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Event Name:PESA Executive Leadership Program: Advanced Business Development
Description:This year-long program is open to members and non-members. 
Event Date:2/26/2019
Event Time:8:00 AM - 5:00 PM Central
Location:Caterpillar Oil & Gas
10203 Sam Houston Park Drive
Houston, TX 77064
UNITED STATES

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Details:The PESA Emerging Executives Committee, in partnership with Envision, an innovative global leader in corporate advising and coaching, delivers a competitive, forward-thinking talent management tool. The Executive Leadership Program provides an external opportunity for high-potential personnel to engage in a structured year-long program that will develop key competencies and skills for their current role and prepare them for responsibilities of their next role.
 
Three paths are offered:
  • Advanced Business Development
  • Engaging Leadership
  • Executive Presence

Each path offers unique development, including mentorship with an executive, personal executive coaching, accountability, assessments and group seminars.

The Engaging Leadership and Executive Presence materials are suitable for senior leaders, as well as individuals assuming a leadership role for the first time. The Advanced Business Development materials are suitable for business development professionals at any level.

PESA recommends the path of progression as Advanced Business Development > Engaging Leadership > Executive Presence. However, participants may enroll in any order as they fit.

  
Registration
Member Early Bird: $1,800
Member: $2,000 (after December 14, 2018)
Non-Member Early Bird: $2,000
Non-Member: $2,200 (after December 14, 2018)

For companies enrolling three or more individuals, contact meetings@pesa.org to receive a group discount of 10%. 


The Year-Long Advanced Business Development Path Overview
  • Attend two full-day seminars:
    • February 26, 2019 at Caterpillar Oil & Gas, 8:00 a.m. – 5:00 p.m.
    • September 10, 2019 at DistributionNOW, 8:00 a.m. – 5:00 p.m.
    • Breakfast, lunch and snacks will be served.
    • Abbreviated make-up sessions are offered as required.
  • Attend one group coaching introductory webinar and two one-on-one executive coaching sessions
  • Attend two PESA Meetings: PESA hosts a variety of meetings and seminars throughout the year including leadership forums designed to fulfill program requirements
  • Gain a mentor (self-identified) and meet with the mentor at least three times in 2019. A Mentor Briefing Document will be provided
  • *Participate in external leadership development through community or PESA involvement: work with a non-profit or PESA committee in 2019
  • Read & Complete StrengthsFinder 2.0 Assessment: purchase online here
  • *Attend quarterly networking events
  • Accountability Partner Engagement
  • Graduation Reception held January 2020 for participants completing all program requirements
*Optional Activities
 
Advanced Business Development Course Content
This business development and selling skills training course will develop the participants’ skills, behaviors, and confidence to enable them to speak to client needs and develop long-term relationships. The training will provide participants with a range of business development and selling tools and techniques that will enable them to adopt a confident consultative and solutions-based approach when selling.

By the end of this year-long course, the participants will:

 
  • Sell strategically to leaders higher on the org chart
  • Understand the insightful sales approach and the style of selling that is appropriate for their personality and their clients
  • Follow a sales process to guide their conversations and sales meetings
  • Prepare thoroughly for a meeting or contact with a client to ensure they use their time efficiently and maximize results
  • Create a great first impression and professional opening to a business development or sales conversation
  • Identify and understand buying and decision-making processes and criteria
  • Use negotiation to create a win/win outcome and how to create client advocates to ensure the door is comfortably opened for future growth
  • Skillfully and confidently handle questions and objections

Cancellations for refund must be received by Tuesday, February 12, 2019. There will be a 5% processing fee for credit card cancellations. PESA Member Company employees who wish to register at the member rate, and do not have an established login, please contact meetings@pesa.org

 
Event Registration:
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2/26/2019
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