distributors and manufacturers have great stories to tell but often struggle to tell them. This session, led by the editor-in-chief of PS Magazine, details 6 ways to turn those stories into sales. On their face, the tips might seem crazy, but they’ll help you win valuable face time with prospects.


Principals Track: Digital + Print: Better Together

Holly Harle (Click on speaker's name to learn more)

Holly Harle is a senior account executive with Diamond Communications Solutions, an OSG Company. She is responsible for new business development and specializes in the creation and deployment of data-driven, highly personalized communications for businesses and nonprofit organizations. She has over 20 years of experience helping clients acquire new customers, promote loyalty, and increase sales and fundraising efforts.
Holly has an outstanding track record of industry leadership, having served as president of the Chicago Association of Direct Marketing, president of the Chicagoland Chapter of the Mailing and Fulfillment Service Association, president of the Chicago Chapter of Women in Direct Marketing International, and Financial Services Special Interest Group co-chair of the Chicago Chapter of the American Marketing Association. Holly is a graduate of Indiana University.


In the mind of many businesses, the lure of digital messaging and advertising is irresistible – low cost, wide coverage, a great ROI. Print is passé, digital is the way to go. But is that as true as the buzz would have us believe? This session will help clear up what’s fact and what’s myth about digital advertising and discuss what digital devotees are learning about the value of hard-copy advertising. In turn, this will help marketers understand that going digital isn’t the only answer, and that hard-copy mail used with digital can be the most powerful solution.

In this session we will share trends and statistics on the rise of digital+print and the impact on marketing performance. We will also share use studies with proven results so you can see how end user customers are putting these strategies to work today.


3:00 p.m. - 4:00 p.m.

    CSR Track: Time Management - Part 2

Mardra Sikora (Click on speaker's name to learn more)


Join us for a moderated discussion on time management tips and resources. We will bring to the table time-tested tricks, as well as talk through your challenges and share solutions. Session one will feature: Goal setting, to-do lists, and habits (making and breaking). Session two will feature: email, finding time and making time for yourself and your top priorities.


Friday, October 25


9:00 a.m. - 11:00 a.m.

Closing Keynote: How to Sell Who You Are, What You Do & Why You Matter to the World

Dr. Colby Jubenville (Click on speaker's name to learn more)


A brand is a promise wrapped in an experience. A personal brand is your promise wrapped in how you develop and deliver your meaning, make up, and message. This keynote (and book) focuses on the 3M framework to developing a personal brand, including:

  • Meaning: Understanding your purpose that guides what you do.
  • Makeup: Combining traits, talents, skills, training, and attitude that are potential sources of value for the people that you serve.
  • Message: Communicating your brand through face-to-face interactions and online presences.






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