Keynote Speaker is here<br />
Everybody is talking about the weather, but nobody does anything about it. 		- Mark Twain<br />
James Hutto’s Top 10  Reasons that Hurricane Season is like Christmas<br />
Thanks  to our Sponsors<br />
Chris Crouch<br />President of TME Training<br />Getting More Done, 10 Steps for Outperforming Busy People<br />
Getting Above It All!<br />10 Ideas for Reaching the Summit<br />                         by Chris Crouch<br />
Work Smart!<br />
Work Smart!<br />Eric Von Manstein<br />Lazy - StupidIntelligent - IndustriousIndustrious - StupidLazy - Intelligent<br />
Work Smart…Not Hard!<br />
1. Competitive Advantage<br />
Charlie Tremendous Jones<br />
58% high school graduates<br />42% college graduates<br />57% of books are never finished<br />most never get past page 18...
10 Ideas…10 Books<br />
3.25<br />130<br />260<br />
2. Design Solutions<br />
Internal Re-Selling<br />
3. Art/Science of Persuasion<br />Pathos<br />Logos<br />Ethos<br />
  4. Networkology<br />
6,958,670,367<br />
Memphis Reduction<br />1,285,732(2008 Estimate)<br />
Pareto Reduction<br />257,146(30 min/61.8 years)<br />
Dunbar Reduction<br />150(147.8 rounded)<br />
Robin Dunbar<br />British Anthropologist<br />
Anthropology<br />Among other things, anthropologists study the social relationships of humans<br />
Hunter-Gatherer Societies<br />
Farming Villages<br />
50<br />Hutterites<br />
150 relationships<br />
Networking<br />maintainingmeaningfulmutually beneficialrelationships<br />
Natural Limitation<br />Cognitive Capacity<br />
303 Degrees<br />
Mavens<br />Connectors<br />Salespeople<br />
Written List Synchronicity!<br />
Networking Activities<br />  Get a client<br />  Help build and strengthen their network<br />  Mutually beneficial showca...
Networking Activities<br />  Gift - book, stamps, etc.<br />  Phone call<br />  Mail - handwritten note, newsletter, etc.<...
  5. Psychological Tapes<br />
Don’t talk to<br />strangers!<br />
Don’t stick your nose in…<br />
Children are to be seen and…<br />
Don’t talk to<br />strangers!<br />DON’T PROSPECT!<br />
Don’t stick your nose in…<br />DON’T PROBE!<br />
Children are to be seen and…<br />DON’T BE ASSERTIVE!<br />
Tapes<br />Busy Tapes<br />“EOTLMAAT”<br />Look Both Ways<br />
  6. Source of Clarity<br />Focus<br />Focus<br />
  7. Sales Hook Discipline<br />Focus<br />Focus<br />
  8. Change Strategies<br />Focus<br />Focus<br />
Change Options<br />Someone Else<br />Environment<br />Self<br />
  9. Following Through<br />Focus<br />Focus<br />
  10. Getting More Done<br />Focus<br />Focus<br />
Thanks!<br />Chris Crouch<br />www.dmetraining.com<br />
Susan Drake<br />President of Spellbinders<br />
Leveraging your Silent Sales Force Every employee in your business is a sales and marketing person whether he or she knows...
15<br />Minute<br />Break<br />Hint: <br />this way<br />
Susan Stephenson<br />Co-Founder, Co-Chairman, and President of Independent Bank<br />
Make It Work Marketing<br />Positioning:Winning the Battle for the Mind<br />
Winning the Marketplace War<br />Winning the Battle for the Mind<br />The Communication Challenge<br />Average U.S. Consum...
Winning the Marketplace War<br />Winning the Battle for the Mind<br />The Cost of Engagement<br />Annual U.S. Marketing Ex...
Winning the Marketplace War<br />Winning the Battle for the Mind<br />A Little Perspective<br />$150 Billion              ...
Winning the Marketplace War<br />Winning the Battle for the Mind<br />The Cold Hard Fact<br />More Money is Wasted in Mark...
Winning the Marketplace War<br />Winning the Battle for the Mind<br />The Cold Hard Fact<br />We are literally shouting at...
Winning the Marketplace War<br />Winning the Battle for the Mind<br /> Remember  Our Business<br />What are we trying to s...
Winning the Marketplace War<br />Winning the Battle for the Mind<br />Positioning<br />The key to making our dollars and o...
Winning the Marketplace War<br />Winning the Battle for the Mind<br /> Ladders in the Mind<br />The Rule of Threes:<br />S...
Winning the Marketplace War<br />Winning the Battle for the Mind<br />In the Consumer’s Mind<br /> Positioning is happenin...
