This two-day course is part of the requirements of the CEM-AP program. It is scheduled for 3-4 December 2023 before Expo! Expo! in Dallas, TX.

Leading in today’s world requires a strong understanding of how as individuals we think, believe, analyze and negotiate. It’s the subtle way leaders must create and claim value when negotiating while strengthening individual and organizational relationships.  How you create that mindset that is needed for success is as equally important.  Students will be presented with multiple concepts to help them choose and develop mindsets that are aligned with the context of their situation.  Finally, you will think more analytically and improve performance at all stages of negotiation from preparation to debrief.  

Students will be able to: 

• Analyze the neurological mechanisms of how we respond to uncertainty and complexity;
• Generate greater insight into to how people’s mindset impacts their ability to lead;
• Understand the need to go beyond one’s comfort zone to grow as a leader;
• Explain how their inner narrative impacts their decision-making ability;
• Claim more value when negotiating while preserving relationships; and
• Analyze negotiation results to improve personal and organizational performance.

This two-day course is part of the requirements of the CEM-AP program. It is scheduled for 26-27 October 2023 at the Freeman Alexandria, VA office.

Leading in today’s world requires a strong understanding of how as individuals we think, believe, analyze and negotiate. It’s the subtle way leaders must create and claim value when negotiating while strengthening individual and organizational relationships.  How you create that mindset that is needed for success is as equally important.  Students will be presented with multiple concepts to help them choose and develop mindsets that are aligned with the context of their situation.  Finally, you will think more analytically and improve performance at all stages of negotiation from preparation to debrief.  

Students will be able to: 

• Analyze the neurological mechanisms of how we respond to uncertainty and complexity;
• Generate greater insight into to how people’s mindset impacts their ability to lead;
• Understand the need to go beyond one’s comfort zone to grow as a leader;
• Explain how their inner narrative impacts their decision-making ability;
• Claim more value when negotiating while preserving relationships; and
• Analyze negotiation results to improve personal and organizational performance

Great leaders and great employees want success. They want to collaborate, share ideas and most of all be heard. How do we learn to leverage and adapt our communication styles to effectively work with others that have different styles of communicating? How do we construct our ideas and messaging with clarity to get our voices heard and our messaging across? How can we come across as influential?

Join this informative webinar and hear from Nikki Evans, Chief Thought Provoker with Ridgeline Coaching, as she discusses strategies to do just that. Walk away with strategies on how you can get others to understand your ideas and feedback and take action on supporting those ideas. It’s all about communication styles and how you speak with one another, but most importantly, how you get them to listen beyond, just the words you are saying.  Learn how to use effective techniques that allow you to adapt each communication style in your work relationships for greater success.

After participating in this session, you will be able to:

• Identify your primary personal communication style.
• Understand and identify communication styles of others.
• Create more impactful relationships and conversations by adapting your communication style to meet the needs of others.

This session/course/webinar is eligible for 1 clock hour towards CEM recertification. 

IAEE webinars are free to members and available to non-members for $49.

Although efforts have been made in recent years to advance equality for Lesbian, Gay, Bisexual, Transgender, Questioning, Queer, and other gender and sexual marginalized identities, there are still many instances where LGBTQ+ people find themselves excluded, unwelcome, and uncomfortable in the workplace. In fact, according to the Human Rights Campaign, close to 50% of LGBTQ+ employees still report hiding their sexual orientation at work due to hostility, bias, discrimination, and mistreatment in the workplace.

Join us for this interactive and information session where you will:

• Become more familiar with current LGBTQ+ inclusive terminology, appropriate pronoun usage, and inclusive language tips.
• Develop a greater understanding of the lived experiences of LGBTQ+ employees.
• Learn the differences in the dimensions of biological sex, sexual orientation, gender identity, and gender expression.
• Explore strategies to create more diverse, welcoming, and inclusive workplaces.
• Walk away with ready-to-implement ideas for bringing a DEI (diversity, equity, and inclusion) lens to your organization.

 This session/course/webinar is eligible for 1 clock hour towards CEM recertification.

