Sales Telephone Seminars

DISC Training and Certification Become certified in the worlda ™s fastest growing professional human resources assessment and development tools. You will become a Certified Human Behavior Consultant and accredited to purchase DISC products at wholesale prices, produce your own reports, and conduct training using any of the assessment profiling and surveying tools. As a Certified Human Behavior Consultant, you will be  more...

How to Use Facebook as an Effective Sales Tool ...D, voice mail and gatekeepers that are reluctant to allow sales related calls through to buyers and emails quickly find their way to a trash folder. With over 800 million active users Facebook is quickly becoming the destination of most Internet users. Companies looking to develop and increase sales can use Facebook to pinpoint and engage prospects that are most likely going to buy their  more...

How to Use Facebook as an Effective Sales Tool ...D, voice mail and gatekeepers that are reluctant to allow sales related calls through to buyers and emails quickly find their way to a trash folder. With over 800 million active users Facebook is quickly becoming the destination of most Internet users. Companies looking to develop and increase sales can use Facebook to pinpoint and engage prospects that are most likely going to buy their  more...

Unrelated Business Income Tax ...nue sources by disallowing or restricting exemptions such sales and real estate taxes. This live audio conference will enable you to address some of the old and new issues that currently face the sector in the area of unrelated business income tax, and will explain some of the nuances of what constitutes UBIT and what is mission or exempt revenue. How do organizations's recognize the potential  more...

Building Effective Sales Relationships ...sales relationship? Is it just making 'the sale'? Is there more? As a sales person there are usually four steps in the relationship and each of these stages gives the seller deeper insight into the mind of the buyer. It is vital that in today's highly competitive world of sales, that the representative be prepared with as much ammunition as possible. This is not to say that the seller is the  more...

Roles of HOAs in Foreclosures and Short Sales ...using market and increased rate of foreclosures and short sales. Discussion will include perspectives and tactics for protecting community associations' liens and collecting delinquent assessments from owners in foreclosure and short sale transactions. Refresh and garner an overview of concepts related to mortgage foreclosure, lien priorities and legal issues commonly related to creditor rights  more...

Current Issues in Real Estate Appraisals ...n the valuation process, understanding complex comparable sales, adjustments to comparable sales, using sales volume as a measure of market strength and an overview of the issues relating to the valuation of 'green buildings'. This live audio conference is designed for presidents, vice presidents, branch managers, business owners and managers, loan officers, loan department personnel, mortgage  more...

Tax Diligence, Representations, Covenants and Indemnifications in Business Acquisitions ... conference will help persons responsible for negotiating sales and acquisitions and their tax professionals determine how to go about diligence of tax matters to uncover tax risks and expected tax treatment of the target company's operations post acquisition. This live audio conference will also help you to draft tax representations and indemnities to ensure that the parties have considered  more...

Show Me the Money: Determining Return on Investment for People, Projects and Programs Benefits'Show me the money!' is the mantra of the day. Senior leaders in private sector, public sector, and social sector organizations want to see value for investments made in people, projects and programs. This value, more than ever before, is defined in terms of return on investment. Until you can produce solid, verifiable numbers that prove the worth of investments, you may never gain the  more...

How to Sell to the U.S. Government ...ocess and identifies a step-by-step process to increasing sales to the U.S. federal government. We will clearly identify how to find the agencies, offices and people who buy specific services and products. We will cover the mandatory tools needed as door-openers, how to sell to the military and civilian agencies, and how the government actually buys - credit card purchases, bids, contracts and  more...

How to Avoid Death by PowerPoint BenefitsEvery day, executives, managers, and rank and file employees sit through bullet-riddled presentations that are boring, uninspiring and worse, don't get the message across. Attend this live audio conference and learn how to use several techniques that will engage and excite your audience without using bullet point after bullet point. You will learn how visual metaphors, targeted animation  more...

Sales and Use Taxation of Internet Sales:The Evolving Case Law ...increasingly aggressive positions in an attempt to impose sales and use tax obligations on internet transactions. Internet sellers face a murky and sometimes ill-defined landscape with respect to sales and use taxes that are impacted by both state law and federal constitutional principles. By exploring the growing body of judicial decisions, this live audio conference will help you better  more...

