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  • Troubleshoot & Coach Sales Performance

    Sales managers think that their job is about hiring, firing, and counting numbers. That’s not true. The most critical skill of sales management is the ability to coach and troubleshoot performance issues with sales reps. This webinar will teach you how to continually develop your sales reps to perform at higher and higher levels.

    Sales managers think that their job is about hiring, firing, and counting numbers. That’s not true. The most critical skill of sales management is the ability to coach and troubleshoot performance issues with sales reps. This webinar will teach you how to continually develop your sales reps to perform at higher and higher levels. Content also includes:

    • Quantitative vs. qualitative analysis; how to spot the problem (or the opportunity)
    • The effective coaching call; setting the stage and the right in-call behaviors
    • The one thing you MUST do to coach effectively (and it might be the hardest thing for you to do)
    • Effecting behavioral change by persuading your salespeople
    • Why your top salespeople should be coached at least as much as your bottom salespeople

    Troy Harrison

    Principal

    As of 2017, Troy Harrison has trained salespeople from 23 different countries on two different continents.  He’s worked with principals of companies in the United States, Canada, Europe, and the Middle East. That’s why they call him the “Sales Navigator” – he navigates the globe teaching the very best and most contemporary techniques for selling and sales management to clients worldwide.

    His work is based on more than 25 years of excelling as an award-winning sales rep, a champion sales manager, and an in-demand speaker, trainer, and consultant working from coast to coast. He believes that successful selling is built on a foundation of strong focus on customer needs, respect for customers’ intelligence, and a willingness to create positive outcomes for everyone the salesperson encounters. Thousands of professionals worldwide have read and benefited from his books, “Sell Like You Mean It!” (an Axiom Business Book of the Year nominee) and “The Pocket Sales Manager,” and hundreds of thousands of people across multiple industries read his monthly articles in 20 different trade magazines.

  • Two Birds: One Stone

    This session will equip you with some practical and tactical solutions ('stones') for those persistent and pesky problems ('birds').

    Some researchers are forecasting a 10 to 15 year labor shortage in the U.S. Workplace differentiation will be even more critical in the future in finding, hiring, and keeping a talented workforce. Create a competitive talent advantage by increasing employee engagement (commitment, effort, loyalty) and inclusion. This session will equip you with some practical and tactical solutions ('stones') for those persistent and pesky problems ('birds'). Please join us for “Two Birds – One Stone”.

    Brian Gareau

    President

    Brian Gareau has worked as a leader in a a global Fortune 50 corporation. He is the co-inventor of Caterpillar's patent-pending Cultural Assessment Process (CAP) and was actively involved in the redesign of their global Employee Opinion Survey (EOS) process and the launch of their Corporate Values. The design and execution of Caterpillar's Employee Engagement strategy was also part of Brian Gareau's doing.

    Currently, Brian Gareau serves as a Senior Fellow, Human Capital at The Conference Board. In this role, he supports The Conference Board's Human Capital Practice which includes The Conference Board Human Capital Exchange™, research, conferences, webcasts and programs in a broad spectrum of human capital areas. During his career he spent time in Manufacturing, Corporate Public Affairs, Parts & Service Sales, Logistics, and HR

  • Understanding AED's Cost of Doing Business

    Recorded On: 07/19/2016

    Explore the trends in AED's 2016 Cost of Doing Business

    Did you know that the 2016 AED Cost of Doing Business Survey provides two key sets of numbers that you cannot get anywhere else? Participate in this hour long webinar as Al Bates from The Profit Planning Group explains the 2016 survey results and will teach you how to utilize the best source of financial benchmarks within the industry.

    Al Bates

    President

    Profit Planning Group

  • Understanding Damage Waivers

    Recorded On: 05/07/2015

    This webinar will explore all aspects of the damage waiver.

    This webinar will explore all aspects of the damage waiver: what it is, what you need to be aware of, what steps you need to take, sample introductory and contract language, and more. Includes resources for you to determine whether a damage waiver program is right for you and, if it is, how you should implement it so it is successful for all involved.

