These Seminars on Sales & Marketing, Professional Development, and Alternative Energy & Green Technology Provide Information You Can Use TODAY!
It’s almost always difficult to find the time and money to attend educational programs but on Thursday., Oct. 29, the Expo has made it easier for you. There’s no fee and no pre-registration required. So head down to the show, sit in on a seminar or two and check out the exhibitors. Here’s a brief description of last year’s seminar offerings:
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REGISTRATION: Requested, not required
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Are Your Sales People Driving You Crazy?
Instructor: Frank Belzer, David Kurlan & Assoc.
Time: 9:00 am – 10:00 am
Location: Conference Room E
Learn how to get 4 more hours in every day - to do more of the things you want to do. Get more done with less stress and achieve greater balance and control in your personal and professional life.
Are you a business owner, CEO, or entrepreneur that finds yourself more perplexed than ever by your sales people? Are they more difficult to manage than your other employees? Are they a source of irritation to your other staff and perhaps of greater concern, how are they treating your current and future customers? With a more competitive climate, you may find that past performers are now struggling. Understanding your sales people is probably more important now than ever before. This workshop will discuss the strengths and hidden weaknesses that can account for difficulties in managing your sales people. Knowing how to address these will not only assist you with managing your people, it will also help you improve their performance and add to your bottom line!
Presenter: Frank Belzer has been selling and helping sales people succeed for twenty years with eight years managing one of the top sales teams for a major international corporation. Year after year he was in the winner’s circle with his novice sales people learning to enjoy success. Now a senior associate with David Kurlan, he has combined his experience with the proven and time tested Kurlan sales techniques and sales force evaluation tools.
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Inbound Marketing: Get Found Online and Turn Your Website into a Lead Generation Machine
Instructor: Peter Caputa IV, HubSpot
Time: 10:00 am – 11:00 am
Location:Conference Room E
Search engine optimization, blogs, social networks, pay per click ads, closed loop marketing…you probably have heard of most of these terms. You might even have dabbled in one or two with moderate success. But, if you’re like most businesses, you haven’t figured out how to apply Internet marketing best practices in a predictable and cost effective manner in order to generate new business.
Whether you’re a small business owner, marketing professional, or a salesperson generating your own leads, this session will walk you through how to use inbound marketing techniques. You’ll learn about landing pages, lead intelligence, and marketing analytics – so you can start using the Web to create demand and generate new leads.
Presenter: Peter Caputa IV is an Internet Marketing Advisor at HubSpot, an inbound Internet marketing company dedicated to helping small and mid-sized businesses leverage the Internet. Peter ran his own event and online marketing business, worked at Saint Gobain Abrasives as their North American Webmaster, and has his own well read blog on internet marketing at pc4media.net
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Creating a Personal Brand
Instructor:Deborah Penta, CEO of PENTA Communications and Founder of FLIC
Time: 10:00 am – 11:00 am
Location: Showcase Corner
Presented by FLIC: Female Leadership Interest Council
Women in leadership understand the importance of creating a personal brand and having their own signature style. It starts from within and digging deep to understand yourself and learn how you can effectively bring your unique personality into your daily professional life to enhance the work you do every day. Women at all levels are encouraged to attend this program!
Presenter: In this session, Deborah Penta, CEO of PENTA Communications and Founder of FLIC; along with three other community leaders, will share how you can find and execute your own personal brand and create a signature leadership style that works for you!
