Win the "Selling as Art" Contest
|
 September 25, 2008
9:00 AM-5:00 PM
Telus Convention Centre
Five powerful speakers are coming to Calgary to reinforce elements of consultative selling. The
1-day event will help you develop stronger
customer relationships, negotiate better deals, increase productivity, and ultimately increase your sales.
Three lucky newsletter recipients will join me as my guests (a value of $249) on September 25th. Simply click on the Strategico "Take Action" and enter in YOUR COMMENT OR QUESTION field the name of one of the five presenters with an Alberta connection.
See more about the event....
|
 |
A Cure for Deal-Blindness
 by Lisa Dennis
Your year-end looms and next year's quota is just a dream (but sure to be even bigger).
Are your deals coming from predictable areas of your key account or territory? Are you constantly pushing back reps looking for lower pricing? Are you unable to generate revenue from the newest and most promising offerings?
If you answered yes to any of these symptoms, you may be suffering from "deal-blindness". Don't despair, there is now hope and a cure! Lisa Dennis, a Strategico member in Boston, offers her insight solving a serious sales impairment in her article Cure Deal-Blindness. |
Learn Over Breakfast
|
 Wireless & Telecom Industry Association of Alberta
TELUS - 2912 Memorial Drive SE
Friday September 26
7:30 AM - 9:30 AM
|
Improving Trade Show Experience
by Barry Siskind
|
Think about those thousands of visitors who come
to your trade shows. They pay good money and invest lots of time to have an
enjoyable and profitable experience.
But what do they get: long aisles, hard
floors, harsh lights, inconveniently located washrooms and exhibitors
displaying the same thing they had last year.
In his article, Show Experience, Barry Siskind shares questions to ask yourself to help improve their experience.
|
Marketing: Business to Business
|
Business-to-business marketing is highly
interdependent on sales effectiveness. Yet in many
organizations the relationship between the two
groups is characterized as "combative" not "supportive".
If you'd like to put the shoe on the other foot, why not learn how to assess the market
situation, develop a "value proposition" and concisely document a marketing strategy?
Brian Pleet will facilitate the course "MARKETING: BUSINESS TO
BUSINESS" for Continuing Education,
Management
Certificates at the University of
Calgary on 10 Tuesday evenings, starting September
16th.
Search for ID: 090147 at Continuing Education ...
|
|
|
Build Your Own Value Proposition
|
 Google tells us that "value proposition" is mentioned only 3,230,000 times on the internet. If you ever can't sleep, try reading a sampling of them.
Yet, within most selling organizations, up to and including the CEO, don't have one, or worse, they make up one that sounds like a tag line beginning with "were the leader/world class/ best of breed blah, blah, blah. In a recent article, to be published at the Calgary Art of Sales Event (see below) Brian Pleet shares his insight on building one for yourself.
Better still, if you're uncomfortable with what you're using now (for example when leaving voice mail for a new prospect), build one for yourself using the Value Proposition Worksheet.
|
|
Too many balls to juggle?
True or false?
Alberta's job market is so hot there are no qualified sales & marketing people availlable.
False.
Recent Strategico sales and marketing recruiting resulted in a flurry, no avalance, of qualified professionals.
How many balls are you juggling? Too busy doing to fill the role(s) you desperately need help with? Strategico can help you build the position profile, qualify the recruits, present the best recruits and guarantee their fit.
Contact Brian Pleet confidentially to assess how quickly he could fill that role to give you an extra set of hands.
|
Listen to your (Sales) Coach
|
Lori Richardson is a certified coach, facilitator and sales trainer. She's walked on hot coals, watched and studied masters in diverse
fields, and sold "in the trenches" - on straight commission - and
otherwise - for more than 30 years.
Somehow, Lori manages to write a blog for AllBusiness.com, recently purchased by Dunn & Bradstreet. In her regular posts, Lori provides processes, tools, and a good dose of inspiration from some of the
best in the business to assist sales teams and individuals to thrive
now and in the future.
Visit Lori's blog....
|
Developing a Sales Culture
|
Professional services firms regularly invest in improving their staff's technical expertise. Rarely do they make the same investment in consultative selling skills to ensure they are delivering the best value to meet the need of their clients.
One exception is Jacques Whitford - Axys who offered 47 of their staff six sales related workshops, including Account Planning, Calling High, Negotiation, Leadership and Consultative Selling, delivered by four Strategico facilitators, over 8 weeks to help develop a "sales culture" within the organization.
Read the portfolio and reference letter....
|
|
How the Top 5% Think
 Wednesday, September 10th
7:15 - 8:30 am
Blackfoot Inn
5940 Blackfoot Trail SE, Calgary
Who or even what would be considered to be the Top 5%? Is it a financial, a physical, or spiritual goal? Would an Olympic
athlete be considered part of the Top 5%? Does a Buddhist Monk who has
attained enlightenment qualify for the Top 5%?
Join Fred Sarkari, author of "How the Top 5% Think! - Principles of Great Leaders", explain how applying seven principles to your life, will let you effectively lead others through example.
One newsletter recipient will join me as my guest (a value of $30) for breakfast on September 10th by clicking on the Strategico "Take Action" and entering in YOUR COMMENT OR QUESTION field the name of the best salesperson they ever knew.
|
|
