Issue link: https://www.e-digitaleditions.com/i/751848
November/December 2016 21 continued on page 22 In today's sales world, buyers expect that you know the answers to questions before you walk through the door, but not just the basics. You're expected to be up-to-date on indus- try changes, market positioning, the competitive landscape, and even the prospect's basic internal business issues. How can you get this kind of information? The answer is sales intel- ligence and FEDA's Box Lunch Sales Seminar speaker, Sam Richter, has mastered it. Named one of the world's Top 25 "Most Infl uential Sales Leaders," Richter has guided numerous organizations through the world of online information, teach- ing them how to hunt and gather content and transform it into meaningful relationships. Prepare to be overwhelmed and truly inspired by this cyber sales sleuth as he shares specifi cs on fi nding people, companies and competitors using online search tools. Topics covered include… ➤ Web search secrets that you never thought possible for fi nding qualifi ed leads, creating lists, uncovering opportu- nities, and understanding decision makers. ➤ Tips and tricks for using social networks and "hidden" websites as sales and competitive "intelligence agents." Learn what is important to your prospects and clients on a personal level to help you close MORE business—quickly. ➤ How to use information to make a big-time impression with any prospect, build deeper relationships with any client, and completely differentiate from the competition. Sales intelligence is one of the most effective tools for improving a company's sales effectiveness, according to a study by CSO Insights, yet fewer than 10 percent provide their teams with the training and resources to locate relevant infor- mation. Why? "Because, it's assumed that most people know how to go online and fi nd anything in a matter of seconds," says Richter. "Nothing is further from the truth." Take a break from the show fl oor. Work on your craft. Eat lunch with your peers. Of most importance: Taking the fi rst step in using LinkedIn, Twitter, Facebook and others as intelli- The NAFEM Show Scholarship Program Planning to attend The NAFEM Show? You may be eligible for a complimentary badge and $500 to offset travel and lodging expenses. To apply for a scholarship, see the requirements below. Previous scholarship recipients are eligible to apply. To Apply • Indicate "Yes, I want to apply for a show schol- arship" on your online registration form. • Agree to the terms and conditions of the pro- gram. • Apply by the January 31 registration deadline. • Show your photo ID and scan your badge at the designated area on the show fl oor between 11:00 a.m.-2:00 p.m., Saturday, February 11. Sponsored by HATCO and OVENTION gence gathering tools. Know More! Relationships. FEDA would like to thank HATCO and OVENTION for their continued sup- port of the dealer community in sponsoring this educational program.