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IT Lead Generation Seminar
and HOME STUDY COURSE!
Detailed
Agenda & Bonus Recordings!
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Session I
Why Your Marketing & Prospecting Got Harder and What you need to do to fix it.
Introduction and Seminar Overview - Alex Jarett
It's not just the recession -
First - the old school method of cold calling, networking and other field sales techniques don't work ENOUGH to fill your pipeline. i.e, it got harder and if this is all you are doing the numbers won't work. You'll run out of time.
Second, The Use of Thought Leadership such as whitepapers, presentations and other information content has been a recent staple of marketing plans. But there is so MUCH of this STUFF available now your content has to really stand out to succeed and there is one big problem that always destroys the effectiveness of these campaigns.
In this session we'll
* Review the key trends that have brought us up to this point
* Explain the one reason why most Content Marketing programs fail
* Provide an introductory overview of the Pipeline Growth Blueprint
* Provide my unique formula for you to build your Blueprint
* Show you the exact blueprint we use at the Club
* Review what we'll cover during the day so you can develop your own blueprint.
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Session II: Step One: How the Representative Must change to succeed.
Why the age old "hunter" model doesn't work and what transformation the sales respresentative in the field MUST make to succeeed in today's market.
Session III
STEP Two: Know Your Customer and their issues!
Inside the Head of the CIO and Senior IT Executive - Part 1 - Alex Jarett
If you don't understand your customer, then it's game over. The Second step in building your Blueprint is to know your customer.
Prior to launching the IT Leaders Circle I interviewed 65 senior IT executives to learn what keeps them up at night. In this short preview to our IT Executive Panel I'll share the results so you know what their key issues REALLY are. Plus we'll review how to create your own profile of key issues.
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Session IV
STEP Three: Craft Your Message to create REAL differentiation and attract customers!
Creating your message and message match to your audience is critical to your success. In this important session we'll review how to create a Unique Selling Proposition that works. We'll discuss why you need your own USP, as well as your company and product or service line that you represent.
I'll also introduce the dual concept of the USP and Touchstone and how you need to add it to your message and why!
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Session V
STEP Four: Media Part One
Everyone wants to jump to media. Whether is social media or the "new"use of direct mail, all my clients want to start here. But you will start after you have crafted your unique message.
Now that you've identified your customer and crafted your message, it's time to design the lead generation process specific to YOUR BUSINESS. This step is KEY to building the funnel that keeps working for you and the secret to creating true leverage in your business is to properly and consistently send the RIGHT type of message using the right media!
Your blueprint will help you build a LONG TERM pipeline where you are getting a constrant stream of prospects.
* Why you should immediately STOP selling your product or service
* Moving from a one step to multi-step lead engine
* Explain what an irresistible offer is and why you must create at least one!
* How to pick the right media to launch your new lead generation engine.
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Session VI.
Step FIVE: Media Part Two:
Now that you layed the foundation for your community it's time to crank it up! Included in this discussion will be:
* The role of social media in your Pipeline Growth Blueprint
* The number one strategy to stay connected to your list so they feel like they are part of a community.
* How to Craft the right type of offer to convert them
* Which media you should use to solidify your Pipeline Growth blueprint.
* What one strategy you must deploy with EVERY effort you make.
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Session VII.
Step SIX: Managing Your List (!):
This session is vital and MUST be studied.
Other than the change in the rep (Session 2), This session is the MOST important segment and you ignore the lessons here at your peril.
We'll review:
* The importance of your list and why you must commit to it.
* The different kind of lists you must create.
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The role of social media in your Pipeline Growth Blueprint
* How to make your members of your list feel like they are part of a community and not just a sales list!
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Session VIII
FINAL STEP: ACTION PLAN TO DEVELOPING YOUR PERSONAL PIPELINE GROWTH BLUEPRINT
You now have the strategies you need to succeed.
But the difference between success and failure is actually doing the work! In this final segment we'll identify the next steps you need to take to create and implement your personal Pipeline Growth Blueprint that is designed specifically for your market and you can count on. |
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Bonus Recording 1 - You will receive this as part of your Home Study Course!
Know Your Customer, Part 2: IT Executive Panel
Understanding Your Customer and How to Meet, Convert, Service and Keep Them!
A MUST attend session. Join senior IT executives who will share secrets on how to get through the noise and past their defenses. If you don't know your customer, you'll never succeed with this impossibly tough marketing.
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John Nootens, Director of Networking Systems at the American Medical Association, is a 30-year IT veteran. He has hands-on experience in every area of IT and has managed most. John has worked through the evolution of IT from mainframes to PCs and LANs to wide area networks and clouds, and has gained technical experience with concentrations in networking, security, performance and capacity planning and high availability technologies. |
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Sufel Barkat, Global Finance ERP Executive, GE Healthcare IT, has more than 20 years' experience in the healthcare, hospitality, pharmaceuticals, services, technology, consulting, and manufacturing industries. He has directed global outsourcing, centralization/consolidation, and cloud computing strategies, and has formulated financial and quality strategies, policies, and procedures. He has developed world-class business and supplier relationships to achieve budget and schedule goals. He has developed Global ERP, BI and Shared Service strategies. |
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Adam Diab, Director of Contract & Solution Delivery Management at SIRVA, Inc., directs technology planning, budgeting, PMO, vendor management, and support of all technology assets. Previously, he was a Principal / Senior Consultant at Affiliated Computer Services and Analysts International for 20 years, assisting JP Morgan Chase, Motorola, McDonalds, US Bank, and ConAgra in technology planning and assimilation. |
Bonus Session 2 - You will get this special recording as part of your Home study program!
Keynote Panel: What's Working Now
Interviews with Sales and Marketing Pros who have learned how to grow their pipelines and HOW THEY DO IT!
Join Senior Technology Field Marketing and Sales professionals who are constantly making their numbers. Learn what it really takes to succeed in today's market. |
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Kathie Topel, author of POWERSHIP and Vice President of Impact Insight, a part of SPR Companies, has worked with companies like Kraft Foods, Oscar Meyer and Entenmanns Bakery to achieve maximum operational efficiency. Her expertise in corporate organizational change allows her to develop strategies that provide financial balance, strategic growth and company-wide motivation within the IT, consulting, manufacturing, logistics and supply chain industries. Topel regularly speaks to industry groups on employee growth, leadership and motivation.
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Tom Weaver, General Manager, Computer Aid.
Tom will share how his company created a private association as a front end to develop a community of thousands! |
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Coley Perry, Co-Founder and Vice President, Get Me The Right Job!
Coley is responsible for Product/Service Development, Sales and Marketing Strategy and overall execution of the strategy including people, process and technology. He is a 15 year sales and marketing veteran with experience in and around the intersection of sales, marketing, change management, technology and business process. He has built sales teams, go-to-market strategies, demand generation engines and sustainable revenue streams. Currently his passion is focused on the convergence of sales, marketing and technology. He holds a masters degree from Northwestern University but learned the most from The "Second City" Training Center in Chicago where he studied the Art of Improv.
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Special BONUS Webcast Report: You will receive this as a 3rd bonus with your home study course!
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How to Improve the Performance of your Thought Leadership Presentations and whitepapers so they attract customers!
For the past 11 year's I've watched every presentation ever given at our Club seminars and read EVERY feedback form from our IT members and attendees. I know what works, what fails and how to hit a home run.
Based upon this unique vantage point, I've been able to develop a list of key strategies and tactics you must include in your thought leadership presentations to get results!
Get people out of the seats and to your booth! This techniques will help you do it!
Works for both presentations and whitepapers!
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