sales & marketing summit presentation 10.06.09

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  • 1.October 6, 2009

2. Presented by: 3. Gold Sponsors Diamond Sponsor Silver Sponsor 4. How to be Red Hot in a Cool Market Don HutsonChairman & CEO, U.S. Learning Building Relationships in a 2.0 WorldAustin BakerPresident, Eserv Benefits Incorporating Digital Media into your Traditional PR Campaign Amy HowellPrincipal, Howell Marketing Strategies Selling in Tough Times Dr. George Deitz Assistant Professor, Marketing & Supply Chain ManagementThe University of MemphisPanel Q & A Dotty Summerfield Chair, Small Business Council President, Summerfield Associates Inc. 5. Don Hutson U.S. Learning How to be Red Hotin a Cool Market 6. To ContactDon Hutson Don@DonHutson.com www.DonHutson.com 7. Motivation Makesthe DifferenceDefinition. The pull of anticipation and the push of disciplineThoreau 8. The Loyalty LadderC______________ A______________C______________C______________ P______________ S______________ 9. The Value - Price PerspectiveVP 10. The Value - Price PerspectiveVP 11. Behavioral Style GridLess Responsive More Assertive Less Assertive ANALYTICALDRIVER(FACTS) (TASKS) AMIABLE EXPRESSIVE(RELATIONSHIPS) (DREAMS)More Responsive 12. The Adaptability Continuum LowHigh Me-Oriented You-Oriented(Preoccupied (Concerned aboutwith own agenda of others)agenda) 13. The Chinese Bridge 14. Creating Alliances The Foundation: Goal-Congruence 15. Team Member Performance MatrixBurdenResource (-)Team Member Contribution(+) 16. Goals "There are no unrealistic goals, only unrealistic timeframes.Jerry Bresser 17. Change People change when the pain not tochange exceeds the pain to change. 18. Coaching Getting your people to develop theHabit of doing the things whichmust be done to Succeed. 19. Attitude DefinedDefinition. The demeanor and spirit we choose to adopt and display from a given stimulus 20. CommodityProducts without discernable differences one from another which are available from multiple sources 21. The Undesirable Model Trust Stress ConversionRate Sales Cycle 22. The Desirable ModelTrustStress Conversion Rate Sales Cycle 23. The Evolution of Selling 5 Stages: 1. The Product Pitch 2. The Hard Sell 3. Relationship Selling 4. Needs-Analysis Selling 5. Symbiotic Selling 24. CSI (Customer Satisfaction Index) 25. Authorshipis when you give another person therespectful right to be heard. Their opportunity to influence outcomeswill greatly enhance their buy-in andeagerness to gain the desired results 26. InnovationOptimism is the fuel that firesinnovative thinking. Mike Vance 27. Collective IntellectRemember that all of us is smarter than one of us 28. Value Defined (Webster): A fair Return or equivalent in Goods, Services or money for something exchanged 29. Optimism, Belief, Cutting Edge Skill Sets,Determination, High Innovative Solutions,Energy & Work EthicEffective StrategiesPropulsionTraining ___ ___ ___ ___ ___ ___ ___ ___ ______ ___UP GOOD GravityHabits Negativity, Lack of Complacency, Commitment,Using Old Skills,Low EnergyTired Solutions 30. Austin Baker EServ Benefits Building Relationships in a 2.0 World 31. Building Relationshipsin a 2.0 World Presented by Austin Baker President EServ, LLC. www.eservbenefits.com Benefits . Enrollment . HR Consulting 32. Todays Topics What parts of our 2.0 world are holding you back from making better relationships? What tools are you using to better manage your relationships? How can you create deeper more engaging relationships? What types of relationships should you have that will help you grow? 33. What parts of our 2.0 world are holding you back from making better relationships?Facts-Better Web Technology that helps us to connect to more people.More information readily available about the people we knowMore interactions from more people than we had beforeMore ways to connect to people than we had before 34. What parts of our 2.0 world are holding you back from making better relationships? Sociologist- Dalton Conley- Elsewhere USA (2009) Fewer and fewer boundaries in the world of the middle- to upper-class professional. The walls between them all are increasingly blurring or falling altogether.investmentv.consumption private spherev.public space price v.value homev.office leisure v.work bossv.employee 35. Facts- Dalton Conley- in Elsewhere USA (2009)Our relationships are changing due to several factors- Fast Pace of Todays Business Environment- Technology that we have available- Rise of Intravidualism - "an ethic of managing the myriad data streams, impulses, and even consciousnesses that we experience in our heads as we navigate multiple worlds- Emergence of Weisure - Increasing tendency to work during leisure time, thanks to advances in portable personal technology 36. What parts of our 2.0 world are holding you back from making better relationships? Problems Less Quality InteractionsWe are never quite all here9-5 has turned into 24-7Relationships are wider not