IT’S NOT WHAT YOU SELL,    IT’S HOW YOU SELL      Danny Heinsohn      Client Development
Successful companies aren’t built fromgreat products, but from perfectingother people’s ideas.-Roger D. Blackwell, PhD
SCALABILITY   GLOBAL  NATIONAL   LOCAL
CHICAGO
PASSIONBe enthusiastic, be authentic, and sell ideas.
PRESENCE       You gotta pay to play.There is no substitute for face time.
PRESENCEIn Person• Industry Events• Team / Corporate PresentationsTraditional Media• Print, TV, Radio
PRESENCESOCIAL NETWORKS• LinkedIn• Blog• Twitter• Facebook
PERCEPTIONCreate memorable impressions.
PERCEPTION• Innovation = Differentiation• Act the Part
POSITIONKnow the score. How do you rank in your market?
NEW YORK
PERMISSIONYou don’t get what you don’t ask for.
PERMISSIONFOLLOW UP!
HALF TIME
PERSISTENCEPersistence PAY$
PERSISTENCE
PERSISTENCE•It’s all about follow up.•Do you have a new product or service?•Tell a story.•Timing is everything!
PERSONALIZATIONClear, CONCISE, Refined.
PERSONALIZATION
PERFORMANCE     It’s all about execution.Go above and beyond expectations.
PERFORMANCE
PARTNERSHIPA partnership mentality will lead to         organic growth.
PARTNERSHIP“When it comes to putting on conferences, one of the mostimportant things to us is making that great "first imp...
PERKSGet Involved!
PERKS
BOOK RECOMMENDATIONSNetworking is a Contact Sport           by Joe SweeneyThe Mirror Test: Is Your Business Really Breathi...
IT’S HOW YOU SELLDANNY HEINSOHNCLIENT DEVELOPMENTdanny@accesspasses.comLINKEDIN: Danny HeinsohnTWITTER: @dannyheinsohn
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2013 National Sports Forum Breakout

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It's Not What You Sell, It's HOW You Sell

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2013 National Sports Forum Breakout

  1. 1. IT’S NOT WHAT YOU SELL, IT’S HOW YOU SELL Danny Heinsohn Client Development
  2. 2. Successful companies aren’t built fromgreat products, but from perfectingother people’s ideas.-Roger D. Blackwell, PhD
  3. 3. SCALABILITY GLOBAL NATIONAL LOCAL
  4. 4. CHICAGO
  5. 5. PASSIONBe enthusiastic, be authentic, and sell ideas.
  6. 6. PRESENCE You gotta pay to play.There is no substitute for face time.
  7. 7. PRESENCEIn Person• Industry Events• Team / Corporate PresentationsTraditional Media• Print, TV, Radio
  8. 8. PRESENCESOCIAL NETWORKS• LinkedIn• Blog• Twitter• Facebook
  9. 9. PERCEPTIONCreate memorable impressions.
  10. 10. PERCEPTION• Innovation = Differentiation• Act the Part
  11. 11. POSITIONKnow the score. How do you rank in your market?
  12. 12. NEW YORK
  13. 13. PERMISSIONYou don’t get what you don’t ask for.
  14. 14. PERMISSIONFOLLOW UP!
  15. 15. HALF TIME
  16. 16. PERSISTENCEPersistence PAY$
  17. 17. PERSISTENCE
  18. 18. PERSISTENCE•It’s all about follow up.•Do you have a new product or service?•Tell a story.•Timing is everything!
  19. 19. PERSONALIZATIONClear, CONCISE, Refined.
  20. 20. PERSONALIZATION
  21. 21. PERFORMANCE It’s all about execution.Go above and beyond expectations.
  22. 22. PERFORMANCE
  23. 23. PARTNERSHIPA partnership mentality will lead to organic growth.
  24. 24. PARTNERSHIP“When it comes to putting on conferences, one of the mostimportant things to us is making that great "first impression".And for us, that first impression begins and ends with AccessPass & Design. We are admittedly extremely finicky abouthow our name badges make us "look" -- they have to beperfect. Which is why, in our early years, we used severaldifferent companies -- but all that stopped when we startedworking with Access Pass & Design. Simply put, they "get" it.Were looking for professionalism, creativity, practicality andvisual appeal ... and Access Pass & Design gives us ALL of that.We wouldnt work with anyone else.”Ron Seaver – President – National Sports Forum
  25. 25. PERKSGet Involved!
  26. 26. PERKS
  27. 27. BOOK RECOMMENDATIONSNetworking is a Contact Sport by Joe SweeneyThe Mirror Test: Is Your Business Really Breathing by Jeffrey HayzlettFASCINATE! by Sally Hogshead
  28. 28. IT’S HOW YOU SELLDANNY HEINSOHNCLIENT DEVELOPMENTdanny@accesspasses.comLINKEDIN: Danny HeinsohnTWITTER: @dannyheinsohn

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