rebranding global sales leadership society fall newsletters.pdf · 2 with the first sales...

1

Global Sales Leadership Society

recently rebranded it’s organiza-

tion as the Sales Leadership Soci-

ety Workshop. This is now the

new name of the organization

because there was a demand for

our top-notch students to get

college credit for their hard work

and create even more esteem for

the organization as a whole. The

term “workshop” indicates that

the students involved in the Sales

Leadership Society Workshop are

required to take a set curriculum

during their Junior and Senior

year with classes to prepare stu-

dents with a successful career in

sales. Examples of classes in the

workshop include but are not

limited to Consultative Selling

and Sales for a Social Impact.

The Sales Leadership Society

Workshop will now be one of

three workshops offered

through the Kelley School of

Business among the other

highly-competitive workshops

including the Investment

Banking and the Consulting

Workshop. The workshops

attract only the best Kelley

students and are designed to

familiarize students with their

respective industries and pre-

pare them to obtain and to

succeed in those fields. This

rebranding and workshop

addition fits with our mission

to be one of the world’s top

sales leadership development

organizations as we are looking

to remain competitive when

attracting the best talent Kelley

has to offer and supply our

sponsors with trained and pre-

pared professional in the sales

fields. Please feel free to pro-

vide feedback on the rebrand-

ing process or additional ideas

to ensure the Society does not

become complacent with its

already tremendous success.

Rebranding Global Sales Leadership Society

The Society welcomed 15

strongly qualified members

into our organization this Fall

Semester. After attending the

various callouts and campus

involvement fairs, completing

the application , and success-

fully interviewing with the Ex-

ecutive Team, congratulations

to Nick Otto, Megan Perez,

Stephanie Shobe, Casey

Stierwalt, Elliot Sharples-

Gordon, Morgan Carite, Dipi-

ka Chanchalani, Ellen Sartori,

Alex Rodriguez, Eric Graehler,

Cameron Cooper, Alyson Hal-

terman, Abby Sensabaugh,

Samual Reed, and Claire

Bromm. A special thank you to

3M, Altria, and Procter &

Gamble for attending our

callout meeting on Tuesday,

September 3rd to give current

and potential members insight

on their respective industries

and explaining a day in the life

of a sales manager.

Congratulations to Our New Sales Representatives

Sales Leadership Society Workshop

AUGUST &

SEPTEMBER

EDITION

SLSW Sponsorship Newsletter

Rebranding Initiatives 1

New Hires 1

Society Pre-Competition 2

Kraft Recruitment Dinner 2

Resume Book 3

Sales Career Speed Networking Event

3

Chicago Trip Update 3

Inside this issue:

Our Mission :

To be one of the world’s

top sales leadership devel-

opment organization that

provides the highest cali-

ber of sales professionals

to world-class corporate

sponsors through a team-

based approach which

focuses on improving

individual sales skills in a

real-world setting.

2

With the first sales competition already com-

pleted, the Society is off to a great start! For

six years in a row, the Center for Global

Sales Leadership has hosted the National

Team Selling Competition.

The competition attracts top teams of under-

graduate sales students from America's lead-

ing universities who wish to pursue high-

level, complex sales and to practice team

selling simulations. Altria Group Distribution

Company and 3M Corporation employees

role-play as buyers and senior management,

and also serve as judges.

This year we had our best turnout ever

in our pre-competition with 55 team’s

participating and an average overall

score of 3.6 out of 5.0!

Congratulations to the following mem-

bers for placing in the top 5 teams and

being invited for advancement to rep-

resent IU at the National Team Selling

Competition on October 10-11:

Thank you again to Altria and 3M for

their sponsorship of the competition

and feedback to all the participants.

Society Pre-competition for National Team Selling Competition

Sa les Leadership Soc iety Workshop SLSW Sponsorship Newsletter

1st Place: Ian

Bobbit and

Ellen Satori

2nd Place: Jack

Toal and Eric

Graehler

3rd Place: Kip

Wiktorowicz

and Sam Reed

4th Place:

Hilary Leighty

and

Morgan Carite

5th Place: Elise

Gelwicks.

