Effective networking will help you to create a sustainable pipeline of new business opportunities and increase your sales and profit performance. This session will share proven tactics, strategies and activities that increase a business’ brand presence in their market to establish a continuous stream of new customers and clients, as well as expand relationships with existing clients. The panel will field questions and offer consultation posed by the attendees to help them adapt the concepts to their business and market.
The LSJ group is seeking £5,186 in funding for 25% equity in their company to develop a Thinking Cap/Machine product. They interviewed Max, Alanah, and Kyle about the potential product, with Max and Alanah interested in trying it and Kyle saying he wouldn't buy it but may need it. The proposed product would help people make decisions faster by providing answers to help with school subjects or shopping. The group plans to advertise anywhere possible and sell the product for £45 in stores with a try-before-you-buy option.
Selling Smart - July 10, 2013 - A Practical Process for Selling ServicesAnnArborSPARK
This document summarizes a series of selling smart workshops. The first workshop is on selling services and features a panel with representatives from various service businesses. The second workshop focuses on the board of directors and has a different panel. The third outlines the general format for the workshops, which includes an interactive training session and panel Q&A. The remainder of the document outlines the agenda and content covered in the selling services practicum workshop, including common sales problems, exercises, and lessons on building trust and interrupting typical sales patterns. It concludes by advertising upcoming workshops in the series.
The good, bad, and ugly of digital marketingTech in Asia
What makes a good digital marketer? What are the common mistakes marketers make? And what are some tactics that are frowned upon? Titan Lee, a Singapore-based growth hacker and orchestrator of Singapore's most successful crowdfunding campaign, shares.
Dr. Tony Ratliff provides 8 tips for entrepreneurs pitching their ideas to investors:
1. Explain the problem being solved and why the solution is important to customers in a few words.
2. Describe how the business will grow and scale, not just the product.
3. Highlight the team's expertise and passion for the opportunity rather than just listing past jobs.
4. Explain the marketing plan for getting the product into customers' hands.
5. Describe the "secret sauce" or competitive advantage over the 25 other similar solutions.
6. Provide a demo or sample of the simple, problem-solving product for investors to experience.
7. A
Startup Sales - How to Acquire Your First Customers Garrett Smith
How to Acquire Your Startups First Customers.
Learn a Proven 8 Step Path to Acquiring Your Startups First Customers.
1. Who are you targeting? - Developing target buyer personas
2. Build a Suspects List - Lining-up your suspects
3. Look for Referrals - Ask every option close to you
4. Create Supporting Content - Support content that sells
5. Set-up Your Tools - Sales tools give you superpowers
6. Plan Your Outreach - Email / Social / Phone / Repeat 3x
7. What to Do When You're There - What to ask so you can learn
8. Pitch + Propose + Close - Persistence + Perseverance
Sales and Marketing Jujitsu for StartupsApril Dunford
Startups seem to be disadvantaged in sales and marketing because of their small budget and smaller teams. But startups have unique strengths they can leverage to beat event the largest players in their markets
What do you do when all your marketing results stink? Sometimes you have a problem that is underpinning all of your marketing efforts. This presentation talks about testing you can do to see if you have a problem with your underlying positioning and strategy.
The LSJ group is seeking £5,186 in funding for 25% equity in their company to develop a Thinking Cap/Machine product. They interviewed Max, Alanah, and Kyle about the potential product, with Max and Alanah interested in trying it and Kyle saying he wouldn't buy it but may need it. The proposed product would help people make decisions faster by providing answers to help with school subjects or shopping. The group plans to advertise anywhere possible and sell the product for £45 in stores with a try-before-you-buy option.
Selling Smart - July 10, 2013 - A Practical Process for Selling ServicesAnnArborSPARK
This document summarizes a series of selling smart workshops. The first workshop is on selling services and features a panel with representatives from various service businesses. The second workshop focuses on the board of directors and has a different panel. The third outlines the general format for the workshops, which includes an interactive training session and panel Q&A. The remainder of the document outlines the agenda and content covered in the selling services practicum workshop, including common sales problems, exercises, and lessons on building trust and interrupting typical sales patterns. It concludes by advertising upcoming workshops in the series.
The good, bad, and ugly of digital marketingTech in Asia
What makes a good digital marketer? What are the common mistakes marketers make? And what are some tactics that are frowned upon? Titan Lee, a Singapore-based growth hacker and orchestrator of Singapore's most successful crowdfunding campaign, shares.
Dr. Tony Ratliff provides 8 tips for entrepreneurs pitching their ideas to investors:
1. Explain the problem being solved and why the solution is important to customers in a few words.
2. Describe how the business will grow and scale, not just the product.
3. Highlight the team's expertise and passion for the opportunity rather than just listing past jobs.
4. Explain the marketing plan for getting the product into customers' hands.
5. Describe the "secret sauce" or competitive advantage over the 25 other similar solutions.
6. Provide a demo or sample of the simple, problem-solving product for investors to experience.
7. A
Startup Sales - How to Acquire Your First Customers Garrett Smith
How to Acquire Your Startups First Customers.
Learn a Proven 8 Step Path to Acquiring Your Startups First Customers.