Making Shared Services Work ...tization, functional consolidations, collaboration, asset sales, and the like. Shared Services, where governments join together in some manner to delivery services to their citizens, is a particularly useful method and the subject of this live audio conference. Learning Objectives: - You will be able to explain approaches to service delivery structure in local government. - You will be able to  more...

Cold Calling Tips and Scripts ...ld of selling, there is only one thing to do to make more sales. SEE more people. Steve Schiffman has been teaching sales people the techniques of setting face-to-face appointments for the past 35 years. Perhaps there has been no more difficult time in selling now, when no one is buying. The economy has changed the rules, and sales people who never before had to make an appointment need to  more...

Holding Effective Sales Meetings ...sales managers are at a loss as to how to hold a great sales meeting. Many think that it is a session of complaints and not really that productive. This live audio conference will give you the knowledge and skills to help you run the MOST EFFECTIVE sales meeting ever. It takes away the secret tricks-there aren't any, and applies logic to the process. This live audio conference is designed for  more...

Current Issues in Billboard Leases ...king to distribute, whether it be a political position, a sales effort or in some instances by the local government as a public service informational effort. With all these conflicting points of view, the documents that govern billboards by their nature can be a complex, unique form of real estate transaction. Knowledge of the varying forms of documents, issues that arise, and disparate  more...

Bankruptcy Section 363: Purchasing Distressed Assets ...ting conditions for a frothy future market for distressed sales and acquisitions. You will come away with a command of the process and significant benefits and opportunities presented in a Bankruptcy Section 363 Sale. You will also learn how to master the process and nuances of the bankruptcy code so as to best position yourself to achieve your goals. This live audio conference is designed for  more...

Commonly Encountered Sales and Use Tax Audit Issues and Strategies to Defuse Them ... states' shifting tax policies and a new wave of proposed sales tax legislation all serve to highlight the importance of staying current on tax law while minding your business operations. Failing to do so may lead to unexpected sales tax assessments upon audit. Benefits of attending this live audio conference include developing an understanding of what you can do now to minimize future audit  more...

How to Use LinkedIn as the Best Sales Tool Ever Invented ...networking platform with more than 70,000,000 users. Many salespeople are looking for ways to increase their prospecting and sales effectiveness by using social networking tools. In a more competitive and fast-paced sales environment, it's becoming harder to connect with quality prospects and sales opportunities. LinkedIn is a tremendous business development, sales management and revenue  more...

Closing Budget Gaps With Asset Sales ...evenues. These revenues may be one-time proceeds of asset sales, leases and franchise fees, redevelopment of existing buildings, imposing new fees, rents, assessments on underutilized assets and various offsets to operating costs. Squire Sanders partner Kenneth W. Bond will discuss the budget benefits and the legal and tax challenges in conducting asset sales and conversions. He will also  more...

Understanding UCC Article 9 Foreclosures BenefitsCurrent market conditions pose an alarming rate of defaults on commercial loans not seen in years. With defaults commonplace and secured creditors facing challenges in protecting their interests, foreclosing on assets under UCC Article 9 may be the right option. If appropriate, a public auction, private sale or friendly foreclosure under Article 9 may provide a quick and relatively  more...

Sales and Use Tax Determination Headaches ...Sales and use tax professionals are faced with the legal and practical challenges of learning as many as 50 different state sales and use tax laws and regulations. No one could possibly learn all of the different state requirements and yet our jobs demand it! The purpose of this audio conference is to reveal the secrets to working in a multistate environment. You will learn about the four  more...

Current Issues in Sales and Use Tax Reserves ...Sales and use tax reserve practices remain a real concern for corporate tax departments. This uncertainty is heightened by proposed changes to ASC 450 (fka FAS 5) which could require enhanced disclosure of certain loss contingencies, including sales and use tax reserves. When evaluating whether a loss contingency may exist in today's business and regulatory environment, all aspects of sales  more...

