Faced by a generation that grew up with the power of multiple technologies, how does the professional sales person connect with the Next Generation of Decision Makers?
4. 1999 2000s TV
2012+
<1990 1990s TV
Radio
Radio
Print
Telephone
Print
TV TV TV Direct Mail
Telephone
Radio Radio Radio Display
Direct Mail
Print Print Email
Print Display IM
Telephone Telephone
Telephone Email Websites
Direct Mail Direct Mail
IM Search
Direct Mail Display Display
Websites Banner Ads
Display Email Email Paid Search
Search
IM IM Landing Pages
Banner Ads
Websites Websites Micro Sites
Paid Search
Yahoo Search Search Video
Landing Pages Webinars
Banner Ads
Micro Sites Affiliate Marketing
Paid Search
Video SMS
Landing Pages
Webinars Mobile Email
Micro Sites Blogs
Affiliate Marketing
Video RSS
SMS
Webinars Podcasts
Mobile Email
Affiliate Marketing Wikis
Blogs Social Networks
RSS Behavioral Email
Podcasts Social Media Marketing
Wikis Widgets
Social Networks CMS/Open Source
Virtual Worlds
#SandlerTraining QR codes
Page flip catalogues
14. You Have To Be Where They Are!
LinkedIn?
Facebook?
Twitter?
Blogging?
A Web Page?
15. What About Networking?
SMART and SMARTER Goals
Prepare Your Foundation
Define Target
Emotionally Engage Your Network
5-10 Key Relationships
Join Strategically
Personal BOD
Interested and Interesting
Value Register at http://www.mygma.org
Design for Referrals
Follow Up
Track and Measure
Be Accountable to Your Program
16. Hand Shakes and Facetime
#1: Get 5-10 Key Relationships
It’s Not Who You Know, or Who Knows You,
BUT It’s Who You Know Knows.
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17. Hand Shakes and Facetime
#2: Join Strategic Organizations
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18. Hand Shakes and Facetime
#3: Be Interested and Interesting
Kip Blakely of TIMCO
19. Hand Shakes and Facetime
#4: Deliver Incredible Value
to your network.
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20. Hand Shakes and Facetime
#5: Follow Up: Consistently, Constantly
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21. Hand Shakes and Facetime
#BONUS: Remember -Be Digitally Present and Positioned
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22. Hand Shakes and Facetime
#BONUS: Remember -Be Present
Their Pain
Sales
Opportunity
Your Your
Presence Position
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