1. Who are you targeting? - Developing target buyer personas
2. Build a Suspects List - Lining-up your suspects
3. Look for Referrals - Ask every option close to you
4. Create Supporting Content - Support content that sells
5. Set-up Your Tools - Sales tools give you superpowers
6. Plan Your Outreach - Email / Social / Phone / Repeat 3x
7. What to Do When You're There - What to ask so you can learn
8. Pitch + Propose + Close - Persistence + Perseverance
Sales and Marketing Jujitsu for StartupsApril Dunford
Startups seem to be disadvantaged in sales and marketing because of their small budget and smaller teams. But startups have unique strengths they can leverage to beat event the largest players in their markets
What do you do when all your marketing results stink? Sometimes you have a problem that is underpinning all of your marketing efforts. This presentation talks about testing you can do to see if you have a problem with your underlying positioning and strategy.
In today’s competitive environment, innovation—in its many forms—is more important than ever. How have many small, under-resourced businesses come so far so quickly, and what can you learn from their strategies and tactics? Renowned experts in global branding and marketing explore innovation and the role it plays in a company’s success. Rajeev Batra, the S.S. Kresge Professor of Marketing at the U of M’s Ross School of Business, moderates. He leads Professor Srinivasaraghavan Sriram and other panelists in discussing how to innovate with your brand, how to bypass key bottlenecks when initiating innovation and how to use disruptive innovation to gain competitive advantage. Professor Batra will also share insights from his recently published (May 2012 McGraw Hill) book that outlines disruptive ‘compete from below’ strategies used by low resourced companies to gain competitive advantage.
Michigan Energy Forum - July 12, 2012 - Paul JaquesAnnArborSPARK
This presentation was given by Paul Jaques at the Michigan Energy Forum Presentation on July 12th. The topic of this event was Tech Transfer: Universities as a source for New Business.
Most people blather-on to prospective customers about all of the stuff they love about their product or service, and then wonder why the prospect doesn’t “get it”. This session will demonstrate and then help you to state your business in a brief, targeted way so a prospective customer will appreciate your value, and get emotionally involved enough to want to know more about your offerings. The panel will share how this approach has helped them build successful businesses, and how they have adapted the concepts to match their own personalities, so they don’t even sound like they are “selling”.
Business Law & Order - October 15, 2012AnnArborSPARK
SPARK proudly presents another installment of intellectual property (IP) law for entrepreneurs and business leaders via its Business Law & Order series. In this session, we have assembled an All-Star line-up of IP experts to discuss the basics of intellectual property, registration, enforcing and maintenance so that you can protect and grow your business’s portfolio of intellectual property assets. The PowerPoint from this event is attached.
Michigan Energy Forum - November 13, 2012AnnArborSPARK
This presentation is a combination of the presentations give by the following companies; Spider 9, Grid Logic, Advanced Battery Concepts, LLC, Power Electronic & Vehicle Electrifications, Blusine, inmatech, SkySpecs and XG Sciences. The presentations were given at the International Battery Show in Novi, Michigan on November 13th as a part of the Michigan Energy Forum Event Series.
Selling Smart Workshop - August 6, 2014 - Selling Services by a Proven ProcessAnnArborSPARK
This document summarizes a workshop on selling services with a proven process. It includes:
- An interactive training session in the morning addressing common challenges in selling services.
- A panel discussion in the afternoon where professionals discuss applying the tactics in their real-world businesses and answer questions about specific challenges.
- The workshop teaches a 5-step proven process for selling services: opportunity identification, qualification, solution development, proposing, and service delivery. It aims to help "accidental salespeople" overcome common problems through establishing a new systematic approach.
Selling Smart Workshop - February 5, 2014 - Why Salespeople Fail...And what y...AnnArborSPARK
This document outlines an agenda for a workshop series on selling smart. The first workshop discusses why salespeople fail and is presented by representatives from Sandler Training. The second workshop features a panel on challenges facing the board of directors and is presented by additional speakers from Sandler Training. The workshops provide an interactive training session, address common challenges, and include a panel Q&A section. The first workshop covers reasons why accidental salespeople struggle and presents a new systematic approach focusing on understanding prospects emotionally before making an intellectual pitch.
Selling Smart - December 4, 2013 - No Pressure Prospecting: Practical Techniq...AnnArborSPARK
Going and finding new customers for our business can be nerve racking and unfulfilling, unless we know some graceful, low pressure and high finesse ways to do it, and it starts with our mindset. In this session we’ll examine reluctance feelings and some proven tactics for overcoming them, as well as proven tactics for getting to decision makers and making an impact with them.
Kaseya Connect 2013: How to Get IT Clients to Find You, Like You and Hire YouKaseya
This presentation will show attendees how to craft marketing messages that prospects will respond to. You will learn specific steps to configure your website to hook new prospects, then leverage email and other tactics to nurture leads that turn into clients.
4 Competencies of a Successful Sales TeamAggregage
The document discusses the four competencies of a successful sales team: targeting, messaging, channels, and tactics. It describes each competency in 1-2 sentences. Targeting is how a team isolates the most likely customers. Messaging is what a team says to engage customers in conversations. Channels are where conversations with customers begin, such as in person, email, or calls. Tactics are the tools, processes, and organization of the sales team. The document emphasizes that success requires mastering all four competencies.
