5 minute read
71st NALMCO Annual Convention & Trade Show
SPEAKER SESSIONS
Leveraging Virtual Selling and Reframing Your Benefits To Open More Doors and Close More Sales
Session Description: Work from home, the explosion of video conference calls, and other trends have transformed the way we do business. The need to master virtual selling techniques is more urgent than ever. Unfortunately, most salespeople have never been trained to be camera-ready. Sales pros today know the importance of improving not only their synchronous virtual selling (e.g., Teams, Zoom), but also their asynchronous virtual selling (e.g., short selfie videos in outbound emails and LinkedIn posts). And with the market maturing for LED retrofits – and fewer rebates/incentives available to support them – top performers know how to win more business by highlighting non-utility-cost financial benefits and non-financial benefits of lighting retrofits that are both segment-specific and well documented.
Bio: Mark Jewell is a Wall Street Journal best-selling author and two-time Stevie® Award winner for Sales Training or Education Leader of the Year. His company, Selling Energy, has appeared on Selling Power magazine’s list of Top 20 Sales Training Firms. Mark has worked in the lighting and energy industries for the past 30 years and has influenced decision-making across more than three billion square feet of buildings. He has trained over 15,000 professionals on how to sell their offerings more effectively. Mark received his Bachelor of Science in Economics from The Wharton School at the University of Pennsylvania.
Setting Your Year Up for Success – How to Look Through the Crystal Ball and Achieve Your Desired Outcomes
Session Description: When setting goals, we can sometimes reach for the stars but land on the moon. Is this considered a success or a failure? Did we pick the right goals? Did we aim too high? Or did we just not put in enough effort to achieve what we desired? This talk aims to give you the tools to properly set goals, identify markers that tell you when you are on or off track, and make sure that your entire team is on board. McClelland will help you identify where you are, where you want to be, and leave you with takeaways to set you up for success in the coming year.
Bio: Growing up, Kyle was always told that he was a natural born salesman. While attending UNR, Kyle started working at Have Lights Will Travel and quickly worked his way up to the top of the organization, ultimately purchasing the company upon graduation. Since his purchase of HLWT, Kyle has continued his entrepreneurial endeavors and started, purchased, and acquired multiple companies. In 2020, Kyle began his coaching career and founded Back To The Basics Business Coaching. Focused on sales, systems, and processes, Kyle helps companies get from where they are to where they want to be.
Artificial Intelligence: How It Will Impact Our Lives and Careers
Session Description: Artificial intelligence (AI) is growing in its power over our lives and accelerating into the marketplace at unprecedented speed. Anything strong enough to help us is strong enough to hurt us, and AI promises both. The potential for rapid medical advancements and enhancement to our writing and graphics is evident now. Conversely, the ability of AI to disseminate lies, deepfake images and voices, and hallucinate incorrect responses is a current threat.
The lighting community is not immune to the dilemma of how to use AI for good while minimizing it’s negative impact on us. Lighting manufacturers, researchers and designers are using AI. Many of us have AI voice assistants, like Siri and Alexa, that are a tool for control of disparate devices including our lighting. NALMCO members are using AI to generate text, create content summaries and more. Attend this session to hear what is coming and how we can help to safeguard ourselves and our businesses while utilizing this amazing new tool.
Bio: Mark has designed interior and exterior lighting systems for a wide range of applications, including residential, municipal, retail, healthcare, energy audit retrofits, and both conventional and nuclear power plants. He serves on over twenty lighting-related committees, including ASHRAE, ANSI, IEEE, IUVA, IDA, and the IES.
Mark is a columnist for Lighting Design and Application magazine, writing on the changes in our industry, and he hosts a podcast on lighting trends and technologies. Mark ran the educational centers for both Cooper and Hubbell Lighting and was the Director of Government & Industry Relations for OSRAM SYLVANIA before joining the Illuminating Engineering Society, where he now serves as a consultant through his company, Augmented Illumination. He has been inducted into the Michigan Lighting Hall of Fame and has a Lifetime Achievement Award from the EdisonReport.
