Connections Conference Networking > More Networking Resources Half-Day Conference at ProMat 2015 March 23, 2015 – 11:30 a.m. – 4:30 p.m. McCormick Place South – Room 404 BC New in 2015! A MHEDA-NET Conference designed to help you connect with your customers, your team and your peers Registration Fees: $99 Members before February 13 $129 Members after February 13 $299 Non-Members DESCRIPTION Join MHEDA for an afternoon of interactive learning and sharing with other MHEDA-NET members. If you are not a MHEDA-NET Member, you are also welcome to attend and see what the buzz is all about. Includes presentations, panel discussion, roundtables and lunch. PRESENTATION Customer Connections: Selling in the Information Age Presented by Richard Farrell, Tangent Knowledge Systems In today’s Internet era, companies benefit greatly from being more problem-centric than solution-centric. If your customer has no problems, you have a big problem, and have very little to sell other than price. Unfortunately, too many companies are putting the cart before the horse; they push their solution before understanding the customer’s problems. This results in lower margins, higher cost of sales, longer selling cycles and a lack of consistent predictability in forecasting sales. What will you learn? New ideas to sell in this environment How to position your offering based on how you solve problems as opposed to how you provide solutions How to better qualify opportunities and differentiate yourself from your competition About the Speaker Richard P. Farrell is President of Tangent Knowledge Systems, a Chicago sales training company. His in-depth knowledge of the sales challenges of small to midsize companies (commoditization, price pressure, new market opportunities, transactional selling, poor sales accountability, unqualified sales pipelines, ineffective new business generation, long selling cycles and increasing cost of sales) is unparalleled. PANEL DISCUSSION Team Connections: Bridging the Generation Gap to […]