TOP 5 TEAMS

Altria Group Distribution will be recruiting this fall for sales internships

and full time positions. The sales internship gives students a first hand

experience at territory management and invaluable sales experience.

From the very first day as a full time hire, new sales representatives at

Altria Group Distribution Company are immersed in an engaging and

motivating company culture. All employees get to attend a Territory

Sales Manager Foundations seminar in their first week to learn how to support Altria’s mission, how to apply

company values and selling skills, and many other crucial skills that aid your path to a successful career. With a

proven history of sales excellence, Altria is one of the top destinations for aspiring sales leaders.

3M is a global innovation company that never stops inventing. Over the years,

our innovations have improved daily life for hundreds of millions of people all

over the world. We have made driving at night easier, made buildings safer, and

made consumer electronics lighter, less energy-intensive and less harmful to the

environment. We even helped put a man on the moon. Every day at 3M, one idea always leads to the next,

igniting momentum to make progress possible around the world. With $30 billion in sales, 3M employs about

88,000 people worldwide and has operations in more than 70 countries. Be part of what’s next!

Kraft Recruitment Dinner

All Society members including our recently accepted Sales Reps were

invited to a new member social and networking event hosted by

Kraft Foods at Café Pizzeria on Monday, September 16th. Thank you

for giving us information about the Management Development As-

sociate and Brand Assistant full time opportunities and providing a

casual environment to ask questions. We also enjoyed partnering

with Women In Business for this event and networking together.

3

Society Resume Book Now Available

Chicago Trip Update

Sales Career Speed Networking Event

The most updated Society

Resume book is now available

on our website! Simply click on

either the Student Members or

Corporate Sponsors on the top

right corner to log into the

system and have easy access to

all current members resumes.

This is a great opportunity for

the sponsors to see the high-

caliber of members the Society

has and put a name to a face

when reviewing resumes. The

resume book is also beneficial

for current student members to

seek out members who have

experience working for any of

our corporate sponsors and

learning about their experienc-

es. Our product is our people

and the it is through sharing

our knowledge and experiences

with each other that we can

continue to better the reputa-

tion and high-level of student

members.

Thank you to Natalie at

Coyote Logistics for join-

ing us on Tuesday, Septem-

ber 17th during our Society

Meeting to discuss re-

sumes, interviewing, and

career fair tips. We appre-

ciated your time and valua-

ble insights to help set So-

ciety members up for suc-

cess this recruiting season!

ADP. Following roundtables,

we will visit five sponsors Chi-

cago offices including Google

The Trip is scheduled

for Thursday, October 24th-

Friday, October 25th. We will

spend Thursday evening at the

World of Whirlpool then

spend the night at the Sheraton

Four Points Downtown.

Friday morning will begin with

roundtables with eleven of our

corporate sponsors including

3M, Procter & Gamble, and

and C.H. Robinson before

departing for Bloomington. .

Sa les Leadership Soc iety Workshop SLSW Sponsorship Newsletter

The Chicago Trip provides

our members the opportunity

to network with all of our

corporate sponsors in one

location right in the middle of

recruiting season for intern-

ships and full-time positions.

It is recommended that every

member to take advantage of

this great opportunity- plus

who doesn't want to spend a

fun weekend in Chicago!?

On Tuesday, September 24th, current members and Kelley student had the opportunity to quickly learn about different sales careers in different industries! Companies: 3M; Altria Group Distribution Company; ADP; ArcelorMittal USA; Northwestern Mutual; Whirlpool Corporation; Procter & Gamble. The event was sponsored by the Center for Global Sales Leadership & the UCSO. The event included a short welcome with brief speed networking instructions, the for just under an hour students made table rotations every 10 min for a total of 7 rotations. After all the rotations finished, a light dinner was served and the remainder of the time was spent on open networking. The Society members specifically said this is one of their favorite events of the year because it allows them to speak with the Sponsors in a more casual and smaller environment. This allows them to ask more detailed questions, o gain a richer understand of the company and the positions available. Thank you again to all our Sponsors participation!

