Speaking Topics

10 Secrets to Small Business Success and Profitability©

“Most businesses start without a plan letting their entrepreneurial spirit to drive their success. There does come a time where the business begins to take over and seemingly gets away from the owner. Frustration, angst and confusion creeps in and the business is now driving the owner. This seminar will bring to light some points that when honed can get your business back on the right track, putting you in complete control once again, where you now run the business.”

Maximizing Your Time Management by Evaluating
and Segmenting Your Clients©

“Businesses of all sizes regularly struggle with time management issues. What do I do next, what types of clients should I be targeting, how often – what should I be doing? We become shackled to our email and stomping out fires and it definitely creates challenges. Sales suffer, clients suffer, profits suffer – how can you fix this? This seminar is designed to show one key aspect of how to effectively evaluate your current client base through a segmentation process. Knowing who your key clients are and the perfect types of clients to marketing to will open huge time gaps to further grow his business.

Selling Apparel from A to Z©

This lengthy 6 hour program will give you a broad understanding of the apparel marketplace and how to be more successful when selling promotional apparel. Discussions include presentation, digitizing, screen-printing and various other embellishment techniques. Excellent workshop!

The Promotional Apprentice ~
Transitioning to a Sales & Marketing Consultant©

This full-day workshop is geared toward helping the commodity (product) selling salesperson transition into a promotional marketing consultant. The climate of today’s promotional products sales person has changed, especially if you want to excel and set yourself apart from the competition. This full day workshop is designed to take participants out of their conventional comfort zone and put them to the test. Attendees will listen to Cliff Quicksell give some killer concepts on how to become more effective, how to build real life campaigns and how to successfully present those in front of the audience. We take a real-world case study, breakdown the elements, learn the questions to ask and then teams set out to build a unique marketing campaign to satisfy the clients objective. Attendees will leave engaged, satisfied and well prepared to hit the ground running out in the sales world. Not a ton of lecture, just hands-on practical experience. Help your team become true Sales and Marketing Consultants! The industry is flooded with product pushers but very few actual consultants. When we look beyond JUST the product a whole new world and opportunity awaits those that choose to make this quantum leap. This step by step program is designed to help you make that transition quickly and with fewer bumps.

Driving R.O.I. and R.O.O. to Maximize Your Profitability©

Measurement is now one of the largest driving factors in business today. Clients and prospects are taking a very hard look at what they spend, where they spend it and what results are derived from that spend. This presentation discusses the methodologies of measuring your marketing dollars and your campaigns. Return on Investment and NOW, Return on Objectives are critical not only for your clients but for you as well. This is great information for those that want to step it up their game ten notches or more.

Packaging, Fulfillment and Creative Distribution©

Like clients we should be looking at ways to constantly differentiate ourselves from the competition. Packaging, fulfillment and creative methods of distributing our products is one such way to do that. Learn some very valuable techniques that can aid you in achieving greater profits with your clients. Profit margins of 700% will be discussed through real life case histories. This is an excellent, must attend program.

Million Dollar Questions…Your Most Powerful Sales Tool©

What do you ask when you go to visit a client or prospect? Did you know that you should have forty questions prepared for a twenty minute interview? This seminar delves into various aspects of the sales process with some terrific suggestions on uncovering opportunities.

How to Maximize (ok squeeze) Your Marketing Dollars©

Budgets today are not only tight for our clients and prospects but for us as well; but we must continue to market nonetheless. So with these tight budgets what does one do? This seminar discusses numerous ways to create affordable marketing touch points in a very tight economy.

Present Like a PRO!©

There are skills that can be developed that aid in increasing your value in the eyes of your clients and prospects. If your tact is to regurgitate catalogs and samples on a desk and say “pick one” then you need help. This presentation helps uncover some of the pitfalls and give you sound tactics on improving your presentations skills.

Stay on Track: Developing a Marketing Plan, Your Roadmap for Success©

The vast majority of us have no strategic marketing plan; many have no plan at all. Would you hop in your car with no destination in mind, no direction, no map (GPS) to get you where you want to go? Many feel strapped and constrained because they feel they task of developing a marketing plan is daunting – it’s not.

You DO Have a Creative Bone in Your Body©

Many people feel that they do not possess creativity; and in reality we all have it inside yet the “fear of failure” prevents it from surfacing; understand the process, eliminate the stumbling blocks and you’ll open up a whole new realm of possibilities for yourself.

