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Sales & Marketing Summit, 2011
 

Sales & Marketing Summit, 2011

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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 ...

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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    Sales & Marketing Summit, 2011 Sales & Marketing Summit, 2011 Presentation Transcript

    • 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 Crouch
      President 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!
    • Work Smart!
      Eric Von Manstein
      Lazy - StupidIntelligent - IndustriousIndustrious - StupidLazy - Intelligent
    • 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
    • Memphis Reduction
      1,285,732(2008 Estimate)
    • Pareto Reduction
      257,146(30 min/61.8 years)
    • Dunbar Reduction
      150(147.8 rounded)
    • Robin Dunbar
      British Anthropologist
    • Anthropology
      Among other things, anthropologists study the social relationships of humans
    • Hunter-Gatherer Societies
    • Farming Villages
    • 50
      Hutterites
    • 150 relationships
    • Networking
      maintainingmeaningfulmutually beneficialrelationships
    • Natural Limitation
      Cognitive Capacity
    • 303 Degrees
    • Mavens
      Connectors
      Salespeople
    • Written List Synchronicity!
    • Networking Activities
      Get a client
      Help build and strengthen their network
      Mutually beneficial showcase presentations
      Be a valued resource
      Personal interaction
    • Networking Activities
      Gift - book, stamps, etc.
      Phone call
      Mail - handwritten note, newsletter, etc.
      Electronic - email, text, Facebook, etc.
      Any other reciprocal altruism
    • 5. Psychological Tapes
    • Don’t talk to
      strangers!
    • Don’t stick your nose in…
    • Children are to be seen and…
    • Don’t talk to
      strangers!
      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
    • 6. Source of Clarity
      Focus
      Focus
    • 7. Sales Hook Discipline
      Focus
      Focus
    • 8. Change Strategies
      Focus
      Focus
    • Change Options
      Someone Else
      Environment
      Self
    • 9. Following Through
      Focus
      Focus
    • 10. Getting More Done
      Focus
      Focus
    • Thanks!
      Chris Crouch
      www.dmetraining.com
    • Susan Drake
      President 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
    • Make It Work Marketing
      Positioning:Winning the Battle for the Mind
    • Winning the Marketplace War
      Winning the Battle for the Mind
      The Communication Challenge
      Average U.S. Consumer is exposed to 1500 commercial messages a day
    • Winning the Marketplace War
      Winning the Battle for the Mind
      The Cost of Engagement
      Annual U.S. Marketing Expenditures
      $150 to $400 Billion
    • Winning the Marketplace War
      Winning the Battle for the Mind
      A Little Perspective
      $150 Billion more than the Gross National Product of 185 Countries
    • Winning the Marketplace War
      Winning 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 War
      Winning the Battle for the Mind
      The Cold Hard Fact
      We are literally shouting at our prospects and each other
    • Winning the Marketplace War
      Winning 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 War
      Winning the Battle for the Mind
      Positioning
      The key to making our dollars and our efforts more effective and efficient
    • Winning the Marketplace War
      Winning the Battle for the Mind
      Ladders in the Mind
      The Rule of Threes:
      Scarce Space
    • Winning the Marketplace War
      Winning the Battle for the Mind
      In the Consumer’s Mind
      Positioning is happening whether we manage it or not
    • Winning the Marketplace War
      Winning the Battle for the Mind
      Reality Check
      Are you on the ladder?
      Where are you?
      Your Competition?
    • Winning the Marketplace War
      Winning the Battle for the Mind
      Positioning Strategies
      Be first.
      Coke, Xerox, Kleenex, Band-Aid, FedEx
    • Winning the Marketplace War
      Winning the Battle for the Mind
      Positioning Strategies
      Create a New Space.
      Charles Lindbergh
      Amelia Earhart
    • Winning the Marketplace War
      Winning the Battle for the Mind
      Positioning Strategies
      Be Honest (and clever)
      Avis
    • Winning the Marketplace War
      Winning the Battle for the Mind
      Positioning Imperatives
      Clear
      Simple
      Honest
      Consistent
      Unoccupied Space
    • Winning the Marketplace War
      Winning the Battle for the Mind
      Successful Positioning
      Faster Results
      Efficient Dollars
      Consumer Equity
    • Winning the Marketplace War
      Winning the Battle for the Mind
      Positioning
      Wishing you Victory
      May you Win
      The Battle for the Mind
    • Make It Work Marketing
      Positioning:Winning the Battle for the Mind