Mktg SIG: Disarmingly Honest Marketing



  • Evolving from Ordinary Vendor to Trusted Advisor



    Chip Doyle, Principal - Sandler Sales Institute


    Presentation Overview

    • Have you formulated a strong message for your target market but prospects seem slow to respond?
    • Does the sales department complain that the leads you've worked hard to generate "aren't qualified"?
    • Do your new customers come to you for point solutions when you'd prefer to sell broader applications and systems?

    Prospects and customers have become immune to the constant barrage of marketing claims in a variety of media. They've been programmed to be wary of savvy marketers and salespeople that just want to sell something. Even when a prospect is interested in your product, they're still inclined to crawl, not run, to make a purchase.

    At this meeting, Chip Doyle will outline how buyer psychology is affected by marketing messages and how prospects are constantly framing their perceptions of your company into 5 different levels. Attend this highly interactive session and bring your own marketing examples to:

    • Review samples and characteristics of "disarming" marketing and sales processes.
    • Learn why this approach will fail without a compatible call to action.
    • Determine if and how these strategies would work within your company's processes and culture.

    You'll learn how to differentiate yourself from your competitors by offering prospective customers something they never thought they'd ever find -- an honest marketer!


    About the Presenter

    Chip Doyle

    Chip Doyle has 16 years of sales, marketing and sales management experience including sales calls in over a dozen countries with Raychem Corporation and later with Tyco Electronics. He obtained his BSEE from the University of Texas on a GM scholarship and holds an MBA from the University of Chicago.

    Doyle started the Sandler Sales Institute in the East Bay from scratch in 2000. He works exclusively with small to medium sized businesses and is an active member of the Professional Coaches and Mentors Association (PCMA) and American Society of Training and Development (ASTD).


    Event Logistics


    Mitchell Park Community Center

    3800 Middlefield Road

    (between Meadow Drive and Charleston Road)

    Palo Alto, CA


    6:30-7:00pm registration/networking/refreshments

    7:00-7:20pm announcements and introductions

    7:20-8:30pm presentation and discussion

    8:30-9:00pm wrap-up/networking



    $15 at the door for non-SDForum Members

    No charge for SDForum members

    Please call 408.494.8378 for student memberships

    No registration required

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