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.

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

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

31. 3. Art/Science of Persuasion Pathos Logos Ethos

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

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

61. 6. Source of Clarity Focus Focus

66. 7. Sales Hook Discipline Focus Focus

71. 8. Change Strategies Focus Focus

72. Change Options Someone Else Environment Self

76. 9. Following Through Focus Focus

78. 10. Getting More Done Focus Focus

81. Thanks! Chris Crouch www.dmetraining.com

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!

87. 15 Minute Break Hint: this way

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