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Power Transmission Distributors Association is...

comprised of companies that distribute and manufacture the components that keep your world running smoothly.

Events | Seminars & Webinars | Webinar: "High Value Target Account Selection"

Webinar: "High Value Target Account Selection"

January 12, 2018
1:00-2:0 p.m. Central

Presenter: Paul Reilly, Reilly Sales Training

PTDA members-only webinars are open to all employees of PTDA member companies as a PTDA Member Advantage

Register Now

About this webinar:

One of the greatest challenges facing sales organizations is focusing on the right business. Only 35 percent of sales managers have clearly defined what is good business for their company. Only
18 percent of salespeople believe they focus their time and energy on pursuing ideal prospects. Sales
organizations need to identify and focus on the most viable sales opportunities. 

This webinar is about maximizing the return on your sales time investment by identifying and pursuing the right business. Here are the topics covered:
 

  • The power of discernment
  • Identifying High-value Target (HVT) accounts
  • Developing an HVT profile
  • Identifying profit piranhas
  • HVT planning


By participating, you will be able to identify the criteria for the ideal prospect;  list three common characteristics of good business; detail your plan of attack for HVT accounts and list three tactics to deal with bad customers.

About the presenter:
Paul Reilly is the owner of Reilly Sales Training, a St. Louis-based privately owned company that specializes in training business-to-business sales professionals and sales managers. Paul has over ten years of business-to-business sales experience. For six of those years, he sold tools and fasteners for the Hilti organziation. Paul joined the Hilti Master's club in 2010 and was recognized in 2011 with Hilti's three million dollar sales club. Paul is a frequent writer for Industrial Distribution Magazine and Contractor Supply Magazine. He is also a faculty member of the University of Innovative Distribution (UID).