WINBC PARTNER EVENT - August 1, 2007

strategico marketing group and WINBC present:
"CALL HIGH / BRING VALUE" one day sales workshop

The world of selling is under siege. Transactional sales are moving to extranets; companies are dramatically reducing the number of suppliers and moving toward strategic partnerships with higher value-add; buyers are better educated using powerful on-line search tools; product quality is dramatically improved with shortened life cycles, making true product differentiation much more difficult to accomplish and sustain. What’s a sales rep to do?

There is only one right answer to this dilemma for a professional sales rep, call at higher levels within prospective clients, uncover their business pain and offer unique value. The alternative is reducing revenues at decreasing margins while accommodating increasingly aggressive and unsympathetic sales managers.

How? Get ready, aim and fire. Nine critical steps, performed in sequence will allow the sales person to successfully change their approach. We will practice:

1. Recognizing why and how much you need to call higher
2. Understanding what value is and how to create it
3. How to prepare for the first and every executive call
4. Techniques for uncovering your prospect’s business pain
5. An approach for mapping your value to address their business pain
6. An executive meeting role play

This is no ordinary workshop or training course. This is a focused, intensive, hands-on boot camp for executives and salespeople who need to penetrate the top levels of their target accounts and to succinctly communicate their unique value proposition.

Seating is limited, register today

For more information about the workshop, please contact: Karen Cooksley at: (403) 286-0038 or (866) 286-8999

Email: Karen Cooksley, kcooksley@strategico.ca

Investment
	WINBC Member	$895.00 / per attendee
	Non-Member	$995.00 / per attendee (group discounts available)
	On-line Registration Deadline: 5:00pm, July 30, 2007

facilitators:

Brian Pleet – President, Strategico Marketing Group
Brian is an effective, energetic senior sales and marketing executive with over 25 years of experience in diverse organizations from Fortune 100 through technology startups. He has been consistently recognized for leadership in identifying opportunities and delivering results in dynamic, challenging technology intensive environments. Brian participated in Xerox's President's Club and was often commended for achieved results at Telus, Honeywell and Aliant. He has shared his expertise and insights as a professional facilitator and instructor for over 12 years, both within his corporate roles and as an instructor at BCIT, Simon Fraser University, Saint Mary's University and SAIT.

Brian employs proven business acumen, organizational and communication skills to resolve sales and marketing related issues ranging from strategy development to tactical implementation. Brian is highly disciplined in approach with an acute sensitivity to customers and employees and energized by breaking new ground and taking ideas from concept to reality.

Terry Hughes - Senior Partner, Strategico Marketing Group
Terry has been in sales in the technology sector for over 20 years, in a variety of commercial roles including VP Sales, Sales Director, Account Director, and General Manager. Terry has worked at multinationals and at two wireless start-ups, being responsible for significant revenue growth. He spent most of his career in Europe, including 7 years at Vodafone in business development of value-added services. Most recently he has spent 4 years at Zi Corporation, running European sales followed by North America then Asia.

Terry is widely regarded as being a senior salesperson and account manager, a great relationship-builder and communicator, a strategic business developer, and a strong manager of revenues, budgets and people. Terry has a degree in Communications Engineering and a BA in Business Administration.

ABOUT WINBC

WINBC - Building Wireless Opportunities

The Wireless Innovation Network society of BC (WINBC), is the focal point for wireless in BC, encompassing the entire wireless technology value chain. WINBC brings this diverse sector closer together by fostering collaboration and business development, regionally and with global organizations.

2005 BC Wireless Survey Results - Over 250 companies, $1 Billion in Revenue and 5500 employees. Find out more, download the survey here.

WORKSHOP QUALIFICATION:

1. Are you a small, yet high potential technology company that’s struggling to get traction with your target customers and partners?

2. Would you like to open more doors with the big carriers, handset manufacturers and software providers?

3. Do you have a sales team that is struggling to find the big deals?

4. As an organization do you find it hard to convey your value proposition effectively?