NOTE--Meeting Location  
Cleveland Park Library 
1st Floor Meeting Room 
3310 Connecticut Avenue, NW, Washington, DC 
(map) 

Do you feel your sales process isn't as effective in today's technology marketplace? Are you finding more pressure on price?Are you frustrated by the endless "stalls" of prospects? And, does it seem as if some of your new prospects have heard it all before? 

If any of this sounds familiar, then join us to hear Ken Smith present new approaches for professional selling and client development. Ken has worked extensively with those in the technology, professional services, and financial industries. His presentation will address the following: 

• Why conventional sales approaches for technology and professional services are no longer as effective
• Why traditional selling tactics often turn you into an unpaid consultant
• How to deal with the "think it overs" and the "maybes" that never become clients
• How to qualify prospects quickly by helping them discover why they should, or should not, do business with you
• What self-limiting beliefs and outlooks can keep you from achieving the sales success you deserve

Ken began his sales career the hard way, selling books door to door. He has also been a #1 account executive for NCR Corporation, selling computers and software. At CBSI he quickly became the company's top sales executive. After taking the position of  executive vice president of sales and client development, he grew the company's sales revenues annually by  50 to 100 percent. Ken believes, however, that his greatest accomplishment has been helping others achieve their professional and personal goals. 
  
Located in Rockville, MD, Ken and his associates work with individuals, and their growing companies, to assist them in achieving high levels of performance. Ken provides the training, support, and ongoing coaching necessary to help his clients achieve their potential and the success they deserve. 

Ken may be reached at 301-251-5852 or by e-mail. 

Agenda 

12:30  pm	Check-In
1:00 pm	Welcome & Announcements
1:10 pm	"And You Can Quote Me on That . . . "  Tax Updates & Accounting Tips, Jina Etienne, CPA
1:20 pm	Main presentation: Re-Engineer Your Sales Process; Ken Smith
2:45 pm	Q&A
3:00 pm	Closing announcements
3:05 pm	Informal queries, conversation, networking

Presentation Description | Speaker Information | Meeting Agenda | Location  | Sponsors | Registration 

Location: One-half block south of the Cineplex Odeon Uptown movie theatre on Connecticut Avenue, NW, Washington, DC. (There are many restaurants suitable for pre- or post-meeting gathering/networking/refreshment in the block north of the library.) 

Parking: Very small lot, off Macomb St., to left of library. 

Metrorail--Cleveland Park Station on the Red Line (on Connecticut Avenue, just 1.5 blocks north of meeting site) 

Several times a year a smaller group (usually about 8 to 12) goes to Nanny O'Brien's (directly across the street from the Cleveland Park Library at 3319 Connecticut Avenue, NW, 202-686-9189, open 2 pm Saturday to 2 am Sunday) or another local establishment for continued conversation, networking, and refreshment following the meeting. (Participants pay for their own beverages and food.) 

Join us!