Supplier Education Package


MPI is the meeting and event industry’s home for education, enabling meeting professionals around the world in their quest to host meetings that matter for communities, organizations, businesses, NGOs and governments. The MPI Academy has curated packaged content to help you stay up-to-date on what industry experts are saying related to sales and marketing. 

MPI members, log in and access all of the content free of charge. Instead of purchasing webinars for $9.99 each, our non-member community can buy this education package at a discounted rate. 

Standard: $49.99
Premier: $0.00
Preferred: $0.00
Essential: $0.00

Sessions

WIN BIG in the Conference Market: 5 Steps to Master

Mar 6, 2017 10:15am ‐ Mar 6, 2017 11:30am

Identification: EMEC11

1 Clock Hour | Domain F: Stakeholder Management 

Suppliers, walk through the steps planners take in order to make a buying decision. Ciara’s Steps to WIN Program teaches you how to align your sales process to the planner’s buying process. Understanding the steps your potential clients take in order to buy will help you to WIN a lot more business.

Learning Objectives:

  • Gain an understanding of 5 Steps to focus on to position your venue for more WINS.
  • How to take the focus off rate and position yourself as a partner in this market instead of as a supplier – it’s a position that is a lot more lucrative.
  • Do a quick self-assessment of your properties performance in these 5 Steps - walk away with a quick action plan of where to focus, to start winning more business.
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Speaker(s):
Premier: $0.00
Preferred: $0.00
Essential: $0.00
Standard: $9.99

The Psychology and Principles of Sales and Negotiation

Jun 21, 2017 11:45am ‐ Jun 21, 2017 12:45pm

Identification: 6380

1 Clock Hour | Domain F: Stakeholder Management 

As a meeting planner you are constantly negotiating with and influencing your clients. Learn how to nurture these business relationships and the approach you take with negotiations. It will determine whether you have loyal, long term clients or whether they will look elsewhere for their next solution.

Learner Outcomes:

  • Participants should be able to: demonstrate an important negotiation and/or sales principle as it applies to a meeting planner situation and identify ways that non-verbal communication can assist as they sell, negotiate, and work with clients.
  • Participants should be able to: Recognize the importance of using stories to connect with and sell to meeting planner clients. Feel inspired to be better people, recognizing that the little things make a big difference in life.
  • Participants should be able to: Identify a principle or technique to get past gatekeepers and connect with the decision maker in organizations and recognize how this may apply to meeting planner sales.
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Speaker(s):
Standard: Free
Members: $0.00

20 Innovations You'll See in the Best Meeting and Conference Venues

Jun 21, 2017 3:15pm ‐ Jun 21, 2017 4:15pm

Identification: 6403

1 Clock Hour | Domain C: Risk Management

You need to find a home for your meetings where the design, operation and services provided compliment your goals and help ensure you meet required outcomes. Consider 20 global innovations that you can experience today in meetings-focused venues that will help you reach your goals and objectives.

Learner Outcomes:

  • Understand what lies beyond typical function rooms and how easy it is to provide a real wow experience at your meetings.
  • Consider the importance of providing the right spaces outside of the meeting room, as well as in.
  • Build your understanding of alternative meeting room styles and how delegates of different generations behave in these environments.
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Speaker(s):
Standard: Free
Members: $0.00

Storytelling: A Sales Pro’s Most Powerful Sales Tool

Jun 22, 2017 11:00am ‐ Jun 22, 2017 12:15pm

Identification: 6529

1 Clock Hour | Domain A: Strategic Planning

In this course, participants will learn to craft and use compelling stories to sell incentive travel solutions to clients. Participants will learn to develop an audience profile to help tailor the story to the client, as well as components that comprise a compelling story to aid in development of the story.

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Speaker(s):
  • Krzysztof Celuch, CMM Ph.D., CITE, CIS, HMCC, Vice-Rector - Assistant Professor /Head Poland CVB, Warsaw School of Tourism and Hospitality Management
Standard: Free
Premier: $0.00
Preferred: $0.00
Essential: $0.00

Under the Hood of Small Meeting Venues

Dec 7, 2017 11:00am ‐ Dec 7, 2017 12:00pm

Identification: 12072017

1 Clock Hour | Domain A: Strategic Planning

When considering events of 150 delegates or less, there are myriad venue types that claim to satisfy smaller meetings. In this webinar, we will explore the pros and cons of different venue categories, including resorts, conference centers, hotels, academic venues and day conference centers, and consider how to discover unique venues that will deliver memorable meeting experiences for delegates.

Learner Outcomes:
  • Discover the types of unique venues that service the small-meetings industry.
  • Understand the pros and cons of each venue type, and how each will enhance or challenge your meeting or event.
  • Learn how to use unique venues to deliver unique experiences.

