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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 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


http://images.google.com/imgres?imgurl=http://www.depolodesign.com/show-image/344396/Nicole-DePolo/The-Black-Cat.jpg&imgrefurl=http://www.depolodesign.com/large-view/Illustration/96255-5-0-16910/Digital Art/Graphic Art.html&usg=__wmre6B0QpyZum-M-OMpA2xEUTN4=&h=500&w=401&sz=26&hl=en&start=10&um=1&itbs=1&tbnid=lyrxF8AlHfS67M:&tbnh=130&tbnw=104&prev=/images?q=black+cat&hl=en&safe=active&rlz=1R2SNCA_en&sa=G&um=1

http://images.google.com/imgres?imgurl=http://alwaysonholladays.files.wordpress.com/2009/01/fuzzy-dice.jpg&imgrefurl=http://alwaysonholladays.wordpress.com/category/alana/&usg=__AUuQPyNsLNuulykU14ZfrphSPfg=&h=333&w=500&sz=27&hl=en&start=2&um=1&itbs=1&tbnid=7Hi32GM-ArE7LM:&tbnh=87&tbnw=130&prev=/images?q=fuzzy+dice&hl=en&safe=active&rlz=1R2SNCA_en&sa=G&um=1

http://images.google.com/imgres?imgurl=http://2.bp.blogspot.com/_i9i4SumdbBE/SoHWomXwyrI/AAAAAAAAANk/t_7q_yBFjX0/s400/zodiac-sign-circle-picture.jpg&imgrefurl=http://www.onlineastrologyinformation.com/&usg=__0q__DuVjNBh-4gRJwWFHkzCb6i8=&h=347&w=350&sz=22&hl=en&start=1&um=1&itbs=1&tbnid=w2CrNOzTo34m-M:&tbnh=119&tbnw=120&prev=/images?q=astrological+sign&hl=en&safe=active&rlz=1R2SNCA_en&sa=G&um=1

http://images.google.com/imgres?imgurl=http://www.jkayedesigns.com/stpats/15.07_LUCKY_CHARMS_ON_BLACK.JPG&imgrefurl=http://www.jkayedesigns.com/stpats.html&usg=__qXCOUll_6pb_fBLfE3FA_JHoNMY=&h=400&w=600&sz=43&hl=en&start=60&um=1&itbs=1&tbnid=_myysfkXaKHcaM:&tbnh=90&tbnw=135&prev=/images?q=lucky+charms&ndsp=18&hl=en&safe=active&rlz=1R2SNCA_en&sa=N&start=54&um=1


http://images.google.com/imgres?imgurl=http://3.bp.blogspot.com/_GjJ0uLRUfM0/SfJcYZzJsII/AAAAAAAAETg/VPDAJ9ZjCT4/s320/election_results.gif&imgrefurl=http://local009.blogspot.com/2009/04/following-are-results-of-elections-held.html&usg=__WeEZLTfFyE1E1YBl796JlQCDmD4=&h=320&w=320&sz=47&hl=en&start=2&um=1&itbs=1&tbnid=glyUAlz89o29LM:&tbnh=118&tbnw=118&prev=/images?q=election+results&hl=en&safe=active&rlz=1R2SNCA_en&sa=G&um=1

No Statistical Difference:

• Lottery Numbers• Horse Races• Lucky Charms• Superstitions

Big Statistical Difference:

• Behaviors• Chance Meetings• Personal & Professional

Success


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%

“Count the Photographs”

More AWARE

of their

Environment

Aware

Alter

They Altered their

routines & habits

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=EoUaOqE8zutmaM&tbnid=sz_O44vIWjOtJM:&ved=0CAUQjRw&url=http://www.axonpotential.com/deliberate-practice-and-the-unconscious-brain/&ei=U-5_UomEMaG9jAL23YDAAQ&bvm=bv.56146854,d.cGE&psig=AFQjCNHLck4xusVCmrIi-ResbvKhQaSakw&ust=1384202170780306

• Circles of Friends

• Different Foods

• Different Routes to Work

• Something New

They Altered their

routines & habits

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 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

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

“Customer Event”

4/4/2017

“Limited Only by Your Imagination”

“Land & Expand”

Land & Expand

April 4, 2017 June 2015 Presentation71

Land & Expand

“Expert Speaker”

“Senior Peer-Level Referral”

Word of Mouth

“Senior Peer-Level Referral”


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: