MHEDA Talks: Todd Cohen on Building a Sales Culture

March 17, 2022 Duration: 28:06

Host Shari Altergott, Chief Experience Officer of The CX Edge talks with Todd Cohen, CSP, Sales Speaker and Author. Todd shares his vision of how everyone in your company is a sales person, and how creating a silo culture can slow your business growth. Join Todd in one of his two sessions at the MHEDA […]

MHEDA Talks: Jerry Weidmann on Branding

February 22, 2022 Duration: 32:53

Host Shari Altergott, Chief Experience Officer of The CX Edge talks with Jerry Weidmann, President of Wolter, Inc. on branding. Jerry provides insight of transitioning a company’s brand from multiple names under one umbrella. Jerry explains a smooth transition from all aspects of the company, including internal planning to customer perception, and much more. Stay […]

How To Identify Leads In The Age Of Privacy

February 11, 2022 Duration: 54:24

The bulk of your advertising dollars are going to waste. 97% leave your website without contacting you. The technology is here. You must identify these unknown website visitors. By mining through your data and connecting it to your CRM, you can more efficiently connect with your leads and turn them into paying customers. Takeaways: Why […]

What Dealers Need To Know About Local Search

January 31, 2022 Duration: 01:01

If your dealership has a physical storefront, you must be focusing on “local search” to be seen online by your customers. Along with Google’s changing algorithm, there’s an abundance of new ways to be recognized locally and be the most prominent business ranking in your area. From enhancing your Google My Business listings to generating […]

MHEDA Talks: Lorie Leitner and Red Andal on Marketing

August 23, 2021 Duration: 35:16

Host Shari Altergott, Chief Experience Officer of The CX Edge talks with Lorie Leitner of ProLift Toyota Material Handling and Red Andal of Liftow Limited. They discuss the role of marketing in the material handling industry, effective marketing strategies, and how to create and distribute relevant content. Stay tuned for more episodes of the MHEDA […]

Material Handling Sales Basics

July 23, 2021 Duration: 01:52

Learn how to sell more at higher gross margins by focusing on the customer instead of the stuff. Industry veteran, Gary Moore, presents an 18 part material handling specific online course that is great for those new to the industry and a timely refresher for experienced industry salespeople. This course is available exclusively to members […]

MHEDA Talks: Dave Baiocchi on the Customer Experience

May 18, 2021 Duration: 34:34

Host Shari Altergott, Chief Experience Officer of The CX Edge talks with Dave Baiocchi, President and Owner of Resonant Dealer Services. They discuss the importance of developing a customer experience strategy including seven questions to ask yourself, aligning your messaging with your value proposition, and how to measure the customer experience vs performance. Stay tuned […]

Showcase Yourself and Network on LinkedIn

February 8, 2021 Duration: 54:51

Joyce Feustel, Founder of Boomers’ Social Media Tutor, shares some simple changes you can make to your LinkedIn profile to showcase yourself better on this dynamic social media tool. In addition, she demonstrates how to strategically connect and communicate with others on LinkedIn as well as how to share information to enhance your professional reputation.

MHEDA Talks: Gary Moore on Objective Based Selling and Building Relationships

January 19, 2021 Duration: 28:20

Host Shari Altergott, Chief Experience Officer of The CX Edge talks with industry veteran Gary T. Moore. They discuss objective based selling, building relationships, and the long term effects of the pandemic on sales strategies and processes. Stay tuned for more episodes of the MHEDA Talks podcast series when Shari will interview industry thought leaders […]

The Future…Building an Inside (Outbound) Sales Team

November 10, 2020 Duration: 49:44

As an industry expert in the material handling industry as well as a global expert in sales force performance analysis and selection, Growth Dynamics (GDI) has been researching the changes in sales and sales complexity for over 15 years. This presentation explores WHY the role of Inside Sales has become one of the fastest-growing positions […]

Defining Top Performance in the “New Role” of Sales

October 26, 2020 Duration: 51:58

As an industry expert in the material handling industry as well as a global expert in sales force performance analysis and selection, Growth Dynamics (GDI) has been researching the changes in sales and sales complexity for over 15 years. This presentation provides recommendations on a process model to establish the standard of top performance or […]

Sales Leadership & Sales Team Transformation

October 13, 2020 Duration: 42:31

As an industry expert in the material handling industry as well as a global expert in sales force performance analysis and selection, Growth Dynamics (GDI) has been researching the changes in sales and sales complexity for over 15 years. Recent GDI studies show the impact of the Pandemic has pushed the technology evolution in sales […]

Developing and Engaging with Customers in a Virtual World

September 21, 2020 Duration: 03:11

The COVID-19 pandemic has forced companies across the material handling industry to adopt a remote business model.

Video is Essential!

