ISA23 Pre-Conference Workshops
Two Interactive Workshops
Industrial Sales & Marketing Bootcamp
April 17, 2023
8:00 AM – 3:30 PM MT
The landscape of Industrial Sales and Marketing is changing. As a result of changes in technology, e-commerce, and virtual communications, next-generation workforce buyers are less inclined to want to spend time in face-to-face meetings with salespeople. When salespeople do have face-to-face meetings with buyers, they are expected to bring something of value when they show up.
This interactive bootcamp, led by Texas A&M professors, will address how industrial sales professionals can bring this value by taking time to understand a buyer’s business and the issues that keep them up at night, then providing solutions to these issues. Your success as a Sales Professional today is largely determined by your ability to provide value that makes the buyer look good.
Next-Gen Talent Acquisition Bootcamp
April 17, 2023
8:00 AM – 3:30 PM MT
The median tenure of all employees in the U.S was 4.1 years (January 2020). It is 2.8 years for workers ages 25 to 34 years. With unemployment at historic lows, the great resignation, and Millennials and Gen-Z poised to become the largest part of the workforce, the recruitment strategies that worked in the past are no longer effective.
This hands-on bootcamp will address how industrial businesses can develop recruiting strategies to attract the next generation of employees. Texas A&M industry experts will share best practices in attracting and converting top talent into employees. Next-generation talent acquisition is key to growing your business and creating a competitive advantage. The speed at which all businesses can grow today depends on your people.
Industrial Sales & Marketing Bootcamp
Date: Monday, April 17, 2023
Time: 8:00 AM – 3:30 PM MT
Location: Sheraton Phoenix Downtown, Phoenix, AZ
Cost: $695 per person
The landscape of Industrial Sales is changing. As a result of changes in technology, e-commerce, and virtual communications (due in large part to COVID), next-generation workforce buyers are less inclined to want to spend their time in face-to-face meetings with salespeople. When salespeople do get face-to-face meetings with buyers, they are expected to bring something of value when they show up.
This Bootcamp will be a hands-on workshop addressing how industrial sales professionals can bring this value by taking time to understand a buyer’s business and the issues that keep them up at night, then providing solutions to these issues.
This Bootcamp will share best practices for identifying qualified prospects and setting meetings, then engaging buyers in conversations to uncover problems to which they can provide solutions. Your success as a Sales Professional today is largely determined by your ability to provide value that makes the buyer look good.
This workshop takes place on the morning of ISA23 before the main event begins and includes a Pre-Conference Prep Session 1 week before the event and a Follow-Up Session 1 week after.
*Workshops can be purchased as an add-on when registering for ISA23 or à la carte. You do not have to attend ISA23 to participate in this workshop.
Participants will work on five focus areas:
- Distinguishing between a Transactional Sale and a Solution-Based Sale
- Creating a Value Proposition
- Understanding Effective Questioning and Listening Techniques
- Creating a Customer Needs Analysis
- Creating a Marketing-Based Prospecting Tool
Who Should Attend:
- Sales professionals
- Managers of sales professionals
- VPs and Directors of sales organizations
- Owners of small companies who manage their sales organizations
AGENDA
Industrial Sales & Marketing Agenda (IN-PERSON AT ISA23)
- 8:00 – 8:30 Check In
- 8:30 – 9:00 Introductions & Background
- 9:00 – 10:00 SOLUTION-BASED SALES PROCESS
- 10:15 – 11:15 DEFINING YOUR VALUE PROPOSITION
- 11:15 – 12:15 EFFECTIVE QUESTIONING TECHNIQUES
- 12:15 – 1:00 Networking Lunch
- 1:00 – 2:00 CUSTOMER NEEDS ANALYSIS
- 2:00 – 3:00 MARKETING TO GENERATE LEADS
- 3:00 – 3:30 Action Workbook – Prioritize 3 Action Items
Workshop Facilitators
Dr. Norm Clark
Associate Professor of Instruction
Texas A&M University
Jay Johnson
Senior Lecturer
Texas A&M University
Next-Gen Talent Acquisition Bootcamp
Date: Monday, April 17, 2023
Time: 8:00 AM – 3:30 PM MT
Location: Sheraton Phoenix Downtown, Phoenix, AZ
Cost: $695 per person
According to the Bureau of Labor Statistics, the median tenure of all employees in the U.S was 4.1 years (January 2020). It is 2.8 years for workers ages 25 to 34 years. With unemployment at historic lows, great resignation, and with Millennials and Gen-Z poised to become the largest part of the workforce, the recruitment strategies that worked in the past are no longer effective.
This Bootcamp will be a hands-on workshop addressing how industrial businesses can develop recruiting strategies to attract the next generation of employees. Participants will work on five focus areas: Employee Value Proposition (EVP), career website, job descriptions, social recruiting, and structured internship programs. Participants will develop actionable strategies for their companies.
This Bootcamp will share best practices in attracting and converting top talent into employees. Next-generation talent acquisition is key to growing your business and creating a competitive advantage. The speed at which all businesses can grow today depends on your people.
This workshop takes place on the morning of ISA23 before the main event begins and includes a Pre-Conference Prep Session 1 week before the event and a Follow-Up Session 1 week after.
*Workshops can be purchased as an add-on when registering for ISA23 or à la carte. You do not have to attend ISA23 to participate in this workshop.
Key Takeaways:
- Create and promote Employee Value Proposition (EVP), including culture, work environment, and employee development.
- Expand your career website with persuasive message, content, and examples to motivate prospective employees to apply.
- Create stellar job postings by including company background, competencies, work environment, advancement opportunities, and total compensation.
- Design a social recruiting plan, including passive recruiting strategies.
- Develop an internship program that focuses on rotational experience, projects, and engagement to build a talent pipeline.
Who Should Attend:
- HR and Talent professionals and managers
- Sales and Operations leaders responsible for recruiting, developing, and retaining a team
- Owners of small companies struggling to attract top talent.
AGENDA
Next-Gen Talent Acquisition Agenda (IN-PERSON AT ISA23)
- 8:00 – 8:30 Check In
- 8:30 – 9:00 Introductions & Background
- 9:00 – 10:00 EMPLOYEE VALUE PROPOSITION
- 10:15 – 11:15 CAREER WEBSITE
- 11:15 – 12:15 JOB DESCRIPTIONS
- 12:15 – 1:00 Networking Lunch
- 1:00 – 2:00 SOCIAL RECRUITING
- 2:00 – 3:00 STRUCTURED INTERNSHIP PROGRAMS
- 3:00 – 3:30 Action Workbook – Prioritize 3 Action items
Workshop Facilitators
Dr. Bharani Nagarathnam
Associate Professor of Instruction, Associate Director, Master of Industrial Distribution
Texas A&M University
Evan Vestal
Senior Lecturer & Industry Project Coordinator
Texas A&M University
See you in Phoenix, AZ!
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