THANKS TO

1

Congratulations to Workshop

members Ian Bobbit and Ellen

Sartori for winning the Pre-

National Sales Team Competi-

tion! Ian Bobbitt, member and

current Chief Financial Officer,

speaks about winning his accom-

plishment of winning the Society

pre-national sales competition.

“The pre-National Sales Competi-

tion greatly developed the selling

abilities of the Workshop mem-

bers. The Altria Group construct-

ed a thorough case and profes-

sional environment that stimulat-

ed real world business interaction

through industry research, pre-call

planning, and on the spot

problem solving, need devel-

opment, and teamwork. I am

very grateful for the opportuni-

ty to have participated in this

event. My competition partner,

Ellen Sartori, and I were able

to begin the sales call with

strong enthusiasm and a com-

prehensive understanding of

the case background. These

factors, paired with insightful

questions on need clarification,

created the opportunity for a

specific, successful solution in

the role play. On behalf of the

entire Workshop, thank you

very much for the planning,

training, and feedback provided

by the Altria Group and 3M.

Pre-National Sales Team Competition Winners

Thank you to all the Workshop

members who volunteered for

the National Team Selling Com-

petition! We had a successful

competition because of your

hard work and willingness to

help out. Thank you for show-

ing our Hoosier Hospitality to

our guests and doing the vari-

ous small tasks to make the day

run efficiently. Because of the

total 44.5 hours dedicated at

$10/ hour the Workshop was

able to raise $445 dollars to

The Rise, a local shelter for

mistreated women.

Volunteering for National Team Selling Competition

Global Sales Workshop at Indiana University

OCTOBER EDITION

GSW Sponsorship Newsletter

Pre– NTSC Winner 1

GSW Volunteering 1

OxyChem Guest Speaker 2

C.H. Robinson Guest Speaker

2

Northwestern Mutual Guest Speaker

3

GSW Goal Initiatives Leadership

3

Inside this issue:

Our Mission :











real-world setting.

2

Thank you to OxyChem for attending our

October 1st meeting. OxyChem presents to

the Workshop about different thinking styles

utilizing HBDI. The colors included blue for

analytical, yellow for conceptual, green for

structure, and red for emotional self. We first

began by individually figuring out our per-

sonal color. After everyone determined their

sales style, we then broke into groups to

strategize how to adapt to a buyer with a

different style. We learned that by catering

our approach to each sales style we can gain

trust and identify the key decision makers.

The best way to gain trust for each color was

to tailor your sales approach to their

specific needs. When planning your

approach the best way to gain trust for

based on color sales styles, blue values

accuracy, yellow values intuitive, green

plays it safe and red needs to feel con-

nected. After you have gained trust its

now time to make the sale and focus-

ing on specific information they value

to make a purchase. Blue buys ROI,

yellow buys strategic fit and innova-

tion, green buys proven processes, and

red buys the personal connection.

Thank you again to OxyChem!!

October 1st OxyChem Guest Speaker

Page 2 Sa les Leadership Soc iety Workshop GSW Sponsorship Newsletter

Occidental Chemical Corporation (OxyChem) is a leading North American

manufacturer of polyvinyl chloride (PVC) resins, chlorine and caustic soda – key

building blocks for a variety of indispensable products such as plastics,

pharmaceuticals and water treatment chemicals. Other OxyChem products

include caustic potash, chlorinated organics, sodium silicates, chlorinated

isocyanurates and calcium chloride. For every product it markets in the U.S.,

OxyChem’s market position is No. 1 or No. 2. Based in Dallas, Texas, the

company has manufacturing facilities in the United States, Canada and Latin America

C.H. Robinson is one of the world's largest third party logistics (3PL) providers,

with 2012 gross revenues of $11.4 billion. They provide freight transportation

and logistics, outsource solutions, produce sourcing, and information services to

over 42,000 customers throughout North America, South America, Europe,

Asia, and Australia. They provide access to over 56,000 transportation providers

worldwide, including contract motor carriers, railroads, air freight carriers, and

ocean carriers. With their service and dedication and proven track record of

success, they’ve built a strong reputation as an industry leader.

