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Channel Partners: Where Ideas
Get Real
Opportunism: The Greatest Competitive Advantage
Business Success SymposiumSponsored by
#CPExpo
SPEAKER
Mike
SchmidtmannOwner
Presented by
Mike SchmidtmannApril 10, 2016
Opportunism:The Greatest
Competitive Advantage
How Much Could You Save This Guy?
Opportunism: The Greatest Competitive Advantage
Opportunism: The Luck Principles
7 Best Ways to Harness Opportunism
Turning Technology into Opportunity
Opportunism: The Greatest Competitive Advantage
Opportunism: The Luck Principles
7 Best Ways to Harness Opportunism
Turning Technology into Opportunity
A Chance
Encounter
That
Changed
Everything
April 4, 2017 Winning Million Dollar Accounts15
“Success is aStatistical Event”
80 per Year In USA
Richard WisemanProfessor of Psychology at the
University of Hertfordshire
• Over 600 People
• 300 “Very Lucky” People
• 300 “Very Unlucky” People
• Complete Background Surveys
• Series of Tests & Experiments
The Luck ProjectTwo Categories of Luck
The Luck ProjectTwo Categories of Luck
No Statistical Difference:
• Lottery Numbers• Horse Races• Lucky Charms• Superstitions
Big Statistical Difference:
• Behaviors• Chance Meetings• Personal & Professional
Success
The Luck ProjectTwo Categories of Luck
Act Differently
The Luck Project
Think Differently
The Luck Project
Make Your Own Luck
The Luck Project
26
Activity
Aware
Attitude
Alter
27
Activity
Aware
Attitude
Alter
10%
26%
10%
11%
Aware
“Count the Photographs”
More AWARE
of their
Environment
Aware
Alter
They Altered their
routines & habits
• Circles of Friends
• Different Foods
• Different Routes to Work
• Something New
They Altered their
routines & habits
Title
Title
$45 Million in Sales
$3M+ Commissions
Aware
Alter
Activity
100 x 100 = 10,000
500 x 500 = 250,000
Aware
Attitude
Alter
Activity
They had an
ATTITUDE of
Positive
Expectations
Make Your Own Luck
The Luck Project
Opportunism: The Greatest Competitive Advantage
Opportunism: The Luck Principles
7 Best Ways to Harness Opportunism
Turning Technology into Opportunity
Account Base
Referrals Leads Events Prospecting
Vertical Market Trade Show
One Booth
Two Booth Babes
500 Attendees Visit the Booth
600 Tschotshkes Given Away
Attendees 500
Conversations 200
Meetings Set 20
Follow-up Appointments 10
Proposal 8
Close 4
3 X Trade Shows per Year = $???
Number of contacts
Quality of your offer
Power / authority of
the customer contact
Urgency of the customer
need
“Success is a statistical event…”
Multi-Touch Prospecting Campaign
How To Get Multiplied ResultsAttempt Number If No Connection Business Day Dial Number
1 --- 1 1
2 Voicemail #1 1 2
3 Email #1 1 -
4 --- 2 3
5 --- 3 4
6 Voicemail #2 4 5
7 Email #2 4 -
8 --- 6 6
9 --- 7 7
10 Voicemail #3 8 8
11 Email #3 8 -
12 --- 9 9
Leads
The Problem
1,000 Suspects
MQL
SAL
SQL
Close
4.4% (44)
66.6% (29)
48.8% (14)
20.3% (2.8)
Average
9.3% (93)
85% (79)
61.7% (49)
29.1% (14.3)
Optimized
PointClear Confidential 2012
Your Leads are
Weak!
Leads
This is the Solution I’ve
Chosen
You need to get Three
Bids
Title
“Customer Event”
4/4/2017
“Limited Only by Your Imagination”
“Land & Expand”
Land & Expand
April 4, 2017 June 2015 Presentation71
Land & Expand
“Expert Speaker”
“Expert Speaker”
“Senior Peer-Level Referral”
Word of Mouth
“Senior Peer-Level Referral”
Vertical Market Trade Show
Multi-Touch Campaign
Marketing Qualified Lead
Customer Event
Land & Expand
Expert Speaker
Senior Peer Level Referral
• Sales Volume?
• New Logos?
• Biggest Sales?
• Application Sales?
• Highest Win Rate?
Which Source Generates the Most:
Account Base
Referrals Leads Events Prospecting
Aware
Attitude
Alter
Activity
Vertical Market Trade Show
Multi-Touch Campaign
Marketing Qualified Lead
Customer Event
Land & Expand
Expert Speaker
Senior Peer Level Referral
#CPExpo
SPEAKER
Mike
SchmidtmannOwner
THANK YOU!Don’t forget to turn in
your survey at the door!
Channel Partners: Where Ideas
Get Real
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