Marketing and Sales

“M” Means Marketing
Two interactive workshops will cover tools and techniques necessary for developing an action-oriented marketing plan that means business. This course will expose participants to the fundamental concepts of marketing communications and planning while introducing a wide range of marketing topics.

Session One: Each student will learn about the importance and role of marketing in the long-term success of an organization. Each student will use a case study to demonstrate key marketing principles and then will use tools provided to complete the following for their own organization: 

• Analyze strengths and weaknesses by completing a SWOTT analysis
• Understand your brand? Determine how your brand message is key to marketing communications 
• Establish marketing goals & objectives 
• Define and identify target markets

Session Two: Focus on building strategies that each participant will implement at their organization. Discuss various local resources that support marketing efforts in NEO and participants will be introduced to tools that they need to execute a relevant and targeted marketing plan:

• Evaluate the competitive landscape 
• Develop a marketing plan (incorporating the four Ps of marketing: product, place, price and promotion) 
• Create a tactical marketing communication calendar 
• Integrate social media strategies

Each participant will walk away with elements of a marketing plan that is specific to their organization along with additional resources to support their marketing efforts. This information will enable them to work with their organization’s leadership and their colleagues to refine and execute a marketing plan unique to the needs of their market. Instructor: Judy Bodenhamer
Fri; Sep 21 and Oct 5
8:30 a.m.-12:30 p.m.
$189

Selling with Style (Everything DiSC Sales)
Sales and business development professionals who have a desire to increase their effectiveness with clients and prospects will benefit from this sales training. Participants learn how to read the styles of their customers. The result is sales professionals who adapt their styles to connect better and close more sales. Each participant must complete online prework that will generate an assessment and sales-specific report that helps them understand themselves, their customers and their relationships. Selling with Style focuses on three vital areas: understanding your DiSC® sales style, recognizing and understanding customer buying styles and adapting your sales style to your customer’s buying style. Instructor: Judy Bodenhamer

Section One: Understanding Your DiSC Sales Style

• Module 1: Introduction to the DiSC Sales Map. Participants learn about their DiSC sales style and how personal priorities influence their selling behaviors
• Module 2: Participants use what they’ve learned about sales priorities in an interviewing activity

Section Two: Recognizing and Understanding Customer Buying Styles

• Module 3: Participants learn customer mapping, a new way of people-reading. They practice their customer-mapping skills in a competitive video-based activity
• Module 4: Participants learn about different customer priorities, then use their new skills to identify the buying styles of current customers

Section Three: Adapting Your Sales Style to Your Customer’s Buying Style

• Module 5: Participants use their DiSC Sales Maps to understand how to navigate from their own styles to those of different types of customers
• Module 6: Participants role play adapting to their most challenging customer and complete an interaction plan for working with that customer
  

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