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Sales for Entrepreneurs Conference
Overview | Keynotes | Breakouts | Sponsors & Partners | REGISTER NOW
Breakout Sessions
Kordell Norton | Marilee MacAskill | Skip Murray | Wendy Schwarz | Barbara Moran | Stephen Brand
Biography | Morning Session | Afternoon Session
Formerly an executive with a large publishing company Skip has been teaching and coaching for more than 35 years. In the late 60’s and early 70’s Skip was a public school teacher and head wrestling coach. Although he never wrestled he had numerous State Champs as well as a State Championship Team in 1976. In 1990 Skip started Murray Associates in Columbus, Ohio.
Today Murray Associates is a recognized performance company developing sales and leadership skills for many local and national companies. Skip’s favorite expression: "Passionate People love what they do and never give up". Skip says that his passion for developing individuals propels him every day.
Morning session : “What's On Your Radar”
Imagine the control tower at the airport. There is a person watching the radar screen looking for activity in the sky. The screen is blank. The controller in this case, isn’t working very hard and, in fact is rather bored. Only when planes or blips appear on the screen does the real work begin. Lots of blips = lots of energy.
Salespeople have imaginary radar screens, which most of the time are invisible. They sit and stare at a bare wall or enter mounds of data into arduous sales tracking software that is seldom viewed.
When salespeople have nothing on their radar screen they are in trouble and even worse, de-motivated. With no blips, there is wasted energy worrying about the wrong things. No blips and everyone associated gets concerned…
Studies show that 55% of communication is through the eye. We as humans are most stimulated and motivated by what we see. In competitive situations like business and sports, we immediately want to see where things stand. Watching football we look for the score, for golf we look to the leader board and as investors, we look to see where the Dow or S&P is trading. In the sales world, we have the same need. We want a quick and easy way to see where things stand in terms of sales and prospects. Join Skip in this breakout session to better understand how focusing on behavior is better than focusing on results. What’s On Your Radar?
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Conference Sponsors:
In collaboration with: The Northern Ohio Area Chambers of Commerce, Beachwood Chamber of Commerce, Twinsburg Chamber of Commerce, Streetsboro Chamber of Commerce, Tri-City Chamber of Commerce, Solon Chamber of Commerce, The Web Association, Cleveland SEO and JumpStart.
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