The document provides information about networking, including why it is important, best practices, common mistakes, and techniques. It begins with an overview of what will be covered, including the importance of networking for finding jobs, networking "facts of life," the "golden rule," mistakes to avoid, and preparation. It then discusses specific networking techniques for different scenarios, such as over the phone, in group settings, and one-on-one meetings. The goal is to help people feel more comfortable with networking and provide strategies for doing it effectively.
The document provides five action steps for establishing oneself as the best personal brand: 1) Identify one's top personal brand and competitive advantages, 2) Manage one's image through attire, writing and online presence, 3) Engage in networking, social media campaigns and becoming a subject matter expert, 4) Optimize one's resume, and 5) Prepare a "brag book" and "job business plan" to showcase one's qualifications and fit for a role during interviews. The presentation encourages attendees to continuously improve their personal brand.
This document provides tips and strategies for effective networking. It discusses choosing the right networking groups and events, identifying influential connectors to meet, crafting an elevator pitch with a clear benefit statement and formula, following up with contacts in a timely manner, and establishing systems for ongoing relationship building and lead generation through networking. The overall message is that networking is essential for business success and requires intentional planning, preparation and follow through.
Teleconference #2: Getting Down to Business - Selling and Daily Activity 0715BusinessAccelerator
The document summarizes key points from a teleconference on sales and daily routines for business growth. It discusses evolving sales phases from initiating to self-developing, setting activity goals and floors, overcoming resistance from customers and internally, and using intentional networking to build relationships and drive sales. It also outlines upcoming teleconferences focused on building relationships, marketing, and systematizing activities for long-term growth.
Seminars Offered at the Next Cleared Job FairClearedJobs.Net
The document announces a cleared job fair to take place in Springfield, VA on November 17th where job seekers with security clearances can meet with over 20 employers, including Lockheed Martin, Unisys, Northrop Grumman, and SAIC. The job fair will also feature career support seminars on topics such as how to work a job fair, interviewing tips, networking success, and resume writing. Pre-registration is available at the provided website.
The document discusses the lessons learned from the first three years of Zephram, an innovation services company founded in 2006. It provides seven rules for entrepreneurs, including adding value for customers, being unique, understanding people, staying optimistic, strengthening soft skills, talking about your business, and distributing efforts to minimize risk.
Enterprise sales what i have learned going up the tree from smbTom Spencer
Enterprise Sales involves selling an enterprise content marketing platform to large organizations. The summary outlines the key steps in the sales process:
1. Develop an understanding of the ideal customer profile, key competitors, and identify "champion" organizations that have the problems the platform solves.
2. Qualify sales opportunities through tools like LinkedIn and build a list of key contacts at prospective clients.
3. Educate prospects on how the platform streamlines content management and publishing to save time.
4. Explain the multi-step sales process including presentations, technical demonstrations, legal negotiations, and addressing security requirements.
5. Emphasize enterprise-level features around single sign-on, APIs,
In today’s competitive environment, innovation—in its many forms—is more important than ever. How have many small, under-resourced businesses come so far so quickly, and what can you learn from their strategies and tactics? Renowned experts in global branding and marketing explore innovation and the role it plays in a company’s success. Rajeev Batra, the S.S. Kresge Professor of Marketing at the U of M’s Ross School of Business, moderates. He leads Professor Srinivasaraghavan Sriram and other panelists in discussing how to innovate with your brand, how to bypass key bottlenecks when initiating innovation and how to use disruptive innovation to gain competitive advantage. Professor Batra will also share insights from his recently published (May 2012 McGraw Hill) book that outlines disruptive ‘compete from below’ strategies used by low resourced companies to gain competitive advantage.
Michigan Energy Forum - July 12, 2012 - Paul JaquesAnnArborSPARK
This presentation was given by Paul Jaques at the Michigan Energy Forum Presentation on July 12th. The topic of this event was Tech Transfer: Universities as a source for New Business.
Most people blather-on to prospective customers about all of the stuff they love about their product or service, and then wonder why the prospect doesn’t “get it”. This session will demonstrate and then help you to state your business in a brief, targeted way so a prospective customer will appreciate your value, and get emotionally involved enough to want to know more about your offerings. The panel will share how this approach has helped them build successful businesses, and how they have adapted the concepts to match their own personalities, so they don’t even sound like they are “selling”.
Business Law & Order - October 15, 2012AnnArborSPARK
SPARK proudly presents another installment of intellectual property (IP) law for entrepreneurs and business leaders via its Business Law & Order series. In this session, we have assembled an All-Star line-up of IP experts to discuss the basics of intellectual property, registration, enforcing and maintenance so that you can protect and grow your business’s portfolio of intellectual property assets. The PowerPoint from this event is attached.
Michigan Energy Forum - November 13, 2012AnnArborSPARK
This presentation is a combination of the presentations give by the following companies; Spider 9, Grid Logic, Advanced Battery Concepts, LLC, Power Electronic & Vehicle Electrifications, Blusine, inmatech, SkySpecs and XG Sciences. The presentations were given at the International Battery Show in Novi, Michigan on November 13th as a part of the Michigan Energy Forum Event Series.