October 15th C.H. Robinson Guest Speaker

Thank you to C.H. Robinson for their presentation during the October 15th Global

Sales Workshop Meeting! The presentation on prospecting was helpful to workshop

members to be able to identify strong potential clients and how to utilize our existing

network. Thank you for giving us a glance into the amount of volume and im-

portance of the distribution industry, and how that relates to prospecting. It was in-

teresting to learn how strong existing relationships and the quality of service can lead

to new clients. Also, hearing about current Workshop members experiences in pro-

specting new clients from their summer internships provided a great opportunity for

other members to learn from other student experiences.

3

October 28th Northwestern Mutual Guest Speaker

2013 National Team Selling Competition Results

Northwestern Mutual Sponsor Feature

On Oc-

tober

28th,

current

North-

western

Mutual

interns from the Indianapolis

office joined us during the

workshop meeting to discuss

how to utilize social media in a

business environment. The

representatives discussed the

importance of using social

media outlets to find more

information about potential

and current clients. They

showed workshop members

how easy it is to find out small

pieces of information in order

to make an easy conversation

starter or simply demonstrate

you cared enough to seek out

more information about that

client. Northwestern Mutual

also discussed the importance

of LinkedIn, not only to their

business when prospecting

clients, but also for connecting

to people outside of your cur-

rent network. They stressed the

importance of making sure

your social media profile

demonstrates who are you in a

positive light and how to keep

professional and personal so-

cial media separate. Other key

information they said was to

not be afraid to connect on

Congratulations to Indiana Uni-

versity team for placing 3rd in

this competitive sales competi-

tion and thank you to Dick Can-

ada for coaching the team to its

best placement in the competi-

tion ever! The following mem-

bers represented IU at the Na-

tional Team Selling Competition

on October 10-11: Hilary

Leighty, Kip Wiktorowicz, Jack

Toal, Ian Bobbitt, and alternate

Elise Gelwicks.

For six years in a row, the Kelley

School of Business has hosted

the National Team Selling Com-

petition. The competition attracts

top teams of undergraduate sales

students from America's leading

universities who wish to pursue

high-level, complex sales and to

practice team selling simulations.

This year 21 schools competed.

Altria Group Distribution Com-

pany and 3M Corporation em-

ployees role-play as buyers and

senior management, and also

serve as judges.

Page 3 Sa les Leadership Soc iety Workshop GSW Sponsorship Newsletter

Northwestern Mutual's internship is ranked "One of America's Top Ten Internships"1 for a good reason – it gives you real-world experience from Day One. As a financial representative intern, you are trained and mentored by industry veterans who know what it takes to succeed. You learn how to run a practice from one of the most respected companies around. And you test drive a career where you can achieve your goals and have an impact on people’s lives. As an intern, you work out of one of our many Northwestern Mutual network offices located throughout the United States. Once you apply, the next step would be to visit a local office for a mutual discovery interview process. This mutual discovery process gives you and the local network office a chance to learn more about your abilities and goals and you learn about the commitments of the internship program. If you and the network office agree the internship is a good fit, you’ll get started with a training period and learn our exclusive Fastrack training system. Your local network office provides you with office space and what you need to get started.

LinkedIn after you’ve only met

someone one time because it

shows that you valued meeting

them and are willing to extend your

current network to them also.

