Today's competitive and aggressive economy demands that companies and their leadership are doing everything they can to manage and motivate their sales organizations to higher levels of productivity and accountability! Managing and Motivating is a balancing act and it takes some skill and practice to make sure all of the components are in place to guide and lead your sales team to success.

In this highly interactive workshop, Todd Cohen Founder and President of Sales Leader LLC will take us through what we need to know and focus on as we are building your sales engines for 2012. Some of the areas that Todd will cover will be:

• The role of the sales team in leading the way to create a Sales Culture!
• The right and wrong components of compensation
• Hiring , developing and keeping the right sales and sales management talent
• Common mistakes that companies make that keep sales mediocre
• Why sales teams fail and what we can do to prevent it

You will leave this workshop with actionable tools and plans as well as new ideas on how to Manage and Motivate your sales engine!

Todd Cohen works with all professionals who want to create a sales culture so that more sales happen. Since 1984, Todd has coached and led sales teams to deliver more than $500 million in revenue for leading companies including Xerox, Gartner Group, Pensare, Thomson-Reuters, and LexisNexis. As the Principal of SalesLeader LLC, Todd inspires, advises, and builds high per­formance sales teams that produce outstanding results. He also provides strategic oversight and serves as executive sales coach and advisor to clients ranging from small, rapidly growing start-ups to well-established, large corporations.

Todd is a frequent keynote speaker at sales conferences and national association meetings and his Sales Culture WorkshopsTM have been met with wide acclaim. His book on Sales Culture Everyone’s In Sales was published in July 2011 and Todd has hosted his own radio show “Let’s Talk Sales Culture.” He is a profes­sional member of the National Speakers Association, and the President-elect of the NSA Philadelphia chapter, and he serves as chair of the Sales and Marketing group of the Greater Philadelphia Senior Executives Group.

Todd is a passionate networker and connector of sales professionals, entrepreneurs, and executives in transition. He is the founder of The Innova­tors Club, a networking organization dedicated to advancing technology and entrepreneurship. He is co-founder of LinkedIn Live Philly, a networking group for members of Linked-In to advance their professional networking skills. He has been the co-leader of Career Transitions, a non-profit group dedicated to helping professionals in transition. Todd has been active in the American Cancer Society as well as several other charitable organizations. Todd holds a Bachelors Degree in Business Administration from Temple University.

Strategic Evaluation of the Changing Graphics Market with Case Studies
Mark A. Coudray
Coudray Graphic Technologies

Graphics markets continue to converge and print continues to become more and more commoditized. We all recognize something has changed, but few really understand the magnitude of this change. The graphics world we knew is gone forever. There are new drivers and new integrations.

External factors and changing consumer behavior are all impacting print graphics. What are the bigger emerging trends? What do they mean to us?  What can we do to add value beyond incremental service extensions? How can we profit?

This presentation will reveal the full extent of the underlying changes to media and introduce strategies you can use to take advantage of the new horizon. The discussion will focus on strategic factors and how to transcend them in your business. Transformational case studies are included to illustrate the applied principles as well as time for open discussion. 

Mark A. Coudray is a well known industry writer and presenter. His 300+ articles and columns have appeared in every major publication both in the US and abroad. Coudray has been an active member of the Academy of Screen Printing Technology since 1989 and has been involved in SGIA for more than 30 years. As an SGIA Board member, Coudray has served for 24 years as a Director and was Chairman of the Board in 2000. He is a Parmele Award recipient as well as Magnus Award and two-time Swormstedt Award winner. His printing company has received 18 Golden Image Awards across a number of categories. Coudray is best known for his work in quality processes, digital workflow and halftone color separation and reproduction methods.

SPIRE Member Updates

Three SPIRE members will provide overviews of the company and share their views of changes of the changing marketplace. These updates provide unique insight in to the markets served by SPIRE members.

SPIRE 2012 Quick Facts:
February 26-29, 2012
The Lodge at Torrey Pines
La Jolla (near San Diego), California

Hotel Rate
$265 plus applicable taxes

Fly into: San Diego International Airport

Questions?
Please contact Mary Johnson at 703.359.1308

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