September 1, 2020 Duration: 45:40

Make sure you are maximizing your distribution channels. There are so many video types to consider: testimonials, company backgrounders, animation explainers, animated gifs, product reviews, and more. Once you have chosen the most impactful video type for your company goal, take advantage of all that video marketing has to offer. Sara Park, account manager and […]

Connect with People Through LinkedIn Sales Navigator

August 21, 2020 Duration: 48:14

The average cost to attend a tradeshow: $3000. The average cost of LinkedIn Sales Navigator: $70/mo. Invest in this powerful communication and messaging tool that you have at your fingertips. Mine through thousands of potential contacts with ease and keep your prospect list organized for more effective prospecting and selling – all within a digital […]

Email is the #1 Social Platform: Now You’re Being Forced to Use It Better

August 14, 2020 Duration: 43:48

With salespeople relying more on digital assets, this session will teach you how to build impactful, robust email marketing programs to reach, connect, and persuade your audience. The greatest return on investment can come directly from the people you know: those in your owned database. Because of costs associated with email marketing, it’s a lightweight […]

Your Website Just Became Your Best Salesperson!

June 25, 2020 Duration: 29:35

70% of a prospect’s buying process is done through visits to your website before you know these prospects are even on your site! There’s two ways to drive more web leads – get more people to your website and optimize your site to convert more of those visitors. In this session, Thomas Armitage, senior account […]

Guaranteed Leads. We’ll Prove it to You

June 17, 2020 Duration: 29:46

Rebounding from this tough period and growing your business back up will need a varied approach. With the right selection, combination, and creativity, advertisers can find success in meeting their most important online goals. In this video, Brian Bluff, co-founder, and Priyanka Kapadi, operations, of Site-Seeker will help you understand the evolving digital advertising landscape, […]

Death by Survey

April 29, 2020 Duration: 02:37

Surveys can be a great tool to get valuable feedback from your customers. But there are right and wrong ways to do a survey. Learn the basic planning steps to make your surveys more effective. The full course, Death by Survey – Effective Ways to Get Customer Feedback, presented by Shari Altergott, Chief Experience Officer of […]

The Art of Virtual Meetings with Sylvie diGiusto

April 23, 2020 Duration: 32:42

With the immediate switch to remote work, you must be comfortable and well-versed in all techniques used during online meetings. In this virtual convention session, Sylvie diGiusto will walk you through some essential tips and steps required that ensure you are making a professional impression on the screens around the world. Find more virtual convention sessions […]

Material Handling Business Trend: Changing Buying Preferences

March 24, 2020 Duration: 03:10

As business continues to evolve at a rapid pace, the traditional business to consumer model has changed.  Today, customers have a variety of buying options and are migrating toward the most convenient option.

Used Equipment Buyer Profile

March 11, 2020 Duration: 02:06

Learn key characteristics of a typical used equipment buyer to more effectively market to them through your sales team and company website. The full course, Strategies for Marketing and Selling Used Equipment, presented by Bill Rowan, President of WRR Consulting, is available in the members-only MHEDA Learning Management System. Register at www.mheda.org/lms.

Used Equipment Culture

March 5, 2020 Duration: 02:29

To be successful and profitable with used equipment sales, the entire company – from technicians to sales to management – needs to have the same understanding about the value of used equipment for the customer. David Morrison, President of Morrison Industries shares lessons learned over the years that helped shift his company culture toward used […]

ROI Generating Digital Marketing

October 10, 2019 Duration: 02:11

Learn the building blocks of successful digital marketing so you can create a structure that works best for your company. The full course, Building Digital Marketing Capabilities, presented by Calvin Mesman and Meredith Steiner, Adpearance, is available in the members-only MHEDA Learning Management System. Register at www.mheda.org/lms.

Responding to Price Objections

October 4, 2019 Duration: 02:38

By asking the right questions and steering the price conversation in the right direction, you can prevail in price negotiations. Learn how to prepare in advance to address a customer’s price objection. The full course, Crush Price Objections, presented by Paul Reilly, Owner of Reilly Sales Training, is available in the members-only MHEDA Learning Management […]

Voice Mail Best Practices

July 24, 2019 Duration: 01:36

Discouraged about leaving yet another voice mail? Learn more about best practices of when and how to leave a voice mail and avoid common mistakes to make your messages more effective. The full hour long course, Voice Mail: Techniques That Get Your Calls Returned, presented by Mike Brooks, Founder and Principle of Mr. Inside Sales, […]

Digital Marketing Trends

June 3, 2019 Duration: 02:57

Digital Marketing is no longer a tool for only the largest companies. In order to remain competitive, MHEDA members must find ways to make their digital presence known.

Digital Marketing with Google Ads

February 12, 2019 Duration: 02:33

Last year, Google handled 90% of the world’s internet searches. Therefore, Google Ads is a valuable opportunity to present quality content to a targeted audience resulting in high conversion rates. Learn how to get started in the full hour long course, Google Ads – What You Need To Know, presented by Eddie Bluff, co-founder of […]

VITAL Regimens for Sales Professionals

February 7, 2019 Duration: 03:13

Do you want to be an order maker rather than an order taker? This requires setting regimens to make sure you have a planning discipline that allows you to proactively sell. The full hour long course, Six Regimens that are VITAL for Sales Professionals, presented by Don Buttrey, President, Sales Professional Training, Inc., is available […]

Improve Your Selling Skills

January 31, 2019 Duration: 01:40

Sales training doesn’t have to be difficult. The Selling Skills course is available exclusively to MHEDA members in the Learning Management System (LMS) and includes over 5 hours of general business sales training presented in 55 short segments. Topics covered include determining customer needs, overcoming objections, using CRM, writing proposals, closing the sale, and more. […]