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The Thought Leadership approach to Sales

Wednesday, 2 May 2012 from 5:45 PM to 7:45 PM (GMT+1000)

Surry Hills, NSW

Ticket Information

Ticket Type Remaining Sales End Price Fee Quantity
General Admission 2 tickets Ended $47.00 $0.00
Lead Creation Clients ONLY 3 tickets Ended $0.00 $0.00
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Event Details

The Thought Leadership Approach to Sales

With guest speaker Craig Badings

A strategy to get new clients listening in 2012

For years marketing has been about creating your value proposition, then incorporating those key messages into your advertising and marketing collateral. Glossy brochures, press releases, adverts, cold calls and web pages...

The problem is our clients are tired of being sold to in this way; it’s turning them off.

Thought leadership on the other hand is: “Evidence-based views and opinions that deliver insights and knowledge to the customer or prospect about the specific issues and challenges they face today and into the future”. A great definition from Craig Badings our guest speaker at this First Wednesday workshop.

Five years ago thought leadership didn’t even rank as a focus for B2B marketers. Today across numerous B2B surveys, thought leadership is ranked one or two as the area of most significance for marketers.


Craig will be speaking on:

  • How thought leadership can create a compelling value proposition
  • How to use thought leadership in marketing and sales and ultimately shorten your sales cycle
  • How to develop and present evidence-based insights to your clients
  • How you can take thought leadership to the market – tactics for growing your audience

We will be workshopping your businesses following Craig’s talk, and develop live examples of how you can shorten your sales lead time using his techniques.

You can see Craig’s posts about thought leadership and how it’s transforming business here: http://www.thoughtleadershipstrategy.net


About our guest speaker, Craig Badings

Craig Badings has spent the past 22 years consulting to small and large brands about their public relations challenges, and is also the author of ‘Brand Stand: seven steps to thought leadership’. 

While thought leadership is his passion, by day he is a director at Sydney-based corporate and financial PR consultancy, Cannings Corporate Communications, a member of the ASX-listed, STW Group Ltd, Australia’s largest communications services group.

 
His view is that anyone can be a thought leader as long as they put in the time, they have new insights, points of view to share and they are able to package and communicate it effectively to their target audience.

 

We'll have some great boutique wines as always and some gourmet nibbles, hope to see you there!
 

First Wednesday First Timers: if it's your first time to First Wednesday, you can bring a colleague free of charge. Just send an email to ericf@leadcreation.com.au with the details of who you'd like to bring so we can set up a name tag :)

When & Where



Lead Creation
410 Elizabeth St
#17
 Surry Hills, NSW 2010
Australia

Wednesday, 2 May 2012 from 5:45 PM to 7:45 PM (GMT+1000)


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B2B MARKETING 

Shorten your sales cycle by gathering, engaging and then selling. 

It’s one thing to have an amazing product or service, but the bigger challenge is gathering and engaging with large numbers of prospects who have a need for it. 

Many companies invest thousands of dollars in telemarketing or advertising to gain leads, and then struggle to follow through with the sales process. 

Here is a funnel that gathers and engages the right prospects for you so selling is easier... 

GATHER 
With over 95% of Australian professionals online, businesses need marketing tools that allow them to capture a piece of this market. 

Modern lead generation techniques allow you to gather your most valuable prospects where they’re looking for you and engage with them until they’re ready to buy 

ENGAGE 
The typical B2B sales process can feel like you’re trying to pump water from a dry well. 
Clients are more willing to do business with you if you educate and build a relationship with them, rather than hard selling. They have problems that you (hopefully!) can solve. 

SELL 
The final stage and the fundamental purpose of B2B marketing: taking the valuable prospects you have gathered offline - where the realbusiness relationships are built. 
More on the tools and strategies that allow you to easily take prospects from a White Paper download to a valuable client relationship: 

Read more about how you can shorten your sales cycle here