“If the idea is great, the business need is real and the vision is attainable,” declares Matt Loecke of IC Growth Partners, “you don’t have to be a sales ninja to execute – it is more about process and positioning.” Loecke can help you develop and deliver the sales systems and skills needed to translate your innovation into business success. Loecke works with clients ranging from the global animal health company, Elanco, to a small niche producer of road engineering products, Ames Engineering. He will offer a comprehensive perspective on the sales process at the March BIZ Luncheon.
“My goal is to help talented people with a great idea and no sales experience understand that there is a process you can apply to this so you will survive, thrive and grow into a sustainable company,” explained Loecke. He recognizes that sales are often the furthest thing from an entrepreneur’s thoughts when they conceive a start-up idea and, often, the least developed of their many skills.
With more than 15 years sales experience across multiple vertical markets, Loecke knows there is no “cookie cutter” solution to an emerging business’ sales requirement, but there is a process to determine those needs and tailor your efforts. “I want to focus on launching, aligning and managing the sale processes for emerging enterprises,” he says of the lunchtime presentation.
Loecke is a devotee of consultative selling techniques, a customer-centric approach that eschews the outdated, high-pressure, close-oriented approach for one that looks to understand, analyze and address the customer’s needs. By emphasizing this approach, Loecke hopes to show attendees the path that takes them from the “black box” that contains whatever marketing tool is most appropriate for their enterprise, into the sales cycle which is not a transaction but a process.
Whether crafting a complete sales model or imparting the subtle skills required of a salesperson in today’s business world, Loecke wants to share insights and answer questions that help close the gap from launch to success.
$15 admission fee (includes lunch)
11: 30 a.m.
March 14, 2012
The Greater Des Moines Partnership
700 Locust St., Suite 100
To register or for more information, contact the BIZ at events@bizci.com. RSVP cancellations need to be made at least 24 hours before the event.
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Reasonable accommodations for persons with disabilities will be made if requested at least two weeks in advance. Contact the BIZ for details.
The BIZ’s mission is to connect entrepreneurial needs with qualified community and state resources and to provide guided professional and business direction. The BIZ helps entrepreneurs maximize their successes by helping them navigate resources, strengthen knowledge, improve skills, form strategic alliances and secure proper capitalization.
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