ISA Marketing & Sales Summit

Thanks to all our presenters, sponsors and attendees who came out to St. Louis in early September for the 6th Annual Marketing & Sales Summit.  The available presentations are now posted on our Marketing & Sales Summit SlideShare account.

Here are the presentations available:

Keynotes:

Dr. Peter Martin, Invensys

Julie Fraser, Cambashi

Dick Morley

Pre-Summit Workshops:

Search Marketing: 2011 SEO & PPC Update, Shari Worthington, Telesian Technology

Advanced Content Strategies for Inbound Marketing: Jon DiPietro, Principal, Domesticating IT

Part One: Introduction

Part Two: Characteristics of Effective Content

Part Three: Planning

Part Four: Crafting

Part Five:  Promoting

Sessions:

The Essentials of Webinars, George Buckbee, Expertune

Increasing Our Value to the iPod Generation, Rick Dolezal, ABB Inc

Marketing & PR Food for Thought, Valerie Harding, Ripple Effect Communications

Web 2.0 Strategies to Reach Vertical Markets, Jeff Cawley, Northwest Analytical

Winning Complex Accounts, Katherine Persac, ProSys

Collaborating with Key Accounts: The New Imperative for Marketing & Sales, Steve Hurley and Rob Leavitt, Solutions Insights

Transforming Local Best Practices to a Global Competence, Marcus Tennant, Kyoko Fukuda, Yokogawa

“The Day We Failed” Success Story, Rick Caldwell, SCADAware

How Prepared Are We for Customer 2.0? Juliann Grant, Telesian Technology

Applying Baldridge to the Marketing Function, Doug Brock, Kendall Electric

Calling all Marketing and Sales Professionals in Industrial Automation, B2B Sales & Marketing, Systems Integrators, Technical Marketers…we want to learn from you!

You are invited to share your expertise, solutions, and best practices for how to thrive in our fast-paced, technology-driven markets.  We need your help to move our industry ahead by sharing your experience with other marketing and sales professionals in the industrial automation community.

Approved abstracts will be presented at the upcoming 6th Annual ISA Marketing & Sales Summit:

September 7-9th, 2011
Chase Park Plaza Hotel
St. Louis, MO

Topics for consideration cover these areas:

• Strategic Marketing – market segmentation and research, brand marketing, developing marketing personas, industry marketing
• Integrated Marketing and Sales – successful guerrilla marketing, lead generation programs, event marketing, sales tactics and tools
• Online Marketing and Social Media – successful campaigns, ROI examples, online branding, web site strategies, social media tips and tools
• Product Marketing & Management -market-driven product development, product marketing vs. product management
• Sales Best Practices – business development, winning complex accounts, distributor channel strategies, sales training practices

Abstracts should be submitted based on the topics listed above or related areas. Abstracts should be 500 words or less and describe what the presentation will cover along with a brief bio.

In order to be considered for the 2011 program, please submit your abstract no later than 14 March 2011, to Shari Worthington, Summit program chair, at sharilee@telesian.com.

This event is sponsored by the International Society of Automation (ISA) Management Division.

Scott Sommer and I gave this presentation during the Summit on Thursday afternoon.  We had a blast, and enjoyed the interaction we had with the audience.  We reviewed a process in which you can begin to think about building more useful information in your customer profiles such as behavioral information, more qualitative and quantitative details that go beyond our traditional demographics of geography, product type, customer type, industry, etc..   I walked the audience through a campaign example that showed how marketers can use that profile data within a variable data campaign that let’s you customize communications to make a stronger impact.   At this point, Scott took the floor and went through the process of what happens when a sales person is at the door of someone who potentially received a “marketing campaign”.  He shared some big assumptions that can thwart any good door opening opportunity, and outlined how sales can effectively amplify the messages being shared to increase the resonance.  Fortunately, you can see Scott’s presentation below, but my portion of the presentation had some technical difficulties and was not captured in this download.

Let us know your thoughts, do you agree? Disagree?

Check out our Slides on Slideshare:

In this video, Leo Staples (ISA President-Elect/Secretary) provides some opening remarks and then introduces Jim Cahill who discusses why you may or may not want to implement social media.