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Building My Business Webinar Series
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BTA's 'Building My Business' Webinar Series

Designed to help dealers improve the management of their companies,
take full advantage of market opportunities and, ultimately, improve the bottom line.

Length: One hour
Cost: Free to BTA members

Click here to view past webinar PowerPoint presentations.

The following webinars have been scheduled:

October 2015
Five New Strategies for Driving Net-New Business
4 p.m. Eastern, Thursday, Oct. 15

Presented by Kate Kingston, founder & president, Kingston Training Group, and Larry Levine, director, Dealer Marketing Social Sales Academy

Are you tired of just flipping MIF? Frustrated that you cannot seem to get into target accounts? Do you want net-new business? Are you ready to try something different? Industry sales leaders Kingston and Levine are joining together to share their best strategies in this power-packed webinar. Learn how to combine phone prospecting with LinkedIn to get appointments, set your reps up for success and maximize their close rates. In this no-holds-barred session, this dynamic duo will share:
  • How to identify the most profitable prospects in your territory
  • Ways to mine LinkedIn connections for the real decision makers
  • Strategies to get decision makers to accept your LinkedIn connection request
  • How to look like a professional online
  • The top five things that scare decision makers away
  • Three new ways to do your homework to make a compelling case to the prospect
  • How to convert LinkedIn connections to in-person conversations
  • New phone prospecting strategies that work
Kingston, founder and president of the Kingston Training Group (KTG), is a motivational sales trainer specializing in making more qualified net-new meetings for office technology dealers. This proven training method drives funnel opportunities, as well as increases both net-new sales and market share for her clients. KTG trains dealership sales teams to prospect more efficiently using phone, foot, email, referrals and social media. KTG statistically measures the results of training for each sales rep on a weekly basis to guarantee results of an at least 50-percent increase in net-new meetings company wide, or the training is free. Kingston's motto is "make more meetings, make more money," and she has proven this to be true time and time again.

Levine coaches copier/MFP sales reps to use LinkedIn to build their credibility, prospect for new business opportunities and protect their current account bases. He brings to the table 27 years of copier/MFP sales experience in Los Angeles, California, one of the most competitive markets in the world. In 2009, Levine started incorporating LinkedIn into his sales process. Using the LinkedIn platform and techniques he perfected, he closed more than $650,000 in new business in 2014 in conjunction with $1.3 million in total revenue. This was a net-new corporate account position with a major OEM. Levine built a pipeline of $1.7 million through developing relationships and using connections made through LinkedIn. He now coaches copier/MFP sales reps to use LinkedIn to maximize their success.

Click here to register for the October webinar.

November 2015
Are You Relevant Today?
4 p.m. Eastern, Wednesday, Nov. 4

Presented by Mike Lecak, president, Collaborative Consultant Group

Do your business practices align with your field-level message? Is that message relevant to today's ever-changing decision maker? In this webinar, Lecak will help you identify what messages capture the attention of today's decision makers and will help you craft a relevant sales message.

Lecak has been in the industry since 1983, starting with ComDoc in Pittsburgh, Pennsylvania, then the largest independent dealership of both Ricoh and Lanier copier/MFPs in the East. After a successful 15-year career, he joined Toshiba as a district sales manager. Later, he joined Print Inc. in 2004 to manage sales for the company's channel-focused PrintValue Solutions program. In 2009, Lecak joined Konica Minolta to manage its West Region for managed print. He currently serves as president of Collaborative Consultant Group.

Click here to register for the November webinar.

December 2015
How to Effectively Use Yelp & Twitter
4 p.m. Eastern, Wednesday Dec. 16

Presented by Andy Slawetsky, president, Industry Analysts Inc. (IA)

Who uses Yelp and Twitter and how do they work? In this webinar, Slawetsky will explain why should dealers use Yelp and Twitter to improve their business success. He will cover the basics of both platforms and show you how to set up and maintain your Yelp and Twitter accounts.

Slawetsky, president of Industry Analysts Inc. (IA), began his career selling copiers outside of Washington, D.C. In 1996, he joined IA as an industry analyst, covering the print and copy industry. In 2012, Slawetsky launched the online industry publication, The What's Happenin' Report. He is a frequent speaker and guest at industry trade shows from virtually all vendors in this space. Additionally, Slawetsky provides dealer training, online copier/MFP/solutions comparison tools and social media consulting services for dealers and SMBs throughout the world.

Click here to register for the December webinar.

Approximately one week prior to the webinar, pre-registrants will receive an email providing them with the steps to complete their registration with BTA's webinar service provider, GoToWebinar. This will provide an Internet link for the webinar and the appropriate phone number to call. The only expense to the BTA member participant will be telephone charges based on the participant's long distance plan. If you use VoIP, there is no charge.

Watch this page for additional "Building My Business" webinars, to be announced as they are scheduled.
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