Al Strauss
Sales Concepts

In nearly 22 years of training, coaching and developing thousands of sales people, from hundreds of different companies and industries, Al has discovered that amazingly most, if not all, of those sales people, who are genuinely trying to improve and learn to sell more, are making the same very few, but unfortunately very common, and clearly completely unknown, mistakes. Al will detail which mistakes those most often are and how to adjust and adapt your process to avoid falling into those avoidable bad habits. Al is known for his real world, common sense, approach and especially for his great stories. Listeners are consistently surprised how, after a session with Al, they are able to view their own world from an entirely different perspective. Come and learn from an industry leader.



SME-U Workshop Series made possible by:


SME-U workshops are held 7:45 – 9:00 a.m. the second week of every month.
SME-U workshops are held at 6200 Oak Tree Boulevard, Independence, Ohio 44131

Members $10, Non-member $20. Reservations are required.

Validating Your Marketing Strategy...The 2009 way...

Kristy Amy
OnMark Solutions

1. Do people really want or look for your "stuff?"




• Key phrase research - How can information on people's web searches help you develop marketing strategy?




2. What do people call your stuff?




• You call it a "widget" but your prospective customers call it a "gadget"? How can you find out if your language matches your prospective customers?


• More on using the search engine data for developing your market positioning.




3. Which "stuff" do people value or are most interested in from your product and service line?




• Website analytics - How can what people do on your website provide you insight as to unmet needs, other product niches, marketing messages, etc.


• An example of how one company's website analysis helped expand what was a small market segment for them.




4. Validating your products with current customers




• How email marketing can tell you more information about your customer's interests




5. Other sources for info gathering




• Visitor track, jigsaw, linkedin… What role can business networking sites and tools play with your marketing strategy?

SME-U Workshop Series made possible by:


SME-U workshops are held 7:45 – 9:00 a.m. the second week of every month.
SME-U workshops are held at 6200 Oak Tree Boulevard, Independence, Ohio 44131

Members $10, Non-member $20. Reservations are required.

Marvin Montgomery
Marvin Montgomery & Associates

Learn how to protect your profits by selling value not price. Marvin Montgomery “THE MARVINIZER” who is an Author and Keynote Speaker will share four specific ways to overcome your customers price objections. During this workshop you will learn:

1. How to surface any price concerns (price conditioning) during your assessment.


2. How to clarify and isolate the real issue.


3. How to provide the customer with options and alternatives


4. How to justify and adjustment not discount.

This is not the same old boring sales presentation. Anyone that has heard “THE MARVINIZER” or participated in his customized training programs praise him, describing his unique approach as “Motivation with Substance”.

Come out on March 10th and GET MARVINIZED!


SME-U Workshop Series made possible by:


SME-U workshops are held 7:45 – 9:00 a.m. the second week of every month.
SME-U workshops are held at 6200 Oak Tree Boulevard, Independence, Ohio 44131

Members $10, Non-member $20. Reservations are required.

Donna Rae Smith
BrightSide

More information for this workshop is coming soon.

SME-U Workshop Series made possible by:


SME-U workshops are held 7:45 – 9:00 a.m. the second week of every month.
SME-U workshops are held at 6200 Oak Tree Boulevard, Independence, Ohio 44131

Members $10, Non-member $20. Reservations are required.

Why Some Salespeople Connect with Senior Executive & others fail

Marc Miller
Sogistics, Inc.

At this workshop, you’ll learn how to engage a senior level person in a meaningful conversation that transcends product value. The goal is to arouse curiosity, often for new categories of offerings or "total solutions." If you're reading this, you're stuck at mid-level relationships with people and have difficulty accessing & engaging sr. people who can make big bet type decisions. This talk is for you. Sales Management & VP Sales should also consider attending if they are struggling with trying to get their salespeople to engage the C-level on a more frequent & effective basis.

SME-U Workshop Series made possible by:


SME-U workshops are held 7:45 – 9:00 a.m. the second week of every month.
SME-U workshops are held at 6200 Oak Tree Boulevard, Independence, Ohio 44131

Members $10, Non-member $20. Reservations are required.