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Negotiation Skill Building
Instructor: Charles Doran, founder of Mediation Works Incorporated
Time: 11:00 am – 12:00 pm
Location: Conference Room E
PBased on principles developed at the Harvard Negotiation Project and by Roger isher, co-author of the bestseller Getting To Yes, this workshop builds participants’ capacity to negotiate, communicate and resolve conflict through a collaborative process, thereby producing better outcomes for all parties while enhancing long-term working relationships. The audience will gain an awareness of the complexities of negotiation and an introduction to a framework for understanding, diagnosing and leading the interest-based negotiation process. This framework helps participants to:
• Negotiate to promote joint problem-solving and collaboration
• Recognize when to accept and when to “walk away”
• Respond to threats and otherwise uncooperative behavior
• Separate the people from the problem
• Communicate clearly and effectively
• Build, strengthen and improve relationships
Presenter: Charles “Chuck” Doran is an experienced mediator, trainer, ombudsman and the founder of Mediation Works Incorporated (MWI). He works nationally and internationally as a dispute resolution trainer and consultant with corporate, governmental and non-profit clients including Coca-Cola, Deloitte & Touche, the Rockefeller Foundation, and with Harvard Law School. He served as a member of the Mass. Supreme Judicial Court Standing Committee on Dispute Resolution and is an arbitrator with the Mass. Bar Association’s Fee Arbitration Board.
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Sell Like a Girl
Instructor: Jeanne Keith Worrick, author of Sell Like A Girl
Time: 1:30 pm – 2:30 pm
Location: Conference Room E
Are you discouraged by the status quo of testosterone selling? You can be yourself and succeed in sales. Women are natural born salespeople – they just don’t know it. From our genetics to our cultural socialization, we have what it takes to build relationships and keep customers for the long haul. The best salespeople have always had these qualities. A career in sales gives women the opportunity to earn more money with a flexible schedule giving them the balance they desire to have a family and a life outside of their work. Jeanne Worrick shares her experience selling like a girl in a man’s world and guide you to accessing your inner saleswoman.
Presenter: Jeanne Keith Worrick, the author of Sell Like A Girl, has been a top producer in commercial and industrial oil sales for twenty years, in a predominantly male industry serving Fortune 100+ companies. She created successful marketing programs that expanded market share. She continues to hold seminars that address timely topics, such as biofuels and green issues, for her clients and prospects.
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Focus Your Time
Instructor: Dennis Smith, founder of Densmith LLC
Time: 1:30 pm – 2:30 pm
Location: North Conference Room
Your life is overloaded with demands for your time, emergencies that require immediate response, too many meetings, continuous communications, and the need to juggle and then juggle some more. Focus Your Time offers simple ideas on how to more effectively focus your week while lowering personal stress.
These 60 minutes will guide you through a proven process for building a personal working environment that takes into account the reality of your life. It describes how you can take these steps and the immediate benefits that you will receive. You’ll leave with a personal worksheet listing ideas to start using now.
Presenter: For 30 years, Dennis Smith has been showing companies of all sizes how to get things done better, faster and for less money. He has helped software, Internet services, financial, controls, manufacturing, and non-profit companies get more done. Dennis’s inventions include the Core Method, the Internetworked Management Model, and Team / Project Acculitics® – all processes that rapidly boost effectiveness.
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Leveraging Technology in a Belt-Tightening Climate
Instructor: Adam Cooper & Brandi Whaley, Compliance Service Organization
Time: 2:30 pm – 3:00 pm
Location:Conference Room E
This seminar will take you on a tour of the World Wide Web for new, and cost-effective tools to manage your sales, marketing & training efforts. The 30-minute presentation will offer tips on how to navigate and leverage the following online tools.
• Social Networking Websites
• E-Newsletters
• Webinars
• Online Alliances
• Multimedia
• E-Training
PresenterS: Adam Cooper and Brandi Whaley from Compliance Service Organization are experts in multimedia and utilizing it to streamline many cumbersome business processes and regulatory requirements.
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Funding for Renewable Energy Projects
Instructor: Marybeth Campbell, Mass. Technology Collaborative, Renewable Energy Trust.
Time: 9:00 am – 10:00am
Location: North Conference Room
You will learn where there are funding opportunities available for the installation of solar photovoltaic, wind energy, clean energy purchases and more. Attendees will hear about MTC’s Commonwealth Solar Initiative, which provided rebates for the installation of solar energy to produce electricity, and will hear more about programs that can help study the feasibility and design and construction of other renewable technologies.
