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Combined presentations from the Sales & Marketing Summit, held on August 30th, 2011. Presented by the Sales & Marketing Society of the Midsouth and the Greater Memphis Chamber, this is the biggest sales & marketing event of the year! We had over 150 attendees, and it was a truly amazing half-day event.
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Keynote Speaker is here
Everybody is talking about the weather, but nobody does anything about it.
- Mark Twain
James Hutto’s Top 10 Reasons that Hurricane Season is like Christmas
Thanks to our Sponsors
Chris CrouchPresident of TME Training
Getting More Done, 10 Steps for Outperforming
Busy People
Getting Above It All!
10 Ideas for Reaching the Summit by Chris Crouch
Work Smart!
Lazy - StupidIntelligent - Industrious
Industrious - StupidLazy - Intelligent
Eric Von Manstein
Work Smart!
Work Smart…Not Hard!
1. Competitive Advantage
Charlie Tremendous Jones
58% high school graduates
42% college graduates
57% of books are never finished
most never get past page 18
“The Common Thread”
10 Ideas…10 Books
3.25
130
260
2. Design Solutions
Internal Re-Selling
3. Art/Science of Persuasion
Pathos
Logos
Ethos
4. Networkology
6,958,670,367
1,285,732(2008 Estimate)
Memphis Reduction
257,146(30 min/61.8 years)
Pareto Reduction
150(147.8 rounded)
Dunbar Reduction
British Anthropologist
Robin Dunbar
Among other things, anthropologists
study the
social relationships of humans
Anthropology
Hunter-Gatherer Societies
Farming Villages
50Hutterites
150 relationships
Networking
maintainingmeaningful
mutually beneficialrelationships
Natural Limitation
Cognitive Capacity
30
3 Degrees
Mavens
Connectors
Salespeople
Written List
Synchronicity!
Networking Activities
1. Get a client
2. Help build and strengthen their network
3. Mutually beneficial showcase presentations
4. Be a valued resource
5. Personal interaction
Networking Activities
6. Gift - book, stamps, etc.
7. Phone call
8. Mail - handwritten note, newsletter, etc.
9. Electronic - email, text, Facebook, etc.
10. Any other reciprocal altruism
5. Psychological Tapes
Don’t talk tostrangers!
Don’t stick your nose in…
Children are to be seen and…
Don’t talk tostrangers!
DON’T PROSPECT!
Don’t stick your nose in…
DON’T PROBE!
Children are to be seen and…
DON’T BE ASSERTIVE!
Tapes
Busy Tapes
“EOTLMAAT”
Look Both Ways
Focus
6. Source of Clarity
Focus
7. Sales Hook Discipline
FocusFocus
8. Change Strategies
FocusFocus
Change Options
Someone Else
Environment
Self
9. Following Through
FocusFocus
10. Getting More Done
FocusFocus
Thanks!
Chris Crouch
www.dmetraining.com
Susan DrakePresident of Spellbinders
Leveraging your Silent Sales Force
Every employee in your business is a sales and
marketing person whether he or she knows it or not!
15
Minute
Break
Hint: this way
Susan Stephenson
Co-Founder, Co-Chairman, and President of
Independent Bank
Positioning:Winning the Battle for the Mind
Make It Work Marketing
Winning the Marketplace WarWinning the Battle for the Mind
The Communication Challenge
Average U.S. Consumer is exposed to 1500
commercial messages a day
Winning the Marketplace WarWinning the Battle for the Mind
The Cost of Engagement
Annual U.S. Marketing Expenditures
$150 to $400 Billion
Winning the Marketplace WarWinning the Battle for the Mind
A Little Perspective
$150 Billion more than the
Gross National Product of 185 Countries
Winning the Marketplace WarWinning the Battle for the Mind
The Cold Hard Fact
More Money is Wasted in Marketing than any other
Activity in the World
Winning the Marketplace WarWinning the Battle for the Mind
The Cold Hard Fact
We are literally shouting at our prospects and each
other
Winning the Marketplace WarWinning the Battle for the Mind
Remember Our Business
What are we trying to say?
Who are we talking to?
Are they ready to hear us?
Winning the Marketplace WarWinning the Battle for the Mind
Positioning
The key to making our dollars and our efforts more effective and
efficient
Winning the Marketplace WarWinning the Battle for the Mind
Ladders in the Mind
The Rule of Threes:
Scarce Space
Winning the Marketplace WarWinning the Battle for the Mind
In the Consumer’s Mind
Positioning is happening whether we manage it or not
Winning the Marketplace WarWinning the Battle for the Mind
Reality Check
Are you on the ladder?
Where are you?
Your Competition?
Winning the Marketplace WarWinning the Battle for the Mind
Positioning Strategies
Be first.
Coke, Xerox, Kleenex, Band-Aid, FedEx
Winning the Marketplace WarWinning the Battle for the Mind
Positioning Strategies
Create a New Space.
Charles Lindbergh
Amelia Earhart
Winning the Marketplace WarWinning the Battle for the Mind
Positioning Strategies
Be Honest (and clever)
Avis
Winning the Marketplace WarWinning the Battle for the Mind
Positioning Imperatives
Clear
Simple
Honest
Consistent
Unoccupied Space
Winning the Marketplace WarWinning the Battle for the Mind
Successful Positioning
Faster Results
Efficient Dollars
Consumer Equity
Winning the Marketplace WarWinning the Battle for the Mind
Positioning
Wishing you Victory
May you Win
The Battle for the Mind
Positioning:Winning the Battle for the Mind
Make It Work Marketing