Hot Topics in Retail Leasing ... tenants at a time of 'great economic pressure' on retail sales is very dangerous and expensive. The retail and mall business plan is under attack and the retail complex owners are consolidating and stripping retail profits via lease regulation, hidden charges and profit centers for what were 'pass through services'. Many retail tenants are unable to live out their lease terms due to the  more...

The Secrets of Successful Customer Onboarding BenefitsMany companies do not provide an orientation to new customers. This results in customer confusion, lack of customer activation, and eventually leads to customer attrition and negative word of mouth, which can damage a company's value proposition. This audio conference will help you understand the secrets of successful onboarding, and how to work with marketing and customer operations to  more...

Ohio Sales and Use Tax: Recent Trends, Developments and Planning Opportunities (Maximizing Exemptions and Minimizing Taxable Ser BenefitsLearn the latest developments and planning opportunities in the context of an overview of Ohio sales and use tax. Mr. Dimengo will go through various exemptions and how they can be maximized, and how various otherwise taxable services can be minimized. This teleconference is designed for accountants, controllers, accounts payable professionals, CFOs, tax managers and officers, presidents  more...

Are Email Negotiation Blunders Costing You Money? How to Negotiate and Influence With Email ...to negotiate, it is too late to learn. How much money and sales have you lost with your inability to persuade and negotiate? Mastering persuasion and negotiation is literally the difference between knowing what you want and getting it, anytime, anyplace, from anybody. You will learn proven techniques developed from countless hours of negotiation research and studies into human nature. Most of  more...

Loan Workout Complications: Second Lien Issues ...ve interpreted intercreditor provisions in the context of sales affected pursuant to Section 363 of the Bankruptcy Code. By the end of the teleconference, you will have a clear understanding of current market terms for first lien/second lien intercreditor agreements and how courts are enforcing these provisions. This teleconference is designed for attorneys, presidents, vice presidents, loan  more...

Interstate Land Sales Full Disclosure Act: Application to Condominiums and Single-Family Homes ...ases. Learn how to keep your hard-earned condominium unit sales and single-family home sales from slipping away. Many condominium developers and home builders who are subject to the federal Interstate Land Sales Full Disclosure Act do not understand how to comply, or perhaps worse, they think they're in compliance when they're not. These developers do not understand either how to draft unit  more...

A/R Management: Converting Receivables Into Cash ... cash for most businesses. It would be much easier if all sales were paid in advance or at the time of product/service delivery (like in a retail store). Unfortunately, competitive markets demand that credit be extended to customers and this is where AR management becomes so important. This teleconference will provide you with industry-proven tactics to enable faster collection of receivables.  more...

Texas State Tax Update for the Oil and Gas Industry BenefitsProfessionals who work in the oil and gas industry, and related fields, face frequent questions regarding Texas state taxation of the oil and gas industry. The comptroller's office has hired more auditors and is busy conducting audits of taxpayers in the industry. This teleconference is designed to provide you with an update of the Texas state tax issues facing the oil and gas industry,  more...

Boot Camp for QuickBooks by Lorman Education Services BenefitsDiscover all that QuickBooks can do and solve your toughest QuickBooks problems by spending 90 information-packed minutes with a nationally renowned QuickBooks expert who can answer all your questions. Learn the foundation of QuickBooks the right way and discover much of what QuickBooks can do for you. Don't waste time by figuring it out yourself, make sure you're doing things right. Among  more...

Writing Scripts That Sell ...e. In our everyday lives, in interviews and especially in sales situations, we are using scripts to get our point across to the other person. Sometimes we are in front of the other person and sometimes we are on the telephone. Nevertheless, in all situations there are definitely key items and statements that we want to make, and in the case of the sale, we want to close the deal. Steve  more...

Top Sales and Use, Credits and Incentives Tips to Improve Your Bottom Line BenefitsIn the current economic climate, additional free cash flow is a priority for all companies to sustain corporate activities and fund working capital, capital improvements, acquisitions, research and development, etc. This teleconference will focus on unprecedented tax credits and economic incentives currently offered by state and local jurisdictions to stimulate business investment and the  more...

