RFID Journal LIVE! Put RFID to Work

RFID Journal



How to Sell RFID Technology to Big Companies

The market for RFID products and services is currently dominated by large companies, and it has never been tougher to get appointments with corporate decision makers. It's nearly impossible to catch anyone on the phone these days—and even when you do, very few companies are investing in new technologies. Yet, some salespeople have learned how to capture a decision maker's attention in today's crazy corporate environment. This preconference seminar will feature a three-hour workshop by author Jill Konrath, one of the world's leading experts on selling to big companies.

What Sales Really Needs From Marketing

RFID Journal LIVE! preconference seminars provide in-depth information on specific aspects of EPC and RFID technologies. Attendees can choose to participate in one of these sessions prior to the opening of the main conference program. Preconference seminars are available through All Access, Conference + Preconference or Preconference + Exhibit-Only Pass.

April 14, 2010

10:30 AM

RFID Basics
New to RFID? Here's your opportunity to gain a basic introduction to the fundamentals of the technology. The differences between the various classes of tags will be explained, including active and passive systems, and the need for additional IT systems to build upon RFID in real-world applications will be highlighted. The session will also include a brief overview of the EPCglobal network, the future of ISO standards, ETSI reader regulations and the latest standardization efforts worldwide. Finally, the relationship between different standards in the area of RFID and EPC technologies, including the latest EPC Gen 2 standard, will be presented.

Mark Roberti, Founder and Editor, RFID Journal

11:30 AM

Understanding the RFID Technology Buyer
All companies selling radio frequency identification and related technologies face some usual challenges. The technology is being adopted by virtually all industries for a wide variety of applications, and those responsible for purchasing decisions can come from a variety of functional areas within a company, including manufacturing, supply chain, IT or operations. In this session, get a detailed profile of the RFID technology market and the decision makers to target, based on surveys conducted by RFID Journal and a detailed analysis of RFID Journal's end-user database.

Mark Roberti, Founder and Editor, RFID Journal

12:00 PM

How to Sell RFID Technology to Big Companies
During this three-hour seminar (with a 30-minute break for lunch) Jill Konrath, best-selling author of Selling to Big Companies, will train salespeople regarding how to gain access to key corporate decision makers, increase their call-to-appointment conversion rate, set up significantly more meetings with prospective buyers, slash the time required to get a foot in the door and increase sales.

Specifically, salespeople will learn:
• What is happening in the corporate world today that impacts sales, and what to do to catch the attention of corporate decision makers
• How to find customers that have urgent and compelling needs, and how to get them to invest in RFID technology now
• How to craft "killer" value propositions that entice corporate decision makers so that they can't wait to meet your salespeople
• Step-by-step guidelines regarding what to say and how to say it, when calling corporate decision makers
• How to leave voicemails and e-mails that actually inspire buyers to pick up the phone and contact your sales team
• What it takes to build a multi-touch, totally personalized, highly effective account entry campaign
• How to eliminate objections and overcome obstacles preventing sellers from getting appointments with corporate buyers
• What it takes to position yourself as a strategic business advisor, not as a product-pushing peddler

Jill Konrath, Author, Selling to Big Companies

3:15 PM


3:30 PM

What Potential End Users Want to Hear From RFID Vendors
Too often, salespeople focus on their products' technical features, instead of on the benefits their offerings can deliver to end users. In this panel discussion, several end users and potential end users of RFID technology will explain what they want to hear from RFID vendors, and discuss how vendors can provide information that will help them sell a project internally.

Mark Roberti, Founder and Editor, RFID Journal
Keith Sheardown, General Manager, Technology Solutions, Bombardier Transportation

4:15 PM

Seminar Concludes

RFID Journal LIVE! 2010 is produced by RFID Journal, the World's RFID Authority.

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