Convention

Plastics Showcase Exhibitors and Sponsors Optional Events Social Events General Information

 

 

Keynote Speakers

 

Sam Richter

“Know More! Selling”

“Sam Richter was outstanding. I only wish we could replay it for everyone in the company. It paid for my whole trip!!!” — Former audience member

Know more than you ever thought you could (or should) so you can win more business and provide more value. Nobody cares how much you know, until they know how much you care. In the plastics industry, complex sales are all about personal relationships. When you know more about your prospects and clients, you’re better able to relate on a personal level, build more meaningful connections, tailor offerings, ensure relevancy and provide value through the distribution chain. Most important, you win more business! In this dynamic presentation, you will discover:

  • Google search secrets that you never thought possible for finding qualified leads, uncovering opportunities and understanding decision makers.
  • Tips and tricks for using “hidden” websites as sales and competitive “intelligence agents” including how to truly leverage LinkedIn as a prospecting and relationship-building tool.
  • How to leverage information to make a big-time impression with any prospect, build deeper relationships with any client and completely differentiate from your competition.

This high-powered presentation has a huge “WOW” factor-you will be shocked at what you don’t know (but soon will). All attendees also receive complimentary access to the Know More! Reference Guide and Downloadable Toolbar, making it easy and fun to practice what is learned.

Preview Sam Richter’s Know More! Selling presentation in the video clip below.



About Sam Richter

Sam Richter is an internationally recognized expert on sales, marketing and reputation management. His award-winning experience includes building innovative technology, sales and marketing programs for start-up companies and some of the world’s most famous brands.
Richter has been featured in thousands of television and radio programs and national and online publications. He is the author of the best-selling book, Take the Cold Out of Cold Calling, considered the preeminent publication on finding information online and using it for sales success. In 2012, Take the Cold was named “Sales Book of the Year” by the American Association of Inside Sales Professionals, and it was also named a “USA Book News Winner” and a “Sales Book Awards Silver Medalist.”
 

Richter is founder and CEO of SBR Worldwide/Know More! and SVP/Chief Marketing Officer at ActiFi, a software and solutions firm serving the financial services industry. He was named by InsideView as one of the Top 25 Most Influential People in Sales, and he was also named as one of the Top Chief Marketing Officers on Twitter.


Richter received his B.A. from the University of Minnesota School of Journalism and Mass Communication and was twice named Scholastic All-American while also a four-year player and a letter winner on the University of Minnesota varsity football team. He lives in Minnetonka, MN, USA with his wife and two children, serves on the board of a number of for-profit companies and volunteers his time to numerous non-profit organizations.

See what others say about Sam’s programs at: www.samrichter.com/reviews.

 



Afterburner Incorporated

“Flawless Execution”

In this keynote, you will be introduced to the Flawless Execution Cycle, an endlessly repeatable process that accelerates learning and performance. It is adaptable to any level within any organization. In addition to its scalability, it is also simple and easily learned and adopted. In the rapidly changing modern environment where quick response to change is imperative for survival, a simple, scalable process that enables improved execution and accelerated learning is invaluable. The Flawless Execution Cycle also provides the tools and techniques necessary to develop the teamwork, communication, accountability and core leadership values so important to high-performing teams. A follow-up workshop will be given during the convention (pre-registration is required).

Preview Afterburner Incorporated’s Flawless Execution presentation in the video clip below.

 

About Afterburner Incorporated

Afterburner Incorporated’s events and workshops are founded on the principles of the Flawless Execution℠ model, developed from a combination of business experience and strategic and tactical military execution. Afterburner draws from its Three Es — empower, equip and embed — to teach the plan, brief, execute and debrief system to transform companies from the ground up.
The company was founded in 1996 by former U.S. Air Force fighter pilot James D. Murphy, when “Murph” realized that the tools he learned in the zero-tolerance-for-error world of military aviation were applicable and imperative to business success. Since its creation, Afterburner has trained more than 1.5 million managers and executives in the simple, scalable, continuous improvement processes of Flawless Execution.

 

Afterburner’s accomplishments include being listed in Inc. Magazine’s “Inc. 500 List of America’s Fastest Growing Companies” twice, with regular features in publications such as The Wall Street Journal, Business Week, Financial Times, Newsweek and Meetings and Conventions Magazine. Afterburner has also appeared on Fox News, CNN, CNBC and Bloomberg News. Murphy is also the author of Business Is Combat, now in its third printing, and his latest book is The Debrief Imperative.



Learn more about Afterburner here.

About James D. ‘Murph’ Murphy

James D. ‘Murph’ Murphy, the Founder & CEO of Afterburner, Inc., has a unique and powerful mix of leadership skills in both the military and business worlds. Murph joined the U.S. Air Force where he learned to fly the F-15. He logged over 1,200 hours as an instructor pilot in the F-15 and accumulated over 3,200 hours of flight time in other high-performance aircraft. As the 116th Fighter Wing's Chief of Training for the Georgia Air National Guard, Murph's job was to keep 42 combat-trained fighter pilots ready to deploy worldwide within 72 hours. As a flight leader, he flew missions to Central America, Asia, Central Europe and the Middle East.

 

Prior to his service in the U.S. Air Force, Murph had a successful career in imaging equipment sales, where he helped increase his company's sales by 500%. Years later, he became Director of Sales for a small paint company.  The concepts he developed and utilized in business and the U.S. Air Force would become known as Flawless Execution®. 

Applying Flawless Execution’s continuous cycle of planning, briefing, executing, and debriefing, he increased his new employer’s sales from $5 million to $52 million per year. Realizing that all companies and organizations could benefit from these same concepts, Murph started Afterburner Incorporated in early 1996.