1

This year’s Chicago trip was one

of the best the Workshop has

ever attended and coordinated. A

huge thank you to all our Corpo-

rate Sponsors for making the

weekend come to life and their

impact on the weekend. Thank

you also to the workshop’s very

own Chief of Corporate Sponsor-

ship, Hilary Leighty, Manager

Wes Craig and their entire

team including Chris Dolle,

Elaina Hodgekin, William Hol-

land, Tara Trombetta, Claire

Bromm, Alyson Halterman,

and Megan Perez for working

in collaboration with the Spon-

sors to make this event hap-

pen. The two-day trip was

filled with events and network-

ing that allowed the Workshop

to gain a better understanding of

the industries all of our Spon-

sors compete in and the oppor-

tunities available at each of

them. After a four-hour bus ride

from Bloomington to Chicago,

the Workshop was hosted by

Whirlpool at their World of

Whirlpool office in River North.

Global Sales Workshop Chicago Trip

World of Whirlpool Experience

Global Sales Workshop Chicago Trip Newsletter

Global Sales Workshop Chicago Trip

1

World of Whirlpool NewExperience

1

Friday’s Round Table Networking

2

CEB Office Visit 2

Lunch at ArcelorMittal 3

Google Office Visit 3

C.H. Robinson Office Visit

3

Inside this issue:

Our Mission :











real-world setting.

Global Sales

Workshop

Newsletter

The night began with appetiz-

ers and open networking at

World of Whirlpool followed

by a tour of the outstanding

and well-designed facility.

Members learned about the

variety of Whirlpool product

offerings and how innovation

is key to the company’s suc-

cess. After the tour, Whirl-

pool’s famous in-house chef

prepared a decadent and savory

three-course meal that was

truly appreciated by the Work-

shop. Over dinner and dessert,

members networked with

Whirlpool representatives Kris-

tin Brown, Michelle Clark, and

Carl Runnels, and had the

chance to learn more about the

career opportunities at Whirl-

pool. Thank you again Whirl-

pool for hosting our first event

of the weekend and for gra-

ciously welcoming us into the

World of Whirlpool!

2

Friday began bright and early as Sponsors

and members gathered at 7:30am for the

round table networking portion of the trip.

This was a great opportunity for members to

meet representatives from several companies

in a casual conversation environment, where

questions and information were easy to share

in the small groups. Thank you to the follow-

ing companies for your attendance at the

roundtables: Daniel Loftus, 3M; Lauren

Woods, Altria Sales and Distribution; Cathe-

rine Hanneman, Taylor Hustead, and

Melissa Stout, Coyote Logistics; John

Rudisel, IGS Energy; Krystal Lamb

and Oscar Reyes, Intercall; Sarah Den-

ton and Sara Roashan, Kraft; Jack

Walsh, Northwestern Mutual; John

Cupps and George Landry. Oxy

Chem; Hailey Hartman, Kelsey

Schroader, and Sandhya Sudhakar,

P&G; and David Rout, SRS Distribu-

tion.

Friday’s Round Table Networking

Page 2 GSW Chicago Tr ip Newsletter GSW Chicago Trip Newsletter

3M, Altria Sales and

Distribution, Coyote,

IGS Energy, Intercall,

Kraft, Northwestern

Mutual, OxyChem,

Proctor and Gamble,

and SRS Distribution

COMPANIES

ATTENDING

Technology can transform the way companies interact with their

customers, and Google’s Sales Organization helps companies of all

sizes to do just that. Whether it’s working on a team with Fortune 500

companies, small businesses or something in between, Sales Googlers

apply their extensive knowledge of online media and leverage their

relationships to help businesses and revenue grow. Teams of account

managers, executives, strategists, coordinators and specialists specialize in different industries and regions to

ensure that their ads reach the right users and that they giving our clients the best client service possible.

At ArcelorMittal, they believe that an organization is only as successful as

the people within it. They believe in supporting, developing and rewarding

those who work for them, at every level. Just as they lead the way in their

specialist fields – steel and mining – they also aim to pioneer when it

comes to giving their employees every chance to develop their careers and

grow as part of the worldwide ArcelorMittal family. Quality is one of their

three core corporate values, and it’s through investing in their people that quality comes to the fore.

