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Shawna Suckow

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The Buyer Insider

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1 Video(s) By This Presenter

Shawna Suckow The Buyer Insider

4 Programs By This Presenter

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:

  • This session will position you better for the immediate future, as well as prepare you for coming shifts.
  • You’ll learn new ways to use old tools that will save you lots of time and frustration.
  • Discover actionable strategies that will help you prospect better, sell easier, get more referrals, and ultimately drive more revenue in 2019 and beyond!
  • Learn from the latest buyer research what marketing actually works today to get their attention, build credibility, and establish trust (it’s not what you think!).
  • Discover the six things that will keep you relevant well into the future (when 80% of traditional salespeople will go extinct!).

Available as a keynote or breakout session!

There’s never been a time where our culture has been more saturated with marketing messages from every angle, every minute of the day. Translation: there’s never been a more challenging time for brands trying to get consumers to focus on their marketing efforts. As consumers, we’ve all grown savvier about blocking and ignoring what we deem to be irrelevant messaging, and we’ve grown intolerant with interruption marketing. How can you break through this cluttered marketing landscape to get the attention of your desired audience? This session will reveal research that shows what’s working, and what’s not. By looking through the lens of your desired customers through recent research, you’ll get a fresh perspective on how to approach your marketing challenges. This eye-opening session will leave you with five fresh ways to rethink your marketing strategy.

TAKEAWAYS:

  • Experience several real case studies from brands that created successful marketing campaigns on a budget
  • Discover what is working today to gain attention on social media and in print
  • Learn what’s not working, so you can re-purpose valuable resources more effective

Available as a keynote or breakout session!

There’s one constant in in consumer behavior: Change! We’ve never experienced more change in how people buy than in the last five years. Keeping on top of what consumers want is more of a challenge than ever, and with the next recession looming, you can’t afford to fall behind.

Technology constantly evolves, buying habits continuously confound, and frustration is commonplace with sales and marketing teams trying to stay relevant. Whether you’re a large or small company, customer acquisition and retention is key. There’s no doubt that there are major and minor shifts in customer behavior that will impact your business in the year ahead. Learn how to address them now, while your resources are plentiful!

TAKEAWAYS:

  • Learn about the newest consumer behavior trends that will impact your company leading up to the next recession, so you can strategize now, rather than struggle later when you may not have the resources.
  • Discover ways to stay relevant with your customers now, during the recession, and throughout the next five years.
  • (Marketing Audiences) Learn the five types of marketing that are getting the attention of today’s buyers, so you have a leg-up on the competition going forward.
  • (Sales Audiences) Discover the six strategies that will keep your pipeline full in any economy.

Available as a keynote or breakout session!

Hospitality & Tourism is my JAM! Before I was a professional speaker, I spent 20 years as a meeting planner. I was on the buyer side, negotiating millions in contracts each year (read: I was SOLD AT. All. The. Time.). Are you familiar with SPIN, the association for 2,500 senior-level planners (www.spinplanners.com)? I founded that! I’m a proud mama.

Today, I speak to CVB/DMO teams and their supplier communities to help them understand the new shifts in consumer behavior, and how to get noticed, be remembered, and get booked. I have a soft spot for the small and medium size destinations who don’t have giant marketing budgets. I help them compete by differentiating themselves, speaking to prospects differently, and capitalizing on their uniqueness. Click here to see my latest topics for destinations.

I still love to speak at industry association events (bonus: all my sessions qualify for clock hours!). I emcee. I facilitate FAM trips and deliver education that gives planners an additional reason to participate.

I love this industry and have spoken and consulted all over the world within my hospitality family.

Highlights:

  • Spoken at more than 40 chapters and national events of MPI, PCMA, ASAE and SITE
  • Spoken and/or consulted with more than 25 CVBs throughout the world
  • Spoken on 5 continents (c’mon Australia and Antarctica!)
  • Authored two industry books (Planner Pet Peeves, and Supplier Pet Peeves) and my newest best-seller (Don’t Become Extinct! Join the Sales Evolution)
  • I’ve also won some awards and stuff (humble brag).

Topics and Expertise

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Sales Strategies Marketing Speakers Customer Service Consumer Behavior
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