Hi, I’m Shawna Suckow, CVP, CMP, CSP, and here’s some inside info on me. I’m a speaker and emcee with some serious knowledge of consumer behavior, sales, and marketing. My style has been described as a gentle nudge from a friend, just when you’re about to go to Prom with that loser. Like thinking cabbage is for dinner, but instead you get mac n’ cheese (the awesome, gooey kind with crumbles). I tell it like it is, in a helpful way…like when you have a piece of tomato in your teeth. I talk like a real person on stage – not an old-timey, overly-rehearsed robot who delivers the same content in Poughkeepsie and Peru (egads!).
I was a million-dollar B2B buyer in the hospitality industry for over 20 years (translation: I know my shinola). In 2008 I founded an association of B2B buyers, which now has over 2,500 members across North America. My obsession with B2B and B2C consumer behavior began around 2009. I began speaking to audiences of salespeople, marketers and retailers across all industries who were frustrated with the shifting marketplace. Funny how naïve we were back then – we had no idea how much things could change until Covid hit.
As you can probably tell, I live authentically, I don’t hide my most unique qualities (or my embarrassing dorkiness). I want every person in my audience to give themselves permission to do the same. Once you do that, great things happen: your prospects see a real, live, relatable human being, rather than a walking brochure trying to push snake oil. When you stop hiding your best self from your prospects, something magical happens: you attract customers who become your ambassadors of awesomeness. You ditch the corporate-speak and salesy nonsense. You crush those quarterly numbers. You become a stand-out.
My newest book: I am releasing book number five in 2021: Third Wave: How to Market & Sell in a Post-Pandemic Marketplace. There’s never been more cultural and economic upheaval in such a short time, and we’ve got a lot of work to do as salespeople and marketers to stay relevant.
What I’m proud of: I’ve now spoken in 17 countries on 5 continents (c’mon Australia and Antarctica!), helping businesses to understand the ever-evolving customer landscape. I’ve won some awards and stuff (aw, shucks). I’m still riding a wave of excitement about being named a Woman of Influence in 2020 by the global Women’s Economic Foundation. I also got to speak on the same stage as President Obama in 2019 (not at the same time, mind you).
Three memorable things about me: I played in the World Series of Poker Main Event in 2015. I am so good at parallel parking, I should get a trophy. Due to a freak badminton injury, I now wear one contact lens.
When I’m not on the road: I’m back in Minnesota fighting off snow or gigantic mosquitoes (a.k.a. our two seasons). I live with my husband (a weekend Elvis Impersonator), my two unimpressed teenagers, and my goofy golden retriever named Henry Jones, Jr.
Welcome to the era of Relationship Marketing! Consumers all over the world are evolving and changing, and American B2B buyers are particularly different than they were just a few years ago. Following the recession, buyers changed how they behave, how they prefer you to connect with them, and how they make their buying decisions. The days of cold calling are over, and buyers don’t respond to email anymore. They’re using technology and procurement processes more and more to lock you out of their sales process. The traditional sales role is dying. What’s a salesperson supposed to do?
TAKEAWAYS:
Available as a keynote or breakout session!
