KTG Weekly Sales Tip: “Here are my take-aways from the Executive Connection Summit 2023 that you can use in your prospecting."

The BT industry experienced a game changing event last week with the Executive Connection Summit 2023. I had the pleasure of being on the committee that put on this event, and watching it build momentum over the last several months, culminating in an explosion of content, collaboration, and ideas, that I know will make a difference for you at your dealership.

I wanted to share with you some of my impressions and “take-aways”.

The famous?Tony Pater?spoke, and during his keynote presentation he talked about?walking fast,?meaning:

• Putting energy and umph into your work?
• Going at “it”?with purpose?
• And having a goal and a plan in mind.?

Tony was extremely motivating, and it became a “mantra” of the event to “walk fast” with purpose towards your goals and business.

Next up,?Maurice Allen, one of the best long-distance golfers of all time, who spoke about?making moments into movements?and taking advantage of the “game changers events” in your life by not letting them just be that moment or single event but ensuring that you're taking advantage of how those events or moments can move you or propel you forward.?

Michael Riordan, gave one of the best presentation I’ve ever seen in my life, he is authentic and passionate about his work though retired, his continuous care for the Imaging Channel, and his belief of putting?the right person in the right position,?speaks to where we are in our channel on proactive positive, intentional recruiting. This point was also a key discussion that was interwoven throughout the conference. A company’s commitment to recruiting must be a proactive structured approach, rather than a “knee jerk” reaction to personnel changes.??

I thought it was very interesting when Mike spoke on deciding on either being a “lifestyle” or an “organizational directional focus” business, and that’s a choice for us to make including sales executives.

Are we okay with being a “Lifestyle” sales executive, where we are fine with just upgrading our current customer base with their technology hardware and having a small focus on net new?or are you ready to step up and move toward being an “Organizational Directional Focused” sales executive who adheres to a structure that will positively impact your net income for the year.?

Many of the presentations and side bar conversations throughout the event were focused on?new technologies and offerings for the dealership, ensuring that you are focused on providing all the tools for your customers from your full suite of solution offerings is where we can use that event focus in our own sales career.?

As sales executives, we can't control if our dealership brings on new product lines, but if each time we go into a partnership review (or a prospect meeting) we can articulate how each of our selling solutions (including managed IT, managed services, manage print services, promotions, software solutions, hardware, supplies, mailing, and furniture) can ensure that we have all the “roots growing that customer and keep the competition away’. If we're not presenting these opportunities to our customers and our prospect, somebody else will, giving them an opportunity to get a foot in the door with our client.?

For me, I believe it’s the need for GRIT and every day to try to push a little farther,?walk a little fasterinto our prospecting efforts in order to ensure we have net new opportunities.?Finding and recruiting the right prospects?that we want to go after that fit the model for being able to take access of all the selling solutions at your dealership, that 50+ employee count with that right vertical focus, and meeting with those C level Decision makers, is available to us if we proactively go after them with a purpose!?

Make your prospecting a movement for yourself that ensures that you will continue to build your own business inside your dealership because prospecting is what pays for our family.

I know for sure that I’m going to take away the momentum that the Executive Connection Summit built for me and even if you did not attend, I hope these talking points can motivate you to move quickly with purpose through your prospecting activities so that the movement makes you more successful and better able to support yourself and your families!