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Institute 2018

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Price: $25.00
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Description

Monday, March 19th

Institute - additional fee - $25.00

2:00 pm - 5:00 pm

More Lessons from the Trenches of Sales & Marketing 

Presented by: Joseph Criscuoli, Marketing & Sales Coordinator, University of Maryland, College Park
For 30 years, Joe Criscuoli was a rainmaker and change agent in the marketing communications services arena. In 2014, he joined the Conferences & Visitor Services team at the University of Maryland, College Park in order to apply his talents to the goals of this department of his alma mater. First, Joe will share with you some of the sales and marketing techniques he perfected in his career and now employs when working on events and programs – techniques that are important for success in collegiate conferences and events – such as: understanding the sales funnel, simple sales tracking and simple sales reporting; using marketing channels to drive inquiries to your door, and time-effective techniques for moving a prospect from inquiry to contract (or not) by managing the client’s expectations, as well as your own. The second part of this institute is all about YOU! Bring your questions, situations, challenges, mysteries, and migraines. Step-up and role play your very worst nightmare and try to “Stump the Presenter”. Joe will draw from his experiences in an attempt to help you to overcome and to send you out the door with suggestions and solutions designed to grab more business, more new business, and more profitable business. The very best challenge(s) may even win a prize!

Learning Objectives:

  • Understand the sales funnel, sales tracking, and reporting - sure, you can use CRM software, but is there an easier way?
  • Learn how to use marketing to drive inquiries to your door and the marketing channels you should be manipulating to gain exposure for your venues
  • Hook ‘em, Contract ‘em, and Fear Not the Addendum – time-effective techniques for moving a prospect from inquiry to contract (or not) by managing the client’s expectations.