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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 …

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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Transcript

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

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