  • Understanding Your People Strategy

    How to maximize productivity within your workforce by understanding your employee's strengths and playing to their strengths. What objective data do you have to make decisions about people? If there were a tool that predicts behavior which impacts your work place, wouldn't you want to know? How do you use data to help you define the job, hire the right person for the job, manage and motivate them in their "sweet spot" and have tools to coach them to success?

    People can be complex. Making decisions about people can be difficult. Do you find yourself asking these questions?

    How to maximize productivity within your workforce by understanding your employee's strengths and playing to their strengths.

    What objective data do you have to make decisions about people?

    If there were a tool that predicts behavior which impacts your work place, wouldn't you want to know? This webinar will provide an overview on an employee assessment that measures behavior and aids decision makers in maintaining their objectivity and accuracy relating to plans and decisions about people.

    Jill Berg

    Owner/President

    Jill Berg is the Owner/President of Spherion in North Dakota, South Dakota and West-Central, MN.  Spherion, a recruiting and staffing leader, supplies temporary, temp-to-hire, permanent placement and outsourced personnel to client companies.

    She has received numerous recognition awards for both operational and sales excellence from Spherion Corporation including the 2015 Franchise Owner of the Year and the Special Achievement Award in 2016.

    Jill is Past President of the national Spherion Franchise Advisory Board and has served numerous terms as a Regional Director.  She is an active member of the Chamber of Commerce of Fargo-Moorhead having served on and chaired the Business Training Committee for over 17 years.  Jill participates in the Agassiz Valley Human Resource Association, Lakes Country Human Resource Association and SHRM.   She is a member and Past President of Fargo West Rotary and serves on the American Red Cross Board. Jill belongs to the Paradigm Group, a CEO Roundtable exchange between area business leaders and CEO Solutions, a “Traction” focused strategy group.

    In addition to her recruiting and staffing expertise, Jill consults and trains with clients on workforce development and human resource strategies across the country. Jill has a B.A. in General Studies with an Emphasis in Psychology and English from Ambassador University in Pasadena, California.  Jill delivers over 25 years of business entrepreneurship, staff development, sales and financial business management.

  • Vital Planning Disciplines for Sales Professionals

    Recorded On: 10/29/2015

    This powerful webinar will equip sales managers and front-line sales professionals with the direction and proven tools.

    High levels of business have historically distracted salespeople from proactive activities. Perhaps sellers were responding to quote requests and putting out fires. Now it is time to proactively SELL and be “order makers” – not “order takers”! This powerful webinar will equip sales managers and front-line sales professionals with the direction and proven tools essential for getting these vital planning disciplines accomplished!

    Don Buttrey

    President

    Don Buttrey, Sales Professional Training™, has extensive sales & marketing expertise that he has utilized in a hands-on engineering and manufacturing environment. His broad experience gives him an insightful perspective on the key roles of salespeople and managers. Don works extensively in the equipment industry and understands the needs of dealers. Don is a frequently chosen speaker and trainer for various AED programs.

  • Webinar: Electronic Logging Device (ELD) Compliance

    On December 16, the Federal Motor Carrier Safety Administration’s (FMCSA) electronic logging device (ELD) mandate takes effect. What is required by the rule? Do construction equipment distributors need to comply with the ELD regulation?

    On December 16, the Federal Motor Carrier Safety Administration’s (FMCSA) electronic logging device (ELD) mandate takes effect.  What is required by the rule? Do construction equipment distributors need to comply with the ELD regulation?

    Join us for an exclusive webinar with officials from FMCSA’s Office of Enforcement and Compliance.  You’ll hear directly from those charged with enforcing the new rule and learn what you need to do to comply.

    While participants will have the opportunity to ask questions during the webinar, in order to better prepare our presenters, if you have any specific questions you know in advance, please submit to AED’s Vice President of Government Affairs Daniel B. Fisher.

