Generational Sales and Marketing

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Program Content
In order to effectively market & sell to customers and prospects, we must first understand the motivation of each generation & use a message that is crafted to that customer or prospect.  Only then, can we effectively grab their attention, and sell our bank products & services.  When we customize our approach to fit Gen Z, Gen Y,    Gen X, Baby Boomers, and the War Generation, we can then match our products & services to what the customer needs, wants, and expects, without having to add additional products & services, thus  making our sales approach both more customer focused and more cost efficient.

Each generation responds to marketing & sales differently, and displays different levels of customer loyalty: how much will you buy from our bank, & how likely are you to recommend our bank to your friends, family members, and business associates?  This highly interactive session will help you assess those questions & build ready-for-work models of strategies and packages that will drive immediate results.

In addition, each attendee will complete an action plan that can be utilized upon return to the bank, and receive jot aids that can be easily implemented.

Seminar Topics

• Generational overview
• How to craft compelling business bundles
• Which generations generate the most opportunities and which involve risk?
• Matching media and generations
• Which generation is likely to buy which products and services
• Effectively cross-selling via generations
• How to respond to objections

Who Should Attend
This session is designed for all professionals and management in sales, marketing and business development.

Meet Your Presenter
Duane F. Sobecki is the CEO of Focused Results LLC, a sales strategy firm. A renowned authority  in business development and strategic market segmentation, Mr. Sobecki provides actionable strategic sales, marketing and planning strategies  to financial service corporations, health care organizations, schools and universities. 

Before working at Focused Results, Mr. Sobecki was director of business development and one of the founders of the Financial Services Institute at the University of Indianapolis — a bank, credit union, and insurance education and research center. 

Mr. Sobecki holds a BS in business from Indiana University & is a certified management planner.  A charismatic speaker, Mr. Sobecki has led seminars & workshops on sales, marketing & management at numerous universities and corporations.

Fees
The following fees include the program, materials, continental breakfast, lunch and refreshments:

IBA Members
$225 First Person 
$155 Additional Member from Same Institution

Non-Members
$450

Agenda
8:30 a.m.         Registration & Continental Breakfast
9:00 a.m.         Program Begins
12:00 Noon      Lunch (included)
1:00 p.m.         Program Resumes
4:00 p.m.         Program Adjourns

Location
IBA Center for Professional Development
6925 Parkdale Place
Indianapolis, IN 46254

The IBA Center for Professional Development is located on the westside of Indianapolis just off of I-465. From I-465 take the 38th Street West Exit (Exit 17). When you exit go west on 38th street. Turn north/right onto Eagle Creek Parkway and then east/right onto Parkdale Place. Our address is 6925 Parkdale Place, Indianapolis, IN 46254. Click here for a map and a list of local hotels. Dress is business casual.

Confirmation/Cancellation
Everyone who registers online will receive an e-mail confirmation after the registration is submitted. Within three or more business days prior to the day of an educational program, no cancellation charge will be assessed. Within two days prior, 50% of the fee is assessed. Refunds are not provided for cancellations or absences which occur on the day of the program. Substitutions are welcome at any time.