Tools & Techniques for Communicating Value

This half-day workshop will combine lecture, interactive exercises and group discussion. The goal is to able to take away some tools and techniques that can be immediately applied to your own situation – helping you to refine your approach for a more efficient and effective sales process. In particular, we will redefine the concept of “selling” into one that centers on customer-focused communication.

Your buyers are more sophisticated in their understanding of sales than ever before. They are in control and they know it. By the end of the workshop, you will have gained a greater ability to stand-out in a positive and collaborative way that will position you for success!

Build Skills

• Create value propositions that hook customers
• Develop an effective sales pipeline process
• Build a “Customer Fit Index” for your sales territory
• Identify key aspects of truly qualifying prospects
• Hone listening skills designed to move the sale forward.
• Creating power questions that position you for successful sales calls
• Use effective closing techniques that work for both you and your prospect

Register now to reserve your spot register to reserve your spot by Friday, December 2, 2011 to take advantage of the
Early Bird Savings!

Schedule 8:00am Check-in / Coffee 8:30am Session 1 11:30am Lunch 12:30pm Session 2 2:00pm Pau

Menu Salad: Caesar Salad with Sourdough Croutons Entree: Citrus Herb Stuffed Chicken Breast with Roasted Pesto Tomato and Potato Croquette on Demi Glace Dessert: Kahala Bread Pudding with Vanilla Sauce

Please call (808) 778-8884 for any questions!

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Your Workshop Leader:
Lisa Dennis, President

Knowledgence Associates


Lisa Dennis brings over twenty-five years of marketing and sales to client engagements. She has hands-on experience with both the marketing and selling of business-to-business and business-to-consumer products and services. Her consulting firm serves clients in high technology, insurance, manufacturing, healthcare, and professional services. Clients include Akamai, Dell, HP, IBM, Mutual of Omaha, Tufts Health Plan, and many more.

Prior to founding Knowledgence Associates in 1997, she held publishing, product management and marketing/sales roles at Bolt Beranek and Newman, Thomson & Thomson (a member company of The Thomson Corporation), The Center for Business Intelligence, and World Congress.

Lisa is the chapter president for SMEI Boston, and sits on the international board of directors for SMEI, serving as Vice Chair for Affiliates and Chapters. She has a B.A in Writing from Wheaton College, and an MBA in Marketing from Babson College.