Dave Fellman

A Guide To Better Communication – And Better Relationships! – With Everyone Who Is Important To Your Business

Engagement is a magic word in business. You want employees who are engaged with you, not just showing up every day and working for a paycheck, but understanding and working with you toward your goals. You want customers who are equally engaged, which helps you to maximize the value of each customer relationship, and you must engage with prospects in order to turn them into customers in the first place. Finally, you want suppliers who are true partners, not just people/companies who sell you things. So how does this happen? Better communication, perhaps involving a different approach to communication. This fast moving session will help you to understand the Rules Of Engagement in the modern marketplace.

Learning Objectives: 

• How to define, validate and communicate your company’s core values 
• How to provide your team members with a voice in decision-making processes
• How to create an “engagement pathway” from your advertising to your website to the point of sale.
• How to know – not just think or hope! – that you have happy and loyal customers

Hiring, Training, Management, Motivation and Retention 

Does your current team have what it takes to help you reach your goals? Do your “players” even play as a team? This is a program that will help you quantify the skills and attitudes of your current employees, and from there to build improvement plans to get them where you need them to be. You’ll learn the differences between the baseball team model, the football team model and the tennis doubles team model, and how to apply all three to your business. You’ll also learn how to make better hires, and how to ensure that the people you invest in stay long enough for you to fully capitalize on that investment. In short, you’ll learn to be a better manager, especially on the Human Resources side of your business.

Learning Objectives:

• How to assess and quantify current employees’ skills and attitudes
• How to train necessary skills, and motivate better attitudes
• How to set and manage by measurable objectives and by equally measurable subjectives
• That “money talks,” and how to make your compensation say what you want it to say, rewarding and reinforcing the behavior and performance you’re looking for and discouraging bad habits and attitudes.

5 Principles To Consistent Sales Success

Whether it’s your full-time job or just one of the many hats you wear as an owner or manager, you are a salesperson. So the question is, are you really functioning at your best in that role every day? It’s easy to get sidetracked, to develop bad habits, and even bad attitudes. It’s not always easy to maintain your enthusiasm and your commitment to growing your business.

This is a session that will help you to reboot, through 5 Guiding Principles:

1. Have a business-building attitude
2. Be all about customer service and Customer Maximization
3. Don’t make it all about price
4. Time really is money, pay attention to how you’re spending it
5. If you have bad customers, do something about it!

With all that has changed in the marketplace, it’s probably time to rethink every element of sales performance and sales management. Dave Fellman is a thought-leader in both management strategy and compensation strategy. In this fast-moving session, he will show you how to build a sales team that is well-equipped for both the present and the future. You’ll learn how to improve the performance of your current salespeople, and how to make better hires in the future.

Learning Objectives:

• How to assess your current salespeople against the optimum Sales DNA
• How to train necessary skills, and motivate better attitudes
• How to set and manage by measurable objectives and by equally measurable subjectives
• That “money talks,” and how to make your sales compensation say what you want it to say, rewarding and reinforcing the behavior and performance you’re looking for and discouraging bad habits and attitudes.

Real World Time Management Strategies

In a perfect world, it would be easy to manage time and find the perfect mix between sales, service and administrative tasks. That “perfect” world is not the one you live in and work in, though, is it? There’s a lot on your plate, and almost always more work to do than hours in the day. In this program, Dave Fellman will present real-world time management strategies, and explain how to treat time more like money – saving it where you can, investing it wisely and wasting as little as possible.

Learning Objectives:

• How to maximize selling time and minimize distractions
• How to prioritize between customers, prospects, and administrative tasks
• How to use old and/or new technology to get organized for effective selling

It’s pretty well accepted that salespeople have to bring value to their customers. It’s not always as clear that buyers should bring value to the relationship as well. In this session, Dave Fellman will explain how to work both sides of the value equation effectively. The program begins with a clear understanding of what buyers view as value – and there’s far more to that than a competitive price! It continues with an explanation of how your customers can provide value to your business, and how to capture even more of that value than you may be getting now.

Learning Objectives:

• What buyers view as value, and what they perceive as pain
• How to protect the value of what your customers are buying from you now
• How to expand the value of what your customers could be buying from you 
• How to leverage the value of influence – testimonials and referrals