CEB Office Visit

Following the round tables, Workshop members traveled to the first

company visit at CEB. A panel of employees including Dan Dodson,

Stephanie Morgenstern, Matt Pflugheoeft, and Thomas Walters

shared their experiences at CEB and also what separates CEB from

its competition. It was interesting to learn about the selling technique

of Challenger Sales and how CEB’s product and service offerings

offer solutions to further its client’s strategic initiatives.

3

Lunch at ArcelorMittal

C.H. Robinson Office Visit

Google Office Visit

The next stop of the day was

lunch at Arcelor Mittal. Over

pizza, pasta, and a variety of

desserts a panel of ArcelorMit-

tal employees showcased the

wide breadth of industries and

types of steel they can provide.

With over 245,000 employees

worldwide, thank you to Rose

Davis, Jim French, Patricia

Mastrangelo, Sarah Moran,

Rob Oslakovic, and Chuck

Stafford for explaining

their career path and the

opportunities for growth at

ArcelorMittal.

of the company representa-

tive’s time. Please feel free to

reach out to the Workshop if

you have any feedback or areas

Thank you again to all of the

Sponsors for your contribu-

tions to make the Chicago Trip

a successful tradition for the

Global Sales Workshop. We

truly appreciate all the hard

work that went into planning

such a great trip and for each

of improvement for future

trips to come! We look forward

to continuing this tradition as it

one of the most anticipated

Page 3 GSW Chicago Tr ip Newsletter GSW Chicago Tr ip Newsletter

events of the year for the

Global Sales Workshop.

Traveling just on the other side of the city, the Workshop entered the one-of-a-kind Google

office. Members sat and chatted with Googlers including Bryan Kaminski, Kyla Kelly, Elliott

Chapman, Katie German, Vickey Montgomery and April Denn about their diverse

backgrounds and how they ended up at Google. The questions and insight about how

Google operates allowed members to truly understand the type of culture at Google and how

it never becomes complacent with its already tremendous success.

THANKS TO

The final company visit of the

trip was up in Lincoln Park at

CH Robinson’s Headquarters.

After a brief introduction of

the company by Kate Peder-

son, Workshop members

teamed up with CH Robinson

Final Thoughts and Thank You

employees for a tour of the mas-

sive and collaborative corporate

office, which was especially fun

because of the Halloween festivi-

ties and decorations. Jeremy

Schlachet’s presentation about

how CH Robinson leverages its

relationships with its vendors

to move such vast amount of

product globally showcased

how efficiency and delivering

on promises separates them

from their competition.

1

The FSU Sales competition was a

nation-wide event focused on

enhancing students’ sales skills

and growing their professional

network. This impactful learning

experience had over 100 students

competing from some of the na-

tion’s top sales programs.

Our 3 student team of Natalie

Gouthier, Murphy O’neill, and

Ian Bobbitt, led by Coach Dick

Canada, competed throughout

this 3 day event in a series of sale

calls based on identifying custom-

er needs and providing solutions

by demonstrating product

knowledge, research, and most

importantly sales proficiencies

learned from the Global Sales

Workshop. The challenging

prompts centered the buyer-seller

interaction in the world of

Tom James suits, the main

corporate sponsor for the

competition. Therefore, our

students planned for and dealt

with business situations like

strong price objections, custom

product package solutions, and

specific customer needs.

Throughout the unique cases,

our students’ ability to devel-

opment specific needs into an

explicit action can be attributed

to the instruction from the

Global Sales Workshop, as well

as rigorous Kelley curriculum.

The FSU sales competition

proved an excellent learning

opportunity for the IU team to

gain professional involvement

and feedback, diverse role play

experience, and increased sales

proficiency.

As with most university spon-

sored sales competitions, the

International Sales Competi-

tion at Florida State University

focused on consulting and

selling Tom James customized

clothing for men and wom-

en. Natalie Gauthier and Mur-

phy O’Neill were I.U.’s two

consultants and both per-

formed admirably, particularly

in terms of the SPIN Selling

model and their ability to trans-

late it into a conversational

mode. I believe the different

judges were impressed with

this particular characteris-

tic. Ian was a tremendous help

in working with both Natalie

and Murphy as it related to

sharpening their SPIN skills

and honing their listening

skills.