Selling Smart Workshop - August 6, 2014 - Selling Services by a Proven ProcessAnnArborSPARK
This document summarizes a workshop on selling services with a proven process. It includes:
- An interactive training session in the morning addressing common challenges in selling services.
- A panel discussion in the afternoon where professionals discuss applying the tactics in their real-world businesses and answer questions about specific challenges.
- The workshop teaches a 5-step proven process for selling services: opportunity identification, qualification, solution development, proposing, and service delivery. It aims to help "accidental salespeople" overcome common problems through establishing a new systematic approach.
Selling Smart Workshop - February 5, 2014 - Why Salespeople Fail...And what y...AnnArborSPARK
This document outlines an agenda for a workshop series on selling smart. The first workshop discusses why salespeople fail and is presented by representatives from Sandler Training. The second workshop features a panel on challenges facing the board of directors and is presented by additional speakers from Sandler Training. The workshops provide an interactive training session, address common challenges, and include a panel Q&A section. The first workshop covers reasons why accidental salespeople struggle and presents a new systematic approach focusing on understanding prospects emotionally before making an intellectual pitch.
Selling Smart - December 4, 2013 - No Pressure Prospecting: Practical Techniq...AnnArborSPARK
Going and finding new customers for our business can be nerve racking and unfulfilling, unless we know some graceful, low pressure and high finesse ways to do it, and it starts with our mindset. In this session we’ll examine reluctance feelings and some proven tactics for overcoming them, as well as proven tactics for getting to decision makers and making an impact with them.
Kaseya Connect 2013: How to Get IT Clients to Find You, Like You and Hire YouKaseya
This presentation will show attendees how to craft marketing messages that prospects will respond to. You will learn specific steps to configure your website to hook new prospects, then leverage email and other tactics to nurture leads that turn into clients.
4 Competencies of a Successful Sales TeamAggregage
The document discusses the four competencies of a successful sales team: targeting, messaging, channels, and tactics. It describes each competency in 1-2 sentences. Targeting is how a team isolates the most likely customers. Messaging is what a team says to engage customers in conversations. Channels are where conversations with customers begin, such as in person, email, or calls. Tactics are the tools, processes, and organization of the sales team. The document emphasizes that success requires mastering all four competencies.
The document provides information about networking, including why it is important, best practices, common mistakes, and techniques. It begins with an overview of what will be covered, including the importance of networking for finding jobs, networking "facts of life," the "golden rule," mistakes to avoid, and preparation. It then discusses specific networking techniques for different scenarios, such as over the phone, in group settings, and one-on-one meetings. The goal is to help people feel more comfortable with networking and provide strategies for doing it effectively.
The document provides five action steps for establishing oneself as the best personal brand: 1) Identify one's top personal brand and competitive advantages, 2) Manage one's image through attire, writing and online presence, 3) Engage in networking, social media campaigns and becoming a subject matter expert, 4) Optimize one's resume, and 5) Prepare a "brag book" and "job business plan" to showcase one's qualifications and fit for a role during interviews. The presentation encourages attendees to continuously improve their personal brand.
This document provides tips and strategies for effective networking. It discusses choosing the right networking groups and events, identifying influential connectors to meet, crafting an elevator pitch with a clear benefit statement and formula, following up with contacts in a timely manner, and establishing systems for ongoing relationship building and lead generation through networking. The overall message is that networking is essential for business success and requires intentional planning, preparation and follow through.
Teleconference #2: Getting Down to Business - Selling and Daily Activity 0715BusinessAccelerator
The document summarizes key points from a teleconference on sales and daily routines for business growth. It discusses evolving sales phases from initiating to self-developing, setting activity goals and floors, overcoming resistance from customers and internally, and using intentional networking to build relationships and drive sales. It also outlines upcoming teleconferences focused on building relationships, marketing, and systematizing activities for long-term growth.
Seminars Offered at the Next Cleared Job FairClearedJobs.Net
The document announces a cleared job fair to take place in Springfield, VA on November 17th where job seekers with security clearances can meet with over 20 employers, including Lockheed Martin, Unisys, Northrop Grumman, and SAIC. The job fair will also feature career support seminars on topics such as how to work a job fair, interviewing tips, networking success, and resume writing. Pre-registration is available at the provided website.
The document discusses the lessons learned from the first three years of Zephram, an innovation services company founded in 2006. It provides seven rules for entrepreneurs, including adding value for customers, being unique, understanding people, staying optimistic, strengthening soft skills, talking about your business, and distributing efforts to minimize risk.
Enterprise sales what i have learned going up the tree from smbTom Spencer
Enterprise Sales involves selling an enterprise content marketing platform to large organizations. The summary outlines the key steps in the sales process:
1. Develop an understanding of the ideal customer profile, key competitors, and identify "champion" organizations that have the problems the platform solves.
