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The Selling Evolution – How sales has changed in the last 20 years.

March 8, 2013 @ 7:00 am - 9:30 am

Attend and see our panel deliver real answers to describe the evolution of the most loved and unloved profession of being a salesperson.

What has outlived its usefulness and how do you replace it with something that can and will help you adapt to the changing marketplace.

This panel (see below) will share with you their observations, which will help you predict the future.

Charles Darwin said, “It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is the most adaptable to change.”

Our experienced panel includes:

Kurt Theriault
Principal, Business Efficacy

Kurt Theriault is a Principal of Business Efficacy, a sales and sales management productivity improvement firm that helps organizations turn sales strategy into execution and results. 

Kurt has spent the past 19 years in sales, sales management, and sales productivity consulting, and has been with Business Efficacy since 1999. His client work has included multiple sales organization change management projects involving sales strategy and sales process implementation, sales management effectiveness improvement, and sales force performance transformation. As part of his work, he and his colleagues provide field coaching each year to hundreds of sales managers of every level.

Prior to joining Business Efficacy, Kurt held multiple sales and management roles with Kraft Foodservice – which later became Alliant, then US Foodservice.  See Kurt’s LinkedIn profile, click here.

Derick WhiteDerick White
Principal, NorthHike

Derick White has two decades of sales and marketing management experience, having worked at both large Fortune 1000 companies and small privately owned businesses. Derick has built brands, launched new products and successfully sold professional services both nationally and local to Twin Cities companies such as; Thomson Reuters, Excel Energy, Eide Bailly, PRI Robotics, Benchmark QA and Seminole Energy. Derick has been a featured speaker at University of St. Thomas Business School, Carlson School of Management, the University of Minnesota on the topics of sales, business development, branding, marketing and business analytic’s. See Derick’s LinkedIn profile, click here.

 Our moderator is:

Scott PlumScott Plum
Principal, Minnesota Sales Institute

Scott Plum has been focused selling services to professionals and consumers since 1987.  He has a history of achieving sales goals while encouraging and assisting others to do the same.  As an instructor at the Minnesota Sales Institute, Plum teaches salespeople how to shorten their sales cycle, increase their closing ratio, generate more revenue and get in front of more qualified prospects. He will also uncover the barriers that hold salespeople back from doing what they know they should and stop doing what they know they shouldn’t. See Scott’s LinkedIn profile, click here.

Friday, March 8th, 2013 from 7:00 to 9:30am
DoubleTree Hotel, 1500 Park Place, St, Louis Park 55416 (394/100)
Includes a hot breakfast (Investment = $40)

Proceeds go to support the Professional Sales Association (PSA).

We’ll see you there. Call/email with any questions.

Scott Plum



March 8, 2013
7:00 am - 9:30 am


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