The Massachusetts Technology Collaborative is the state’s development agency for renewable energy and the innovation economy. The Renewable Energy Trust works to stimulate economic activity and renewable energy development in communities throughout the Commonwealth.
Presenter: Marybeth Campbell serves as the Public Education Manager for the Mass. Technology Collaborative, Renewable Energy Trust. She oversees MTC’s partnership with the state’s Executive Office of Energy and Environmental Affairs, and administers projects with EEA that will identify climate change and renewable energy opportunities in Mass.
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Renewable Energy Systems for Home and Business
Instructor: Mark Durrenberger, New England Breeze
Time: 10:00 am - 11:00 am
Location: North Conference Room
Does the cost of electricity concern you? Would you like to become less dependent on your utility? Are you concerned about the environment and the effects of fossil fuels? Worried about global warming and your carbon footprint? Then perhaps you should consider generating your own clean electricity with a wind or solar system. Renewable energy is not only great for the environment, it’s great for your home or business’ bottom line.
This seminar will cover the fundamentals of solar electric, solar hot water, and wind systems, how and why you might consider a system for your home or business.
Presenter: Mark Durrenberger, president of New England Breeze, was trained by Al Gore to teach about climate change. At about the same time, Mark founded New England Breeze – an installer of solar and wind energy systems. Mark has served as a management consultant and trainer to engineering and product development professionals in Fortune 1000 companies, led a major new product effort in a Fortune 500 company, managed an IT group, and performed nuclear engineering work.
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Greening Your Business
Instructor: Maryellen DiSchino, The Green Roundtable, Inc.
Time: 11:00 am – 12:00 pm
Location:North Conference Room
Do you want to be an environmentally aware and responsible business? What is the impact of “green” on your bottom line? Whether you’re looking to understand LEED certification for new construction, or save money in your existing facilities by incorporating green into maintenance and operations, or by recycling and using alternative products, this seminar will show you how to get started.
Presenter: The Green Roundtable, Inc. (GRT) is an independent non-profit organization whose mission is to mainstream green building and sustainable design. They offer a variety of services to build capacity and provide support to owners, developers, contractors and design professionals who want to incorporate green principles and practices into their business and the built environment.
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Energy Efficiency Incentive Programs and Services
Instructor: Michael L. Neptune, National Grid
Time: 2:30 pm – 3:30 pm
Location: North Conference Room
National Grid provides many services for your company to be energy efficient. This presentation will explain the programs and resources available to businesses for:
• Commercial, industrial, and municipal programs - all sizes
• Retrofit incentives
• Advanced Buildings new construction program
• Application and payment process
• New construction and major renovation incentives
• Company contacts and web resources for more info
Presenter: Michael L. Neptune is a principal energy
efficiency consultant with National Grid promoting energy
efficiency incentive programs to commercial, industrial and municipal customers. He is a certified energy efficiency manager and lighting efficiency professional.
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Making IT Greener
Instructor: Fran Ahern, RetroFit Technologies
Time: 3:30 pm – 4:30 pm
Location: North Conference Room
Looking for ways to reduce your company’s carbon footprint? The average PC wastes 400 kWh of electricity per year (about two-thirds of what it consumes) and 60% of workplace PCs are left on after hours. Are you looking for a reliable recycling and asset disposition program where you don’t need to be concerned about the equipment you just decommissioned? E-Waste has become a global problem. This seminar will provide you with power management best practices that are proven to reduce your IT operating costs and limit greenhouse gas emissions. We’ll show you how to recycle your technology in a socially responsible and secure manner.
Presenter: Fran Ahern is the VP of sales & marketing for RetroFit Technologies where he manages sales and marketing activities. As part of the executive leadership team, Fran sets the strategic direction of service offerings and sales and marketing activities. Fran has over 20 years’ experience in IT and prior to RetroFit, he ran the U.S. Multi-Vendor Services Practice for Sun MicroSystems.
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Tel: 508.753.2924