2. Qualify sales opportunities through tools like LinkedIn and build a list of key contacts at prospective clients.
3. Educate prospects on how the platform streamlines content management and publishing to save time.
4. Explain the multi-step sales process including presentations, technical demonstrations, legal negotiations, and addressing security requirements.
5. Emphasize enterprise-level features around single sign-on, APIs,
Am Fam Telecon2 Getting Down To Business Selling And Daily Activity 071509 ...BusinessAccelerator
This document summarizes key points from a teleconference on sales and business development. It discusses establishing daily sales routines, overcoming resistance to sales from customers and oneself, negotiating deals, and engaging in intentional networking. The document also outlines six phases of sales evolution for businesses and strategies for each, such as establishing systems and hiring sales staff. Lastly, it previews upcoming teleconferences on defining business metrics and developing marketing strategies.
The document discusses strategies for companies to leverage partnerships and alternative sales models to grow sales with limited resources. It describes how traditional face-to-face selling has changed and become more focused on solving critical problems for clients. The document then outlines several leveragable sales models companies can use, including customer referrals, partner sales, direct internet marketing, and product-led sales. It emphasizes the importance of operational excellence, innovation, and unfair competitive advantages for companies' survival.
The document outlines steps and key components for small business marketing success presented by Dick Wooden and Julie Cooper. It discusses defining an ideal target customer and differentiating your business to attract them. It also covers creating marketing materials, establishing lead generation, automating marketing, and using a CRM system to manage relationships and follow up with customers. Workshops were proposed to help businesses determine their target market and develop their core difference.
Do you find it tough to cut through the noise and reach your workforce? What about getting employees to take action? Marketers have worked on optimizing communications and results for decades, and it’s time to borrow from their playbook. More and more human resources teams are gaining access to the tools and metrics used by marketers, opening the door to new data and empowerment. You can leverage these marketing tactics and best practices within your own organization as you prepare your company for the next wave of HR innovation.
In this webinar, you’ll hear directly from marketers who spend most of their time implementing complex B2B and B2C marketing campaigns. They will share highlights of what they have learned from years of marketing and experimentation. You will learn about the tactics that work best, those that don’t and the tools that you can leverage when you put on your marketing hat.
Specifically, you will learn about:
Marketing tactics that are most useful for improving HR outcomes.
Why experimentation is crucial for marketing success and how to experiment.
How leading HR teams are leveraging marketing metrics on a daily basis.
How to avoid 6 deadly mistakes when building a digital product 2018inFullMobile
This document provides tips for avoiding common mistakes when building digital products. It outlines 6 key areas to focus on: 1) Solve real problems, not hypothetical ones, 2) Sell the product concept before building it to validate market need, 3) Rely on user research like surveys and interviews rather than guessing, 4) Measure everything to understand user behavior and determine what works, 5) Get buy-in from enterprise users early on through focus groups and observations, 6) Think beyond just product and look at the larger business landscape. Following these tips can help mitigate risks and avoid wasting time and resources on products that do not solve real user needs.
This document provides an overview of the Business Model Canvas tool for entrepreneurs. It outlines the 9 steps to complete a Business Model Canvas: 1) Customer Segments, 2) Value Propositions, 3) Channels, 4) Customer Relationships, 5) Revenue Streams, 6) Key Resources, 7) Key Activities, 8) Key Partnerships, and 9) Cost Structure. For each step, it provides brief explanations and questions to consider when evaluating that particular component of the business model. It also includes links to online tools that can be used to create a Business Model Canvas.
Selling Smart - June 3, 2015 - How to keep your 6-year-old and your mother ou...AnnArborSPARK
The document summarizes an upcoming workshop on selling smartly and keeping personal issues out of sales. The workshop will be led by representatives from Sandler Training Ann Arbor, U.S. Water, and Blue Chip Cleaning Services. It will cover how a person's ego states developed in childhood can negatively influence their selling. It will include a panel Q&A and exercises on transactional analysis and identifying critical parent statements versus what should be said. The goal is to provide practical sales tactics in an encouraging and non-embarrassing way.
Michigan Marketing Minds - May 19, 2015AnnArborSPARK
This document discusses marketing strategies for different languages and cultures. It notes that the South Tyrol region of Italy is bilingual in Italian and German, with bilingual signs and a bilingual city of Bressanone. While getting pizza, the author struggled to communicate effectively due to language barriers, highlighting the importance of understanding audience, core message, language, and context when marketing to different cultures.
Selling Smart Workshop - May 6, 2015 - The Psychology of Building Trust with ...AnnArborSPARK
This document provides information about an upcoming "Selling Smart Workshop" on building trust with prospects. The workshop will feature an interactive training session and panel Q&A on applying the concepts. It will cover Sandler Selling System techniques like building rapport, identifying customer pain points, understanding budgets and decision processes. Attendees are encouraged to write down questions for the panel on how to address specific challenges in their own businesses. The workshop aims to teach attendees how to make prospects feel heard and "OK" in order to build trust and get people to do business with them.
Michigan Marketing Minds - April 14, 2015 - Creating CustomersAnnArborSPARK
Great concept. Perceived need. Solid technology.
Now your challenge is: getting people to try it.
How will you identify your best prospects? How will you open the door? How will you get them hooked? How will you keep them engaged? In sum: What’s your plan to find, win, and grow profitable customer relationships?
