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Leslie Groene Website Homepage September 2016, Vol. 135

"Back to School"

Summer has wound down and the kids are back in school and focused on new classes that they are taking and how these classes fit into their goals and objectives so that they can move on to the next level or grade. Most of these goals or stages are determined by parents, administrators or other school professionals so the kids have much of their schooling journey laid out for them even though they have choices within the overall plan.

As we also head "back to school" this fall, have you considered what "classes" you need to take or which skills you need to retool?

What new technology, product or software, sales or business development or CE training sessions are you considering taking this fall? It is always a good time to update your skill set and knowledge base to keep up with the market place and your customers' knowledge levels.

This is also a good time to refine your goals for the balance of the calendar year and look towards 2017 in regard to where you want to be with your sales revenue and sales career.

Are any of us really done learning? Keep your outlook fresh and stay ahead of the competition in your field by learning all you can to improve your selling "game!"

Focus Point


Make an effort to get to know and build quality relationships with the key movers and shakers in your industry and community. If you do some homework, you will know who they are and which industry and community groups they patronize.

Bankers, attorneys, accountants and other key executives who serve many clients can be invaluable to you as sources of introductions to key prospects you want to reach. That kind of introduction will immediately turn a "cold call" into a much warmer one. And often, just-introduced new contacts can then introduce you to still more people.

Attending industry trade shows is a must, because you'll get the chance to meet all the major players in your field. Depending on what your industry is, many of your clients might be there, too. Attend trade shows, too, because they deal with the issues that will challenge your industry. You need to stay on the leading edge of such developments and concerns.

This focus point on networking is just as significant as the adage in real estate: "Location.location.location!"


We are now firmly in the solution selling paradigm. Old school transactional selling is fading by the wayside being replaced by comprehensive solution selling strategies; therefore, we need to understand HOW to help our clients and prospects meet their objectives.

At this meeting, we will discuss how you and your sales team can execute a client needs assessment to determine how we can fit into their business needs; ask better questions; use the right marketing tools; develop new sales cycles and more!

Key Takeaways:
1. How to understand your clients' objectives
2. Best practices for delivering an effective client needs assessment
3. Key components for case studies
4. How to offer solution based programs instead of print products
5. Learn to be skilled at understanding how to focus on ROI for clients and prospects

About our speaker:
Leslie Groene, President, Groene Consulting, is one of the coaching superstars in the world of corporate sales as well as a business consultant and author. Her background is in the paper and printing industries as a sales rep and sales manager. She has been featured in many PIA affiliate markets and as a speaker and business development trainer including the upcoming Print Leadership Summit. She helps her clients focus on revenue generation and profit growth. She authored the business strategy book Picture Yourself & the Life You Want and is a nationally-renowned motivational speaker. You can find her book and contact information here.

Reserve the date and register here. If you cannot attend, pass this invitation to an industry friend.

October 26, 2016, 11:30 am 1:00 pm
Coaching Center of Orange County
1231 E. Dyer Road, Suite 215, Santa Ana, CA 92705
Member s investment: $35. Nonmembers: $60.00
Lunch is provided

If you have any questions, contact Emily Holguin. You can download the flyer here.