Dave Fellman is the author of four books and more than 300 published articles on sales, marketing and management topics. He's a popular speaker who has delivered keynotes and seminars at hundreds of events across the United States, Canada, England, Ireland, New Zealand and Australia.
This video comes from a main-stage panel discussion at a Graphic Arts Industry tradeshow. Each speaker was asked to identify and comment on three issues of importance to attendees, but Dave chose to expand on another speaker's comments before continuing with his own.
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.
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.
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:
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.
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.
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.
A guide to better communication and better relationships with everyone who is important to your business -- employees, customers and suppliers!
The fundamentals of selling haven't changed! One of Selling Power magazine's Best Books of 2010
10 ways to improve your small business, ranging from being more visible in the marketplace to building a better stronger team.
The modern sales bible for the graphic arts industry.