• How many feel
overwhelmed by new sales
and marketing techniques,
• How often do you wish you
could ﬁnd a way to compete
more on price?!
• How often are you told “we
just don’t have the budget
• How many of you pray that
you never have to compete
with Amazon? !
Where we focus and
the questions we ask
determine what we do.
(or don’t do.)!
Think about an experience at your company
where a sales/marketing effort was amazing.
What was the program?
What made it so successful?
What conditions made it possible to do this?!
All modesty aside, what is great about your
marketing/sales – and how could you do
more of that? !
of our purchase decision-
Harvard Business School
Personalized text messages:"
5.7% increase in college enrollment!
Step by step instructions in email messages:!
Doubled service members’ enrollment in
government savings program!
Make it easier for customers to make decisions"
9 TYPES OF MESSAGES!
POSSIBILITIES" Anxieties" David vs. Goliath"
Glitz & Glam" Seasonal"
Counterintuitive" Personal story" How-To"
Beyond Buzz, L. Kelly, 2008
The more posi;ve the message, the more likely it is to be shared.
Jonah Berger, UPenn, “Contagious”
Use of person’s ﬁrst
name in reminder
57% reduc;on in no-
29% higher open rates
40% higher click through
41% more likely to buy from
vendors who personalize
35% more opens from a
person vs. company email
1. Save $54/month on
your utility bill.!
2. Prevent the release
of 262 pounds of
4. Saving energy is a
thing to do.!
3. 77% of your
neighbors already using
fans to save energy.!
Renewal vs. repetition!
For organizations who are focused on
strengths, 77% of their employees
report they are ﬂourishing, engaged
and able to make things happen at
VIA Ins;tute on Character
Renewal: use your character strengths"
Crea;vity Curiosity Judgment Love of
Perspec;ve Bravery Perseverance Honesty
Zest Love Kindness Social
Teamwork Fairness Leadership Forgiveness
Humility Prudence Self-Regula;on Gra;tude
Hope Humor Spirituality
1. What strengths resonate with you the most?!
2. When you’re in the ﬂow, what strengths are you using?!
3. What do you think are Bruce’s strengths?!