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Page 1: 2013 National Sports Forum Breakout

IT’S NOT WHAT YOU SELL, IT’S HOW YOU SELL

Danny Heinsohn Client Development

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Successful companies aren’t built from great products, but from perfecting other people’s ideas.

-Roger D. Blackwell, PhD

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GLOBALNATIONAL

LOCAL

SCALABILITY

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CHICAGO

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PASSION

Be enthusiastic, be authentic, and sell ideas.

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PRESENCE

You gotta pay to play. There is no substitute for face time.

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PRESENCEIn Person• Industry Events• Team / Corporate Presentations

Traditional Media• Print, TV, Radio

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PRESENCE

SOCIAL NETWORKS• LinkedIn• Blog• Twitter• Facebook

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PERCEPTION

Create memorable impressions.

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PERCEPTION

• Innovation = Differentiation• Act the Part

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POSITION

Know the score. How do you rank in your market?

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NEW YORK

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PERMISSION

You don’t get what you don’t ask for.

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PERMISSION

FOLLOW UP!

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HALF TIME

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PERSISTENCE

Persistence PAY$

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PERSISTENCE

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PERSISTENCE

•It’s all about follow up. •Do you have a new product or service? •Tell a story. •Timing is everything!

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PERSONALIZATION

Clear, CONCISE, Refined.

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PERSONALIZATION

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PERFORMANCE

It’s all about execution.Go above and beyond expectations.

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PERFORMANCE

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PARTNERSHIP

A partnership mentality will lead to organic growth.

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PARTNERSHIP“When it comes to putting on conferences, one of the most important things to us is making that great "first impression". And for us, that first impression begins and ends with Access Pass & Design. We are admittedly extremely finicky about how our name badges make us "look" -- they have to be perfect. Which is why, in our early years, we used several different companies -- but all that stopped when we started working with Access Pass & Design. Simply put, they "get" it. We're looking for professionalism, creativity, practicality and visual appeal ... and Access Pass & Design gives us ALL of that. We wouldn't work with anyone else.”

Ron Seaver – President – National Sports Forum

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PERKS

Get Involved!

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PERKS

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BOOK RECOMMENDATIONS

Networking is a Contact Sport by Joe Sweeney

The Mirror Test: Is Your Business Really Breathingby Jeffrey Hayzlett

FASCINATE!by Sally Hogshead

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IT’S HOW YOU SELL

DANNY HEINSOHNCLIENT [email protected]: Danny HeinsohnTWITTER: @dannyheinsohn