Winning the Marketplace War<br />Winning the Battle for the Mind<br />Reality Check<br /> Are you on the ladder?<br />Wher...
Winning the Marketplace War<br />Winning the Battle for the Mind<br />Positioning Strategies<br />Be first.<br />Coke, Xer...
Winning the Marketplace War<br />Winning the Battle for the Mind<br />Positioning Strategies<br />Create a New Space.<br /...
Winning the Marketplace War<br />Winning the Battle for the Mind<br />Positioning Strategies<br />Be Honest             (a...
Winning the Marketplace War<br />Winning the Battle for the Mind<br />Positioning Imperatives<br />Clear<br />Simple<br />...
Winning the Marketplace War<br />Winning the Battle for the Mind<br /> Successful Positioning <br />Faster Results<br />Ef...
Winning the Marketplace War<br />Winning the Battle for the Mind<br />Positioning<br />Wishing you Victory <br />May you W...
Make It Work Marketing<br />Positioning:Winning the Battle for the Mind<br />
Sales & Marketing Summit, 2011
Sales & Marketing Summit, 2011
Sales & Marketing Summit, 2011
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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 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

  1. 1.
  2. 2. Keynote Speaker is here<br />
  3. 3. Everybody is talking about the weather, but nobody does anything about it. - Mark Twain<br />
  4. 4. James Hutto’s Top 10 Reasons that Hurricane Season is like Christmas<br />
  5. 5. Thanks to our Sponsors<br />
  6. 6. Chris Crouch<br />President of TME Training<br />Getting More Done, 10 Steps for Outperforming Busy People<br />
  7. 7. Getting Above It All!<br />10 Ideas for Reaching the Summit<br /> by Chris Crouch<br />
  8. 8.
  9. 9. Work Smart!<br />
  10. 10. Work Smart!<br />Eric Von Manstein<br />Lazy - StupidIntelligent - IndustriousIndustrious - StupidLazy - Intelligent<br />
  11. 11. Work Smart…Not Hard!<br />
  12. 12. 1. Competitive Advantage<br />
  13. 13. Charlie Tremendous Jones<br />
  14. 14. 58% high school graduates<br />42% college graduates<br />57% of books are never finished<br />most never get past page 18<br />“The Common Thread”<br />
  15. 15. 10 Ideas…10 Books<br />
  16. 16. 3.25<br />130<br />260<br />
  17. 17. 2. Design Solutions<br />
  18. 18. Internal Re-Selling<br />
  19. 19.
  20. 20.
  21. 21.
  22. 22.
  23. 23.
  24. 24.
  25. 25.
  26. 26.
  27. 27.
  28. 28.
  29. 29.
  30. 30.
  31. 31. 3. Art/Science of Persuasion<br />Pathos<br />Logos<br />Ethos<br />
  32. 32.
  33. 33. 4. Networkology<br />
  34. 34. 6,958,670,367<br />
  35. 35. Memphis Reduction<br />1,285,732(2008 Estimate)<br />
  36. 36. Pareto Reduction<br />257,146(30 min/61.8 years)<br />
  37. 37. Dunbar Reduction<br />150(147.8 rounded)<br />
  38. 38. Robin Dunbar<br />British Anthropologist<br />
  39. 39. Anthropology<br />Among other things, anthropologists study the social relationships of humans<br />
  40. 40. Hunter-Gatherer Societies<br />
  41. 41. Farming Villages<br />
  42. 42. 50<br />Hutterites<br />
  43. 43. 150 relationships<br />
  44. 44. Networking<br />maintainingmeaningfulmutually beneficialrelationships<br />
  45. 45. Natural Limitation<br />Cognitive Capacity<br />
  46. 46. 303 Degrees<br />
  47. 47. Mavens<br />Connectors<br />Salespeople<br />
  48. 48.
  49. 49. Written List Synchronicity!<br />
  50. 50. Networking Activities<br /> Get a client<br /> Help build and strengthen their network<br /> Mutually beneficial showcase presentations<br /> Be a valued resource<br /> Personal interaction<br />
  51. 51. Networking Activities<br /> Gift - book, stamps, etc.<br /> Phone call<br /> Mail - handwritten note, newsletter, etc.<br /> Electronic - email, text, Facebook, etc.<br /> Any other reciprocal altruism<br />
  52. 52. 5. Psychological Tapes<br />
  53. 53. Don’t talk to<br />strangers!<br />
  54. 54. Don’t stick your nose in…<br />
  55. 55. Children are to be seen and…<br />
  56. 56. Don’t talk to<br />strangers!<br />DON’T PROSPECT!<br />
  57. 57. Don’t stick your nose in…<br />DON’T PROBE!<br />
  58. 58. Children are to be seen and…<br />DON’T BE ASSERTIVE!<br />
  59. 59. Tapes<br />Busy Tapes<br />“EOTLMAAT”<br />Look Both Ways<br />
  60. 60.
