Seminars
For companies selling complex products, services represent a critical
proportion of revenues and profits. Running the gamut from installation and data
conversion to training and maintenance, an array of service possibilities are a
practically inseparable part of the value equation. And yet, many vendors are
decidedly unsophisticated in their approach to the services sale.
If you offer services as a part
of your solution, this session is for you. Attend and you will learn how and
when during the sales cycle to begin the services sale. We’ll cover how to
decide which business model – existing reps, a dedicated services sales team, or
relying on professional services staff – is right for your particular situation.
Finally, you will learn how to package services and how to maximize
profitability using tiered offerings.
How do you make sure that your web site works for you, and is not wasting
valuable time and draining your resources? What are the fundamentals of
marketing on the Internet? In this engaging and informative session you will
learn the powerful, proven tools that successful companies use to execute their
marketing strategies and reach their sales goals using the Internet.
In this seminar, lead generation expert Robin Johnston will teach you:
- How to create a web site strategy that works
- Low-cost techniques to drive web site traffic
- How to build one-to-one customer relationships
- Techniques for tracking the effectiveness of online marketing tactics
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Are you being pulled in every direction by reps who beg for permission to
give on-site demos to every prospect who asks? Are you frustrated by the endless
stream of “looky-loo” prospects who demand demos but never buy?
The solution to these money-pit travel requests is easier than you think.
Just say “No!”
The old rule book has gone out the window in today’s cost-sensitive business
environment. In the vast majority of cases, it’s simply not necessary to travel
until the last very stages of the deal. In fact, many buyers may never need
to meet you in person... ever!
In this seminar, lead generation expert
Robin Johnston will teach you:
- A tried and tested process for selling over the telephone
- Ways to manage prospects’ expectations about your reps’ travel
- How to test and systematically refine a tele-sales script
- The importance of verticalization
- Exactly what tools your sales force needs to have, in order to sell
remotely
- How to cut costs and increase profitability by virtually eliminating
pre-sales on-site visits
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B2B sales is tough. And in today's economic environment, sales reps and
managers alike have their work cut out for them. Decision-makers are hard to pin
down, busy execs don't return phone calls, and competitors are craftier than
ever before. In some cases these things are easily solved. In others it's just
not worth it. You don't have the energy anymore, and the passion is gone. Bottom
line: It's time to call it quits.
This session is a must-attend if you are an owner or sales manager ready to
throw in the towel. From ineffective hiring and training to inadequate sales
support and compensation, you'll learn how to create an environment your reps
will hate. We'll also show you how to put such a wall between sales and
marketing that failure is practically guaranteed!
Attend and learn how to disengage a sales team, drag sales revenues all the
way down to zero, and dampen any and all hope for a recovery.
Please remember: if you're the last person to leave the building, it's your
responsibility to turn off the lights.
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Most people want to help people. They really do. And this fact forms the
basis for one of the most powerful and yet consistently under-utilized business
development practices: Referral Marketing.
Referred customers tend to be more loyal than customers that come to us
from other sources. They also tend to make decisions more quickly, negotiate
less, and buy more often and in larger quantities than other customers. Just as
importantly, they tend to give more referrals!
In this seminar, you will learn how to:
- Differentiate between three types of referrals
- Understand the value you've got to offer customers
- Coach your "apostles": those existing customers and colleagues who can refer
business your way
- Provide referral tools to make it easier for people to refer to you
- Call on people to whom you are referred
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A continuous stream of new business is just as important to smaller firms as
it is to industry giants. And yet, many small sales organizations struggle to
create and manage a healthy sales pipeline. Some may invest in sales training,
but precious few know how to systematically attract hot prospects or keep warm
ones around long enough to win their business.
In this seminar you will learn to create the sales & marketing machinery that
keeps the revenue engine running. You'll learn why business development is
easier if you break the sales process into two key steps.
