SETTING THE SALES SPRINGBOARD
FOR A GREAT 2012

In their nearly 80 years of combined sales and sales management experience, Tom Black and Bill Heim have learned many valuable lessons. One that immediately stands out is that the Sales Year doesn’t start on January 2^nd. What we do as Sales Managers and Sales Executives in December determines how the entire year will unfold. While other sales executives were “busy closing down the year”, Tom and Bill figured out how to generate sales at the end of the year while packing the first quarter pipeline. They learned the “secrets”, in effect special techniques that apply to prospecting, appointment setting and the sales presentation.  These secrets generate big results. They also learned it is the best time to gather with like-minded sales professionals and really establish your goals in a manner that works at year end. So join Tom and Bill for this jammed packed seminar where they will share the secrets of year end success. In fact, bring your sales team; it is the gift that will keep on giving all through 2012 and beyond!

“Don’t be so busy chopping wood, that you don’t take time to sharpen the axe.”

Friday, December 2^nd

Held at Hilton Suites Brentwood

9000 Overlook Blvd., Brentwood, TN 37027

(Old Hickory Dr. exit #74B off I-65)

• On-site check-in begins at 8:00 a.m.  Seminar will begin promptly at 8:30 a.m. and finish by 2:30 p.m.
• Registration will be $299/person for the entire day, $199 for Newsletter subscribers.
• Lunch available onsite at The Porch restaurant
• Rooms available for Thursday, Friday, and Saturday on-site at the Hilton Suites, Brentwood for the discounted price of $115/night for our out of town guests who want to make it a Nashville weekend.

For sales team discounts contact:

Bill Heim at billheim@tomblackcenter.com 
or call 800-814-4431

Please join us for the only Professional Development and Networking luncheon club exclusively for Managers of Sales Professionals.       

Keynote:  BILL N. KIRBY– PRESIDENT, RUSSELL MONTGOMERY & ASSOCIATES, LLC

                                                               Sales Managers Forum            
                                                                                                       
                                  A  Professional Development Club for Managers of Sales People

Each meeting begins with lunch and networking followed by an introduction by each attendee.   A keynote presentation on a subject relevant to managers is followed by a table discussion in small groups to further develop the topic of the day.  A door prize will be given, followed by dismissal.           

FOR RESERVATIONS: Your payment below is your registration.  Or if preferred, click this link for registration payment form: Registration Form and fax to 615-726-6049 or email it to brooke.hicks@3Tsolutions.com. Call Brooke at 615-234-6301 with any questions about the form.

Monthly Luncheon AGENDA – 30 minute Keynote, followed by table discussions

                    11:30 – Luncheon, networking and business card exchange (bring 30 cards)
                    12:00 – Introduction by each attendee and Keynote speech on Topic of the Day
                    12:30 – Table discussions on the Topic of the Day, Wrap-up and Door Prizes
                    1:00   – Meeting adjourns

Keynote- William N. Kirby, President Russell Montgomery and Associates

Bill Kirby has over 45 years experience in executive management with diverse business experience including; executive coaching, career coaching, life coaching,  knowledge management, organizational development, retailing, wholesaling, manufacturing, merchandising, sourcing, strategic planning , operational planning, and finance. Major areas of expertise relevant in a growth industry, a mature industry, or a turnaround challenge include general management, financial management, strategic planning, marketing strategy, financial/sales forecasting, technology applications and knowledge/performance management.

Bill is a strategic thinker and is committed to excellence in the workplace. He has developed a series of tools such as Implication Wheel, Balanced Scorecard, Strategy Matrix, Portfolio Management, Linked Performance Management, Executive Coaching, Career Transition, Assessments, Organizational Development, and Marketing Strategy to assist organizations and individuals manage change and growth opportunities.

Bill has a B.A. degree in mathematics from Western Kentucky University and various business certifications from Harvard and APQC. He sings professionally in the Nashville Opera, Symphony and sings regularly at various civic clubs. He is currently the chaplain of the Downtown Kiwanis Club, member of SHRM.  His mission for his business to help people reach their potential find their ideal job. He speaks regularly at various church career transition groups. 

Monthly Meetings:  The 3rd Thursday of EACH Month $30 includes lunch ($35 at the door without reservations)

    When:      Thursday – November 17 (11:30 a.m. – 1:00 p.m.) 
    Where:     Carrabba’s Italian Grill (at the entrance to the Mall at Green Hills)

                      Club host:  Bill Heim

Club managed by the Tom Black Center for Excellence.  Members will not be asked to volunteer for offices and committees typical of most professional clubs.

Tom Black Center for Excellence
  The Boxcar Millionaire 12 Month Professional Education Programs

Each Track (Purchased Separately) includes 4 full days (one each quarter - Nov, Dec, Jan/Feb, Apr, Jul) of seminar style training with Tom Black and eight (8) monthly one hour Webinars as reinforcement training.