All three attendees felt it was a

rewarding and educational

experience based on the vari-

ous tips they learned during

their role plays which will help

them in their sales roles in a

business career. First, they learned

to transition from the investigative

stage of the sales call to the demon-

stration of capability stage seamless-

ly. Second, they learned when to

obtain a commitment and when to

delay asking for the order. Finally,

they learned the importance of lis-

tening to customer responses and

formulating their next questions

based on the customer’s answers.

It was a terrific rewarding experience

to work with and coach all three of

I.U.’s participants.

A word from Dick Canada about the FSU Team


NOVEMBER

EDITION


Florida State University Sales Competition

1

A word from Dick Cana-da about the FSU Team

1

CEB Guest Speaker 2

Challenger Sales Strategy 2

Inside this issue:

Our Mission :











real-world setting.











































































































nation-wide event focused on en-

hancing students’ sales skills and

growing their professional net-

work. This impactful learning ex-

perience had over 100 students




Gouthier, Murphy O’neill, and Ian

Bobbitt, led by Coach Dick Cana-

da, competed throughout this 3

day event in a series of sale calls

based on identifying customer

needs and providing solutions by

demonstrating product knowledge,

research, and most importantly

sales proficiencies learned from

the Global Sales Workshop. The

challenging prompts centered the

buyer-seller interaction in the world

of Tom James suits, the main cor-

porate sponsor for the competition.

Therefore, our students planned for

and dealt with business situations

like strong price objections, custom

product package solutions, and

specific customer needs. Through-

out the unique cases, our students’

ability to development specific

needs into an explicit action can be

attributed to the instruction from

the Global Sales Workshop, as well

as rigorous Kelley curriculum. The

FSU sales competition proved an

excellent learning opportunity for

the IU team to gain professional

involvement and feedback, diverse

role play experience, and increased

sales proficiency.

Florida State University Sales Competition

2

Thank you to CEB for attending our No-

vember 12th workshop meeting! The topic

of discussion was understanding a company’s

buying process and the timeline that they

reach out to suppliers for a sale. CEB stated

that before customers reach out to suppliers,

typically they are already around 57%

through their internal buying process. The

problem with this is that customers think

they know exactly what they want and at a

specific price. This is a problem for suppliers

because it becomes a price war and there is

limited room for incorporating other value

for customers, and not simply becom-

ing an order fulfillment vendor.

CEB also discussed the key drivers to

customer loyalty which include compa-

ny and brand impact, product and ser-

vice delivery, value to price ratio, and

sales experience. The first two key

drivers are required to even get the

sales conversation started but it is the

overall purchasing and sales experience

that drives 53% of the purchase deci-

sion. An additional key point was that

November 12th CEB Guest Speaker

Page 2 Sa les Leadership Soc iety Workshop GSW

CEB is the world’s leading member– based

advisory company. They have a unique view into

what matters — and what works — when

capitalizing on drivers of business performance.

With 30 years of experience working with top

companies to share, analyze, and apply proven

practices, they begin with great outcomes and

reverse engineer to help companies unlock their full potential.

Every year they equip more than 16,000 senior leaders from more than 6,000 organizations across 60 countries

with the insights and actionable solutions they need to respond quickly to evolving business conditions and

transform operations. They do this by combining their advanced research and analytics with best practices

from clients across more than 88% of the Fortune 500, more than 50% of the Dow Jones Asian Titans, and

nearly 85% of the FTSE 100.

As a result, their members achieve outsized returns by more effectively optimizing talent investments, creating

new sources of efficiency, reducing risk, and enabling and accelerating growth.

Challenger Sales Strategy

a sale representative that can offer

a unique and valuable experience

on the market and can educate the

buyer on new issues and outcomes

is the one that always gets the sale.