In this workshop, lead generation expert Robin Johnston will teach you:
- How to create a marketing message that resonates with your prospects
- Why you want your prospects to "raise their hand" for permission to do
business with you
- How to move a deal from lead to referral
- What to measure and analyze in your business development performance in
order to systematically improve results
Note: Order your copy of the
Lead Generation Handbook today to find out how to implement the MACM
Business Development Model in your business.
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Have you ever done something to “fix” one problem only to have something else
emerge as an even greater challenge? Do you often wonder how to make the
greatest impact in the least amount of time?
Whether you’re developing corporate strategy, planning a marketing campaign,
trying to engage stakeholders, or hoping to understand and influence office
politics, Systems Thinking is a tool you can use. Systems Thinking helps you
understand relationships so that you can make good decisions more consistently,
predict the impact of your actions before they are implemented, and avoid
short-term thinking that can create long-term problems.
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Learn how to build a more profitable business by introducing a customer
rewards program for your customers. Loyal customers are easier to serve, willing
to pay more, and create referrals for additional, also-profitable customers.
In this session you will learn how to set up a low-cost reward program that
will help you retain your best customers and encourage them to spend more money,
more often. Find out how to calculate the value of a customer, how to maximize
your earnings, and how you can begin to put a powerful rewards program in place
right now!
In this seminar, lead generation expert Robin Johnston will teach you:
- Why it pays to develop the rewards mindset
- How to calculate customer lifetime value
- Different types of programs for different types of businesses
- Creating a rewards program action plan
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Does the thought of being stuck in a room full of strangers strike fear into
your heart? If it does, you're just like most people. Meeting and
speaking to strangers - whether in small groups or to larger audiences -
continues to rank number one on the list of greatest fears. Still,
well-developed networking skills are essential to business and professional
effectiveness.
In this program you will learn how to:
- Build and maintain a strong network
- Create an elevator pitch to position yourself solidly in the minds of new
contacts
- Make valuable contacts quickly at meetings and events
- Join into an existing conversation (even if the group is all strangers!)
- Remember names more effectively
- Establish rapport that opens the door for future contact
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How do the best public sector organizations treat their customers? With tight
budgets and few opportunities to add new staff, departments are under increasing
pressure to achieve more with fewer resources. High customer satisfaction can
help! Satisfied customers require less handholding than do other customers. In
addition, highly satisfied customers are more forgiving when delays and errors
do occur. In this informative session you will learn powerful techniques for
creating satisfied customers and improving department performance while adding
to your know-how and employability.
In this seminar, Robin Johnston will teach you:
- How to determine what customers really want
- Ways to defuse volatile customer situations
- Turning upset customers into permanent advocates
- Simple methods of monitoring and improving on customer satisfaction
scores
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In the years since Michael Hammer and James Champy literally wrote the book
on "Reengineering the Corporation," much progress has been made in how
businesses of all sizes review and improve their operations.
In this session you will learn the difference between some of the most
popular business process improvement methodologies, and understand how to
determine which one to use in various situations. You will learn the components
of planning an improvement project as well as the steps used in installing an
improved process.
In this workshop you will learn:
- Reengineering, continuous improvement or benchmarking: which is right
for your business?
- Identifying and improving core, management, and enabling processes
- How to develop process maps
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Many new development officers wonder where to start first, when building an
annual campaign from scratch. (Often, some of us who have been around the block
could use some help!) This session introduces a framework for
building a campaign to fit the culture and resources available at your
organization.
In this workshop you will learn:
- How to identify donor constituencies who may give to your organization
- Tried and true fundamentals of the annual campaign
- How to develop a campaign plan
- Ideas for securing major gifts, engaging your organization's staff, and
involving donors from within your broader community
- A system for tracking progress and measuring results
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Oftentimes, what works at one organization just will not work at others. This
unique session guarantees that you will come away with several ideas that will
work for you. In sixty minutes, you will receive a brief synopsis of 30
successful fundraising ideas from development professionals at nonprofit
organizations across the nation.
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Robin Johnston motivates a wide range of audiences!
Click here
to view his list of esteemed clients
who have benefited from his seminars,
workshops and keynote addresses.
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