David Prentice

Speaker, L&D


David Prentice

Leading Sales and Marketing Expert

For over 30 years, David Prentice has worked to train front-line and executive staff in how to serve customers better—and increase sales. A dynamic and witty speaker, he helps clients understand a range of business issues, such as customer service and satisfaction, negotiation, account management, and how to achieve sales excellence. Prentice offers audiences practical techniques that can be put to use immediately to increase performance and improve results.

Prior to starting his own consulting firm, Prentice held a variety of senior sales, sales-training, and sales-management positions with the Xerox Corporation, both in Canada and at the Xerox International Training Center in the USA. He has also held similar positions with General Foods Limited, and Warner-Lambert.

Prentice has personally designed, written, and conducted sales-development seminars and keynote addresses for AT&T, IBM, Johnson & Johnson, Schneiders, The Coca-Cola Company, Bell Canada, Bell Mobility, Ford Motor Company of Canada, Peat Marwick, M&M Meats, Great West Life, AGF, London Life, Canadian Airlines, Molson, Coors, Toronto Dominion Bank, Canada Trust, CIBC, Canadian Tire, and RBC Royal Bank.


The Competitive Edge

Success in sales…seldom just happens. Truly professional first-quarter sales professionals have the ability to utilize skills, technology and strategies to advance sales to a close. This seminar is about honing skills to insure a clear competitive edge. Specifically, it will focus on practical ‘How-to’s’ that will increase sales performance.

It will deal with:

  • How to open sales calls more effectively
  • How to manage the decision making process
  • How to manage and influence decision-making criteria
  • How to utilize SPIN strategy to identify, develop and satisfy client needs
  • How to handle client concerns and objectives and change them into positive opportunities
  • How to close effectively without pressure

In addition, the session will focus on increasing sales by targeting ‘high-propensity to buy’ clients.

Super Charged Service...How to Create "Customers for Life"

Dave will focus on:

  • Living the Mission – Delivering value on each and every customer contact
  • Understanding Value – From the customer’s point of view
  • Knowing how the customer perceives
  • Skills, techniques and strategies to positively influence the customer
  • “How to” – understand the customers needs, problems, wants, concerns
  • Value Model – Pride in Delivery – Honesty – Dignity – Respect – Integrity
  • Dealing with all types of customers in all types of circumstance and situations
  • Creating a Tailored Experience

The session will be highly informative, motivational and fun learning experience.

Peak Performance

Peak performance will focus on skills, technology and strategy for personal performance. Dave will present a number of business models that will help each participant increase sales, deliver exceptional service and build loyalty with their customers.

The DCSE Framework - The Corporate Values Sales Approach

Duration: Keynote, One Day, Two Day, Three Day, Four Day
Target Audiences: Sales Professionals

 

The DCSE Framework and the Corporate Values Approach to Selling program helps sales and sale support professionals develop skills in four specific areas. The program starts by providing various models and strategies to comprehend why clients buy, followed up by a number of sales communication skills and the DCSE Framework to build sales strategies. The final area covered in the presentation is business development strategies – how to look for more opportunities with clients, former clients, competitors, etc.
The DCSE© Framework and the Corporate Values Approach to Selling helps develop skills in four specific areas of professional development for sales and sale support professionals.

1. Sales Concepts – Understanding Why Clients Buy?

  • The Corporate Values Approach to Selling Products and Services
  • The DCSE© Model – Differentiating the Sales Experience
  • Needs Development Strategy – The Xerox Model
  • Understanding Client Perception – Consulting Group Study
  • The Value Model… V = (Pb Sb R B) – Costs
  • Six Influence Strategies
  • Managing the Client’s Decision Making Criteria and Process
  • Building Trust and Relationships Model

 

2. Sales Skill Sets – Sales Communication Models

 

3. Sales Strategies – The DCSE Framework

Phase 1 – Understanding Corporate Values – The Values Sales Approach
Phase 2 – Defining the Ideal Client – Sales Professional’s Relationship
Phase 3 – Discussing the Current Business Vision and Situation
Phase 4 – Presenting Ideas, Solutions and Recommendations
Phase 5 – Agreeing on the nature of the on-going Relationship

 

4. Sales Activities – Business Development Strategies

 

The DCSE Framework and the Corporate Values Approach to Selling can be delivered as a Keynote Address format at a conference or as a performance concept or in a one, two, three or intensive four-day training session.

 

“Sales Professionals that have a clear understanding of sales concepts, plus first quartile competencies in using sales communication skill sets are able execute the DCSE© Process and create a truly differentiated sales experience for the client.

 

The sales experience should be a win for the client, the Seller and for the Organization… anything less should be considered unacceptable”

Speakers 2.0

Speakers 2.0 is an offering that is redefining expectations in the speaking industry by leading with the idea that a speech can be just the first step in a more comprehensive and effective solution to your organization’s needs. Speakers’ Spotlight wants to sustain the value that you and your organization experience during a live speech, long after the conference is over.

 

While every client has vastly different needs, Speakers 2.0 customized offerings can include:

 

– A pre-recorded video library customized to your organization’s long-term needs

– A series of customized webinars

– Short video segments reinforcing and building on the knowledge shared in the original keynote

– Audio podcasts

– Online learning modules

– Email newsletters

– Follow-up conference calls

– Follow-up articles, publications, tools, and tips

– Customized surveys and analysis

 

Please contact us for more information and to discuss how David Prentice’s offerings can help your organization make long-term progress.

