It does not matter how eloquent, persuasive, good-looking, or charismatic you are if you never get the chance to position yourself in front of a prospect—whether in-person or over the phone—to determine if there is a relationship worth pursuing. In most environments, we find that upward of 75% of the total selling effort required is consumed getting the first appointment. This web seminar will discuss an area where sales professionals can dramatically improve their ability to get in front of prospects: appointment setting.
Archived ReadyTalk Webinars
Missed a recent webinar? Want to review the content from a past session? Check out the ReadyTalk Webinar Series archives for recordings of past events. Access to the archives is free and a great way to review session tips or check out webinars that you missed.
Townsend Wardlaw is the Founder and CEO of Three Value Logic Sales Institute. He brings a strong track record of sales leadership with Fortune 500 companies such as AT&T, Lucent, and Avaya.
Townsend has initiated and managed channel relationships with application partners as well as consulting and services organizations including Qwest, Accenture, AT&T Solutions, EDS, Andersen Consulting, and Siebel Systems.
Wrapping your prospects' business cards in rubber bands is not a strategy. Join Craig Harrell as he teaches us how to cultivate new relationships and generate incremental revenue as prospects become customers. You will learn how to build a lead nurturing system for those prospects not yet ready to purchase by using handwritten notes, voicemails and short email messages. We'll discuss creative and effective ways to:
- Leverage your contacts residing in Outlook, Customer Relationship Management systems(CRM), Sales Force Automation systems(SFA), Contact Management Systems (CMS) and Excel lists
- Initiate new conversations with prospects
- Jump start stalled sales cycles
- Reconnect with inactive clients.
Craig Harrell, President of Rainmaker Marketing, has over 25 years of experience in sales, marketing and business development; both on the strategic and tactical level. His experience spans many different industries and markets including hardware, software, hospitality and services. Areas of expertise include prospecting systems, C-level sales, email campaigns, 1:1 marketing, database marketing and Customer Relationship Marketing (CRM) solutions. His sales training includes Solution Selling, Strategic Selling, Buyer Focused Selling and SPIN selling. His entire career has been marked by performance-based pay. He has a degree in Marketing from the University of Central Florida.
Join Chris Onan, Managing Director of Appian Ventures, as he reviews financing options available to your business. What kind of funding is appropriate for your venture? Which investors should you approach? Chris will guide you through a range of funding options available to you. Learn what materials you should bring to approach investors, and how to make them professional in nature. You'll come away with great tips, dos and don'ts when obtaining capital.
Chris Onan has extensive venture capital experience and enjoys working with entrepreneurial management teams to help sharpen their product definition and their marketing and financial strategies. Chris represents Appian on the board of directors of Tendril and Auctionpay and is a board observer of Thought Equity Motion.
Previously, Chris spent five years as an associate with Wolf Ventures and Roser Ventures, where he had the privilege of working with companies such as: Broadbus Technologies (acquired by Motorola), NextAction Corporation, and Peregrine Semiconductor. Prior to locating to Colorado, he worked as an associate with LEK Consulting, an international strategy consulting boutique.
Chris speaks frequently on entrepreneurial finance at both Denver University's Daniels College of Business and the Leeds College of Business at the University of Colorado, Boulder. He also serves on the board of directors of the Colorado Venture Capital Association. In addition, Chris works actively with the When I Grow Up Foundation and is Northwestern University's alumni admissions council leader for Colorado.
Originally from Minnesota, Chris received a B.A. in Economics from Northwestern University, where he graduated Phi Beta Kappa.
Targeted Tactics® is a management tool that was specifically developed for today's managers who are often left to figure out how to achieve their organization's goals and objectives without the benefit of meaningful direction. It provides a definitive process for working through the myriad of considerations necessary to achieve success, and at the same time it challenges management to employ the disciplined process provided as part of their ongoing planning and budgeting efforts. Not only does the book openly criticize the current practice of "score keeping" but it constructively suggests replacing it with more active "participation."
ReadyTalk participants will have the opportunity to learn the critical components of the Targeted Tactics® Program, giving them a deeper insight into the tactical planning process. This management tool has proven successful in start-up environments, transitioning companies, and Fortune 100 Corporations. Strategy can only be executed if meaningful tactics are defined and integrated. Taking the time to understand the critical steps necessary to define these requirements will enable the listener to recognize, and implement, what is needed for success.