  61. 61. 6. Source of Clarity<br />Focus<br />Focus<br />
  62. 62.
  63. 63.
  64. 64.
  65. 65.
  66. 66. 7. Sales Hook Discipline<br />Focus<br />Focus<br />
  67. 67.
  68. 68.
  69. 69.
  70. 70.
  71. 71. 8. Change Strategies<br />Focus<br />Focus<br />
  72. 72. Change Options<br />Someone Else<br />Environment<br />Self<br />
  73. 73.
  74. 74.
  75. 75.
  76. 76. 9. Following Through<br />Focus<br />Focus<br />
  77. 77.
  78. 78. 10. Getting More Done<br />Focus<br />Focus<br />
  79. 79.
  80. 80.
  81. 81. Thanks!<br />Chris Crouch<br />www.dmetraining.com<br />
  82. 82.
  83. 83.
  84. 84. Susan Drake<br />President of Spellbinders<br />
  85. 85. Leveraging your Silent Sales Force Every employee in your business is a sales and marketing person whether he or she knows it or not!<br />
  86. 86.
  87. 87. 15<br />Minute<br />Break<br />Hint: <br />this way<br />
  88. 88.
  89. 89. Susan Stephenson<br />Co-Founder, Co-Chairman, and President of Independent Bank<br />
  90. 90. Make It Work Marketing<br />Positioning:Winning the Battle for the Mind<br />
  91. 91. Winning the Marketplace War<br />Winning the Battle for the Mind<br />The Communication Challenge<br />Average U.S. Consumer is exposed to 1500 commercial messages a day<br />
  92. 92. Winning the Marketplace War<br />Winning the Battle for the Mind<br />The Cost of Engagement<br />Annual U.S. Marketing Expenditures<br />$150 to $400 Billion<br />
  93. 93. Winning the Marketplace War<br />Winning the Battle for the Mind<br />A Little Perspective<br />$150 Billion more than the Gross National Product of 185 Countries<br />
  94. 94. Winning the Marketplace War<br />Winning the Battle for the Mind<br />The Cold Hard Fact<br />More Money is Wasted in Marketing than any other Activity in the World<br />
  95. 95. Winning the Marketplace War<br />Winning the Battle for the Mind<br />The Cold Hard Fact<br />We are literally shouting at our prospects and each other <br />
  96. 96. Winning the Marketplace War<br />Winning the Battle for the Mind<br /> Remember Our Business<br />What are we trying to say?<br />Who are we talking to?<br />Are they ready to hear us?<br />
  97. 97. Winning the Marketplace War<br />Winning the Battle for the Mind<br />Positioning<br />The key to making our dollars and our efforts more effective and efficient<br />
  98. 98. Winning the Marketplace War<br />Winning the Battle for the Mind<br /> Ladders in the Mind<br />The Rule of Threes:<br />Scarce Space<br />
  99. 99. Winning the Marketplace War<br />Winning the Battle for the Mind<br />In the Consumer’s Mind<br /> Positioning is happening whether we manage it or not<br />
  100. 100. Winning the Marketplace War<br />Winning the Battle for the Mind<br />Reality Check<br /> Are you on the ladder?<br />Where are you?<br />Your Competition?<br />
  101. 101. Winning the Marketplace War<br />Winning the Battle for the Mind<br />Positioning Strategies<br />Be first.<br />Coke, Xerox, Kleenex, Band-Aid, FedEx<br />
  102. 102. Winning the Marketplace War<br />Winning the Battle for the Mind<br />Positioning Strategies<br />Create a New Space.<br />Charles Lindbergh<br />Amelia Earhart<br />
  103. 103. Winning the Marketplace War<br />Winning the Battle for the Mind<br />Positioning Strategies<br />Be Honest (and clever)<br />Avis<br />
  104. 104. Winning the Marketplace War<br />Winning the Battle for the Mind<br />Positioning Imperatives<br />Clear<br />Simple<br />Honest<br />Consistent<br />Unoccupied Space<br />
  105. 105. Winning the Marketplace War<br />Winning the Battle for the Mind<br /> Successful Positioning <br />Faster Results<br />Efficient Dollars<br />Consumer Equity<br />
  106. 106. Winning the Marketplace War<br />Winning the Battle for the Mind<br />Positioning<br />Wishing you Victory <br />May you Win<br />The Battle for the Mind<br />
  107. 107. Make It Work Marketing<br />Positioning:Winning the Battle for the Mind<br />
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