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Sales & Marketing
Conference
Building Skills of
Small Business Owners
and the people who
work for them
Monday, October 6, 2008
9:00 AM - 4:00 PM
8:00AM-8:45AM Check In
GTRI Conference Center
(Formerly GCATT)
250 14th Street, Atlanta GA
Georgia Tech, Midtown Atlanta
Next
door to Georgia Public Broadcasting
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The Program
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 Welcome
from SCORE National
Christine Banning
Vice President of Marketing and Communications
The SCORE Association
Christine
Banning is a marketing expert. She leads
strategic brand management, marketing,
marketing alliances and public relations and
communications for SCORE nationally. She has
successfully led SCORE’s digital marketing
strategy, reaching nearly three million
people each year. She speaks nationally on
branding, entrepreneurship, small business
identity, and marketing. Christine, who
received her graduate degree from The
American University in Washington, DC,
serves on the Board of Directors of Dress
for Success.
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Critical Marketing
Savvy You Need to Survive
Get the
Marketing Right
Marketing is eighty percent of business, and if you
don't get it right... there goes the business.
Build a platform for understanding your target market
segment and the necessary marketing strategy for your
business offering. The four "Ps" (Product, Price, Place,
and Promotion) in the right combination lowers your
marketing costs and increases your chances of success.
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Get the
target market you desire.
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Match
your product/service with the appropriate pricing
strategy.
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Link your product/service to the right market
outlets.
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Create promotions that sell.
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 Dr.
Joyce McGriff is
the president of Banner Marketing Information
Services, Inc. She has consulted with organizations on
advertising, marketing, and marketing research for over 25
years. She is also an accomplished qualitative focus group
moderator and has conducted well over 800 focus groups and
in-depth interviews for over forty corporate and small
business clients. Her service portfolio includes focus
groups, depth interviews, observational, ethnography,
concept and taste tests, retail site location, and more. Dr.
McGriff
is on the faculty in the Department of Business
Administration-Marketing at Southern Polytechnic State
University in Marietta. |
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Shameless
Self-Promotion Keeps You Top of Mind
Magnetic
Marketing: Getting Business to Come to You
The more
you market, the less you have to sell. Would you
like to end making cold calls and begin attracting new
business and making more money? This is a 3-part session presented by
experts
who will show you how
they use low- and no-cost Internet strategies to shamelessly
self-promote products or services.
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Do your own public relations
and get quoted in major
media.
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Boost your organic search
engine rankings so business finds you.
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Use social networking to build your reputation
and revenue.
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Peggy
Duncan
is a personal productivity expert and author of six
books on organization, time management, and technology tips
and tricks.
Learn
no-cost strategies that have placed her at the top of
Google's search engine's organic results for her training
expertise. And learn how she has
built a national reputation by landing interviews with major
media such as The TODAY show, The Wall Street Journal, The
New York Times, Entrepreneur, Self, O-The Oprah Magazine,
Black Enterprise, Real Simple, Fortune Small Business, and
more (www.PeggyDuncan.com).
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 JB
Brathwaite
is an Internet technology coach and broadcast email expert
and will show you how to use Web tools such as blogs,
widgets, blidgets, affiliate programs, and more to increase
your customer base and boost your productivity and profits
(2TheNextLevel.com). |
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Brent Leary is a technology industry analyst, advisor, speaker, radio host, and award-winning blogger. He
is co-founder and partner of CRM Essentials LLC, an Atlanta- based CRM advisory firm covering tools and strategies for improving business relationships.
Brent, a blogger for Inc. and Black Enterprise magazines, will show you how to use social networks to build your
business reputation and increase your bottom line
(www.crm2.typepad.com). |
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Sales Training Anyone
in Business Needs
Back to Basics: From
Connection to Close!
Sales can be a daunting process, even for seasoned
professionals. The key to successful selling is
understanding that sales is a process NOT an event.
Once you know the basics of the sales process, you
must work it consistently and persistently. And when
you focus on knowing the competition, differentiating yourself, and getting into the mind
of the customer, you sell more, more often!
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Learn the top 10 sales blunders and
how you can avoid them.
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Differentiate yourself with a
compelling USP (unique sales proposition).
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Refocus your efforts on the 7 steps
to great selling.
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Barbara
Giamanco
capped a corporate sales career at Microsoft,
where she led and trained sales teams and coached sales
executives, before establishing Talent Builders, Inc., in
2002. She has more than 25 years of experience in selling to
enterprise, mid-market, and retail accounts, and knows what
it’s like to walk in the shoes of the sales person. During
her career, her accounts have included American Express
Worldwide, Motorola, Best Buy, Circuit City, Anheuser-Busch,
Target, and Honeywell. Since establishing Talent Builders,
Barb has worked with organizations to build high performing
executive teams, develop leadership bench strength, build
sales capabilities, hire the right people the first time,
decrease turnover, and improve employee retention (www.talentbuildersinc.com). |
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Consultative
Sales
Skills You'll Use with Key Decision Makers
How to
Get People to Buy from You
The sales process for
selling tangible goods is different from selling
services and other intangibles. The business owner
(salesperson) must understand the customer's needs
and/or problems before a sale is made. Once this is
accomplished, you must demonstrate how your services
and/or products will solve the problem(s) or add to the
customer's profit or well being.
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Identify the market and
the customer.
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Probe to find the
customer’s problems and/or needs.
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Develop the right
solution and get the order.
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Jeffrey
Mesquita
BSIE MBA has spent over 25 years in sales and sales
management. He took on the challenge more than once to build
sales and service teams, and in one case, became the region
of the year in the first year of operation. With this
experience, he was hired to be on the faculty of the Keller
Graduate School of Management, conducting courses in sales
management. |
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All General Sessions So You Will
Not Miss Anything!
Photo Gallery from Previous Conferences
$69.00* Per
Person
Includes All Sessions, Lunch, Coffee Breaks
Space is Limited. This One-Day
Event Will Sell Out Fast!
*Advance Registration
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