Strategies and Techniques for International Debt Recovery ...oreign customers. From the credit application process and sales contract through credit insurance and international litigation and arbitration, he will cover what you need to know to help you mount an effective credit and collection strategy for your international accounts. As in debt collection in general, there is no way to guarantee complete success, but taking advantage of David's  more...

Language to Avoid During Sales Conversations - Are Your Words Costing You a Sale? ...sales could you or your salespeople make if they stopped making stupid mistakes and started giving totally awesome sales presentations? Suppose there was a way to get your prospects to remember and repeat what you say to others in their organization. Remember, every sales presentation is a captured or a missed opportunity. When you lose business you should have captured, you lose twice. First,  more...

How to Successfully Identify, Propose, Win and Manage Government Contracts BenefitsSmall and medium-sized businesses often experience difficulty conducting business with the federal government. They also do not know of the many tools and resources at their disposal. This teleconference provides those responsible for or trying to penetrate the federal government market space with valuable insight into the intricacies of the federal government acquisition lifecycle. It  more...

Minimizing Credit Card Processing Fees ...payment processing costs represent more than 2 percent of sales. Effective management can reduce these costs by one-third or more and the savings can be even more dramatic for retailers selling through direct marketing channels such as e-commerce, mail and telephone orders, and infomercials where processing costs can run 50 percent higher. But direct cost savings aren't the only thing to  more...

Revenue Recognition Standards and Policies ...issues - multiple element arrangements and accounting for sales incentives; and 2. An introduction to two new standards on revenue recognition that will affect the accounting for multiple element arrangements, revenue recognition with multiple deliverables and application of software revenue recognition guidance when software is an element in multiple element arrangements. Accountants, CFOs,  more...

The Phone Bias: Learn to Use the Phone for Successful Prospecting and Client Contact ...ou know why? What is stopping you from closing all of the sales you deserve to close - and is that dependent upon you showing up in person? In 1937, Dale Carnegie told us 'How to Win Friends and Influence People' by making face visits. But in those days we had to. Now we have choices. And now we have a few tools to help buyers buy. What we didn't realize was that buyers make decisions based on  more...

Strengthening Self-Esteem, Resilience and Body Image in Adolescents ... people in understanding that in the interest of boosting sales, advertisers purposefully increase viewers' dissatisfaction with themselves, and strategies to help bolster body-esteem and develop a healthy relationship to food. Recognizing that emotional resilience and strong self-esteem is essential to psychological well-being, we will explore ways to teach adolescents to own, accept and  more...

Best Practices in Commission Pay Plans ...s well in recruiting, directing, motivating and retaining sales people as a strong commission plan. This is critical because sales people are often highly paid, remote from headquarters and entrusted with customer relationships (very valuable assets). A properly designed commission plan clearly and personally communicates the strategy of the organization to resources that have direct impact on  more...

Current Tax Implications of Repositioning Real Estate ...ed with foreclosures, deeds in lieu of foreclosure, short sales and debt restructuring. Often, the tax consequences associated with these transactions can be difficult to determine. This teleconference will help you advise your clients on the income tax effects of restructuring debt or disposing of property in zero equity transactions. Accountants, tax managers, CFOs, controllers, real estate  more...

Successful Strategies for Shortening the Sales Cycle BenefitsIf we could take more control and shorten the sales cycle, we would earn more money, sell more and make our companies more profitable. In this teleconference, you will learn how to analyze your sales process and actively engage the prospect with each and every contact.  more...

Buying and Selling Partnerships, LLCs and Other Similar Entities ... and their advisors structure and negotiate purchases and sales of equity interests in alternative entities using concepts from the corporate model. Failing to account for the differences between the corporate model and the alternative entity model may result in transaction documents that do not accurately reflect the parties' intent and may result in unexpected, adverse tax consequences to the  more...

Using Green Strategies for Your Business to Increase Your Profits BenefitsEven though times are tough, companies with green products and services are weathering the storm better, and are better positioned for the future. CEO's of many of the largest corporations say sustainability is just as relevant during this economic crisis, if not more so (source: World Business Council on Sustainable Development). Obama's Stimulus Plan is focused on green jobs and  more...

