Convention Home » Schedule-At-A-Glance » Operation, Sales & Service Leadership Council of Florida Workshop

Session Description 
Success in creating a competitive advantage is in direct relationship to the value created for your members. We see that sales and service teams are focused on products and not on solving problems. They quite often don't have what it takes to overcome a commodity perception and build relationships that create loyalty. Creating value is largely a result of day-to-day performance of your sales and service team in a highly competitive and rapidly commoditizing market. Consistent value-creating performance will build loyal members. How can sales and service teams consistently outperform their competitors to acquire and retain loyal customers? Participants will walk away with new insights into how their organization can better differentiate itself, create value, and, most importantly achieve results. Participants will better understand how to find, develop, and retain people who consistently live up to a higher standard of values and ethics and who can demonstrate their beliefs by “doing the right thing – because it’s the right thing to do.” 

About the Speaker
Walt Zeglinski is the CEO, President, and Chief Client Advocate for Integrity Solutions®, a performance improvement organization that focuses on developing sales and service teams that achieve measurable business results. A proven executive, he has also served as President of Huthwaite Inc, a world-renowned research, training, and consulting organization best known as the creators of SPIN Selling. While President of Huthwaite, he grew the organization almost 400% in 4 years and was responsible for creating the operational infrastructure and profitability that culminated in its acquisition by IIR in 2000 for a double digit multiple of earnings. From 2000 to 2004, he was Founder and Managing Director of GTM Strategies, a sales effectiveness consulting, training, and change management partnership. In all, he has over 20 years of successful experience in the corporate performance industry, applying his talent and expertise to successfully diagnose, plan, and implement practical solutions for complex business challenges.  

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