William R. ($Bill) Cobb is a successful Fortune 100 Executive who wanted to apply his life's learning and experience to help evolving organizations grow and succeed. Bill has held various management assignments throughout his career, which include the roles of VP & General Manager for a billion dollar division of a Fortune 50 Company and President & CEO of technology start-up companies. Throughout his career, Bill has always grown operating revenues at rates that exceeded the industry norms, acquiring the nickname "$ Bill." He attributes this to his disciplined approach that he inserted into the annual planning and budgeting cycle that connected the actions taken, and the resources applied, to the markets and customers he served. He founded Targeted Tactics® in 2006 as a means to share this knowledge and his experience with developing businesses and to encourage established organizations to adopt and implement an integrated marketing approach. He is the author of "Targeted Tactics," (Transforming Strategy into Measurable Results), the astonishing new business book that provides an in-depth approach to address the gap between strategy and execution.
Have you ever wondered if you're focusing on the right stuff? Or if you've developed a strategic plan that is taking your organization down the correct path? While nothing in life is certain, you can take some of the uncertainty out of strategic activities. Join Erica Olsen, co-founder and VP of Marketing for M3 Planning, as she shares a series of strategy frameworks and best practices you can use as you look towards 2008. As a bonus, Erica will also share some megatrends you don't want to ignore and how you can take advantage of them in your organization.
Erica Olsen is the founder and Vice President of M3 Planning, Inc, a strategic planning firm that works with growth-oriented organizations to develop and execute their strategies. Erica holds a BA in Communications and an MBA in International Management from Thunderbird.
Her clients include Miller Heiman, EDAWN, Hallelujah Acres, Austin Radiological Association, Northern Nevada Business Weekly, Washoe County and University of Phoenix. On her way to becoming a serial entrepreneur, M3 Planning is the fourth business she has helped found.
Under her guidance, M3 launched a web-based strategic planning system called MyStrategicPlan.com. With her online strategic planning system, any organization, regardless of size and budget, can build a plan in a matter of weeks (or even days). MyStrategicPlan is just one of several online strategic planning systems developed by Erica’s company M3 Planning. Through M3 Planning’s online client base and onsite strategic planning facilitation work, Erica has developed and reviewed hundreds of strategic plans for organizations across the country.
Most recently, she authored Strategic Planning For Dummies as part of the For Dummies series. In addition to Strategic Planning For Dummies, she has co-authored Strategic Planning Made Easy: A Practical Guide to Growth and Profitability and contributes regular columns to local, regional and national business publications.
She’s frequently tapped to lecture at the University of Nevada, Reno and the University of Phoenix in Reno on management and planning topics. She hosts workshops and has spoken at conferences nationwide.
Who are the Influencers? You know them: the person who always has the best recommendation for restaurants, music, books—whatever they are passionate about. Influencer Marketing techniques are based on the concepts of customer satisfaction, two-way dialog and transparent communications.
Ted Wright, founder of Fizz, will share his expertise in word of mouth marketing. He’ll share the nuances of reaching influencers and how you can leverage this marketing phenomenon to boost your organization’s success.
Ted Wright is the founder of Fizz, a full service word of mouth agency focused on the beverage and video game markets. Ted is a charter member of WOMMA (Word of Mouth Marketing Association), and active commentator on word of mouth and beverage marketing for a variety of publications and television networks. During the last six years Ted and his team have enjoyed creating successful word of mouth campaigns for such clients as Pabst Blue Ribbon, Tiger Beer, Zuidam Gin, VeeV Spirits, Aguila and a variety of Pernod Ricard brands. Fizz’s 2007 expansion into video games netted projects with Rock Star Games and Sony while allowing its beverage clients greater involvement with their target markets.
When not at work, Ted serves on the University of Chicago’s Graduate School of Business alumni association and enjoys creating puppet shows for his five year old son Abbott.
You have a successful podcast up and running, and now you want to start making some money from it. But how? What are the ways you can insert audio and video ads into your podcast without alienating your audience? And how should you get it done—do it yourself or use a third-party advertising sales and insertion company? What will you give up in terms of control, content and revenue when you use a third-party? But advertising isn't the only way to make money. Sponsorships, product placements, website banners, PayPal donations, secure subscription feeds, affiliate marketing agreements, pay-per-click—these are many ways you can monetize your podcast. Join Rob Simon, president and founder of BurstMarketing, as he shares his insights and expertise with us.
Rob Simon is the founder and president of BurstMarketing, a podcast publishing company that creates, distributes and promotes audio and video podcasts that burst across the new distribution network of portable media devices, from iPods to laptops to cell phones. Rob is a published author and a frequent speaker on new media.
