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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:

November 2014
Where are the Sales? Tested Techniques to Inspire Your Sales Teams
4 p.m. Eastern, Thursday, Nov. 20

Presented by Melissa D. Whitaker, president and owner, Melissa Whitaker International LLC

Do your reps say they cannot get anyone to answer their phone? Is there a lot of sales activity but no sales? Sales is shifting at a fast pace and what worked five years ago is not working today. Buyers are busier than ever and if you do not show value and meet a need, they do not have time to talk to you or your company.

This webinar will go over best practices that work in today's selling environment. These step-by-step techniques have been implemented by dealers nationwide and have proven successful. Whitaker will discuss how, through proven techniques, she is able to transform sales teams by creating clarity, finding more ideal clients and increasing sales.

Melissa D. Whitaker is a sales and management expert, business consultant and published best-selling author who helps executives and their teams achieve alignment and drive profitable sales. After 17-plus years of proven sales and management results with leading organizations — Impact Networking, Toshiba America Business Solutions and Chicago Office Technology Group (COTG/GISX/XEROX), Whitaker founded Melissa Whitaker International (MWI). Prior to founding Melissa Whitaker International, she was the director of professional development and managed print services for a $40-million technology company. Prior to that, as a global relationship manager and business analyst for a $54.3-billion international organization, she helped 55 different companies gain market share within their respective industries by focusing on identifying and developing business opportunities with enterprise-wide cost reduction strategies.

Click here to register for the November webinar.

December 2014
Overcoming Challenges in Service to Improve Profitability & Efficiencies
4 p.m. Eastern, Wednesday, Dec. 17

Presented by Ken Staubitz, national sales manager, BEI Services

Now, more than ever, dealers are faced with many challenges impacting the service operation. Should you explore managed services? Is MPS worth the hassle? Can you take on another service and still offer an exceptional client experience? BEI Services has been in business for more than 21 years, working with hundreds of dealer operations. It understands the challenges dealers face that impact service profitability and operational efficiency. This webinar will review the common challenges impacting the service operation and will provide best practices to address these challenges.

With more than 16 years of office technology industry experience in all levels of service and operations, Staubitz joined BEI Services in January 2013. The majority of his career prior to joining BEI Services was with Modern Office Methods (MOM) in Cincinnati, Ohio. His most recent position with MOM was as director of client services, where he managed more than 60 service personnel in various locations. Staubitz consistently exceeded the various financial and operational benchmarks that allowed him to successfully train and consult for both the dealer channel and various manufacturers to improve their service operations.

Click here to register for the December webinar.

January 2015
Five New Ideas Using Technology to Secure Net New C-Level Meetings
4 p.m. Eastern, Tuesday, Jan. 27

Presented by Kate Kingston, founder and president, Kingston Training Group (KTG)

Kingston Training Group has new content on how to attract C-level decision makers by using the technology that is right at your fingertips. Using strategies through social media like LinkedIn — among other specific online applications — will allow your sales reps to learn when a prospect needs a strategic technology solution discussion. Reps will also gain the knowledge they will need to attract more C-level attendees at their next expo or learning luncheon. In this webinar, KTG will deliver on how to drive more net-new, vertically focused C-level sales meetings past the dialing-for-dollars method.

Kingston, founder and president of the Kingston Training Group, is a motivational sales trainer specializing in making more qualified meetings. With more than 17 years of success in making appointments with decision makers, she is a recognized authority on lead generation, cold calling and new business development. Kingston is a sales-driven, energized communicator. She uses humor, audience participation, proven techniques, handouts and real-time phone calls in her training sessions. KTG has trained more than 7,000 sales reps and managers to make more meetings with their ideal prospective clients so they can make more money. Companies such as Bell Canada, Smith Barney, New York Life, Yellow Book, Yellow Pages Canada and Xerox are just a few of the international and national companies that have come to KTG to gain better skills company-wide.

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.