Follow Austin Open 4 Business via Twitter - @AustinBusiness

Austin Open4Business Conference Program

Track: Sales

---

Tracks: |  |   |   |   |   Return to Program

---

1) What Successful Negotiators Know...

Nov 10 - 10:00 AM

Amy Hardin, CEO and Founder, AcSELLerate Sales

At some point most of us have walked away from a sale or contract negotiation and wondered “What just happened?” If you have ever left money on the table, agreed to conditions that didn’t make sense for your business or left the meeting without a signed contract, you were out-negotiated. Amy Hardin leads this energetic and enlightening this session. You will learn: The Dos and Don’ts of Negotiation, The Top 3 Negotiating Commandments, How to recognize Negotiating Moves, Understanding and Utilizing Leverage.

2) Taking the Black Magic Out of Sales Forecasting

Nov 10 - 11:00 AM

Chuck Besondy,

Removing Black Art from the B2B Sales Forecast Just in time for 2010 planning - learn best-practices from high growth companies

 As every executive in the C-suite knows, sales forecasting is one part analysis of human behavior, one part process, and three parts gut instinct. However, as never before the CEO, CFO, CSO and CMO need greater accuracy and transparency in their sales forecast and sales funnel.

These days in light of the fact that your customers are buying differently and taking longer to strike a deal what can be done to reset your forecast expectations and better-manage the funnel process?

This session addresses the following topics

1.     Three reasons why your sales forecast is misleading you.

2.     Three best practices used by high-growth companies to generate more revenue and better forecast accuracy.

3.     A process proven on 4 continents for aligning Marketing and Sales, and why you should care.

3) Networking Your Way to Sales Success

Nov 10 - 02:30 PM

Scott Ingram, CEO & Founder, NetworkInAustin.com

You've probably heard that "people do business that they know, like and trust" or believe that networking is one of the most powerful ways to market and sale. Ok great, but how do you do it in an effective way that doesn't just waste your time and leave you feeling overweight and hung over? In this session NetworkInAustin.com founder and CEO, Scott Ingram, will share some of his best networking tips that have driven his sales success both as an entrepreneur and a sales professional in a Fortune 500 company.

4) Leveraging your position as CEO or Sales Manager to Drive Sales

Nov 10 - 03:30 PM

Richard Balius, Founder, Sales Management Academy

Driving revenue is one of the most important functions of a business leader. Yet this is the role that many feel the least prepared for and training on managing sales organizations is spotty at best.  A well-run sales organization can give a leader a massive competitive advantage during challenging economic times.  This discussion is designed equip a leader to hire and manage a sales organization more effectively.

In this session you will learn:

· Keys to recruiting "A" player salespeople and why it is different than recruiting any other position in your company

· How to better manage expectations of your prospects and sales people during a tougher economic times

· Recognizing and overcoming the two major dips that every company faces with their sales organization

· Mastering measuring and metrics - the hope of sustainability

· Big month next month - what is wrong with my forecast?