array(0) { }

ISA23 Pre-Conference Workshops

Color blur one Color blur two Color blur three

Two Interactive Workshops

Industrial Sales & Marketing Bootcamp

April 17, 2023
8:00 AM – 3:30 PM ET

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.

Learn More

Next-Gen Talent Acquisition Bootcamp

April 17, 2023
8:00 AM – 3:30 PM ET

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.

Learn More

Color blur one Color blur two Color blur three

Industrial Sales & Marketing Bootcamp

Date: Monday, April 17, 2023
Time: 8:00 AM – 3:30 PM MST
Cost: $695 per person

Register

Color blur one Color blur two Color blur three

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 the morning of ISA23 before the main event begins. It includes a Pre-Conference Prep Session 1 week before the event and a Follow-Up Session 1 week after the event. 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.)

Color blur one Color blur two Color blur three

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
Color blur one Color blur two Color blur three

AGENDA

Industrial Sales & Marketing Agenda (IN-PERSON AT ISA23)

  • 8:00 – 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
Color blur one Color blur two Color blur three

Workshop Facilitators

Dr. Norm Clark

Associate Professor of Instruction
Texas A&M University

Jay Johnson

Senior Lecturer
Texas A&M University

Color blur one Color blur two Color blur three

Next-Gen Talent Acquisition Bootcamp

Date: Monday, April 17, 2023
Time: 8:00 AM – 3:30 PM MST
Cost: $695 per person

Register

Color blur one Color blur two Color blur three

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 the morning of ISA23 before the main event begins. It includes a Pre-Conference Prep Session 1 week before the event and a Follow-Up Session 1 week after the event. 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.)

Color blur one Color blur two Color blur three

Key Takeaways:

  1. Create and promote Employee Value Proposition (EVP), including culture, work environment, and employee development.
  2. Expand your career website with persuasive message, content, and examples to motivate prospective employees to apply.
  3. Create stellar job postings by including company background, competencies, work environment, advancement opportunities, and total compensation.
  4. Design a social recruiting plan, including passive recruiting strategies.
  5. 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.
Color blur one Color blur two Color blur three

AGENDA

Next-Gen Talent Acquisition Agenda (IN-PERSON AT ISA23)

  • 8:00 – 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
Color blur one Color blur two Color blur three

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

Color blur one Color blur two Color blur three

Register

Workshops can be purchased as an add on when registering for ISA23.

Register Now

Color blur one Color blur two Color blur three

Meet our Sponsors

See you in Phoenix, AZ!

Register Now Color blur one Color blur two Color blur three
Check TrigonTrigon2icon/remove xIconCreated with Sketch. IconCreated with Sketch. XCreated with Sketch. XCreated with Sketch. FacebookCreated with Sketch. ShapeCreated with Sketch. instagram linkedin2 Group 3printer search triangle-downTwitterCreated with Sketch. youtube