IAEE webinars are free to members and available to non-members for $49.

Experience is all the rage and the new everything when it comes to the world of exhibitions, and you might be thinking, “How does my small event fit into the world of big, impactful sponsorships?” or “How can I maximize sponsorship opportunities on a smaller scale and budget?”. In this session, we will explore strategies that can help take your small event to the next level.

After participating in this session, you will be able to:

• Learn more about key areas for sponsorship development and how to scale up or down based on your event size and revenue goals.
• Gain practical tips and tricks for maximizing your sponsorship capabilities and opportunities while customizing to the specific needs of your partners.
• Leave with actionable insights to help you secure the support you need to make your event a success.

 This session/course/webinar is eligible for 1 clock hour towards CEM recertification.

IAEE webinars are free to members and available to non-members for $49.

Our world keeps changing and evolving, and thus our clients and their buying needs are changing, too. In many ways, we are all doing business somewhat differently in the post-pandemic recovery. Things you did before the pandemic may not be working like they did before. With expectations for success increasing on salespeople everywhere, it’s a great time for sales “strength and conditioning!”

Let’s examine the changes and dynamics of the buyers that impact your business, your sales efforts, and your biggest challenges you must overcome to produce results. This exciting webinar series will help identify the necessary fundamentals, the need for creativity and the components necessary for successful selling habits.

We’ve teamed up with sales, leadership, and performance expert Gary Hernbroth of Training for Winners to bring you a 3-part IAEE Special Webinar Series titled, “Sales Strategies & Solutions.” These webinars are designed to bring you helpful sales coaching and useful recommendations for further developing your sales knowledge, strengthening your negotiation skills, and crafting your sales approach for overall success.  The series follows a chronological order of content and steps and each webinar leads off the previous one in a continual process.

IAEE Specialty Webinar Series on Sales Strategies & Solutions, PART 3 – Bringing It All Together: Helping Your Customers to Say "Yes."

Learning Objectives:

• Optimize your product or service vs. your competition and understanding “Gap Selling.”
• Positioning your prospects for negotiation so that both sides “win.”
• Find the best use for technology such as: CRM systems, Vidyard, Greencube and LinkedIn, etc. 

This webinar is Part 3 of a series of 3 specialty webinars relevant to sales professionals who want to learn more about strengthening and conditioning their sales skills and performance.

This course is offered as an individual webinar (Members $35 | Non-Members $55) or you can purchase the full series of three webinars at a discounted rate (Members $99 | Non-Members $149).

To register for individual courses only, go to the specific webinar listing. To register for the full series of webinars, you will go to the Webinar Series listing. Can’t make the date? You can still register and get access to the recordings!

This session/course/webinar is eligible for 1 clock hour towards CEM recertification. 

Our world keeps changing and evolving, and thus our clients and their buying needs are changing, too. In many ways, we are all doing business somewhat differently in the post-pandemic recovery. Things you did before the pandemic may not be working like they did before. With expectations for success increasing on salespeople everywhere, it’s a great time for sales “strength and conditioning!”

Let’s examine the changes and dynamics of the buyers that impact your business, your sales efforts, and your biggest challenges you must overcome to produce results. This exciting webinar series will help identify the necessary fundamentals, the need for creativity and the components necessary for successful selling habits.

We’ve teamed up with sales, leadership, and performance expert Gary Hernbroth of Training for Winners to bring you a 3-part IAEE Special Webinar Series titled, “Sales Strategies & Solutions.” These webinars are designed to bring you helpful sales coaching and useful recommendations for further developing your sales knowledge, strengthening your negotiation skills, and crafting your sales approach for overall success.  The series follows a chronological order of content and steps and each webinar leads off the previous one in a continual process.

Course Offerings:

IAEE Specialty Webinar Series for Sales Professionals on Sales Strategies & Solutions, PART 1 - Working Your Sales Funnel: Sales Prospecting and Follow Up  

10 May (1:00 PM – 2:00 PM CT | 11:00 AM – 12:00 PM PT | 2:00 PM – 3:00 PM ET)

• Understand your Sales Funnel and how important it is to your success.
• Understanding where your best business resides; “fish where the fish are.”
• Recognize leads with the most potential and key prospecting tips to get the process moving.

