Marketing and Sale Messaging Conference 2012 Welcome

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Joe Terry
CEO
Corporate Visions

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  • A different conference was born
  • Talk about is that wat’s gone on with the confernce… broke the status quo. Decided to do unique and different. Jeff Colvin 2010. Jeff talking about macroecenomic situation with banks in 2009, Last year Simon “start with why” this year, ben zander and billybeane.
  • CenturyLink has been coming to the conference since 2010 wanting to differentiate and avoid price wars. They took one idea away – and down the road, saw $2.4 million in won deals and a 20% higher quota performance for high adopters of the new messaging skills vs low adopters.Dell has been coming to the conference since 2010 wanting to make the paradigm shift from selling products – computer hardware – to selling total solutions of consulting, software & deployment. They took one idea way – and down the road, saw $34.9 million in won deals, 3X larger deal sizes, and a 33% in increase increase in quota achievement for high adopters. Philips has been speaking at our conference since last year, and they’ve seen $1.4 million in won deals and 3X higher quota achievement for high adopters.
  • Look around you. The 400 people sitting beside you in this room are some of the most innovative, brilliant minds taking on marketing and sales messaging in the B2B world. We learn from them every day – here’s your chance to learn from them too.
  • Marketing and Sale Messaging Conference 2012 Welcome

    1. 1. JOE TERRYChief Executive Officer WELCOME
    2. 2. 60%16 % Lost24 % Won60 % “No Decision” 2
    3. 3. YOUR COMPETITION ISN’T WHO YOU THINK IT IS. 3
    4. 4. Definition of Status Quo ˈstātəs ˈkwōa cognitive bias; an irrational preference for thecurrent state of affairs. A large body of evidenceshows that an irrational preference for the statusquo--a status quo bias--frequently affects human decision-making. 4
    5. 5. I CAN’T THINK -Our overloaded brains freeze when we have to make decisions. Science has shown if emotions are shut out of the decision-making process, we’re likely to overthink a decision and produce worse outcomes. 5
    6. 6. MARKETING & SALESMESSAGING CONFERENCEHosted by CHICAGO SEPT 18-20 6
    7. 7. SHIFT HAPPENS 7
    8. 8. “We’re predicting the acquisition or demise of several of the 23 trainingcompanies we cover. In fact, numbers oftraining companies, large and small, are in a bad situation right now. Names you’d recognize. For many of them, it’sgoing to get worse before it gets better —if it gets better.” Dave Stein, ES Research July 21, 2009 8
    9. 9. 400 2001002010 2011 2012 10
    10. 10. BREAKING THE STATUS QUO“The conductor of an orchestra doesn’t make a sound… he depends on hisability to make other people powerful.” Ben Zander
    11. 11. Billy Beane - BREAKING THE STATUS QUO“Youre not solving the problem. Youre not even looking at the problem.”     Dont  listen  too  closely  to  those  that  are  emo0onally  a1ached  to  the  status  quo  —  its   possible  that  theyre  part  of  the  problem.  
    12. 12. GREAT COMPANIES TAKING ACTION AGAINST THE STATUS QUO 13
    13. 13. GOALS FOR THE CONFERENCETake action against your own Status Quo! #1 Bring home one new idea you will take action on 14
    14. 14. THOSE THAT TOOK ACTION 20% 33% 3X 15
    15. 15. GOALS FOR THE CONFERENCETake action against your own Status Quo! #2 Network 16
    16. 16. GOALS FOR THE CONFERENCETake action against your own Status Quo! #3 Have fun! 18
    17. 17. 19
    18. 18. 60% Definition of Status Quo ˈstātəs ˈkwōa cognitive bias; an irrational preference for the current state of affairs. A large body of evidence shows that an irrational preference for thestatus quo − a status quo bias − frequently affects human decision-making. 20
    19. 19. GOALS FOR THE CONFERENCETake action against your own Status Quo! #1 #2 #3 One new Network Have fun! idea 21
    20. 20. THANK YOU JOE TERRY Chief Executive Officer 22

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