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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:

December 2016
Proactive Prospecting: Changing the Message & Delivery for Increased Engagement & Revenues
4 p.m. Eastern, Thursday, Dec. 8

Presented by Tibor Shanto, principal, Renbor Sales Solutions Inc.

Knowing who to call is one critical element of success in cold calling, but if you cannot engage with your audience long enough to communicate your value, you are only halfway to success. This webinar will focus on the critical elements of executing a proactive prospecting call — from the talk track to impact questions to handling the most common objections to voicemails and more. This webinar will present a step-by-step how-to guide with no academia or theory — nothing but a proven methodology for efficiently and effectively turning cold calls to conversations to prospects. While it is true that nothing happens until there is a sale, it is also true that there is no sale without a prospect. So, if you need prospects to deliver quota, this is the webinar for you.

Topics covered include: the importance of dynamics and persistence of execution; time allocation; developing client/prospect objectives; developing an approach for engaging with prospects and setting appointments; creating a company and individual opening approach (talk track); reviewing managing techniques for common and recurring objections; understanding the role of conversion rates and how to improve them; and mastering voicemails, emails and more.

Shanto is a sales execution specialist who was ranked eighth on's 2014 Social Salespeople list. He has been a sales leader for more than 25 years, helping companies improve their revenue goals. Shanto is a sought-after trainer, speaker and co-author of the award-winning book, "Shift! Harness The Trigger Events That Turn Prospects Into Customers." He is a columnist for the Globe & Mail Report on Small Business. Shanto received the Gold Medal Top Sales & Marketing Blog award, was named OpenView's Top 25 Sales Influencers in 2014, as well as Top Sales' Top 50 Sales & Marketing Influencers for 2013, 2014 and 2015.

Click here to register for the December webinar.

January 2017
gap intelligence's State & Direction of the Office Technology Industry
4 p.m. Eastern, Monday, Jan. 9

Presented by Jake Fishman, business director, gap intelligence

In this webinar, Fishman will provide insights into the factors influencing the office technology industry and how industry players are evolving their strategies to find and drive growth today and into the future. The presentation will touch on product and pricing trends, channel trends, differentiation and diversification strategies, industry consolidation, and conclude with a strategic overview of the leading manufacturers.

Fishman is a business director at gap intelligence, a San Diego, California-based consumer electronics, imaging, home appliance and IT market research firm with emphasis on helping product manufacturers and resellers understand current market trends in order to respond to competitive changes. He is gap intelligence's primary analyst for the MFP, MPS and production print markets, leads the company's printing and computing teams, and co-leads its analyst division.

Click here to register for the January 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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