AGENDA

This agenda is subject to change.

Day 1
11:30 am - 1:00 pm	Registration & Lunch in Networking Center
1:00 pm - 5:00 pm	Commercial Market Solution Session
	• Manufacturing Environment with Personal Safety Applications
	• Entertainment Venue with Workflow Management Applications
	• Public Works with Console and System Management Applications
6:00 pm - 9:00 pm	Welcome Reception & Networking Center

Day 2
7:30 am - 9:00 am	Breakfast in Networking Center
9:00 am - 11:00 am	Sales Skills Sessions - Choose 1 of 3 sessions
11:00 am - 1:00 pm	Lunch in Networking Center

Commercial Market Solution Session

Join us in the afternoon for a deep dive on our unified communication solutions. We will use real world customer examples, most of which can be applied to many verticals.

Manufacturing: Keeping Workers Safe

Personal Safety Applications that include demos of Indoor Location and Lone Worker.

Entertainment: Improving The Customer Experience

Workflow Management Applications that include a demo of TRBOnet's Job Ticket solution, as well as a discussion on how these venues can leverage WAVE OnCloud to link broadband and radio users together.

Public Works: Enhancing Worker Productivity and Efficiency

Applications focused on better operations such as consoles to provide instant communication at all times, or SCADA solutions to monitor, automate and manage field resources for effectively.

Sales Skills Sessions

Presented in all cities

Shaping Customer Concepts

This seminar is designed to provide participants with a start to finish knowledge of the buying process and how sellers can help guide customers through decision making. Special emphasis is placed on using the MSI Sales Way method to ask questions that help customers frame challenges and solutions into actionable steps. Participants completing this session will obtain a proven approach for planning and executing customer meetings.

Leveraging Partner Tools to Drive Sales Activity

This session will help those salespeople who have been selling MOTOTRBO radios for less than two years. Join us to review real tools and tactics that can help you generate new business. We will explore and demonstrate the value of hunting and prospecting, lead management, best practices for building your future opportunity pipeline, and sharing real world, proven examples of how other DSRs in other Partners have gotten new customers and sales in commercial markets.

Presented in Toronto

Emotional Selling

All buyers, regardless of the product or service being purchased, will progress through three succinct mental phases if they are to possess the desire to buy. Each participant will learn how to recognize those phases and guide the buyer through those stages during their sales conversation.

A few of the ideas addressed in the Selling To Emotions session:

• How to appeal to the what the client wants, as well as what the client needs
• Encourage the client to want to do business with you before delivering your presentation
• Diffuse potential objections

Presented in Baltimore, Boca Raton, and Atlanta

Leverage Your Client Base—Relationship Equity = Referrals & Repeat Biz

The Top Sales Professionals throughout the universe DO NOT consistently approach and look to develop new relationships every day. While still maintaining a focus on new business, top sales pros look to fortify, develop, and GROW relationships that they have already earned. In fact, the absolute BEST of the BEST turn each valued relationship into their next FIVE….by design! It is our belief that repeat business from customers and introductions/referrals come from a well-defined and strategically developed plan of execution, rather than based on the “shoulders of charisma” of a special salesperson. Are Motorola Solutions Channel Partners getting a full slate of opportunity from the existing customers that we already serve? Are there other departments and divisions in those companies that we have not met? Are there other ways we can help or solutions that we can provide? Are there other people we should be meeting or opportunities that we should be addressing? Referrals are the lifeblood of a service industry. Any senior/advanced sales rep needs to have a well-defined process to follow to generate a constant stream of introductions, referrals and thus, opportunities from within their network. We will introduce a 7-step plan to do just that.

Presented in Orange County and Dallas

Time Management is NOT the Management of Time!

Too many times is the excuse given; “I couldn’t make the time for that” or “I just didn’t find the time to get that done” or “I simply didn’t have the time…!” Time management is simply a series of disciplines that need to be followed that fall into the scope of personal management more than anything. There are people that get much more done in an 8 hour day than most of their colleagues. In this training module, we explore the importance of differentiating between priorities and urgencies. We discuss seven steps to goal setting, effective daily planning, proper to-do list management, and email strategies to recapture your day.

Presented in Chicago

Deepening and Widening the Sales Funnel

This seminar is designed to provide participants with a start to finish knowledge of the buying process and how sellers can help guide customers through decision making. Special emphasis is placed on using the MSI Sales Way method to ask questions that help customers frame challenges and solutions into actionable steps. Participants completing this session will obtain a proven approach for planning and executing customer meetings.