Often the process starts with highly targeted prospecting – that is: Choose who you want to do business with. And get the conversation started.
Successful entrepreneurs will tell how they tightly focused on strategic beachheads – then grew out from them – to establish market leadership.
Balancing BEMS - April 2, 2015 - Michigan Energy ForumAnnArborSPARK
This document discusses building energy management systems (BEMS). It provides information on:
- Why BEMS are used to realize significant energy waste reduction in commercial and residential structures through energy visualization, analysis, and business growth opportunities.
- How BEMS balance data collection and budgets. The document outlines presentations from energy management specialists on topics like BEMS, data mining and distribution, dashboards, and mobile access.
Selling Smart Workshop - April 1, 2015 - People Buy Emotionally, Justify Inte...AnnArborSPARK
In this session, you will learn how to define a prospect’s needs, wants, challenges, and/or problems, or “pain.” You will learn the three components of pain and how to use specific questioning techniques to prompt the prospect’s internal motivation. Additionally, you will learn how to qualify or disqualify the opportunity based on whether your product or service could solve the problems identified.
Michigan Marketing Minds - March 10, 2015 - Field notes on brand positioning ...AnnArborSPARK
Discover, explore and learn new ways to position your brand for customer engagement and advocacy. Session leader Scott Hauman will share and review real world brand definition methods and strategies that will help you shape your company, product or service brand for success.
Michigan Marketing Minds - February 10, 2015 - Entrepreneur's WorkshopAnnArborSPARK
Mike Suman is an inventor and entrepreneur who has created 54 patents and numerous products. He hosts a weekly NPR radio show on innovation and has authored a textbook on turning ideas into businesses. In this workshop document, he provides advice on various stages of taking an idea from concept to commercial product, including prototyping ideas cheaply, testing the market and product with industry experts, trying not to hard tool until a customer is committed, and partnering with people who have complementary skills. He emphasizes the importance of testing ideas, having evidence of distribution, and selling like a passionate 14 year old to convince potential partners and customers.
Selling Smart Workshop - Why Have a System for Selling?AnnArborSPARK
This document summarizes workshops from the Selling Smart Workshop Series. The first workshop discusses why having a systematic sales process is important. The second workshop features a panel on applying sales processes to different business contexts. The third workshop outlines the agenda which includes a training session on common sales challenges, a panel Q&A, and small group discussions. Key topics discussed include the need for trust-based relationships with customers, understanding customer emotions, and using a systematic approach tailored to each unique situation.
Michigan Marketing Minds - January 13, 2015 - Marketing 101: Your Marketing PlanAnnArborSPARK
One of the keys to success for any business is to develop a strategic marketing plan. It can be a comprehensive, integrated plan or a one-pager. Pavan Muzumdar of PSI Insight kicks off this session by presenting a strategic framework that will help you align your thinking for the year. Don Hart then follows up to help you with a homework assignment of crafting your own One-Pager 2015 Plan.
Michigan Marketing Minds - December 9, 2014 - Joy, Inc.: Building your Brand ...AnnArborSPARK
The document is from Menlo Innovations and promotes building a brand with joy. It discusses creating a workplace people love by adding joy. It provides tips for organizations such as seeing teamwork, embracing learning, daily stand-ups, and running experiments to fight fear and embrace change. The document encourages downloading a free chapter of the book "Joy, Inc." and registering for upcoming tours or workshops from Menlo Innovations.
Selling Smart - December 3, 2014 - Identifying Personality Styles and Adaptin...AnnArborSPARK
The document summarizes an upcoming workshop on selling smart and identifying personality styles. The workshop will have a morning session from 9-10 am on identifying personalities and adapting sales approaches. This will be followed by a panel Q&A from 10-11 am where attendees can ask the panel of sales experts questions about applying the techniques in their own businesses. The workshop will provide practical sales strategies and exercises to help sellers identify different personality types and tailor their approach using proven DISC communication methods.
Michigan Marketing Minds - November 11, 2014 - Maximizing your DataAnnArborSPARK
The document summarizes an event hosted by Michigan Marketing Minds called "Maximize Your Data". The event featured a panel discussion on harnessing the power of data with panelists from Envision Health, Eastern Michigan University, and Siemens PLM Software. The objective of the event was to discuss how organizations can use data through trends, dashboards, and other tools to help grow their business. The format included an open panel discussion and Q&A with the audience.
Michigan Energy Forum - November 6, 2014 - Energy Jobs and EducationAnnArborSPARK
The document summarizes a presentation on energy jobs and education in Michigan. It discusses how the energy cluster is an important part of Michigan's economy, currently employing 89,000 people and expected to grow by 7.1% by 2020. It faces challenges in attracting new and more diverse talent as the current workforce ages, and keeping skills up to date. In-demand jobs include mechanical engineers and construction laborers, which require degrees or on-the-job training respectively. Data on job postings and skills are also presented.
