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Effective Phone Intelligence
By Alli Marshall
Google recently reported an estimate of one trillion (1,000,000,000,000) web pages with unique URL's . Clearly, we have fingertip access to more information than is possible to fathom! Even with billions of web pages, smart researchers know that great market insights do not come from the Internet alone.
Alli Marshall, President of Strix Insights and Strategico member share her own techniques to gather Effective Phone Intelligence.
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The Hardest Word to Say is "No"
By Chuck Dennis
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 Contrary to popular belief, the
customer is not always right.
But you don't have to make him feel
wrong. There are ways of diplomatically handling unreasonable requests
without alienating the customer, or making him feel foolish.
Chuck Dennis, (above) Vice President of Knowledgence Associates and an expert in customer service strategy, tells us how and when it's OK in his recent The Hardest Word to Say is "No" post on Biznik.
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The Future of Aerospace
Calgary Council for Advanced Technology
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 Wednesday, November 5th, 7:30 - 9:30am Alberta Research Council, 3608 33 Street NW
What do you get when you put four diverse experts in the aerospace industry (Darryl Jacobs, President, Inter-Action Technology Services, Darren Marchinko, Manager Fleet Configuration, WestJet, Garth Atkinson, CEO and President, Calgary Airport Authority) in a room together? Join Sharon Edwards, Strategico member and President of The Voice of Influence on November 5th for breakfast as she figures it out in her inimitable style. More about CCAT event registration.... |
Market Research in Our New 2.0 World
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Wednesday, October 29, 2008,
11:30 AM-1:00 PM
Palliser Hotel, Calgary
Thoroughly understanding your market is critical to
your business' success. Solid research is not just a nice-to-have, but an
absolute need-to-have. So, with telephone response rates falling, Do Not Call
lists implemented and busy schedules, just who is responding to your market
research efforts?
Join me October 29th to hear Mark Laver, Associate VP at Ipsos Reid,
reveal the newest techniques and the most effective ways to gather and
capitalize on your market research.
Select the "Strategico" drop down option the Canadian Marketing Association registration site or by calling (403)228-8866 for the lowest CMA Member rate of $39.
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Questions That Bother Exhibitors
by Barry Siskind
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Four recurring questions are asked of Barry Siskind, trade show marketing guru and member of the Strategico Marketing Group. - I'm confused about the terms trade show and trade fair. Is there a difference?
- How do I measure my performance at a trade show when I don't sell anything? We are just trying to create awareness.
- What is the best give-away you have seen?
- If I choose to drop out of a show will my absence be conspicuous and cast a negative impression?
In his article, Questions That Bother Exhibitors, Barry shares the answers.
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Andrew's Notes - The Art of Sales
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Over 1,200 sales professionals joined me (well, some were there for other reasons) to hear five authors speak at the first "Art of Sales" event in Calgary.
- Jeff Gitomer
- Les Hewitt
- Richard Robbins
- Frances Cole Jones
- Keith Ferrazi
One of my fellow sales professionals, Andrew Crysdale, took action oriented and concise notes that he's offered to share with Strategico newsletter readers. Even if you attended with the "Take Action" winners from the last edition; Dave MacKillop, Suzanne Berky and Kim Van Vliet, you might want to compare these notes to your own.
See Andrew's notes...
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Getting Your Money's Worth
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 It started with sales training, then executive calling, then clarifying value...now the ultimate compliment "Without hesitation I can say that if you hire Brian, you will get your money's worth".
Recently, Kent Davidson, President of Advanta Design captured his reflections on working with Strategico for the past five years.
Read the portfolio and reference letter....
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Staying Ahead of the Sharks
 Wednesday, Nov 12th 2008
7:15 - 8:30 am
Blackfoot Inn
5940 Blackfoot Trail SE, Calgary
Canada's 1st
practitioner certified through the Blue Ocean Strategy Initiative
Centre and Strategico member, Rob Schmidt, has led his clients to grow revenues and create
market demand in excess of tens of millions of dollars. Robert's
experience has taken him to the executive suites and political
boardrooms across Canada, the United States, Southeast Asia and South
America.
One lucky newsletter recipient will join me as my guest (a value of $30) for breakfast on November12th by clicking on "Take Action" and entering in YOUR COMMENT OR QUESTION field your favourite breakfast food.
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Graphic Formats for MarCom Dummies
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You're only as good as the image you present. We know that image plays a role in how we market our products and services, and as marketing managers we take great pride in shaping the perception of our brands.
But there's one aspect of the image shaping that continues to stump the majority of marketing managers - graphic formats.
Jean St.Amand, Starting Marketing Quarterback of QB Marketing and member of Strategico felt so badly for poor MarCom dummies, he'd better explain why the graphic format we provide is rarely suitable for the task.
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Channel Development Workshop
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Wednesday, November 12, 2008,
Atlanta, GA
A one day
"bootcamp" designed and delivered by The York Group for technology manufacturers looking to
recruit, improve or expand their domestic and
international distribution channels.
The workshop provides expert guidance on:
· Reseller agreements
· Pricing,
discount and payment policies
· Market
segmentation strategies
· Building a profile of your ideal partners
· Developing
your revenue projections
· Avoiding
channel conflict
· Establishing reseller
support programs
· Creating an attractive value proposition
Each participating company receives the
entire channel program on CD, including worksheets,
templates and sample documents for every element. This
can save man-months of effort work in
creating a channel program or refining the
one you have already established.
This workshop has been delivered around the world to critical acclaim.
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Consultative Selling - Coaching Series
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4 Tuesday mornings
beginning November 18th, Calgary 7:30 - 10:00 AM
Your sales pitch is not working consistently. You're busy, but not as productive as you need to be. You'd like to hone your approach to prospects, and make better decision about which opportunities to pursue, but can't afford to
leave your territory for too long. We understand.
Our popular
Consultative Selling Workshop is delivered in four weekly, schedule-friendly
breakfast sessions. The next series kicks off November 18th, just in time to get you primed for the new selling year. As one insightful student said, "you have to eat anyway".
"Brian, you really opened my eyes in terms of asking questions and qualifying
customers, thanks for that. I use my new skills every day. "
- Blair Shunk, Inti Solutions Group
Review the coaching series program and registration..
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