Being a Strategic Sales Person©

If you are not differentiating then you are the same. What is it that clients and prospects look for nowadays, is it just price? NO! They are looking for someone who understands their business can help them drive measurability and success. Instead of dropping off another catalog; we need to drive in deeper, really understand the clients business and uncover the challenges and opportunities. Doing so will set you so far above the competition you won’t believe it. Come hear, in detail the various proven techniques that have create loyal clients that spread your good name to business associates on your ability to be an amazing strategic partner.

Making 50% Profit on Every Sale©

In today’s market you needn’t be relegated to making the “standard” profit margins that some say you should make. There are numerous ways to add additional value and therefore additional profits. The standard coding system is one that is suggested, I’m suggesting otherwise. By building value, creativity, innovation along with other tools into the package you then drive the profits of your business. Many great case histories and techniques will be discussed that are not theory but proven ways to maximize your profitability.

Selling Above the Competition©

This seminar is anecdotal in nature. It speaks to the four P’s in sales: positioning, presentation, profits & perception. Attendees will leave understanding how these four dynamics inter-work like gears in a clock, and when they’re in sync the results are astounding.

Focused Direct© Marketing©

Understanding the development and implantation of a focused direct marketing campaign is the thrust of this seminar. More importantly, the development of a 3 dimensional piece that has high impact can (and has) resulted in 100% response rates on marketing efforts. Attendees will walk away with a keen understanding of how to develop their own marketing programs that will net equal results. Seminar is loaded with real-life case histories.

The Next Step: Transitioning to a Promotional Consultant©

The concept of selling promotional products the “old fashioned way” is the quickly diminishing. The next level will train teach and educate distributors on how to take their respective craft to the next level. Methods on whom to target, how to prospect and how to present more professionally and credibly therefore bolstering profits to record levels are fully discussed and outlined in this presentation.

From Rags to Riches…Making Top Dollars Selling Apparel©

The hottest selling market is the apparel industry, over 30% of all promotional products sold are apparel yet it is the least understood vertical market. This seminar delves into decoration and embellishment, product selection, terminology and presentation methods. This program is a must see presentation.

Put a Lid on it; Selling Headwear for Profit©

Selling headwear is a sales area where most distributors have no idea what the potential income can be. Customization of headwear both domestically and offshore is easy, fun and extremely profitable. Several examples will be shown and methodology of the decoration process will be reviewed. Distributors will come away more knowledgeable on how to sell through the intricacies of selling headwear both domestically and offshore.

Going for the Gold©

If you are interested in entering and achieving the pinnacle award in the promotional products industry, it would be the PPAI Golden Pyramid Award, then this is the seminar to attend. This award recognizes excellent creative and innovative use of promotional products in marketing campaigns. This seminar teaches attendees how to think more creatively and what the judges are looking for exactly when reviewing and judging a promotional campaign. This is a very highly sought after program.

Supplier Distributor Relations, Optimizing the Relationship

for Greater Profitability©

The old Indian adage “Just walk in my moccasins for a day” is so true, if both sides of our distribution equation realized what the nuances of each individual’s business’ are then things would improve dramatically. This seminar deals with the common everyday challenges that each face, how to understand and communicate more effectively whereby you create a true win-win working environment.

Maximizing Your Trade Show Experience©

People send millions of dollars each year on exhibiting at and attending trade shows, and generally with little or no understanding on how to effectively walk and work a trade show. This seminar touches heavily on both sides as both an attendee and as an exhibitor and how each can maximize their respective experience while at a show.

Questions Are the Answer©

Distributors and suppliers alike do NOT ask enough questions when making inquires or on sales call. They are so concerned about getting the sale that they lose sight on solving the client’s objectives; generally they have no idea what those objectives are. This seminar explores the varied and many questions that should be asked when working with clients, distributors and suppliers…who is your ideal client? What are you trying to accomplish? Would you be willing to sign a non-disclosure document regarding this program? This is a powerful, eye-opening program for distributors and suppliers alike.

Igniting the Creative Spark in YOU!©

Are you truly innovative and creative? If you’re like most people you may reluctantly say, ‘yes, somewhat’. Yet, inside each person lives that creative spark, that child-like energy that gave you the freedom to explore, to make a spaceship from the box the dishwasher arrived in, or having your imaginary place in your mind where you could be you, different, creative and innovative WITHOUT being judged. Where did it go? This seminar will explore how to get out of that rut and develop and surface that high energy once again and then how to apply that new-found revelation to promotions that bring the needed spark to your business as well as your client.