IAEE Specialty Webinar Series on Sales Strategies & Solutions, PART 2 – Selling Smart Against Your Competition: Sales Negotiation Solutions That Work 
17 May (1:00 PM – 2:00 PM CT | 11:00 AM – 12:00 PM PT | 2:00 PM – 3:00 PM ET)

• Learn the importance of Alliance Partners and bringing resources together in the sales process.
• Look at the sales process from the customers’ eyes: How do they see it? What do they want/need/expect? WIIFM? What are their pet peeves? What could derail the sale?
• Differentiate between Consultative Selling vs. Commodity Selling: The lost art of being a trusted advisor rather than an order-taker.
• Build your listening skills, ask the right questions, and overcome objections.

IAEE Specialty Webinar Series on Sales Strategies & Solutions, PART 3 – Bringing It All Together: Helping Your Customers to Say “Yes”

24 May (1:00 PM – 2:00 PM CT | 11:00 AM – 12:00 PM PT | 2:00 PM – 3:00 PM ET)

• Optimize your product or service vs. your competition and understanding “Gap Selling.”
• Positioning your prospects for negotiation so that both sides “win.”
• Find the best use for technology such as: CRM systems, Vidyard, Greencube and LinkedIn, etc. 

These courses are offered as individual webinars (Members $35 | Non-Members $55) or you can purchase the full series at a discounted rate (Members $99 | Non-Members $149).

To register for individual courses only, go to the specific webinar listing. To register for the full series of webinars, you will go to the Webinar Series listing. Can’t make the date? You can still register and get access to the recordings!

These sessions/courses/webinars are eligible for 1 clock hour each towards CEM recertification. 

For the full series you will receive 3 CE clock hours once the series is attended and completed in full.

Gary Hernbroth, Founder & Chief Motivating Officer, Training for Winners

Gary Hernbroth is an inspiring and transformative professional speaker, trainer, and business coach, infusing a sense of fun and action into his motivational approach with his clients for over 26 years.

Gary’s clients have tabbed him as their "strength and conditioning coach" to describe his impact on their respective organizations, their sales efforts and overall team performance. They hire Gary because he invigorates people and helps them kick up their games. 

His positive impact is felt by many, illustrated by the fact that he was recently selected by Connect Meetings as one of the “Top 15 over 50 Professionals in the Meetings Industry." 

Sparked by the spirit of hospitality after 17 successful and colorful years in the luxury hospitality business in sales and operations leadership roles, Gary founded Training for Winners in 1995. He quickly built his national reputation as a straight-talking coach who impacts organizations of all sizes and types across many diverse industries.

His A-list of clients includes associations, companies, hospitality firms, high-tech, public sector, clubs, universities, convention facilities and wineries, to name a few. Brands such as The PGA TOUR, Disney, Genentech, Marriott, MPI and PCMA have called on Gary to help them find that extra gear. He is a tireless champion in the industry for finding ways to help buyers, sellers and teams work together better.

Navigating the New Normal: Preparing Your Leaders and Managers For The Workplace of Tomorrow

The new normal is already here, and it requires a totally new mindset. Is your organization ready? Are your leaders and managers ready?

We all know talent is hard to find, compensation is on the rise, and the Great Resignation, Silent Quitting and Bare Minimum Mondays are continuing unabated, and all “catchy” phrases that are continuing to trend. Why is this happening, what does it mean, and what should organizations do about it?

Join Claudia St. John, President of Affinity HR Group, to discuss the root causes behind these trends and how leaders, managers and supervisors can prepare for the workplace of tomorrow.

After participating in this session, you will be able to:

• Gain clarity on the root causes of the current labor market challenges.
• Hear insights on what the worker of today and tomorrow want from their jobs and employers.
• Gather ideas and solutions on how to train managers and supervisors to keep employees engaged and productive.