Selling Smart - November 5, 2014 - Verbal Up Front Contracts to Shorten the S...AnnArborSPARK
This document outlines an agenda for a Selling Smart Workshop featuring an interactive training session on using Up Front Contracts (UFC) in sales, followed by a panel Q&A. The workshop will teach attendees how to verbally set ground rules for healthy business relationships through UFCs, which involve agreeing with prospects on purpose, agenda, expectations, time, and outcomes before interactions. Attendees will then have a chance to ask the sales expert panelists questions. The goal is for attendees to learn a skill to gain more momentum in sales by using UFCs to avoid dangers like free consulting or being asked all the questions.
Business Law & Order - October 20, 2014 - Financing your StartupAnnArborSPARK
This document provides an overview of considerations for financing a startup, including sources of funds, goals, and types of financing. It discusses equity financing versus debt financing, noting that equity financing involves giving up ownership stake, control, and founder equity in exchange for investment, while convertible financing allows retaining full equity initially. The document recommends leveraging networks to find investors, educating oneself on industry trends, being prepared for a lengthy fundraising process, prioritizing good long-term partners over specific terms, and utilizing resources like blogs and books to learn about pitching investors.
Selling Smart Workshop - September 10, 2014 - Pitching Your Business for Emot...AnnArborSPARK
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2. Selling Smart Workshop:
Selling Services Practicum
Greg Peters -
The Reluctant Networker , LLC
Joe Marr – Sandler Training Ann Arbor
3. Selling Smart Workshop:
Format
Workshop 9 – 10 am:
Interactive Training Session
Addressing Common Challenges
Panel Q & A 10 – 11 am
Application
Specific challenges in your business
Anything
4. Selling Smart Workshop Today:
Increase Your Pipeline with Networking
Finesse
Workshop :
Focus your networking efforts
The biggest networking mistake
Long Term Payoff
Panel Q & A
5. “ Seek first to understand, then to be understood.”
S. Covey
17. Open the Toolbox
Jedi Mind Trick
The ART of Networking
Awareness
Relationship Development
Trust
18. Open the Toolbox
Jedi Mind Trick
The ART of Networking
Awareness
Relationship Development
Trust
Make your list
19. Questions for the Panel
On break take a moment to write
questions for the panel about:
The workshop
The panelists application of the system
Specific challenges in your business
Anything
20. Selling Smart Workshop:
Selling Services - Panel
Greg Peters -
The Reluctant Networker , LLC
Joe Marr – Sandler Training Ann Arbor
21. Lessons Learned
One takeaway
Can you use it?
On Business Card:
Request Contact – “R”
Speaking Opportunities – “S”
Tips for Good Networking – “T”
Raffle
22. Selling Smart Workshop Series
AUGUST 1, 2012
Pitching Your Business to Make Impact
Panelists:
Marisa Smith - The Whole Brain Group
Megan Torrance - Torrance Learning
Joe Marr – Sandler Training Ann Arbor
Thanks for investing this time I promise to get you out on time. Before I start: Confession—I’m Joe Marr and I am a …..SM…there I said it! Another confession; I don’t do sales training. [pause] I help people develop their own strategy and skill in use of a system and psychology to gain deeper trust relationships with other people—and the sales just happen. Everybody ok with that? Concerned about me trying to make a sale with you today—well you can relax about that. In fact I’ll make all of you a promise. I promise not to sell you anything, if you promise not to try and buy anything. There’s plenty of fear out there, and I’m sure in some of your companies there’s some fear about making sales calls, and mostly because there is a fear about looking like a salesperson, I’ve also come to the conclusion that there is also a lot a fear about even acknowledging that sales is necessary.
Accidental sales is the rule- not exception
Accidental sales is the rule- not exception
A question…. I got here totally by accident. Did you get into business by accident? When you were four years old did you run around the house yelling I want to be in sales? No. most of us got into this world totally by accident
Ever stop to wonder why there’s no strong academic curriculum for learning how to sell? Business School, MBA programs do a good job of teaching economics, finance, business management, marketing, public relations, business models, but the point of transaction, where business actually happens face to face with a buyer, is ignored in academia, but why? A stigma about sales. A fear of sales, the slimy reputation of sales is the reason. Let’s test this theory…
Ever stop to wonder why there’s no strong academic curriculum for learning how to sell? Business School, MBA programs do a good job of teaching economics, finance, business management, marketing, public relations, business models, but the point of transaction, where business actually happens face to face with a buyer, is ignored in academia, but why? A stigma about sales. A fear of sales, the slimy reputation of sales is the reason. Let’s test this theory…
Ever stop to wonder why there’s no strong academic curriculum for learning how to sell? Business School, MBA programs do a good job of teaching economics, finance, business management, marketing, public relations, business models, but the point of transaction, where business actually happens face to face with a buyer, is ignored in academia, but why? A stigma about sales. A fear of sales, the slimy reputation of sales is the reason. Let’s test this theory…
Ever stop to wonder why there’s no strong academic curriculum for learning how to sell? Business School, MBA programs do a good job of teaching economics, finance, business management, marketing, public relations, business models, but the point of transaction, where business actually happens face to face with a buyer, is ignored in academia, but why? A stigma about sales. A fear of sales, the slimy reputation of sales is the reason. Let’s test this theory…
I believe sales is a noble profession, but let’s say you are playing a game of Password, your “secret word” is Salesman, and you are to get your partner to guess the secret word by giving them clue words; what clue words would you offer? Slimy? Pressure? Shady? Aggressive? Snake oil? With cash on it I think I’d use snakeoil. What about clue words like: helpful? Professional? Courteous? Would these work? Probably not. Why not? Because the stigma won’t allow it.