Selling to the Hospitality Industry©

Vertical and lateral selling is an underused methodology, yet every client wants to know that the relationship that they are developing is strategic and that they are working with someone who truly understands their business. Hospitality is a strong, profitable vertical market IF sold to properly. This is a tremendous presentation for those that want to know how to sell more strategically in this market area.

The POWER of Promotional Products©

Basic presentation that takes the fear out of the purchase. This seminar opens the door for you to see BEYOND the product and thereby helping your clients utilize this medium in very effective ways.

Measuring R.O.I & R.O.O. of your Target Market©

Today measurement is one of the most critical challenges that marketers face, they are being compensated on their ability to measure their spend and evaluate the effectiveness of that spend. To be the most you can be to your clients, it is imperative that you help them understand and build the metrics that will help them drive success.

Interviewing the Client©

Colliding Innovation & Creativity to Win Business Every Time!©

The Top 10 Things Client’s Really Want©

This seminar deals with the top 10 things chief marketing officers want from their strategic partners. C.M.O.’s today are being compensated based on their ability to align themselves with partners that are strategic thinkers and that can drive true R.O.I. and R.O.O. in the marketing process. Set yourself ABOVE your competition by understanding what clients are REALLY looking for.

How to Bring Your “A” Game to Every Presentation©

Our industry has become highly competitive. Every time you turn around there are more and more folks doing what we do…how do you compete? One major way is to make sure your presentations are spot on, thorough, and delivered consistently and accurately – every time. Clients are looking for consistency, creativity and other differentiating factors to determine their next best course of action. This seminar will give you the needed tools to ensure when you take the field, you WILL be on your “A” game!

Continuing Education and Power Networking, Critical Elements for Success©

Knowledge is KING and what better way to establish credibility with clients and prospects than to become smarter about what you do. You don’t have to run a piece of equipment, or do artwork but having a keen knowledge on all of these aspects and how to articulate those properly to your clients will indeed enhance the credibility factor when you’re out selling. Understanding where to go to get this information and how to craft the message will be discussed. Additionally emphasis on the PPAI Certification will be discuss and the value it CAN bring to each person should they decide to pursue their personal accreditation.

Your SALES Portfolio, How Well Is Yours Performing?©

Your financial portfolio can make or break you in an instance, especially if you are not keeping your eye on how well it is or is not performing. Your sales portfolio has many of the same characteristics, which clients are volatile, high risk? Which should you dump? Where do you place most of your assets – time and marketing, to ensure the greatest return on your investment? This seminar will help each attendee determine how well his or her sales portfolio is performing and way to get that portfolio into shape and balance to ensure maximum profitability.

“’If Opportunity Doesn’t Knock…Build a Door’…
Creating Opportunities for Business”©

Unfortunately most salespeople are reactionary in the approach to gaining business. Having a systematic plan and plan of attack or critical to the growth and longevity of your business. But most wait to see what will happen next instead of creating opportunities and being motivated and proactive in their approach. This seminar will help determine where opportunities lie, how to uncover them and tools one can use to create more solid opportunities for success.

Marketing Ramp-Up: How to Create Buzz and Reel In New Clients©

Handing someone a pen or a pencil is not compelling and the engagement aspect is limiting. But what if you had an understanding of what intrigued your client; would cause them to WANT to engage with you and have that elusive conversation that we are all dying to have? Giving your prospects and clients a reason to want to take that call is what this workshop is all about – creating exciting buzz about how you can help them achieve marketing success.

Clients and prospects do not want to feel pressure, or feel like they’re being sold to. Think about how you feel when you’re being pressured to make a decision, being forced into something before being able to think it completely through. This seminar will teach sound techniques on how to make a presentation that engages a customer, makes them feel a part of the process, and there for more comfortable in making an educated decision. Being non-pressure in the sales approach bridges gaps like you can imagine, it creates more loyalty more camaraderie and ultimately more sales and higher profits.

With technology, our gift of creativity, and all that our industry has to offer: the different products, the different imprinting techniques, packaging, fulfillment, creative messaging, all of this melded together can create some amazing marketing concepts that will definitely engage the client and prospect and a different level. In this day and age you can’t be the same, you must differentiate you must engage with your customers at a different level for them to see you at a different level. This seminar will show some amazing techniques some amazing case histories that have gotten this speaker 70, 80 sometimes 90% success rates.