This Session Graciously Sponsored by the IACC Meetings

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Speaker(s):
Premier: $0.00
Preferred: $0.00
Essential: $0.00
Standard: $9.99

Successful Negotiations in a Seller’s Market

Jun 19, 2018 11:00am ‐ Jun 19, 2018 12:00pm

Identification: 06192018

1 Clock Hour | Domain D: Financial Management

Meeting demand is up, way up and new hotel room supply is low, especially in the four and five star brands. In 2015, hotel occupancy, average daily rate and RevPar (revenue per available room) was an all-time high. In this high impact workshop, attendees will learn specific methods to utilize a strategic RFP process and assess their leverage based on multiple hotel revenue management criteria. The ultimate focus is on value based negotiations, cast savings, hotel contract risk reduction / cost containment and improving hotelier communications and partnerships.

Learner Outcomes:

  • Understand issues and trends that impact hotelier and meeting planner negotiations
  • Discuss essential components of hotel revenue management and hotel profit centers
  • Review methods to assess your leverage from each RFP and create a negotiations plan

This Session Graciously Sponsored by Experience Scottsdale

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Speaker(s):
Premier: $0.00
Preferred: $0.00
Essential: $0.00
Standard: $9.99

Contract Strategies for the Evolving Marketplace

Apr 9, 2019 11:00am ‐ Apr 9, 2019 12:00pm

Identification: contractstrategiesfortheevolvingmarketplace04092019

1 Clock Hour | Domain D: Financial Management

The only thing constant in our industry is change. This workshop will arm you with tactical strategies that will help you to negotiate & defend your organization in this evolving market. In this high-level workshop, attendees will review key contract clauses, negotiations tips and strategies on how to get to “Yes” and review variables that help influence a hotels decision to accept your business.

Learner Outcomes:

  • Understand our current marketplace and how it affects a planners’ strategy during negotiations.
  • Review key contract clauses and how to defend them to benefit your organizations bottom-line.
  • Discuss variables that the hotels consider when reviewing your overall business value.
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Speaker(s):
  • Cheryl Payne, CMP, CMM, Strategic Partner, INNOV8 Meetings + Events
Premier: $0.00
Preferred: $0.00
Essential: $0.00
Standard: $9.99

On demand traits for hospitality sales and marketing professionals

Jun 17, 2019 3:00pm ‐ Jun 17, 2019 3:30pm

Identification: MON8

1 Clock Hour | Domain I: Marketing

Sales and marketing professionals have access to a wealth of information nowadays through CRM systems, metrics and analytics platforms, and industry-related research and reports. There is so much data, it’s overwhelming. However, based on a recent survey by eMarketer, less than 25% of sales and marketing executives worldwide said they had a comprehensive view of customer data, what data they have available, and how to use the data to make strategic decisions. In order to start converting data into usable insights, sales and marketing professionals need to learn how to be data-driven, analytical, and strategic in all their decisions.

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Learning Objectives:
  • Learn how to develop a data-driven strategy.
  • Identify internal and external data available or data that needs to be obtained.
  • How to collect, process, analyze, and make data-driven decisions. Know what to do with the data, how to share it, who will use the data and the impact of incorporating a data-driven mentality in all sales and marketing decisions.
Speaker(s):
  • Joyce Martinez, Director of Business Development, Destination Canada/ Business Events Canada
Members: Free

The Winning Sales Mindset

Feb 14, 2020 11:00am ‐ Feb 14, 2020 12:00pm

Identification: 02142020

1 Clock Hour | Domain I: Marketing

If you want to boost revenue, it is imperative that you optimize your sales mindset. By applying cutting edge research in neuroplasticity, Dr. E delivers an entertaining and prescriptive process. Sales associates will leave with actionable steps on how to apply the True SuccessTM

The formula in their lives and businesses so that they can eliminate obstacles, increase productivity and amplify engagement. Learn about the winning sales mindset from Shaquille O’Neal’s “Head Coach for happiness.

Learner Outcomes:

1. Name the three pillars of True Success in order to be able to apply them in your life.

2. Convert a victim mindset to an empowered mindset using two specific strategies in order to be more empowered in any situation.

3. Apply the Over-Under Principle in order to optimize relationships with anyone.

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Speaker(s):
Premier: $0.00
Preferred: $0.00
Essential: $0.00
Standard: $9.99

Contract Strategies for the Evolving Marketplace

Mar 27, 2020 11:00am ‐ Mar 27, 2020 12:00pm

Identification: 03272020webinar


1 Clock Hour | Domain D: Financial Management

The only thing constant in our industry is change. This workshop will arm you with tactical strategies that will help you to negotiate & defend your organization in this evolving market. In this high-level workshop, attendees will review key contract clauses, negotiations tips, and strategies on how to get to “Yes” and review variables that help influence a hotel's decision to accept your business.

  • Understand our current marketplace and how it affects a planners’ strategy during negotiations.
  • Review key contract clauses and how to defend them to benefit your organization's bottom-line & reduce risk.
  • Discuss variables that the hotels consider when reviewing your overall business value.
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Speaker(s):
  • Cheryl Payne, CMP, CMM, Strategic Partner, INNOV8 Meetings + Events
Standard: $9.99
Premier: $0.00
Preferred: $0.00
Essential: $0.00
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