I believe sales is a noble profession, but let’s say you are playing a game of Password, your “secret word” is Salesman, and you are to get your partner to guess the secret word by giving them clue words; what clue words would you offer? Slimy? Pressure? Shady? Aggressive? Snake oil? With cash on it I think I’d use snakeoil. What about clue words like: helpful? Professional? Courteous? Would these work? Probably not. Why not? Because the stigma won’t allow it.
And 77% of human behavior is programmed behavior, meaning people behave predictably given a certain set of circumstances, 77% of the time. Do you believe it? Ok now let’s test this premise about programming with an experiment: Please finish these sentences out loud: Never talk to____________ Speak when ____________ Always wear clean ________________ I find that the things that hurt us most - self-limiting attitudes and programming…and what they project. When was the last time you heard these statements? Who made them? What does the fact that most of you could instantly retrieve the word to complete the sentence? Front of mind awareness even though it’s been years since you’ve heard them. Do you suppose this is why you hate making cold calls? Your Mother’s voice in your head?
And 77% of human behavior is programmed behavior, meaning people behave predictably given a certain set of circumstances, 77% of the time. Do you believe it? Ok now let’s test this premise about programming with an experiment: Please finish these sentences out loud: Never talk to____________ Speak when ____________ Always wear clean ________________ I find that the things that hurt us most - self-limiting attitudes and programming…and what they project. When was the last time you heard these statements? Who made them? What does the fact that most of you could instantly retrieve the word to complete the sentence? Front of mind awareness even though it’s been years since you’ve heard them. Do you suppose this is why you hate making cold calls? Your Mother’s voice in your head?
And 77% of human behavior is programmed behavior, meaning people behave predictably given a certain set of circumstances, 77% of the time. Do you believe it? Ok now let’s test this premise about programming with an experiment: Please finish these sentences out loud: Never talk to____________ Speak when ____________ Always wear clean ________________ I find that the things that hurt us most - self-limiting attitudes and programming…and what they project. When was the last time you heard these statements? Who made them? What does the fact that most of you could instantly retrieve the word to complete the sentence? Front of mind awareness even though it’s been years since you’ve heard them. Do you suppose this is why you hate making cold calls? Your Mother’s voice in your head?
And 77% of human behavior is programmed behavior, meaning people behave predictably given a certain set of circumstances, 77% of the time. Do you believe it? Ok now let’s test this premise about programming with an experiment: Please finish these sentences out loud: Never talk to____________ Speak when ____________ Always wear clean ________________ I find that the things that hurt us most - self-limiting attitudes and programming…and what they project. When was the last time you heard these statements? Who made them? What does the fact that most of you could instantly retrieve the word to complete the sentence? Front of mind awareness even though it’s been years since you’ve heard them. Do you suppose this is why you hate making cold calls? Your Mother’s voice in your head?
And 77% of human behavior is programmed behavior, meaning people behave predictably given a certain set of circumstances, 77% of the time. Do you believe it? Ok now let’s test this premise about programming with an experiment: Please finish these sentences out loud: Never talk to____________ Speak when ____________ Always wear clean ________________ I find that the things that hurt us most - self-limiting attitudes and programming…and what they project. When was the last time you heard these statements? Who made them? What does the fact that most of you could instantly retrieve the word to complete the sentence? Front of mind awareness even though it’s been years since you’ve heard them. Do you suppose this is why you hate making cold calls? Your Mother’s voice in your head?
And 77% of human behavior is programmed behavior, meaning people behave predictably given a certain set of circumstances, 77% of the time. Do you believe it? Ok now let’s test this premise about programming with an experiment: Please finish these sentences out loud: Never talk to____________ Speak when ____________ Always wear clean ________________ I find that the things that hurt us most - self-limiting attitudes and programming…and what they project. When was the last time you heard these statements? Who made them? What does the fact that most of you could instantly retrieve the word to complete the sentence? Front of mind awareness even though it’s been years since you’ve heard them. Do you suppose this is why you hate making cold calls? Your Mother’s voice in your head?
Accidental sales is the rule- not exception
Thanks for investing this time I promise to get you out on time. Before I start: Confession—I’m Joe Marr and I am a …..SM…there I said it! Another confession; I don’t do sales training. [pause] I help people develop their own strategy and skill in use of a system and psychology to gain deeper trust relationships with other people—and the sales just happen. Everybody ok with that? Concerned about me trying to make a sale with you today—well you can relax about that. In fact I’ll make all of you a promise. I promise not to sell you anything, if you promise not to try and buy anything. There’s plenty of fear out there, and I’m sure in some of your companies there’s some fear about making sales calls, and mostly because there is a fear about looking like a salesperson, I’ve also come to the conclusion that there is also a lot a fear about even acknowledging that sales is necessary.