Seven Fast-Acting Methods to Drive B2B Revenue Now

Presenter: John Coe
Broadcast on Thursday, May 14, 2009 12pm Eastern
Duration: 90 minutes
Cost: $129

   

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There is no debate today, B2B marketers must focus on achieving results now — not next year, but NOW — even with fewer resources.

How do you jump-start overall sales and marketing productivity? You need to accelerate your organization's ability to generate quality leads, convert sales, and drive customer retention.

Led by B2B marketing veteran John Coe, this 90-minute seminar should give you valuable ideas for achieving those goals.

You Will Learn

• How to breathe new life into old leads
• How a sales coverage model can help you mine your existing customer base for valuable leads
• How to harden up your offer strategies with the right quality/quantity balance
• How to find hot prospects with better screening and search inquiries
• Ways you can team with sales to help drive home that important first purchase
• Tips for using social media to listen to customers, then act
• Six steps to drive customer retention and loyalty

Who Should Attend

Any marketing executive or sales manager who is now being pressed to support sales in ways they never envisioned or have done in the past.

About The Presenter

John Coe is President and Founder of The Sales & Marketing Institute, a B2B consulting, training and education firm specializing in the integration of direct and database marketing with field sales to produce greater sales and marketing productivity.

John has led a dual life. The first life was on the client side in sales and marketing primarily in the chemical and plastics industry. He started at BF Goodrich Chemical as a Product Manager and then joined Quaker Oats Chemical Division in sales rising to National Sales Manager in five years. He then joined Samuel Bingham as Vice President of Sales and Marketing.

In 1980, John then discovered direct marketing as a sales productivity tool, and began his second life when he founded Integrated Target Marketing, a Chicago based direct marketing agency. In ten years the agency grew to be one of the top 50 direct marketing agencies in the US. In 1994 he joined IBM as National Campaign Manager, and had oversight responsibility for all North American direct marketing campaigns, agency relationships, production and fulfillment. In 1997 he then joined Rapp Collins Worldwide as Sr. Vice President, Director of Business Marketing where he was responsible for overseeing the B2B clients in North America. In early 2000 The Sales & Marketing Institute was founded, but in 2006 John became president of Protocol B2B before returning to SMI in 2008.

John is very well known in the B2B database and direct marketing world and has given over 425 seminars and presentations at industry conferences both in the US and internationally. His book from McGraw-Hill, The Fundamentals of B2B Sales and Marketing, now in its second printing. In 2007 he was chosen one of the Who’s Who in B2B by B@B Magazine.

What Participants Said

Of the participants who evaluated this seminar, 85% would recommend it to a colleague. Some of their comments:

"Really appreciated the actionable information and names of resources and how to use them. Also related real-life experiences that explain how to use techniques."

"I am relatively new to marketing and found the information on developing a communication tree and measuring results instructive."

"Most of these suggestions are common sense, so you may say that you are doing some of these already. However, it is good to be reminded of these from time to time."

"This presentation was AWESOME!! Exactly the kind of inspiration I need right now."

"This seminar condenses essential B2B customer contact strategy into a clear, concise, actionable set of guidelines."

"We were expecting the presentation to be more from a marketing perspective instead of sales."

"This was the most pertinent seminar I've attended recently. They are all really good, but I got more immediate value out of this particular one."

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