Keynote Speaker

Jeffrey Gitomer Chief Executive Salesman, Buy Gitomer, Inc.

Jeffrey Gitomer is the author of The New York Times best sellers The Sales Bible, The Little Red Book of Selling, The Little Black Book of Connections, and The Little Gold Book of YES! Attitude. All of his books have been number one best sellers on Amazon.com, including Customer Satisfaction is Worthless, Customer Loyalty is Priceless, The Patterson Principles of Selling, The Little Red Book of Sales Answers, and his latest best selling book The Little Green Book of Getting Your Way. Jeffrey’s books have sold millions of copies worldwide. His syndicated column, Sales Moves, appears in scores of business journals and newspapers in the United States and Europe, and is read by more than four million people every week.

Session Overview:

Gitomer on Sales Answers Topics for this lively session will include:

• thinking
• dominating your local market
• loyalty versus satisfaction
• extreme sales makeover

After the break, Jeffrey will answer questions handed in from the audience in written form and he will also answer the 10.5 most powerful questions in sales including:

• the best way to make a sale
• how to get more referrals
• how to ask the best questions
• how to get to the real decision maker
• how to sell value vs

Speaker and Session Information

Dennis Pate Founder and Senior Partner, Top Line Tactics

Dennis Pate, Founder and Sr. Partner of Top Line Tactics, has built a rapidly growing sales consulting and training organization that focuses on sales force development and sales management coaching. Dennis has worked with thousands of sales associates nationally and is considered a leading authority on growing revenue in the employer services market. Top Line Tactics, Inc. was established in 2002 and currently serves the sales force development and revenue acceleration needs of service and technology companies throughout the country. Prior to founding Top Line Tactics, Dennis spent sixteen years in the employer service industry and has witnessed many changes. No changes have been more dramatic than the transformation of the payroll and HRMS sales process. Many of Dennis’ sixteen years in the industry were spent with ADP one of our major competitors. Needless to say, Dennis has great insight into the industry as well as the challenges faced today by service organizations regarding growing market share.

Session Overview:

The Game Plan for Successful Selling in the Payroll and HR Market
Today’s market is filled with more competitors than ever before. In order to maximize our opportunity, we must be prepared to compete by understanding and implementing a game plan for successful selling in our industry. In this session, we will discuss sales process, best practices and common mistakes made by sales associates in the employer services market. Additionally, we will review how to compete and win against our national competitors.

Glenn Fallavollita CEO, MyMarketingPartner

Glenn Fallavollita, Founder of the DRIP Marketing System® and CEO of MyMarketingPartner, is one of the payroll service industry’s leading marketing minds. After a successful career in sales and marketing in the direct mail and process improvement industry, Glenn started MyMarketingPartner in 2002. Shortly after starting MyMarketingPartner, Glenn conducted an extensive 18-month sales and marketing study on the payroll service industry. During his research, he quickly recognized that a majority of payroll service bureaus looked like a “me-too” payroll service bureau to many buyers and referral sources; a look that’s costing them hundreds of thousands of dollars a year in lost sales.

Session Overview:

DRIP Marketing: How to Market Your Payroll Service Without Getting Soaked

The landscape for selling a payroll service has changed over the past decade. Just Google the words “payroll service” and you’ll get access to 6.7 million web-pages; and the top tow names that come up are ADP and Paychecx. Better yet, visit websites like Buyerzone.com or Vendorseek.com and you can get quotes from 6 or so payroll services— all within 48 hours!

By attending this session, you’ll quickly learn how to avoid looking like a “me-too” payroll service. We’ll show you how to build a relationship, based on trust and credibility, with the right type of buyers and referral sources. The 55-minute session overview will cover:

• What it takes to build a database of clients, prospect and referral sources.
• How to create the right marketing strategy for your sales battle plan.
• We’ll reveal which tactical campaigns drive results.
• How to take on the big national players and win.
• What it takes to separate yourself from the competition.

Terri Langhans COE, Blah Blah Blah Etc., Inc.

Terri Langhans is the author of the book The 7 Marketing Mistakes Every Business Makes (And How to Fix Them), and former CEO of a national ad agency and marketing firm that she started from scratch and grew large enough to sell to a publicly held Big Boy. She won the coveted CLEO for advertising, a New York Film Festival award for a TV spot and the American Marketing Assn’s EFFIE for the most effective campaign in the country in its category. Now she’s COE (Chief of Everything) at Blah Blah Blah, her speaking business, and editor of Speaker magazine, the official publication of the National Speakers Association.

Session Overview:

Blah Blah Blah: How to Make Your Marketing Anything But Boring
No one cares about your payroll service! That’s how it feels sometimes, doesn’t it? To the people who hire you, payroll is payroll. You all look alike and sound alike. Blah. Blah Blah.

Terri Langhans will help you change all that. She packs her program with creative ideas and tangible tools you can use right away to attract more business and make your marketing more effective, meaningful and memorable—no matter how big or small your budget. (And even if you don’t have a budget!)

How do you distinguish yourself from the competition? Terri says you have to be a maverick. You and your marketing and your referral strategy have to be different. She will zero in on these important marketing and referral generating areas, including “How To”:

• Distinguish your business, products and services from the competition.
• Find your points of difference no matter how much you look like the other guy, and create a competitive edge no one can copy.
• Focus your marketing message in a meaningful and memorable way that generates response.
• Create direct mail that works (don’t tell her you’ve “tried it” and it “doesn’t work.”)
• Attract more clients and referrals.

You and your marketing efforts will have more focus, greater impact, higher response and ultimately, that means more business.