Today, there are some folks that cannot afford or do they have large marketing budgets but that doesn’t matter. The beauty about promotional marketing is it doesn’t have to be expensive it doesn’t have to be huge numbers in order to be effective. This seminar, while basic, will suck show some very inexpensive ways to market you very effectively on a small budget. Additionally we will talk about how to use closeout merchandise and creative packaging at low minimums to create meaningful engagement marketing that will undoubtedly leave a mark with your clients and prospects.

Some companies have spent hundreds of thousands of dollars to develop their brand. Why would they do this? Because your brand speaks volumes. So what does your brand say about you, about what you do, about how you help a client, what is it exactly that you do? This workshop will take a deep interactive look at each attendee’s logo, brand, messaging, collateral material, website, social media, and see if it all makes sense. Make no mistake people are making buying decisions long before they pick up the phone they’re looking at your website they’re looking at your messaging the looking at what you do and what you say before they pick up that phone. Attend this workshop and have a hard look at your brand and see what changes you need to make to put yourself on track to becoming more successful.

Marketers do some pretty silly thing sometimes. This seminar will uncover the seven major reasons why marketing fails and most importantly we will discuss how to prevent those failures. What are some of the things that you need to be looking at? How can you identify those issues long before they take hold and become too difficult to uproot? You have this amazing opportunity now, to analyze your marketing efforts and get on the right path of success. Not only that but this seminar will also help you when you’re out speaking with your clients and prospects so you can help them too identify areas where they may need improvement.

In any business there are superstars, those are the people that rise to the top, those people that shine. Some people will say well that’s just natural for them but that’s not the case the reality is, it’s hard work to be on top and furthermore it’s hard work to stay on top. This workshop will discuss the 11 top traits that make those that are superstars in both sales and marketing superstars. You too can become a marketing and sales superstar if you apply these 11 traits that will help propel your business and put you in the top 3% of your craft.

If you are not different you are the same. We are in a very highly competitive marketplace every day you turn around there’s yet more and more people selling promotional products. What makes you different? What makes you special? Why would a customer write you a check? These are questions that I used to ask myself all the time and I realized in order to be different to set myself apart I had to be the one to create that differentiation that separation from the mundane to the best. This workshop will help you uncover methodologies in ways to differentiate yourself in your market. It also give you the opportunity to look within to see what are some of those unique aspects of who you are that you can then turn and parlay into differentiators when you’re working with your customers and prospects.

Most salespeople do not have a true understanding of their value. They go about business day in and day out doing the same tasks which, in time, will lead to frustration and ultimately burnout. When asked, most salespeople cannot tell you what an hour of their time is worth and furthermore if they can say, never make what they claim. This presentation is getting salespeople to see their ultimate value and to get paid for their expertise, as well as the products and services they sell. Some great techniques and supporting case histories with put attendees on the path of having more confidence while presenting AND lead to better sales and higher profitability.

As a business owner, leadership skills are critical, whether dealing with staff, clients or suppliers one of the greatest of skill to master is accountability. In today’s world, finger pointing and flinging accusations is the norm, but when do we begin to point the finger inward – that’s where true leadership begins.

This presentation and the twelve key points discussed, will create the framework and foundation for any manager or senior executive in any business setting for establishing a sound accountability strategy for their business. These principals, if enacted and practiced regularly, will ultimately positively change the direction of the attendee’s business for the better.

Powerful, real-life scenarios and case histories will be discussed during this presentation!

“There is a phrase, ‘It’s not what you know, it’s who you know’ I say that’s partially true. What you know equally important. In today’s competitive market, it’s imperative to know who
the players are in your industry and having the ability to leverage that talent in order to lift your success; however, it can’t be one sided! Because we are so busy, we fail to take the time to really understand what value each of us possess, unfortunately this causes us to miss out on so many opportunities.

This seminar will help all attendees, regardless of your status, distributor, supplier, multi-line reps, everyone will benefit! You will hopefully see through leveraging your community and being part of the giving back will help raise the entire industry to unprecedented levels.

Attendees will leave:

· Understanding the value of broader partnerships

· How giving back, helps lifts all in the system

· Where to look and where and how to ask from your community

· Multiple case histories will be discussed

· Audience participation highly encouraged