Speakers' Spotlight represents a wide variety of motivational speakers who present energetic talks that will inspire you and your staff to take action, be it in your personal lives, your workplace, or both. Read More

Conference Speakers

The Impact of a Speech Can Last Forever

Speakers' Spotlight represents a talented roster of some of the world's most extraordinary conference speakers. Our conference speakers' experience is as broad as it is deep, and they are all leaders in their fields, which include business, politics, sports, the media, academia, science, technology, culture and entertainment. Our conference speakers are thought-provoking and action-oriented and leave their audiences, whether speaking to a group of 10, 100, 1000 or more, enlightened and inspired.

Speakers' Spotlight's conference speakers frequently go the extra mile to be in touch with meeting planners - or even CEOs and presidents of companies and organizations themselves - in advance of their talks in order to tailor the message and hit on key points specific to the client's needs. Our conference speakers arrive on time, and will have conferred with you in advance to ensure they have everything they need in order to deliver an impactful speech. Our conference speakers frequently use well designed visuals, such as photos, slide shows, or video clips to bring other elements of interest into their talks, and our conference speakers frequently build-in time during their talks to allow for an audience Q&A, ensuring your staff has a chance to ask questions of the particular conference speaker they have just heard.

Some of our conference speakers in high demand include David Chilton, Bruce Croxon, General Rick Hillier, Clara Hughes, Ron James, Amanda Lang, Stephen Lewis, Patricia Lovett-Reid, Mark Kielburger, Kevin O'Leary, Jeff Rubin, and Margaret Trudeau.

Speakers' Spotlight is committed to serving the diverse needs of the corporations, organizations, companies, non-profit and government groups that contact us when seeking conference speakers, and we work hard to find the conference speakers that will best meet and exceed your needs. Whatever you require are when it comes to conference speakers, Speakers' Spotlight will work had to ensure that you get the conference speakers that are right for you.

Keynote Speakers

Speakers' Spotlight: The Key Ingredient To Finding Your Perfect Speakers

Speakers' Spotlight represents a vast roster of some of the world's most extraordinary keynote speakers in fields such as business, politics, sports, the media, academia, science, technology, culture and entertainment. Our keynote speakers run the gauntlet from spoken word poet Sarah Kay, to business guru Simon Sinek; from young athlete Olympic athlete Adam van Koeverden to the wrongly incarcerated former boxer Ruben Carter; from Margaret Trudeau to her son Justin Trudeau. Whatever your needs are for your keynote speakers, Speakers' Spotlight the keynote speakers that will fill them.

Our keynote speakers can adjust their talks to suit your needs, whether you're looking for an address by keynote speakers of 15, 30, or 45 minutes or more, our keynote speakers will confer with you before your engagement to ensure that their talks meet your needs. Our keynote speakers frequently adjust their speeches to include important talking points your organization or company needs emphasized, and will also often adjust content so it is individually tailored to your audience. For instance, if your audience is primarily those in the auto industry, our keynote speakers will draw on anecdotes from that industry in order to ensure their speech is relatable. Our keynote speakers are usually available in the days and weeks prior to your event to discuss your needs and go over any details (such as audio visual requirements) that arise.

Speakers' Spotlight is committed to meeting the different needs of the corporations, organizations, companies, non-profit and government groups that contact us when seeking keynote speakers, and we work hard to find the keynote speakers that will provide the best match for your event. Whatever you require are when it comes to keynote speakers, Speakers' Spotlight will work had to ensure that you get the keynote speakers that are right for you.

Motivational Speakers

Motivating the world

Speakers' Spotlight represents a wide variety of motivational speakers who present energetic talks that will inspire leaders and employees to take action, be it in their personal lives, their workplace, or both. Speakers' Spotlight's motivational speakers address everything from encouraging audiences to adapt healthy lifestyles to unifying groups to achieve professional goals. Our motivational speakers work with an astonishing range of companies in sectors such as science, technology, finance, advertising, and manufacturing, as well as professional organizations, cultural institutions, and non-profit entities and government, throughout North American and around the world.

Motivational speakers that work with Speakers' Spotlight frequently go the extra mile to be in touch with meeting planners - or even CEOs and presidents of companies and organizations themselves - in advance of their talks in order to tailor the message and hit on key points specific to the client's needs. Our motivational speakers arrive on time, work with the client in advance to ensure the proper set up of their audio/visual needs so that everything will go smoothly when they hit the stage, and often include Q&A sessions in their talks so that your staff can ask any questions of our motivational speakers that they may wish.

Using Speakers' Spotlight to book your motivational speakers obviously offers many advantages. You reap the benefits of our experience and expertise, as we can help you select the best motivational speakers for your motivational speakers' engagement.

Our motivational speakers include prominent motivational speakers - and many of them household names -- such as Roberta Bondar, Michael "Pinball" Clemons, Terry Evanshen, Scott Harrison, John Izzo, Simon Jackson, Craig Kielburger, Dr. Samantha Nutt, Simon Sinek, Severn Cullis-Suzuki and Brett Wilson.

Whatever your needs are when it comes to motivational speakers, Speakers' Spotlight has the motivational speakers that will both meet -- and exceed -- your expectations.

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