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| THE SALES & MARKETING INSTITUTE |
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Here's why you should you attend.
The last 3 years have been rough for all B2B companies. Recent surveys have uncovered the following critical issues.
- Selling costs are increasing faster than sales - How can they be reduced?
- The leads we get from advertising campaigns are weak - How do we improve them?
- Cross and up selling is more difficult today - What are the best methods to use?
- Customers don't want to see sales people - How else can we get to them?
- How do we best utilize new technology and the Internet?
- Our customer data is a mess and is inaccurate - How can we clean it up?
- How do we break through the clutter and reach our target audience?
- With all the new regulations, should we stop using telemarketing?
- How can we measure results and convince management to increase the budget?
If these and other sales and marketing questions are on your mind, then you need to attend our one day seminar.
You are guaranteed to walk away with new marketing strategies and sales tactics that will enable you to win in today's tougher market place. Plus, how to develop a "Total" Sales Coverage Model for your company.
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 So Who's John M. Coe, and why should you listen to him? John Coe is President and Founder of The Sales & Marketing Institute. He is an acknowledged thought leader in B2B sales and marketing based on his 35 years experience in sales, sales management, direct and database marketing. In the last 22 years, John has given over 400 keynotes, presentations and seminars in both the US and overseas.
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Seminar Agenda
| 8:00-8:30 |
Registration and Coffee
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| 8:30-9:00 |
Why is it So Tough to Sell Today?
- The breakdown of the traditional selling model
- The key sales challenges to overcome today
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| 9:00-10:00 |
The New Total Sales Coverage Model - What is it and how is it different from the traditional model?
- Applying the news sales coverage model across the customer life cycle
- How to design Total Sales Coverage for your company
- Applying Six Sigma to sales and marketing
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| 10:15-12:00 |
How to Improve Targeting and Segmentation
- How to profile current customers and prospects
- Three additional targeting methods
- Seven micro-segmentation approaches
- How to use micro-segmentation for marketing communications
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| 12:00-1:30 |
Luncheon
Special presentation by Randy Wussler, Executive VP Harte-Hanks "B2B Data Quality is Under Attack: How to Win the Data Wars" |
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| 1:30-2:45 |
Best Practices in B2B Lead Generation - Why aren't lead programs producing results today?
- How to develop inquiry generation campaigns
- New methods for inquiry screening
- Best practices in lead qualification
- Lead Development - the missing process
- Integrating distributors in lead campaigns
- Lead hand-off and feedback systems that work
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| 3:00-4:00 |
Developing B2B Direct Marketing Campaigns - The direct marketing campaigns plan and creative brief
- The four key leverages to success
- Break through e-mail marketing
- Using telemarketing to boost results
- Creative tips and techniques
- Testing strategies and the measurement ladder
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| 4:00-4:45 |
B2B Data and Databases - The Good, Bad, and Ugly
- Designing the B2B database and the integration with CRM
- Business data - the best public sources
- Data enhancement and analytics - resources that help
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| 4:45-5:00 |
Wrap-Up and Action Planning
- The three actions to take tomorrow to improve results
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Call
602-402-6588
To Register by phone.
2004 Seminar Information
| Date |
Location |
Register via the WEB |
| April 20 |
Dallas, Texas
Sheraton Brookhollow
1241 W. Mockingbird Lane
214.603.7000
(1 Mile from Love Field) |
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| April 27 |
Orange County, CA
Hilton Irvine
18800 Macarthur Blvd.
949.833.9999 |
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| May 4 |
Palo Alto, CA
Hyatt Rickey's
4219 El Camino Real
650.493.8000 |
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May 19
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New York, NY
Double Tree Guest Suites
1586 Broadway
212.719.1600 |
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| June 8 |
Boston, MA
Sheraton Newton
320 Washington St.
617.969.3010 |
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| June 15 |
Chicago, IL
Intercontinental Chicago
505 N. Michigan Ave.
312.944.4100 |
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Standard Registration Fee - $495
BMA and ATA Members - $445
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Special: Two or more from the same company, deduct $50 for each attendee from the appropriate registration fee. Master Card, Visa and Amex plus company or personal checks are welcome. All Fees are refundable with a one-week cancellation notice prior to the seminar date. Seats are limited to 100 guests. |
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The Sales And Marketing Institute
8255 E. Raintree Dr., Suite 200
Scottsdale AZ, 85260
Office - 602-402-6588
Email John Coe |
Contact John Coe with questions or comments you may have. John will make every effort to respond within 24 hours.
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