High-tech and high-touch techniques for boosting sales to existing accounts and adding customers will be presented at TRSA’s Sales & Marketing Summit, July 17-18, in Baltimore.
From qualifying leads using internet tools, to gaining a more intimate knowledge of customers’ needs through better face-to-face contact, the program will feature speakers describing proven, immediately applicable tactics for improving performance.
Presenters include textile services industry veterans, technology experts and consultants working in business-to-business marketing. They will help participants strengthen external communication to attract better prospects and improve the profiling of existing customers to upsell more accounts. Product strategies will be in the spotlight, portraying opportunities to open new revenue streams with product diversification and capture emerging markets with existing offerings.
Kicking off the presentations will be a half-day workshop, “Increase Sales through Sharing and Serving,” with Jeffrey Cufaude, principal, Idea Architects, Indianapolis. He teaches businesses how to recognize what makes their brands unique and why these are appreciated. This enables sellers to identify the “real jobs” buyers need done, a process that requires developing deeper relationships and more attentive service.
Cufaude’sworkshop will help you focus on your customers and their real jobs, as opposed to concentrating on your products and services. He’ll explain how sharing and serving are the future for increasing sales, adding to his own insights by quoting contemporary thinking from Adam Grant’s Give and Take, Jay Baer’s Youtility, and other thought leaders to get you thinking and doing differently.
Other subjects to be presented in general sessions include:
- Smart Sales Hiring (Troy Harrison, SalesForce Solutions)
- Value of Measuring Customer Relationships (Aldy Keene, Loyalty Research Group and Andrew Steiner, AmeriPride Services)
- Internet Marketing (Justin Goodman, Internet Marketing Inc.)
- Leveraging LinkedIn to Build Your Business (Jeff Zelaya, Triblio)
- Emerging Textile Services Markets (Steve Kallenbach, ADI American Dawn)
The Summit also features half-hour “speed sessions” focused on product marketing:
- Enhanced Visibility/Safety Apparel (VF Imagewear)
- Hygiene/Chemicals (Sierra Hygiene Products)
- Mats (Mountville Mills Inc.)
- Promotional Apparel (AlphaBroder)
TRSA’s Marketing/PR Committee programmed this event for textile services company executives and managers in sales and marketing as well as others responsible for customer contact, business development and account or territory management. Owner/operators and GMs will benefit as well.
The event begins on a Thursday morning (July 17) and ends before noon the next day. The host hotel is the Sheraton City Center, a short walk from Baltimore’s renowned Inner Harbor entertainment complex. Discount registration is available to companies that register more than one employee; contact Mary Beth Porter, mporter@trsa.org, 877.770.9274, ext. 100.
