Topics
and Retreat Information
Any of the following topics can be blended, modified and combined
to meet your needs. Please refer to the number and title that interests
you, click for a description and target audience or simply scroll
down to view all the topics. If you do not see exactly what you're
looking for, please ask us. Titles can
be tailored to suit your needs.
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Dream Big! What's The Best That Can Happen?
or
Dream Big! Success or Significance?
-
Life is a Cappuccino - When is Enough, Enough?
-
Outclass Your Competition with Five-Star
Service or
The Evolving Sales and Service Culture - What's Next!
-
Staff Engagement - The Key to Bring Your
Service and Brand Alive!
-
Build a Business, Advise a Client, Get
a Life!
-
Winning Sales Strategies of Top Performers
- The Critical Edge!
-
Build a Winning Sales Team
-- Sales Management Best Practices
-
Five Star Service and Sales - It Starts
With Me!
-
How to Manage Your Book of Business
- The Secret to Expanding Customer Relationships
-
The HR Director's Role -
Be Savvy, Be Strategic, Be Smart!
-
Consider a Sales and
Service Management Planning Retreat
-
Training and Workshop Topics
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Dream
Big! What’s the Best That Can Happen? or
Dream Big! Success or Significance? |
 In
these busy times, we may be questioning our priorities and what
success means to us. Are we addressing the important areas in our
life such as: family, friends and service to others? Truly successful
people have a sense of purpose, focus and personal fulfillment.
In this idea-packed, interactive and entertaining program, Barbara
will help you rate your life satisfaction index, define what success
and happiness means to you, make time to enjoy more Cappuccino Moments™
and create your biggest dreams. You'll leave energized with a renewed
sense of priorities and actions you can take to achieve success
and live a life of significance. So be sure to attend this special
program by an award-winning speaker.
NOTE: This entertaining, inspirational and popular keynote program
is based on Barbara's book, Dream Big! What's
The Best That Can Happen? Give a copy to every audience member
and ask about a volume discount.
Target Audience: General -- has broad appeal
| |
Life is
a Cappuccino - When is Enough, Enough? |
What is "success"? For some, it may be reaching a specific
income level, having a "fat" bank account or a beautiful
home. For others, it may be taking special vacations, spending more
time with our family or enjoying nature. As we rush down the road
of life — a key question to ask is, “Am I making a living
or living my life?” In this idea-packed and energizing session,
Barbara will help us evaluate the critical choices necessary to
slow down, live with an attitude of gratitude, and find time
to sip cappuccino!
Target Audience: General -- has broad appeal
| |
Outclass
Your Competition with Five-Star Service or
The Evolving Sales and Service Culture - What's Next! |
Thousands of dollars are spent annually on what many CEOs think
will develop a sales and service culture in their organization.
Usually these are short-term "quick fixes" like training
and incentives. Why are the effects fleeting? Why are these approaches
ineffective over the long term? Those who are successful in sales
and service take steps that reach to the very core of their organization.
Topical solutions won’t work. In this idea-packed, interactive
program, Barbara Sanfilippo outlines a comprehensive, step-by-step
process to build a high performance service and sales culture. Topics
include: measuring internal and external service, developing standards,
setting goals, instilling accountability, providing incentives and
recognition, orienting new employees and much more. You'll receive
a detailed handout, useful exhibits, suggested timetables, pitfalls
to avoid and a process you can begin immediately.
Target Audience: CEOs, senior/mid-management,
sales and marketing directors, business owners and customer service
professionals
| |
Staff
Engagement - The Key to Bring Your Service and Brand Alive |
Do you have staff that are physically present but
mentally absent? Now that you’ve invested in training, incentives
and marketing programs, how will you earn the commitment of your
staff? Engaged and involved staff is the key to build customer relationships
and bring your brand alive. A new logo and brochures do not serve
your customers—your people do. In this idea-packed, energizing
and interactive program, you’ll discover how to: identify
the signs and causes of disengagement, prevent this “disease”
from spreading, increase productivity and most of all win the hearts
and minds of your staff!
Target Audience: CEO's, manager, supervisors,
business owners, service quality directors and customer service/HR
professionals
| |
Build a Business, Advise a Client, Get a Life! |
Are you building a business or are your building a book of business?
In today’s competitive and fast moving environment you may
get so caught up in attracting and advising your clients that you
neglect to plan for your own future. If you want to take your business
to the next level, you must put on your CEO hat, leverage yourself,
build value, and identify those opportunities and strategies that
will get you there. Maybe it’s time to bring in a junior professional,
upgrade technology, change your marketing program, evaluate profitability,
outsource key functions or create an exit strategy to enjoy life
more. In this idea-packed, energizing and interactive session, you’ll
discover the key ingredients necessary to grow your business, mastermind
with your peers and begin planning for your future success. You’ll
leave energized with a clear direction to build your business and
get a life!
Target Audience: Entrepreneurs, business owners,
investment and insurance professionals with a client list and seeking
to grow their business
| |
Winning
Sales Strategies of Top Performers - The Critical Edge! |
 What
does it take to thrive as a sales and marketing professional or
entrepreneur in the future? How can you attract warm calls and gain
a competitive advantage? In this idea-packed and energizing program
you'll discover proven secrets you can use to:
- Attract business to you easily and make warm calls
- Promote and position yourself as an expert and a "mini
celebrity"
- Demonstrate customer appreciation and retain loyal clients
- Follow-up and touch prospects and clients in a persistent manner
with email and other creative methods.