*For More Information Contact:   Jon Sturgeon  –  jon@tomblackcenter.com  or call 615-812-8611

Sales Skills Training– Track I

Studies show  85% of most companies’ training is actually product or company training NOT selling skills training.   Studies also show the biggest impact is through reinforced training programs. CLICK FOR DETAILS

*Tom Black’s Boxcar Millionaire Selling System provides the “how to” specifics of professional selling that salespeople need to know to be more successful.  Regardless of product or service, Tom’s proven selling system is simple enough to remember and effective enough to work.  When it is time to pick up the phone and know how to set enough qualified appointments, to overcome objections (like … “I want to think about it”, pricing issues, isolating the real objection, etc.) or to use effective closing techniques, you will have a proven professional system to guide you.  Want to improve your craft as a salesperson?  Increase your learning curve by learning from America’s greatest sales trainer, Tom Black.  CLICK TO REGISTER

Business Owners and Entrepreneurs – Track II

Business owners face unparalleled challenges in today’s economic environment.  Tom Black provides all of his resources to create a powerful real world leadership program for business owners and entrepreneurs.  Tom has founded, purchased, merged, sold and taken companies public. CLICK FOR DETAILS

*This practical approach to helping business owners learn everything from prepping to raise capital, securing lines of credit, building a business plan, strategic planning, building systems in your business, including a selling and management system and exit strategies are just a few of the many components  Tom and his team will address in this year long program to benefit you and your organization.  CLICK TO REGISTER 

________________________________________________________________________________________________________       ___________________________

The BOXCAR MILLIONAIRE 12 Month Training Program FEES

FEES (quoted for EACH Learning Track) 

Individual:  $595 each or $59/month, if paid monthly ($708 total) by recurring automatic debit or credit card transaction.

Corporate Group Discount Price:  $4,000 (includes up to 10 people) or $375 per month ($4,500 total) if paid by recurring automatic debit or credit card transaction.

*For More Information Contact:   Jon Sturgeon  –  jon@tomblackcenter.com  or call 615-812-8611

This unique opportunity can be added on to the Selling System, Advanced Sales, Sales Leadership and/or Entrepreneurial Summit courses.

After a training session, Tom conducts a three-hour four-course dinner where he simulates entertaining your clients including: making the right reservation, seating arrangements, table placement, handling the check, how to avoid the most common mistakes that business people make and much more. You'll see how effective your next business dinner can be.

DATE, TIME, LOCATION customizable

SAMPLE MENU: 

First Course: Sweet Potato Bisque, Roasted Harvest Vegetable Garnish

Second Course: Pecan Encrusted Gulf Shrimp with Whiskey Cream Sauce

Third Course: Filet Diane with Traditional Cognac Mushroom Sauce and Saffron Wild Rice

Fourth Course: Warm Spiced Bread Pudding with Ginger Creme Anglaise

Each course is paired with incredible wines from Tom's personal cellar. Price includes training, dinner, wines, tax and tip.

Call Sherry Stringfellow at the Center for Excellence for more info and to make your reservation: 615.263.2833.

The Boxcar Millionaire Sales Management/Leadership Training

TBA:  Date/location

8:30 a.m. to 4:00 p.m. - $295 per person for our newsletter recipients
(Regular price is $495)

FOR RESERVATIONS ---- Fax Attached Reservation Form to : 263-2172 Reservation Form.
If you have questions, please contact Sherry at 263-2833 or sherry@tomblackcenter.com 

This training session will include sales management “best practices” from thousands of salespeople and sales leaders from a variety of industries across the globe.  You’ll be introduced to proven sales management tools, processes and concepts.  There will be an open forum to ask questions of Tom so he can share his 30+ years of sales leadership experience.

Learn how to …
• Avoid the Five Fatal Flaws of Sales Management
• Leverage sales and sales management Key Performance Indicators (KPIs)
• Recruit, select and hire quality salespeople
• Drive sales productivity
• Set clear expectations to help increase performance
• Improve management effectiveness
• Dehire salespeople who aren’t performing

This power-packed course will equip you to increase your sales teams’ productivity.

To register, please complete the attached form and fax it to (615) 263-2172.

Reservation will be confirmed upon receipt of the payment in full. 
     
Please note:  Due to the need to make a firm commitment on facilities and materials, if a cancellation occurs with less than one (1) week notice, there is no refund; however, substitutions are permitted.

The Boxcar Millionaire Advanced Sales Training

TBA:  Date/location
8:30 a.m. to 4:00 p.m. - $295 per person for our newsletter recipients
(Regular price is $495)

FOR RESERVATIONS ---- Fax Attached Reservation Form to : 263-2172 Reservation Form
If you have questions, please contact Sherry at 263-2833 or sherry@omblackcenter.com 

In this 1-day intensive course, you will learn Tom’s advanced sales strategies and methods.

Highlights of this interactive course:
·   Learn new closes that get prospects off the fence  (This one section is worth the price!)
·   Learn to identify personality styles and what motivates them to buy
·   Find out if you really have a selling system and, if not, how to get one
·   Discover how to build a lifelong relationship with your customers
·   Learn how to beat the competition every time
·   Learn how to sell and close groups
·   Learn how to sell around a Request for Proposal (RFP)
·   Learn buyers’ styles
·   Learn how to do business at lunch or dinner
·   Learn common time management mistakes
·   Learn how to negotiate price successfully…and much more

Reservation will be confirmed upon receipt of the payment in full. 
     
Please note:  Due to the need to make a firm commitment on facilities and materials, if a cancellation occurs with less than one (1) week notice, there is no refund; however, substitutions are permitted.