Objective of seminar:
The objective of the Professional Selling seminar is to provide the participant with a topline overview of sales, the types of sales, it attributes, jargon, etc. Attending this seminar will educate the participant about what they know and don’t know about sales and allow them to begin use sales to drive the growth of their business.
1. Introduction of sales and selling
2. Types of sales (Consultative versus Transactional)
3. The Sales Process for your business
a. Understanding your business model (How does your business make money?)
b. Determining the type of sales person for your business
c. Establishing a sales process for your business
4. Practical next steps to get started.
Key takeaways from class:
1. The participant will understand the fundamentals of sales and selling.
2. Understand the role of sales in achieving your business objective.
3. Implementing a successful strategy for your business
4. Tips, tools and reference materials to support your sales strategy.
Darrell W. Gunter
President & CEO
Gunter Media Group, Inc.
Darrell W. Gunter a “Digital Change Agent”, is one of the leading advocates of consultative sales, search platforms, semantic technology, mobile applications and social networking in the Digital Information industry. He is a frequent speaker and moderator at many industry events advocating the benefits of semantic search technology, mobile applications and social networking.
Over the course of his 30+ year career he has worked for the leaders of the electronic intellectual property industry; Xerox, Dow Jones Financial News Services, Elsevier, Collexis, American Institute of Physics and Allerton Press,Inc. He heads up his own strategic consultancy firm the Gunter Media Group,Inc. www.guntermediagroup.com
At Collexis, he was part of the leadership team and played a significant role in more than $18M in private operational fundraising that led to two company acquisitions. He led the launch of the world’s first pre-populated professional network BioMedExperts.com in 2009 and achieved over 300,000 registered users in 9 months. In 2009 he engineered the meetings with Elsevier that culminated in Elsevier’s acquisition of Collexis.
A graduate of Seton Hall University's Stillman School of Business, where he obtained his BS in Business Administration with a concentration in Marketing. He also earned his MBA from the Lake Forest Graduate School of Management.
Darrell is very active in the industry as his firm is a member of AAP PSP, SSP, American Chemical Society and SIIA. He is the Co-Chair of the Electronic Information Committee for PSP, he serves on the SSP Marketing Committee and he is the Co-Chair of the SIIA Platform Committee that will introduce a host of seminars during 2013. He is also an Associate Editor of the Learned Journal published by the Association of Learned Publishing and Professional Scholarly Publishers.
He is an Adjunct Professor at Seton Hall University where he teaches consultative sales on the graduate and undergraduate level and served on many boards including the Content Board of the Software Information Industry Association up until May 2011, Olin College of Engineering Library Advisory Board, Seton Hall University Advisory Council, Electronic Information & Education Service of NJ and the Women's Venture Fund. His radio program "Leadership" airs Saturday mornings at 9:00 am on WSOU HD 89.5 FM/ WSOU.net.