- Conduct pre-call planning to focus on getting the business
- Critique calls to improve overall effectiveness
- Dream big and achieve your goals
Target Audience: Sales Representatives, entrepreneurs
and consultants
| |
Build
a Winning Sales Team -- Sales Management Best Practices
|
To be successful, sales representatives, business development professionals
and calling officers need motivated and talented sales managers
to improve performance. Unfortunately, many managers have never
been given any training in "sales management" skills.
As a result, they just focus on "reaching their numbers".
What they don't realize is to reach their sales targets they must
spend the time to develop and help people succeed. Just like a coach
who is committed to helping an athlete win a gold medal, committed
sales managers can make a significant difference in the performance
of their team. Whether you have the title of sales manager or not,
if you are responsible for generating revenue through your team--this
idea-packed program will give you practical tools you can use immediately
to increase performance. Barbara will review best practices utilized
by top sales managers.
As a result of this program youčll discover proven strategies such
as:
- How to get your people focused on the right activities that
get results as opposed to just focusing on the bottom line.
- How to observe and critique sales calls to help your people
master the consultative sales process.
- How to ensure your people have a consistent and persistent system
to follow up effectively and build relationships. The power of
email marketing and follow up will also be discussed.
- How to reenergize your sales meetings and create a stimulating,
valuable and participative experience for your team.
Target Audience: Sales managers and business owners who
want to improve the performance of their sales team.
| |
Five
Star Service and Sales - It Starts With Me! |
Each contact with a customer or member is a "moment of truth".
Front-line staff must always be ready and willing to go the extra
mile. Support staff also play a key role by being responsive to
their "internal customers" or fellow employees. All staff
must make the change from order takers to order seekers. In this
highly entertaining and informative program, attendees will learn
why service is so important, how to acknowledge and greet people,
how to serve our internal customers, how to recognize cues and approach
the customers about our services, and, most importantly, how to
take responsibility for motivating ourselves.
Target Audience: Customer contact and support staff
| |
How
to Manage Your Book of Business - The Secret to Expanding
Customer Relationships |
Chances are some of your VIP customers are feeling neglected and
are ripe for being stolen. What are you doing to reach out and touch
your best customers, build loyalty, and nurture profitable relationships?
As a relationship manager or sales representative your primary role
is to retain your "A" customers and expand relationships
with your "B" customers. In essence, your job is to effectively
manage your "book of business." In this program, you'll
get valuable information you can use to begin confidently contacting
your key customers.
In this idea-packed and energizing program, you'll discover:
- Your primary duties as a relationship manager
- Best practices to manage your book of business
- How to create a profiling form to get to know your customers
- How to make the initial introductory call with confidence
- How to build trust and engage your customers in conversation
- How to recommend a service or product
- How to set up an effective follow up system
- How to add value to the customer relationship with VIP service
and education
- How to conduct client review meetings
Target Audience: Relationship managers, sales and investment
professionals, account executives, and anyone seeking to expand
relationships with an assigned list of customers or members.
| |
The
HR Director's Role - Be Savvy, Be Strategic, Be Smart |
In today's fiercely competitive environment, savvy human resource
professionals who add value and impact revenue will win the respect
and support of CEO's and senior management. In addition to hiring
staff and monitoring benefit programs, HR can be the driving force
behind strategic initiatives. In this idea-packed, energizing and
interactive program, Barbara will outline proven strategies you
can use to be viewed as a key contributor and business partner.
This program was highly-rated at SHRM's 2003, 2005 and 2006 national
conventions. Topics include how to:
- Think like a strategist, not simply an executor
- Support your firm's strategic initiatives
- Tie HR initiatives to actual sales results
- Deliver internal service to key business units
- Score a big win, promote your accomplishments and much more!
Target Audience: All human resource professionals
|
Consider
a Sales and Service Management Planning Retreat |
The Sales and Service Management Planning Retreat
is an interactive workshop outlining a comprehensive, step-by-step
process for building and/or advancing a sales and service culture.
Participants at our retreats identify their strengths and weaknesses,
determine key priorities and set specific action steps. With a unified
management team, they are then able to develop a list of implementation
priorities.
Participants receive a detailed handout, useful exhibits, suggested
timetables, and pitfalls to avoid. The program is tailored to your
organization. This retreat is ideal if your team needs education
on what the sales and service culture development process entails,
a greater sense of urgency and buy-in and a step-by-step action
plan. The planning retreat will create substantive discussion around
pertinent issues and become a catalyst to move forward and determine
future priorities.
Who Should Attend?
- CEO, President, entire senior management team including directors
of quality, sales, training and human resources, branch managers,
department heads, and possibly supervisors and key officers. Smaller
companies may include mid-managers and all staff.
Value of the Retreat
- Receive a mini "report card" of your current culture
- Develop a common understanding of what a sales and service culture
is
- Create awareness of what is involved in developing a sales and
service culture
- Create better understanding of the magnitude of the task
- Increase understanding of the commitment of time and resources
- Identify "infrastructure" items that need to be in
place
- Create a sense of urgency around instilling a sales and service
culture
- Instill a sense of accountability for results
- Become aware of potential obstacles to success
- Create understanding of the role of each manager in the process
- Address individual management concerns about the process
- Unite your management team in a common vision
- Gain commitment and buy-in to embarking on a long-term formal
process
- Start to improve internal service and teamwork by involving
all departments
- Achieve increased enthusiasm for moving forward
- Determine priorities for implementation
Note: Please contact us for additional retreat topics and consulting
information.
Format
- Group discussions and interactive presentation
- Incorporation of supporting data from your sales and service
culture along with phone interviews with CEO and key managers
- Energetic pace and entertaining style
Audience/Duration
- Executive management team, key mid-level managers: 3.5 - 4 hours
(a.m.)
- Optional executive management team private debriefing and next
steps: 3.5 - 4 hours (p.m.) including lunch.
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Sales