    Donnice Wagoner

    Transportation Specialist

    Donnice Wagoner is a Transportation Specialist with the Federal Motor Carrier Safety Administration (FMCSA), Enforcement Division.  Prior to becoming a Transportation Specialist with the FMCSA Enforcement Division, Donnice worked as a Safety Investigator for three years with the FMCSA West Virginia Division.

  • Why Do We Sometimes SEE Things So Differently – Understanding & Maximizing Team Dynamics

    Recorded On: 04/14/2016

    High performing teams and organizations effectively understand and handle different viewpoints and opinions. They minimize situations where: a) no decisions are reached – just agreement to disagree; b) energy is diverted from higher priorities; and c) morale issues and division are created. Help create a team environment where “to be right does not mean the other person was wrong”.

    High performing teams and organizations effectively understand and handle different viewpoints and opinions. They minimize situations where: a) no decisions are reached – just agreement to disagree; b) energy is diverted from higher priorities; and c) morale issues and division are created. Help create a team environment where “to be right does not mean the other person was wrong”.

    Brian Gareau

    President

    Brian Gareau has worked as a leader in a a global Fortune 50 corporation. He is the co-inventor of Caterpillar's patent-pending Cultural Assessment Process (CAP) and was actively involved in the redesign of their global Employee Opinion Survey (EOS) process and the launch of their Corporate Values. The design and execution of Caterpillar's Employee Engagement strategy was also part of Brian Gareau's doing.

    Currently, Brian Gareau serves as a Senior Fellow, Human Capital at The Conference Board. In this role, he supports The Conference Board's Human Capital Practice which includes The Conference Board Human Capital Exchange™, research, conferences, webcasts and programs in a broad spectrum of human capital areas. During his career he spent time in Manufacturing, Corporate Public Affairs, Parts & Service Sales, Logistics, and HR

  • Working with Upset Customers

    Recorded On: 05/21/2015

    Learn techniques related to service recovery and satisfying the needs of an upset customer.

    We have all encountered that upset customer. Right or wrong, we have failed to meet the expectations of that customer. But actually that upset customer is a great opportunity. It is your chance to save that customer and even strengthen your relationships. Join this webinar to learn techniques related to service recovery and satisfying the needs of an upset customer.

  • Your Surplus Inventory is on Fire!

    ​If Surplus Parts Inventory was a fire in your Parts Department, you wouldn't think twice about getting rid of it!

    If Surplus Parts Inventory was a fire in your Parts Department, you wouldn't think twice about getting rid of it! Surplus Inventory or Dead Stock…Whatever you call it, it is a common problem. It ties up capital, and nobody will give you credit for having it, just in case they need it. How do you identify it, manage it, reduce it and prevent it? Take a new look at your inventory to see how you can free up capital and stock parts which generate profit and raise Customer Satisfaction.

    Bill Mayes

    Presenter

    Bill has a breadth of experience with both OEM and retail experience, including 25 years with John Deere, where he held positions in Whole Goods Sales, Finance and Product Support.  Bill was the Manager of Construction Parts Marketing at Deere & Co. when he left John Deere to accept a position as Director of Product Support for Case Construction.  He subsequently held positions with CNH as Worldwide Director of Service Marketing and Sales Director, New Holland & Kobelco.  Bill left CNH to join MachineryLink, a start-up rental company, where he was VP, Fleet Management and Field Operations.

    His experience with MachineryLink provides a unique dealership relevant experience, because he was responsible for availability and operating cost of world's largest fleet of rental combines.  In addition, he managed all customer facing support activities including a 24/7 live support hotline and the customer satisfaction process.  As part of a Lean Management Philosophy he created a flexible staffing model to support MachineryLink combines with local talent throughout the U.S. and Canada on an as-needed basis.

    Bill now uses his unique perspective and experience to help OEM’s and dealers improve their sales and profitability in Parts, Service and Whole Goods Sales.