This session/course/webinar is eligible for 1 clock hour towards CEM recertification. IAEE webinars are free to members and available to non-members for $49.

Our world keeps changing and evolving, and thus our clients and their buying needs are changing, too. In many ways, we are all doing business somewhat differently in the post-pandemic recovery. Things you did before the pandemic may not be working like they did before. With expectations for success increasing on salespeople everywhere, it’s a great time for sales “strength and conditioning!”

Let’s examine the changes and dynamics of the buyers that impact your business, your sales efforts, and your biggest challenges you must overcome to produce results. This exciting webinar series will help identify the necessary fundamentals, the need for creativity and the components necessary for successful selling habits.

We’ve teamed up with sales, leadership, and performance expert Gary Hernbroth of Training for Winners to bring you a 3-part IAEE Specialty Webinar Series titled, “Sales Strategies & Solutions.” These webinars are designed to bring you helpful sales coaching and useful recommendations for further developing your sales knowledge, strengthening your negotiation skills, and crafting your sales approach for overall success.  The series follows a chronological order of content and steps and each webinar leads off the previous one in a continual process.

IAEE Specialty Webinar Series on Sales Strategies and Solutions, PART 2 - Selling Smart Against Your Competition: Sales Negotiation Solutions That Work

Learning Objectives:

• Learn the importance of Alliance Partners and bringing resources together in the sales process.
• Look at the sales process from the customers’ eyes: How do they see it? What do they want/need/expect? WIIFM? What are their pet peeves? What could derail the sale?
• Differentiate between Consultative Selling vs. Commodity Selling: The lost art of being a trusted advisor rather than an order-taker. 
• Build your listening skills, ask the right questions, and overcome objections.

This webinar is Part 2 of a series of 3 specialty webinars relevant to sales professionals who want to learn more about strengthening and conditioning their sales skills and performance.

This course is offered as an individual webinar (Members $35 | Non-Members $55) or you can purchase the full series of three webinars at a discounted rate (Members $99 | Non-Members $149).

To register for individual courses only, go to the specific webinar listing. To register for the full series of webinars, you will go to the Webinar Series listing. Can’t make the date? You can still register and get access to the recordings!

This session/course/webinar is eligible for 1 clock hour towards CEM recertification. 

This class will be conducted VIRTUALLY through Zoom on 11/14/23 from 8:30am - 2:30pm CST. There will be an optional 30-minute study period followed by an hour for the exam. Those that are recertifying, not taking the exam or taking the course as not part of the CEM program will end their day at 2:30pm CST. 

You are required to read the workbook before class. It is located under the “Workbook” tab.

You must have a webcam to take this class.

Understanding the terminology and application of accounting, finance and budgeting fundamentals allows the exhibition organizer to make a greater contribution to the growth and financial success of the organization. It is essential to develop a budget and manage the financial strategies of the exhibition. A well-developed and well-administered budget is crucial to enabling the exhibition organizer to accurately project and monitor income and expenses, track cash flow and cost controls and ultimately measure the success of the event and the organization’s return on investment. 

After completing this course, the participant should be able to: 

PART 1 – Budget Management

• Identify and define common revenue and expense sources for exhibitions and events
• Design practical fee structures for registration, exhibits, sponsorships and advertisements
• Explain basic accounting principles
• Create an exhibition or event budget 

PART 2 – Accounting Principles

• Identify key elements in financial statements used by the exhibition organizer
• Interpret financial statements to demonstrate the value of the exhibition
• Understand how to manage the master account
• Prepare and manage cash flow statements; manage and control cash
• Calculate return on investment (ROI) 

PART 3 – Basics of Hotel and Venue Contracts

• Recognize the importance of proper contracts for exhibitors, facilities and vendors
• Discuss the importance of cancellation and performance clauses
• Explain force majeure and how it may impact an exhibition
• List possible concessions and explain how they are determined
• Define the terminology in standard hotel and facility contracts
• Review provisions and clauses commonly included in hotel and facility contracts