Transcript Full presentation

Jørn W.Phigalt
CEO – ITM Europe
Recipe for Success
- what they don’t teach you at the Business School
Baltic IT&T 2007, Riga, Latvia
…6 years ago…
Global Marketing
Selling/Buying
Branding
Baltic IT&T 2007
Riga, Latvia
ITM Europe
Global Marketing – Selling/Buying - Branding
Un- or Subconscious
Brain Power
Deliberate
Thinking
• Logic thoughts and decisive actions
• Consequence of here-and-now
• Wisdom – Intelligence – Usability
• Reactions
• Spine activities
• Rational combinations
• Right now
• Past – NOW - Future
Previous experience – accumulated knowledge – episodes
This part of the Brain (Mind) is inspired by a problem or episode
and it works on habits, experiences and attitude
BUT IT TAKES NO CONSEQUENCES
it reports therefore here-and-now and gives you ‘Best Practice’
Baltic IT&T 2007
Riga, Latvia
The brain can be divided into three parts: the forebrain - midbrain and hindbrain - the
forebrain includes the several lobes of the cerebral cortex that control higher functions,
while the mid- and hindbrain are more involved with unconscious, autonomic functions
ITM Europe
Process for Market Penetration…
• Confirmations, plans, time and schedules
• Products & Services equal Image Profile
• Delivery equal to sales activities
• Material equal to marketing
• EXPECTATION MANAGEMENT
Use of
Service
• Awareness of the selection of options
• Limitations
• Country Identity
• Articles and stories in news
• TV and media
Image
• Living
•
Job
trailers
Experience
Delivery
of Service
• Argumentation
• Sales Techniques
• Single customer identification
• Sales material/Brochures
• Contact methodology
• Confirmations
• Sales Presentations
• Terms & Conditions
• Price level
• Contracts and legal issues
Sales process
Baltic IT&T 2007
Riga, Latvia
Marketing
activities
• Attracting Customers
• Magazine articles
• Broadcasting messages
• Conferences and seminars
• Exhibition participation
• Advertisements
• Networking
• Decisive promotion
ITM Europe
Influence on your BRAIN…
Deliberate
Thinking
YES/NO
YES/NO
Use of
Service
Image
Experience
Delivery
of Service
YES/NO
YES/NO
Marketing
activities
Sales process
YES/NO
Baltic IT&T 2007
Riga, Latvia
ITM Europe
Product Marketing and/or Branding
Deliberately Thinking
- Evaluating
- Testing
- Comparing
Product Marketing life cycles
Baltic IT&T 2007
Riga, Latvia
ITM Europe
Influence on your BRAIN…
Experienced based Re-thinking
Use of
Service
Image
Experience
Delivery
of Service
- the more customers
- the more companies
- the more solutions
- the more staff
- the more satisfaction
- the more activities
Marketing
activities
Sales process
Baltic IT&T 2007
Riga, Latvia
ITM Europe
Product Marketing and/or
Branding
Experienced based Re-thinking
- Previous experience & habits
- Accumulated knowledge
- Best Business Practice
– Episodes
Branding life cycles
Baltic IT&T 2007
Riga, Latvia
ITM Europe
Product Marketing and/or Branding
Deliberately Thinking
Product Marketing life cycles
Baltic IT&T 2007
Riga, Latvia
Experienced based Re-thinking
Branding life cycles
ITM Europe
In the knowledge-based economy..
Some trends that drives the human brain…
 A shift in the mentality towards more soft values
–
environment, humanitarian aid, family values, testimonials
 Direction to involve human aspects more
– visible in working relations and cases, user-friendliness
 Greater achievements through others
–
using PartnerShip values, teams and strategic alliances
 More security, stability and visible successes
– focus on visions & perspectives, results and re-use
 To have great relations to everyone
–
multiple resources in each operation
 The negative wave is on return
– communicate in a positive matter
Baltic IT&T 2007
Riga, Latvia
ITM Europe
… so
YES …
Globalization is a Team
Effort in the Baltic States
Baltic IT&T 2007
Riga, Latvia
ITM Europe