Spring Break 2023 Sessions

Unity Leads to Change: The Amazing Power of a Common Purpose

March 17, 11 a.m. to noon

Former U.S. Rep. Trey Gowdy, television news personality, former member of the U.S. House of Representatives & former federal prosecutor

Gowdy's public service career exemplified the old adage, 'We can go farther ... together.' The unity created by a shared idea is a powerful tool to advance an organization, team or movement. Great causes unite individuals of differing backgrounds and views to achieve a goal beyond the grasp of one person.

In this keynote address, Gowdy aims to encourage attendees to pursue purpose — together. Fundraising galas, awareness events and benefits will be impacted by his personal challenge.

Gowdy was born in Greenville, South Carolina, and grew up in Spartanburg, South Carolina. He graduated Spartanburg High School in 1982, Baylor University in 1986 and the University of South Carolina School of Law in 1989. After law school, Gowdy clerked for a judge on the South Carolina Court of Appeals and then for a United States District Court trial judge. From 1994-2000, as a federal prosecutor, he prosecuted the full range of federal crimes including narcotics trafficking, bank robbery, carjacking, kidnapping, child pornography cases and the murder of a federal witness. Gowdy was awarded the Postal Inspector's Award for the successful prosecution of J. Mark Allen, one of 'America's Most Wanted' suspects. He also received the highest performance rating a federal prosecutor can receive — two years in a row. In 2000, Gowdy left the U.S. Attorney's office to run for 7th Circuit Solicitor (District Attorney) in Spartanburg and Cherokee Counties. As 7th Circuit Solicitor, he led an office of 25 attorneys and 65 total employees. Gowdy started a Violence Against Women Task Force, a Worthless Check Program, enhanced and expanded drug court, and implemented a Drug Mother Protocol designed to assist expectant mothers break the cycle of addiction. Gowdy has been recognized statewide for his commitment to victims' rights and drunken driving enforcement and nationally for excellence in death penalty prosecutions. In 2010, he ran for congress to represent the 4th Congressional District (Greenville and Spartanburg Counties). While in congress, Gowdy served on the Judiciary Committee, Oversight and Government Reform Committee, Intelligence Committee, Education and the Workforce Committee, and Ethics Committee. He was also chosen to chair a Select Committee on the events occurring in Libya on Sept. 11-12, 2012. While in congress, Gowdy actively participated in numerous congressional investigations, sponsored bills signed into law, and had deep and meaningful relationships with scores of colleagues on both sides of the aisle. After four terms in congress, he announced he would not seek reelection in 2018 and would leave public service for good, thus ending his career with a flawless record in the courtroom and undefeated in political races. In January 2019, Gowdy returned to South Carolina to practice law, teach classes with his close friend Senator Tim Scott, and speak on legal issues he considers important to our country. He is an author, host of a television show and podcast.

Developing the Post-Pandemic Salesperson

March 17, 1:30 to 2:15 p.m.

Derek Shebby, founder, Modern Sales Training

The pandemic has fractured our sales process and added unfortunate social distancing methods to an industry built on human connection. More business is being done behind a computer screen than ever, leaving us with 'salespeople' who are no longer salespeople. 

 In this session, Shebby will explore how to revive the salesperson who believes in what he (or she) sells, understands his territory responsibility and is committed to doing the work required to achieve long-term success.

Shebby, founder of Modern Sales Training, spent 17 years as a top sales executive and sales director with Xerox Corp. During his tenure at Mr. Copy, he was a 13-time Sales President's Club Award winner, and coached hundreds of salespeople and sales leaders to excellence. Shebby now spends his time helping dealerships across the nation increase revenues and profits through his copier/MFP sales training program, online sales courses and workshops. He has exclusive sales trainings for BTA members at www.modernsalestraining.com/BTA.

Building a Quality Organization

March 17, 4:35 to 5:30 p.m.

Mike Riordan, independent consultant

After 40 years of working exclusively with dealers in the office technology industry, Riordan will share his observations of what the keys are to build a quality organization. He will focus on:

• Culture
• Financial understanding
• Recruiting
• Selecting the best player
• The state of the industry

Riordan's comments will be based on his intimate, long-term relationships with a number of industry leaders in hopes of offering information that will assist dealers in building quality organizations.

Riordan started his career in 1967 as an IBM typewriter salesman in Kansas City, Missouri. After six years he joined Capital Services Inc., a local Kansas City leasing company, as vice president of sales. Riordan served with Capital Services until March 31, 1983. On April 1, 1983 he founded Riordan and Associates. Riordan and Associates was a consulting company that worked exclusively with entrepreneurial companies in the office technology industry. His mission was to assist organizations in the areas of recruiting selection, development management and motivation for all of their management teams. Riordan has trained more than 7,500 managers in these areas. He has had the honor and privilege of working with selected dealers on long-term relationships in developing their management teams. Riordan announced his retirement from full-time consulting in 2021. His main focus is now working with family businesses on the perpetuation of their companies.

11 Core Competencies in Sales to Dominate Your Marketplace in 2023

March 18, 8:40 to 9:25 a.m.

Melissa Whitaker, author, sales & management expert, consultant & coach, Melissa Whitaker International

The selling landscape has been forever changed over the last few years. Sales professionals are going to have to adapt to survive. They need to develop the skills to provide relevant insights and value during the conversation. It will also be vital to implement the key competencies to building trust and relationships more quickly to close more deals and build loyalty. Whitaker will explain what these key components are and how to effectively embed them into your sales process.

A dynamic and passionate leader, Whitaker has helped hundreds of companies run more effective sales departments by increasing sales revenue, gross profit and company morale. Her high-performance, customized training consultations and proven selling system help dealers drive performance, generate new prospects, improve negotiation skills and, ultimately, win more sales.

Why BTA?

March 18, 10:15 to 11 a.m.

Bob Goldberg, general counsel, Business Technology Association

In this session, BTA General Counsel Bob Goldberg will share why BTA membership is so important.

Goldberg has 43 years of industry experience. Upon graduation from law school in 1973, he joined the Antitrust Division of the Illinois Attorney General's Office. Goldberg's government career continued with the Federal Trade Commission until 1977, when he transitioned to private practice. He was a partner with the firm of Freeman, Atkins & Coleman, where he specialized in antitrust and trade regulation matters. Goldberg then joined the law firm Schoenberg Finkel Newman & Rosenberg LLC, and was a partner with the firm from 1984 to 2008. In 2008, he became of counsel to the firm, continuing to collaborate and mentor with the firm's attorneys and staff. Since 1977, he has provided BTA members with no-fee advice and guidance on a diverse range of topics.