2010 Training Series
BUILDING BETTER SELLERS
Presented by:
Noll & Associates
Location
Saybrook Institute
747 Front Street (@Broadway)
Topics in Order of Delivery:
All sessions are conducted Friday Mornings 8-9:30am
- Business Development – Part 1 2/19
- Account Qualification Process
- Getting an Appointment
- Preparing for the First Appointment
- Business Development - Part 2 3/19
- Conducting an Effective Meeting
- Questions to Ask and Questions to Avoid
- Follow Up to the First Meeting
- Personal Styles in the Workplace – 4/16
- How to work well with almost anyone
- Understanding your style and how your style impacts others
- Persuasive Communications Tools 5/21
- Effective use of email, letters, one-sheets, voice mail
- Communicating from the Customer’s Perspective
- Understanding Your Personal Brand 6/11
- How Personal Brands Make and Break Careers
- Managing Your Brand Internally and Externally
- Understanding Retail Marketing– How Our Clients Make Money 7/09
- The Executive Game – Game Theory Business Simulation
- Push vs. Pull Marketing
COST
Members: $20/session or $100 for entire series
Non-Members: $25/seesion or $125 for entire series
To purchase tickets, please contact Karie Yost at:
408-249-7682 or karie.yost@bayareastar.org
Facilitators
Kennen Williams
Kennen has been the President of Noll & Associates since 1992. Prior to forming the company, he worked in the Mediaing industry for more than 20 years. He has held positions with Group W Mediaing, Turner Mediaing and Park Mediaing, including:
- Station Manager/Director of Sales and Marketing, KPIX-TV, San Francisco
- National Sales Manager, WBZ-TV Boston
- National Account Executive, Group W Television Sales, New York
- Local Account Executive, KDKA-TV, Pittsburgh
- Local Account Executive, WPCQ-TV, Charlotte
- Local Account Executive, WNCT-TV, Greenville, N.C.
Since forming Noll & Associates in 1992, Kennen has specialized in Partnership Marketing Consulting and Media Sales Training. Through the Partnership Marketing process, he has made more than 300 business development calls in the past 15 years. The combination of experience in the field and the ongoing study of sales techniques provide Kennen with a solid teaching foundation.
Rita Gallaway
Rita Gallaway is the President of Gallaway Solutions. She has 15 years of experience in the Media industry, including local, regional, and national television advertising sales (Azteca America, Univision, Telerep, KSBY-TV). Her focus on new business development and creative solutions with multiple media (TV, Radio and internet) demanded a concrete understanding of the psychology of sales and the mind of the customer. Rita has spoken to professional associations in the automotive, legal, grocery and banking categories. She also has experience developing and managing sales territories and cross-platform convergent sales. Rita also sits on the Board of Directors for Consorte Media, is a member of the Society of Industry Leaders.