Tax Treatment of Gift Card and Certificate Sales ...increased at a remarkable rate in recent years. Gift card sales by retailers raise a variety of interesting and complicated tax issues. The IRS has announced that certain gift card issues are Tier II issues; some of which must be raised during an examination and some of which should be raised during an examination. The IRS announced, in several industry director directives, that it plans to  more...

Lighting Design and Control for Commercial Buildings: Increase Sales, Increase Productivity and Save Energy BenefitsWhatever your business is, the proper illumination can provide paybacks that far exceed the energy saved. Studies have confirmed findings. This topic will be presented in a fast paced teleconference with many real life examples. System efficiencies, impact on other architectural systems and integrated controls will all be discussed. We will discuss daylighting, a 100 year old feature that  more...

Effective Sales Management: Short and Long-term Planning, Forecasting, and Expense Budgeting ...d updating budgets, with a focus on maintaining effective sales activities. In an uncertain economy, performing long-term budget planning is often viewed as a luxury, rather than as an essential business practice. In every kind of economy, however, the need to anticipate financial boundaries is essential to ongoing business success. Understanding and monitoring the inflows and outflows of  more...

Commodity Risks: How to Identify and Implement a Corporate Hedging Program BenefitsMany firms are unprepared to manage the risks associated with changes in commodity prices and their effect on the bottom line. Such firms often wonder if there is a way to manage the risk differently - could they identify the risk in advance, anticipate the impact and mitigate the changes such that their bottom line is preserved? Yes. This teleconference will help you identify the risks of  more...

Gatekeepers & Voice Mail: How to Reach Your Prospects Directly ... trap emails and voice mail blocks access. The issue for sales professionals: If you are not able to reach your prospect directly you will sell nothing. Everything in sales starts with a conversation and if you cannot reach the decision maker to begin the conversation, your sales will go nowhere. By attending this teleconference, you will know how to respond when a gatekeeper asks, 'What is  more...

Understanding and Troubleshooting Copyright Law BenefitsCopyright is one of the most complex, confusing and broadly applicable areas of law. Copyright protection vests in even the smallest amount of creativity, and with the proliferation of electronic media, your employees and clients have unprecedented access to these protected works. As a result, it is easier than ever for you, your clients or your company's employees to infringe the  more...

Time and Territory Sales Management Techniques ...sales people from average performers? They focus on the quality of their efforts, instead of working countless hours, doing busy activities, and getting mediocre results. During this teleconference, you'll learn proven strategies to pre-plan your sales calls, develop a laser focus to dig deep, high and wide in your sales territory. You'll also learn how to gain access to key decision makers,  more...

Google Wave(TM): Effective Uses and Applications for Businesses BenefitsGoogle Wave : Is it a social platform? A replacement for email? Is it the new app businesses need to survive in the next decade? Google Wave is none of these, all of these and just about anything you want it to be. Wave is a platform for development. This 90 minute teleconference will show you how everything from corporations to collegiate blogs are using Google Wave to save time, save  more...

Creating a Powerful Capability Statement: Required Tool for Government Contracting Success BenefitsMany business people still use folders, flyers, brochures and line cards when trying to sell to government agencies and have found that all of these standard documents are ineffective because government agencies are now requiring a specific document called a Capability Statement. Some creative business people have used PowerPoint, CDs, mini-CDs, flash drives and DVDs to tell their story  more...

Construction and the Uniform Commercial Code ...sales affect the rights and responsibilities of the parties in a construction project? Construction contracts are service contracts and sales of personal property contracts are contracts governed by Article 2 of the Uniform Commercial Code. What are the theoretical and practical differences between the two types of contract? When is the sale of goods simply part of a construction contract and  more...

Sales Follow-Up Do's and Don'ts nMost of us have good intentions. We want to follow up on a timely basis with prospects, but we often run into a dead end. This teleconference will show you what's necessary to transform follow-up calls into closed transactions. Our strategies will decrease the complexity of the follow up call, increase efficiency and keep you focused on the end result. n n  more...