deeper 37. What parts of our 2.0 world are holding you back from making better relationships? Texting While Driving- (TWD)- Outlawed Texting under the TableTexting While Talking- (TUT)- Not- Outlawed (TWT)- Not Outlawed 38. What tools are you using to better manage yourrelationships?Problem Solution Less Quality Interactions Ask better Questions & Actively Listen to Answers 39. What tools are you using to better manage your relationships?Questions 40. What tools are you using to better manage your relationships?QuestionsGet Back toReality 41. What tools are you using to bettermanage your relationships? QuestionsLets all stop being the weathermanHow about these questionsHow did you get started in your business?What do you like most about it?What type of business makes a great referral?If you could have a superpower what would it be an why? 42. What tools are you using to better manage your relationships?Active Listening is a lost art 43. What tools are you using to bettermanage your relationships? Actively Listen to the AnswersTry repeating the Words you are hearing- in your head, especially helps with namesStow your CrackberryDont facebook when your face-to-face When was the last time you were activelylistened to? 44. What tools are you using to better manage yourrelationships?Problem Solution We are never quite all here Being Present Campaign 45. What tools are you using to better manage your relationships? Being Present CampaignChris Crouch- GO system 46. What tools are you using to bettermanage your relationships? Being Present Campaign Narrow & control yourCell Phone Basket inputs for betterfor Meetings organization & sanity Consider whether youTurn off vibrate/ring really need portable emailfunction for messages 47. What tools are you using to better manage your relationships?ProblemSolutionRelationships are wider not deeper Bring Balance to your StrategicRelationships 48. What tools are you using to better manageyour relationships? The easiest kind of relationship for me is with 10,000 people.The hardest is with one. -Joan Baez 49. What tools are you using to better manage your relationships? Manage Strategic Relationships with Key Contacts Tim Page CarolineLisa Gene GinaLinda Gary 50. What tools are you using to better manage your relationships? Categorically Manage Strategic Relationships HRMarketingC- Level TrainingExecutives Accounting ProcurementFinance Sales 51. What tools are you using to better manage your relationships? Manage Strategic Relationships with Many Channels Face 2TwitterFace LinkedinNetworkingevents Customer FacebookEventswordpress Seminars 52. How can you create deeper more engaging relationships? We still all have the same basic needsLove & be LovedSignificantContributeValuedAdmiredUnderstoodPaid 53. How can you create deeper more engagingrelationships?The number of mediums in which we communicate and shareexperiences have just grown 54. How can you create deeper more engagingrelationships?Make a list of the traits in which you seek in a relationship Authentic ThankfulPeople dont care how much you Growing know until they know how muchAccountableyou carePresent Open-John Maxwell 55. How can you create deeper more engaging relationships as a business leader?AuthenticityDimensions of Authentic Leadership Pursuing Purpose with PassionPracticing Solid ValuesLeading With HeartEstablishing Connected RelationshipsDemonstrating Self Discipline 56. How can you create deeper more engagingrelationships?Thanksgiving Sets a Positive Intent Comfortable in Your Own Attracts Other People who are Thankful Daily Dose Makes for The Perfect Start to a Great Day 57. What types of relationships should you have that will help you grow?Our most cherished relationships are those that help us growMentorship 58. Back to the basics in Relationship Building Be Present- Dont let technology get in the wayAsk Profound Questions & Actively Listen to the Answers Balance your merging worlds Fundamentals of Relationships Have not Changed Be Authentic & Thankful Consider a Growing Relationship by Mentoring 59. Building Relationshipsin a 2.0 World I've learned that people will forget what you said, people will forget what you did, but people will never forgethow you made them feel. Maya Angelou 60. Amy Howell Howell Marketing Strategies Inc. Incorporating Digital Mediainto yourTraditional PR Campaign 61. Incorporating Digital Media into Your Traditional PR & Marketing Campaign Amy HowellHowell Marketing Strategies, LLC 62. A VERY CRITICALREASON Reasons Management Uses Social media Read what customers are saying about company Monitor a competitors use of social media See what current employees may be sharing Check the backgrounds of a prospective employee 63. The World Wide Web 10 Years Ago 64. We Are Building Online Communities 65. In These Communities Are Influencers 66. STATISTICS The Numbers Dont Lie Not just for the kids anymore Facebook: use among 55+ set increased 25% from July 4 to August 4, 2009 As