You can use the online calendar to post your organization's events.  We will even allow the posting of events which compete with NetSuds and MedSuds events.  The calendars are free to use for both tracking events and for posting your own events.

Non-Minnesota companies conducting events in Minnesota will not be allowed to post events for free, even if they are teaming up with a Minnesota company.  Non-Minnesota companies or organizations should contact matt@netsuds.com to discuss the fees associated with posting such events. 

üDiscover: The sales professional researches and prepares and sets the stage for a compelling engagement and a continuing relationship based on trust and respect.

üDiagnose: An in-depth determination of the existence, extent and financial impact of the customer’s current situation is pursued. Diagnosis is meant to maximize the customer’s objective awareness of their dissatisfaction and determine whether or not that dissatisfaction supports the salesperson’s offerings.

üDesign: The goal is to get the sales professional and customer working together to identify the optimal solution to the problems that were uncovered and quantified in the Diagnose phase—even if it involves alternative solutions offered by competitors. This phase is the “dress rehearsal” before the final presentation is made. It is here that many salespeople make the mistake of becoming an unpaid consultant.

    üDeliver: This phase begins with the presentation of a formal proposal and the customer’s subsequent formal acceptance of the solution. Implementation and support of the solution are next, followed by maintaining and growing of the relationship with the customer. 

A diagnostic method of selling, backed by plenty of preparation and old-fashioned hard work, is what it takes to succeed in today’s world. This method requires that sales professionals understand, up front, that sometimes, stepping back from an unsuitable situation is the right thing to do. Consider the following insights:  

• If there is no pain, there will be no sale. Pain is the most basic human motivator for change. It is the natural defense mechanism that tells people that if they don’t change and deal with a problem, they will face consequences. And of course, change itself is painful. Therefore, change will not occur until an individual or company recognizes that the pain of change is less than the pain of staying the same. The Diagnostic approach contends that pain is the result of indicators or symptoms of suboptimal situations that are objective, observable and quantifiable. If, in the course of a diagnosis, you discover that sufficient pain does not exist to motivate the customer to solve his problem, a yes decision to change is not advisable or likely. Accept it and move on. 

• You must help the customer calculate the cost of his problem. If you don’t have a cost of the problem, you don’t have a problem. Think of the customer’s pain and dissatisfaction as the vehicle that drives the decision and the cost of the problem as the decision accelerator. The higher the cost of the problem, the faster the decision to solve it. It’s unlikely that the customer can or will quantify the cost of the problem on his own—he probably doesn’t have the expertise. That’s why you must help him calculate the cost of the problem, by providing a formula and plugging in numbers derived from the customer’s reality. Doing so not only helps the customer prioritize the problem, it differentiates you from the vast majority of salespeople.

            Too many salespeople shy away from fixing costs. Many complain that it is too hard to determine and it’s not their responsibility, they say ‘the customer should know,’ but we find that the real reason is that they are afraid that the cost of the problem will be too low to be addressed and the engagement will be over. They are reluctant to admit anything that might interfere with ‘going for the yes.’ This is always a possible outcome and it is a legitimate one. If the cost of the customer’s problem does not support the investment for the solutions being offered, the professional will acknowledge that reality and move on to a better-qualified prospect and perhaps determine proper timing to re-engage this prospect. 

            • It’s all done without any pressure from you. The beauty of the Diagnostic Business Development Process is that it allows you to guide the customer through the process without ever resorting to the “sales techniques” that customers find so distasteful. The fact is that you manage the decision process for the customer; you don’t make the decision for him. You don’t even make a presentation until the last phase of the process. This progression of events—not to mention the fact that you’ve demonstrated (or at least implied) that you’re willing to walk away—gains the customer’s trust and establishes credibility for you and the company you represent. You haven’t sold him on anything. You’ve helped him recognize, measure and solve his problem. 

About The Author: 

Jeff Thull (tool), the President and CEO of Prime Resource Group, a strategy and performance-consulting firm, has gained the reputation for being an expert in the arena of sales and marketing strategies for companies involved in complex sales. 

Thull’s 23 years of real world experience has made him a leading authority and valued advisor for executive teams of major companies worldwide. He has designed, tested and proven transforming programs and solutions for companies like Shell Global Solutions, 3M, Microsoft, Citicorp, IBM, and Georgia-Pacific, as well as many fast track, start-up companies.   

