Complete Story
10/11/2024
016. Marketing Makeover: How to Fix Your Marketing and Drive More Revenue to Your Business . How to Become a Stronger Coach and Leader of Your Sales Team (morning)
Instructor: Jamie Turner
Level of Complexity: Intermediate/Advanced
9:00 AM - 12:00 PM
Several years ago, Williams-Sonoma introduced a bread maker for $275. When sales of the bread maker didn’t take off, they introduced a second bread maker that was slightly better than the $275 bread maker … but they charged $550 for it. What happened after they introduced the $550 bread maker? Sales of the $275 bread maker went through the roof. This happened because Williams-Sonoma knew about Relative Pricing which is a way to help consumers re-frame how they think about the cost of products. Bottom Line: Consumers behave in ways that are sometimes surprising. And businesses that understand these behaviors outperform their competitors. In this fun, engaging, action-oriented speech, internationally recognized author, professor, and CNN contributor Jamie Turner will take everything you know about marketing and turn it on its head. This is a top-to-bottom look at consumer behavior, insight development, and strategic thinking. You won’t learn about simple tactics in this session. Instead, you’ll learn how to re-wire your brain so that you can be more innovative, fresh, and inventive when you develop your next marketing campaign.
Learning Objectives:
- How to Think Backwards: New problems can’t be solved with old solutions. By thinking backwards, you can arrive at new, surprising solutions.
- Consumer Behavior: Consumers behave in funny ways. In this speech, attendees learn how to use those behaviors to improve marketing results.
- Neuroscience: Neuroscience helps us re-frame how we think about consumers. Understanding neuroscience is a marketer’s secret weapon.
Bookstore
Selling Through Tough Times
Paul Reilly
As a sales professional, you know that it’s harder to sell in tough times―whether it’s a recession, industry-wide challenge, or global pandemic. You may also have noticed that some salespeople and managers not only survive but thrive through tough times. How do they do it? What do they do to thrive through adversity?
Paul Reilly explains it all in Selling Through Tough Times: Customers buy differently in tough times, so salespeople need to sell differently in tough times. In this eye-opening and indispensable guide, he shows how to develop the right mindset and adapt your skills to prevail in even the most challenging selling climate. His plan includes both immediate, hands-on action plans (including six Daily Mental Flex activities) as well as longer-range strategies to ensure you (and your team) never get caught on the back foot again.
While the principles of selling are constant, Reilly demonstrates how changing your tactics in tough times will not only help you through current difficulties but help you emerge stronger. You’ll discover how to redefine value in customer terms, reposition products and services, and how employ different persuasion tactics. You’ll also learn how to select and pursue the right opportunities, win more deals, and―crucially―protect profit by embracing the “tough timers” mental attitude.
Tough times are inevitable and often unpredictable. But in Selling Through Tough Times, you’ll find the tools and mindset you need to power through them―and come out on top.
Visit www.ToughTimer.com and complete the 30-Day Tough-Timer Challenge.