A frequent complaint about the strategic planning process is that it produces a document that ends up collecting dust on a shelf—the organization ignores the precious information depicted in the document. How can you make sure that your hard planning work will produce results?
Join Debra Thompson, President of Strategy Solutions, Inc, as she shares twelve practical guidelines for rallying your teams toward strong execution of your new strategic plan.
Debra Thompson is President of Strategy Solutions, Inc., a firm that provides strategic planning, market research, facilitation and training services to organizations and communities who want to grow and thrive. Among services to both for-profit and non-profit organizations, her major accomplishments include facilitating local and regional economic development strategic planning initiatives, visioning & planning processes for government consolidations, health care systems and joint ventures, as well as business turnarounds.
Chosen as one of Pennsylvania's Best 50 Women in Business, 2001, she was honored as one of Erie's "Dynamic Dozen" Women Making History in 2003. Recently, Debra was selected as a finalist for the Stevie International Women in Business Award, Technology Innovator category, 2006.
Sometime soon, your Eye-Q is going to be tested. It could happen when new pages are added to your website, when the next issue of your newsletter is assembled, or when you run your next ad. Whatever the reason, when someone puts a prospective piece of public communication under your nose and asks, "What do you think?" your Eye-Q is on the firing line. And when these moments of judgment invariably arrive, how much expertise do you bring to bear? How confident are you in your ability to distinguish between designs that will attract attention versus those that could drive it away? In short: just how smart are your eyes?
Join Andy Goodman and R. Christine Hershey, co-creators of Why Bad Ads Happen to Good Causes and Why Bad Presentations Happen to Good Causes for a lively one-hour crash course in graphic design. Learn the fundamentals of good design and help your organization present a smarter look to people who should be looking at you.
A communication consultant, author and trainer based in Los Angeles, Andy Goodman specializes in helping nonprofits, foundations, government agencies and educational institutions reach more people more effectively. As a nationally-recognized public speaker, Andy regularly delivers presentations including, "The Four Connecting Points," "Storytelling as Best Practice," "Why Bad Ads Happen to Good Causes", and "Dramatically Better Meetings". He publishes a monthly newsletter, Free-Range Thinking, that profiles best practices in public interest communications and is author of the books Why Bad Ads Happen to Good Causes and Why Bad Presentations Happen to Good Causes. Andy was recently selected by Al Gore to train 1,000 volunteers who will deliver presentations on global warming around the U.S. in 2007.
R. Christine Hershey is the founder and catalyst for Hershey|Cause, guiding its overall strategic and creative vision. Passionate about "Communications for Good", she consults regularly with CEOs and senior executives throughout the country, advising on positioning, identity and strategy. Her experience in both the corporate and philanthropic sectors includes such Fortune 500 companies as Disney, Wells Fargo, and AT&T (Cingular) as well as the World Health Organization, the Institute of Medicine and The Nature Conservancy.
As an author and expert, Chris' work has appeared in the Stanford Social Innovation Review, The New York Times and The Chronicle of Philanthropy. As a publisher of Why Bad Ads Happen to Good Causes and Why Bad Presentations Happen to Good Causes, Chris has helped educate the philanthropic sector regarding best practices. Her first book, the Communications Toolkit, published in 2005, has been distributed in all 50 states, 24 countries and across six continents.
Mike will be presenting the power of networking in a combined on-line and off-line strategy. He will bring to the group little known and highly powerful elements of making the most of networking events, getting results from on-line networking (such as LinkedIn) and the tremendous power of the combination of the two. Mike has held over 125 networking events and 35 LinkedIn Workshops and Web Seminars playing to an audience of over 12,000 in the 4 years Integrated Alliances has been operating.
Mike O'Neil is the epitome of a go-getter. As a tech consultant and business strategist, Mike creatively arranged private networking events to promote his services and link various tech organizations together to grow his clients' businesses. Mike steadily created a vast network of service providers and other B2B organizations and began to develop the powerful networking events which focused on the core mission of what would become Integrated Alliances: a venture to bring people and business together in a vibrant atmosphere.
Subsequently in November of 2003, Mike founded Integrated Alliances, LLC to serve that niche as a business networking and events company. Originally formed to include the Telecom and Internet industries, IA has grown to include other sectors such as web development, hosting, marketing and other business services. Today, IA has a network of over 7,500 business professionals and is recognized as one of the fastest growing business and technology networking events companies in Colorado.
When he's not networking, Mike's passion is spending time with his energetic 8 year old son, Brendan. Mike also enjoys live music and classic automobiles like his old Z-28, Mustang convertible and Shelby GT500.