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The Science Of Salesmanship- Leveraging The Key Intangibles

Monday, April 21, 2014, 6:30 PM until 8:45 PM
City Gate Grill in Calamos Investments building -- Meeting Room at Plaza Level below restaurant
2020 Calamos Court
Naperville, IL  60563
Gregory G Gocek
Monthly in Western Suburbs
Registration is recommended
Payment In Advance Or At Event
• Select the appropriate registrant category that will result in the lowest fee. NB: The "no-fee" category is reserved for the speaker and his guests.
• No credit cards at the door, only cash and checks.
• Dress is business casual.
A key driver to competitive advantage as an entrepreneur is sales effectiveness, ideally through both your personal and organizational capabilities. The related talents may seem, at first glance, more art than science with success determined by intangibles. But paradoxically, evidence on the selling process has shown that systematic management of customer-related intangibles involving factors such as politics, unexpected value, and strategy can be both possible and profitable.

Join us to hear an expert sales consultant who has thoroughly analyzed one of the most comprehensive sales surveys ever conducted to mine the record of more than 50,000 deal reviews for lessons on winning business and building the closest customer relationships. His expertise in linking productive sales training with learning management systems has helped span the gap between a gifted individual performer and a dynamically functional team. As a member of our April audience at our interactive forum, you will ideally come away with new ideas on important issues like:

  • Mapping a customer’s organization for patterns of influence
  • Increasing transaction sizes and renewal rates while accelerating the sales cycle
  • Effectively using social media tools in a sales campaign
  • Increasing customer satisfaction and your competitive differentiation



Ryan Kubacki, President, Holden International

Ryan has worked at Holden since 2006 to solidify its global leadership in sales training and consulting. He previously held sales and marketing leadership posts at Microsoft with coverage of an 18 state region and a $1.4 bullion quota. Prior to Microsoft, he was Vice President of Sales and Marketing at Calypso Systems and a consultant for A.T. Kearney. He is the co-author with Jim Holden of the updated edition of business classic, The New Power Base Selling. He earned his bachelor’s degree in government at Harvard College and his MBA from the Harvard Business School.

Location: Calamos Investments HQ, NE corner I-88 and Route 59, ground floor auditorium below CityGate Restaurant at east end of building

Sponsor: University of Chicago-Booth Graduate School of Business Entrepreneurial Roundtable, West Suburban Chapter


Moderator: Greg Gocek



Our audience will also enjoy a special opportunity to connect with the most accomplished founder of our venue. John Calamos of Calamos Investments has graciously offered to provide his firm’s latest quarterly financial market update to kick off our program. So in addition to ideas for learn more about effective selling, that evening's attendees will get the views of some of the most insightful financial analysts in the Chicago area about near term business prospects.