Finding, Qualifying & Closing Sales Leads nIt's getting harder and harder to find new prospects. Once you find them you may think you have a hot one, and suddenly the sale slips through your fingers. There is nothing more frustrating for professional sales people than to spin their wheels with unqualified leads. In this fast paced teleconference learn how to identify good leads, qualify those leads to find the top prospects and then use  more...

Escrow Basics: The Keys to Successful Real Property Closings nIf the closing of real estate related transactions is one of your job responsibilities, "Escrow Basics" is designed to provide you with the knowledge to obtain this goal but MUCH MORE - how to make it a successful, memorable and pleasant experience. Learn what escrow is, its role and the closing process. Both loan and sale escrow transaction are covered with emphasis on our current economy's most  more...

Education-Based Marketing Techniques nIn this fast-paced teleconference, you'll discover how to magnetically attract new customers into your business, while maintaining the dignity, professionalism and respect you deserve. If you're an independent professional, business development manager, sales representative or small business owner, or if you have the responsibility to bring in new business, then this is a must-attend event.  more...

Multistate Sales Tax Issues for Contractors ...ll assist you in understanding who and what is subject to sales and use taxes, including who is responsible for collecting the sales tax or paying the use tax, e.g., who is the ultimate consumer, the differences between real and personal property, the taxation of repairs and repair services, and the taxation of intangibles such as warranties. Without an understanding of these concepts, a  more...

The Streamlined Sales Tax Project - How and Why It Affects Your Business ...Sales Tax Project is an effort by state representatives to implement a national uniform, simplified system of sales and use tax compliance. After more than five years of their efforts, the Simplified Sales and Use Tax Agreement came into effect on October 1, 2005. The SSTP now includes 19 full member states and three associate member states. Although initially taking effect as a voluntary  more...

How to Get Your Prospect to Move From "I ll Think It Over" to Yes! ...es and what to do when you hear those replies. You'll get sales skills, people skills, life skills and marketing skills that will separate and elevate you from the competition. You will understand clearly how to bring a much larger share of your deals or projects to a positive solution. The teleconference will help to greatly ease the agony of dealing with the customer or person stuck in the  more...

Overcome Your Competition: Stand Out in a Crowded Marketplace ...sales professionals invest their time and their organizations' money along with leveraging high-priced resources in sales pursuits, but walk away with no fruit for their labor. This percentage varies from company to company, but on average the percentage of opportunities pursued and not closed is well over 50 percent! Extensive studies have proven this excessively high percentage is due to lack  more...

Strategies Short of Foreclosure: Real Estate Short Sales and Beyond ...ential real estate law, real estate closings, lending and sales. Whether your real estate market has experienced a bubble burst or merely a fizz, your practice has been affected by slowing markets, the subprime meltdown and the record number of foreclosures. In response, mortgage lenders are increasingly entering into negotiated settlements to accept less money than is owed on a mortgage as an  more...

Noise Control Design for Condominium and Multifamily Dwellings ...plete, but they also want assurance during the design and sales process that footfall noise from above and airborne noise from adjacent units will be adequately controlled. This teleconference will help designers and contractors address noise issues by identifying what the design, sales and construction pitfalls can be, and addressing those issues during the different phases of the project. n  more...

From Contact to Contract: The Ladder Approach to Managing a Sale ...salespeople follow a chaos theory of managing a sale - whatever happens, happens. Consequently, after leaving an initial meeting with a prospect they wonder how, when and why they should reconnect with the prospect. Not only does this lead to lost opportunities, even with prospects who do become clients the process is difficult, fraught with worry and uncertainty, and wastes a great deal of the  more...

State Income Tax Apportionment-The Sales Factor and The Throwback Rule ...s teleconference will provide an in-depth analysis of the sales factor used in state and local income tax apportionment. You'll learn all about the sourcing of sales of tangible personal property and services, including the dock sales test and market-based sourcing. Find out what you need to know about the throwback rule and the throw-out rule. Get expert advice on handling issues related to  more...