AICC, The Independent Packaging Association, is offering four webinars focused on different aspects of selling in a virtual world: Social Sales Skills, Accelerate Virtual Relationships, Launching Virtual Relationships, and Virtual Sales Skills.

Over 45 percent of sales today are made virtually and attendees of these webinars will discover new ways to overcome challenges to meet their numbers. These webinars focus on upskilling AICC member sales professionals so they can compete and win in the new virtual sales world. Sales professionals who master social and virtual selling skills will understand how to build relationships with current customers, increase sales velocity with new customers, and gain better visibility to effectively and efficiently grow their sales.


Social Sales Skills: Taking place on Tuesday, May 12, at 2:00 p.m. EST and sponsored by Kao Collins Inc., participants will understand the most effective method to apply Social Selling. Topics include approaches that focus on:

The correct way to connect socially and build new relationships virtually

The power of groups and sharing content

How to identify key buyers and purchase influencers at targeted new accounts

Action Planning: creating a LinkedIn relationship-building plan


Accelerate Virtual Relationships: Taking place on Tuesday, May 19, at 2:00 p.m. EST, participants will protect and grow their revenue and relationships by enhancing virtual selling skills and relationships. Topics include:

The importance of refocusing on the power of “relational capital” and the “principle of worthy intent”

Re-appreciating the essential qualities of credibility, integrity, and authenticity

Relational GPS® – the road map to relational success

Internalizing the Relational Ladder so participants can distinguish themselves with every virtual interaction

Action Planning in support of the participant’s sales goals and other specific objectives


Launching Virtual Relationships: Taking place Tuesday, May 26, at 2:00 p.m. EST, participants will protect and grow their revenue and relationships by developing competency and confidence in creating meaningful initial virtual sales interactions. Topics include approaches and tools that focus on:

How to create a ‘targeted conversation’ pre-call plan

Developing relevant inquires to establish credibility during initial virtual meetings

Locating the Relational GPS (Goals, Passions, and Struggles) of buyer personas

Use the ROC process to build rapport, deliver on your meeting objective, and create credibility

Learn a 3-step process to deliver impactful value propositions


Virtual Sales Skills: Taking place on Tuesday, June 2, at 2:00 p.m. EST, participants will understand the most effective method and process to sell virtually. Topics include:

The right sales mindset improves sales performance

The critical sales step of discovery

The correct way to prospect targeting your ideal customer profile

The power of understanding buyer personas

How to identify key buyers and purchase influencers at targeted new accounts

Action Planning – create your call cadence

Mark Allen Roberts, President, OTB Solutions LLC, will lead Social Sales Skills and Virtual Sales Skills. Mark brings an exceptional background of over 35 years of sales and marketing successes and leadership with manufacturers & distributors. With a long history of building, training, coaching, & leading sales teams, the National Association of Sales & Marketing recognized his contributions with The Business Excellence Award. Highspot recently recognized him as one of the Top 50 for his expertise in implementing Sales Enablement. Roberts is also the author of the book Branding Backwards, a keynote speaker, trainer, thought leader on LinkedIn, and his strategic business development blog No Smoke & Mirrors.

Ed Wallace, President, AchieveNEXT Human Capital, will lead Accelerate Virtual Relationships and Launching Virtual Relationships. He speaks to corporations and organizations around the world with a client list that is a Who’s Who of Fortune 500 companies. Wallace has been facilitating seminars and workshops for AICC since 2015. He has published four books on relational capital: Fares to Friends, Creating Relational Capital, Business Relationships That Last and the #1 best-selling The Relationship Engine. He is a member of the executive education faculty of Drexel’s LeBow College of Business and Villanova University’s Human Resources Master’s program.

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