The breakdown of the different

types of sales representatives was

certainly interesting and allowed up

to see the value in understanding

who we are and how we can better

the buying experience for future

clients in our upcoming careers.

Here is a graphic that demonstrates how workshop mem-

bers can continue to build on the SPIN sales tactics and

then incorporate a new sales technique in order to build

sustainable relationships with buyers. The frame work de-

scribes what specially Challengers do differently and how

push customers’ thinking, introduce new solutions to their

problems, and illuminating problems customers often over

look.

1

December 3rd Meeting ADP Presentation

After another successful semester, the Global Sales Workshop still has much to look forward to up-on the return from Christmas break. Members, along with facul-ty, will begin heavily recruiting for the incoming spring class of pro-spective candidates, hoping to achieve record-breaking attend-ance at the workshop’s full socie-ty meeting and pre-night on March 4th. From this point, mem-bers proceed to conduct the rig-orous process of application, in-

terview, and selection, in order to acquire the top talent at Indiana University.

Beyond the scope of recruit-ment, the workshop members are becoming excited as the dates of their inter-society spring selling competition and annual Etiquette Dinner in Indianapolis approach. In ac-cordance with these events, members hope to enhance their understanding and appli-cation ability through using the

knowledge attained from cor-porate sponsor visits in the upcoming semester. Proctor and Gamble kicks off the first meeting in discussing “the tran-sition into the working world,” followed by 3M “talking to the C-Suite” later on in the semes-ter. These sponsors name a couple of the many other pres-tigious companies that the workshop takes pleasure in meeting with for the remainder of the year.

Looking Forward to the Spring Semester!

On December 3rd Chris Hilton

ADP came to talk to us about

stress management and how

that relates to self-discovery,

productivity, and to how to

craft your personal brand.

The first thing Chris talked to

us about was self-discovery, and

how important it is to have a

goal. When you are working

someone at whatever level you

start at, it is important to have a

goal for yourself so that you are

always working towards that

goal you put in place. Once you

have a goal the next thing you

must take on is how you plan to

reach that goal, and that is

productivity. Chris managed

productivity by having a plan

and giving that plan a deadline,

once you have the plan and

what needs to get done then

you break it down into doable

chunks at a time. Chris also

talked about three things that

you should put deposits into

that give you the biggest return

on investment, which are

things that make you meet

your goal, make you successful,

and make you happy. The last

topic was crafting your brand

by knowing which 3 personal

attributes, strengths, and

unique features about you that

define yourself. More im-

portantly if we want to manage

our stress in the best way pos-

sible: that is by having a goal,

breaking down that goal or plan

so that it gets done, and crafting

your own personal brand so that

you are always prepared when

meeting potential clients or just

another meeting at the office.

Thank you Chris Hilton and

ADP for taking time to come

and talk to us about stress man-

agement, and to teach us more

helpful ways in how to manage

it. We will all need it with finals

weeks approaching rapidly!



Looking Forwatd 1

ADP Guest Speaker 1

Thank you Sponsors! 2

Inside this issue:

Our Mission :











real-world setting.

DECEMBER

EDITION

2

ADP Sponsor Feature

ADP is one of the largest providers of business processing and cloud-based solutions – including payroll, tal-

ent management, human resource management, benefits administration and time and attendance – to employ-

ers and automotive dealerships around the world. Their sales team is the heart of their business. The sales

team is responsible for cultivating new clients all over the world as well as securing business for ADP. Their

clients range from highly respected Fortune 100 organizations to small, innovated businesses. As a sales-

centric company, they recognize that the individuals who attract new business and manage current clients are

crucial to their success. In Sales at ADP, you are apart of a winning team, become an expert in their product

offerings, manage projects and clients, and be recognized and rewarded for your accomplishments.

Thank You to all our Sponsors for a Great Fall 2013 Semester!

rebranding global sales leadership society fall newsletters.pdf · 2 with the first sales...

Documents