Thull is also a compelling, entertaining, and thought-provoking keynote speaker with a track record of over 2,500 speeches and seminars to blue chip companies and associations around the world. Additionally, as a leading strategist, Thull’s work is published in hundreds of business and trade publications, including: Chief Learning Officer, Harvard Management Update, Velocity Magazine (SAMA), Sales and Marketing Management Magazine, Selling Power, Sales and Service Excellence, One to One Magazine, Business to Business Marketing, MarketingProfs.com, CEO Refresher, VAR Business, Management Consulting News, and many more. 

For more information contact: Prime Resource Group, 3655 Plymouth Blvd, Suite 110, Plymouth, MN 55446, support@primeresource.com, http://www.primeresource.com, 1.800.876.0378 or 763.473.7529, Fax: 763.473.0792

6.0   Midwest Association of Seed & Venture Funds Conference - May 11

What it is  The first ever MASVF Conference will take place in Bloomington, Minnesota on May 11.  For those wringing their hands and complaining about the lack of seed capital, you can either be part of the problem or part of the solution.  We have the solution.  Learn how entrepreneur Michael Haider raised a $15M angel round.  Find out what professionals in the neighboring states of Iowa, Wisconsin and North Dakota are doing to provide incentives to investors and entrepreneurs.  Find out about the newly resurrected SBIR/STRR program in Minnesota.

Who it is for  This conference is for current angel investors, prospective angel investors, entrepreneurs, venture capitalists, economic development directors, legislators, academic innovators, university licensing and business development professionals, attorneys, accountants, PR professionals, marketing professionals, and anyone with an interest in seed and early stage capital.

Register today at www.mnvcc.com/register/.  The early-bird discount ends April 15.

2005 Conference Agenda Sheraton Bloomington Hotel For a profile on each of the speakers shown below, please visit Speaker Profiles.   May 11, 2005 6:30 am Registration and Name Badge Pick-Up (Grand Ballroom Foyer) 7:00 am Breakfast (on your own) & Exhibits 8:00 am Seed Capital:  Help Wanted Matt Noah, Conference Chairman 8:15 am The Importance of Seed Capital:  Fueling Start-Ups, Economic Growth Engines Lorrie Keating Heinemann, Secretary of the Wisconsin Department of Financial Institutions (WI)   Bruce Gjovig, Director, UND Center for Innovation (ND) Daniel Winegarden, President, tecTERRA Fund (IA)  Michael Haider, CEO, BioE (MN) 9:15 am Break 9:30 am Sources of Seed Capital: Friends, Family, Fools & Angels Brian Johnson, COO & Investment Manager, MN Investment Network (MN) Harlan Jacobs, President, Genesis Business Centers (MN) Rick Brimacomb, President, MN VC Association (MN) John Dinusson, Director, Initiative Ventures (MN)  10:30 am Break & Exhibits 11:00 am Starting the Right Way:  Avoid Common Start-Up Mistakes Allen Dines, Assistant Director, UW Office of Corp. Relations (WI)   Peter Zaballos, VP, Frazier Technology Ventures (WI)                Jeff Stamp, Professor, University of North Dakota (ND) Lane Brostrom, Managing Director, TechStar (WI) 12:00 pm Lunch in Garden Court Lunch Speaker The Role of SBIR/STTR in New Business Formation and Growth Betsy Lulfs, Director, Minnesota DEED SBIR/STTR, joined DEED in February 2005 from Toledo, Ohio where she held a similar role.  DEED (Dept. of Employment & Economic Development) recently assumed the role held by MPI for managing SBIR and STTR in Minnesota.  Read more here and here. 1:00 pm Economic Development, Tax Policy, State Policy:  The role of government and universities in fostering start-up activity Lorrie Keating Heinemann, Secretary of the Wisconsin Department of Financial Institutions (WI)   Ron Eibenstiener, Chairman, Wyncrest Capital & MN-GOP                                 Steve Kelley (DFL), Majority Whip, State Senate (MN)   Jeff Stamp, Professor, University of North Dakota (ND) 2:00 pm Break & Exhibits (and dessert!) 2:30 pm Creating More Angels and Angel Networks:  How to be an Angel and Change the World Michael Haider, CEO, BioE (MN)   Tim Keane, Manager, Golden Angels Network