Experience the latest in technological breakthroughs as more than 20 life science, biotech and engineering technologies will be showcased from Nagoya University, UNC-Chapel Hill, North Carolina State University and East Carolina University.
Learn about collaborative strategies from industry leaders, including:
J. Keith Crisco, Secretary of the North Carolina Department of Commerce
Ray W. Wood, Ph.D., Vice President of pharmaceutical and analytical R&D for Eisai, Inc., contributor to the development of several patented medications.
Masao Ando, President of EQUOS Research and director of Aisin AW, developer and OEM for vehicle automatic transmissions and car navigation systems.
E. Norris Tolson, President and CEO of the North Carolina Biotechnology Center.
Attendance for the event is free of charge and includes continental breakfast, lunch and reception.
Location
Sheraton Imperial Hotel and Convention Center
4700 Emperor Blvd, Durham, NC 27703
Sep. 06, 2010 - (by Olalah Njenga, Columnist, Marketing Strategist & Author Marketing Strategist; and owner of YellowWood Group) Too often, our enthusiasm to simply close the sale clouds our perspective. Not only are we leaving money on the proverbial table, but we are leaving something far more important on it. Opportunity! When we sell collaboratively, we roll up our sleeves and get a little dirt under our finger nails. We ask both the finite and the broad sweeping questions. We probe. We reflect. We engage. In the end, we, as sales professionals, position ourselves as the non-expendable resource that our clients are craving. We become the catalyst of opportunity making.
Don't assume that collaborative selling is merely the evolution of consultative selling. You would be mistaken. In a consultative selling relationship, sales professionals offer value, steer dialogue and uncover issues that could impede progress. In collaborative selling, sales professionals are highly involved in the interworkings of the clients' businesses. Collaborative selling demands that we work lock-step with a variety of people within the companies were we collaborate. Selling collaboratively is not for the faint at heart. It's not for the sales professionals who are happy to close the deal. Collaborative selling is for "sales rock stars". If you don't know whether you are a sales rock star or not, you probably aren't, but that doesn't mean you can't be one . . . eventually.
If you're interested in selling collaboratively, then take note, here's 3 ways to jump start the journey.
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Sep. 06, 2010 - (by Olalah Njenga, Columnist, Marketing Strategist & Author Marketing Strategist; and owner of YellowWood Group) Too often, our enthusiasm to simply close the sale clouds our perspective. Not only are we leaving money on the proverbial table, but we are leaving something far more important on it. Opportunity! When we sell collaboratively, we roll up our sleeves and get a little dirt under our finger nails. We ask both the finite and the broad sweeping questions. We probe. We reflect. We engage. In the end, we, as sales professionals, position ourselves as the non-expendable resource that our clients are craving. We become the catalyst of opportunity making.