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WEBINAR: 2/28 Do You Know Why Your Customers Do What They Do?

Customers are a tricky lot…changing their minds, not responding to what you thought would get their attention, clicking where you didn’t expect. Sometimes it’s a wonder customers and their suppliers ever connect :-)

Register today for
ISA Marketing & Sales: Do You Know Why Your Customers Do What They Do?
February 28, 2013, 12:00-1:00pm eastern

Do you know if you are making the most of your market research dollars? Even though you’re paying for research, are you just not finding what you need to know? Do you know how to ask for the right research to match your planning and branding needs? Are you buying what everyone else does just because it’s a popular method or supplier? Do you really know what you should be getting from your quantitative or qualitative research?

If you answered “yes” to any of the above questions, please join us for an engaging webinar on how to make market research your best information resource. Join Mary Samuelson and Joy Ward of Natural Impulses as they discuss how to get the most from your research budget. Find out how to determine what you really need to know. Learn how to define your approach, assemble the best research team, and then interpret the data to help you refine your lead generation, branding, and product development programs.

Mary Samuelson and Joy Ward are the Principals of Natural Impulses, a research firm devoted to helping their clients reach the deepest understanding of their markets. They have been extensively involved in market research, from origin to completion. They help clients effectively utilize findings for branding or rebranding their products/service/companies. Their firm has worked with a broad range of manufacturers and service providers, including Bristol-Myers-Squibb, Kraft Foods, Abbott Labs, Delta Batteries, Quaker Oats, Clorox, Walmart, and more.

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Webinar: The “Other” Solution Launch: Preparing Sales to Sell A New Solution

Webinar Proceedings Now Available:

Topic: The “Other” Solution Launch: Preparing Sales to Sell A New Solution
By: Matt Leary, Solutions Insights and Dr. Peter Martin, Invensys

Date: Thursday, Januray 31, 2013
Time: 12:00 pm, Eastern Standard Time (New York)
Register Today

Many marketing departments have elaborate plans and fine-tuned processes to introduce a new solution to the marketplace. But they often neglect an equally-important activity that requires the same level of strategy, preparation and follow-up: the launch a new solution to partners and direct sales. In this webinar, Matt Leary, Principal with Solutions Insights, will discuss the steps and governing principles critical for enabling partners and direct sales to successfully sell a new solution. He will be joined by Peter Martin, Ph.D., Vice President and Invensys Fellow at Invensys Operations Management, who will present real-world examples of activities and lessons learned when his company launched a new solution to a product-focused sales team.

Solutions Insights, Inc. (SI) is a consulting and training company that helps B2B firms develop, market and sell solutions that provide tangible business value to customers through the integration of products, services and intellectual capital. SI’s client list includes leading firms in IT, telecom, industrial automation, manufacturing and professional services. For more information: <> .
MattLeary-SolutionsInsightsMatt Leary, Principal
An expert in solutions development, management, and sales, Matt has spent the last 15 years helping leading technology companies improve performance in market strategy and planning, services and solutions development, sales enablement and impact.Prior to Solutions Insight, Matt was Vice President of Business Development for commercial partnership activities at a Boston-area technology start-up. Previously, he was Director of Member Engagement at ITSMA, where he managed several of ITSMA’s industry segments and developed custom research, consulting, and training programs for a wide variety of leading technology firms.Before joining ITSMA in 2000, Matt helped create and manage the custom marketing programs group for Horizon House Publications, publisher of Telecommunications Magazine. He began his technology marketing and sales management career directing the activities of a niche outbound call center. Matt holds a Bachelor’s degree in Anthropology from the University of Chicago. He is currently a Senior Associate at ITSMA.

Peter MartinPeter Martin, Ph.D.

Peter Martin, Ph.D, Vice President and Invensys Fellow at Invensys Operations Management in Foxboro, Massachusetts. Dr. Martin joined The Foxboro Company in the 1970s and has worked in a variety of positions in training, engineering, product planning, and marketing and strategic planning. He left Foxboro to become Vice President at Intech Controls and also at Automation Research Corporation before returning to Invensys in 1996. Since his return he has been VP of Marketing for Foxboro and Chief Marketing Officer for Invensys Manufacturing and Process Systems prior to moving into his current position.

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2013 Summit Call For Papers

Marketing and Sales Innovation in Automation – New Orleans

You are invited to submit an abstract for ISA’s 8th Annual Marketing & Sales Summit, sponsored by the ISA Management Division. The Summit will be held 11–13 September 2013 in N

ew Orleans, Louisiana USA. How do you innovate in sales and marketing today?

Regardless of how the world’s economies shift and sway, its our job to connect with our customers and build relationships that last. But customer engagement has changed. How is your company adjusting to these changes? We want to hear from you. Share your expertise and solutions with other marketing and sales professionals and join us at the 8th Annual ISA Marketing & Sales Summit to discuss these core issues and how they are affecting companies like yours in the automation market.

How to submit an abstract

Abstracts should be submitted based on the summit theme and topics below. Abstracts should be 500 words or less and describe what the presentation will cover. Please include a short bio and photo as well.

If your abstract is accepted and you agree to submit a presentation for the conference proceedings, you are also agreeing to register and present at the 8th Annual ISA Marketing & Sales Summit.

Sample topic areas include:

  • best practices in social media and inbound marketing
  • blogging strategies
  • brand marketing
  • digital marketing
  • winning complex accounts
  • market-driven product development
  • business development and engineering
  • product marketing management vs. product management
  • sales vs. marketing,
  • redefining advertising in the digital age

In order to be considered for the 2013 program, please submit your abstract no later than 2 April 2013 to Shari Worthington, program co-chair at [email protected]

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11 Reasons to Attend the 7th Annual Marketing & Sales Summit

If anyone out there is on the fence about joining us next week, here are 11 Reasons to Attend… And my friend Kathy says, there’s 11 because 10 is just not enough!

Hope to see you there.  Registration can be emailed or faxed in or completed onsite, online registration is closed.  I’m so excited to see familiar faces next week :).

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