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News & Updates Breathing new life into an historic building: The Rockwood in Webster Groves, MO "Building Success on a Solid Foundation" group strategy session in Indianapolis January Group Sales Training yields exceptional results New Athens, Illinois Sales Training focuses on activating personal networks Lockwood Marketing moves to new offices in Webster Groves, MO |
“Building Success on a Solid Foundation” Group Strategy Session In May, Lockwood Marketing conducted a group strategy session for all marketing directors and select executive directors of a 7-property portfolio based in Indiana. The 2-day session was the first in a series of planned training days designed to help each property in the portfolio get “up over the top” and reach 100% occupancy from an average starting point of 90% full. The session involved an opening statement from the CEO, followed by a discussion moderated by John Greaves. The goal was to define and commit to the “building blocks” that make up the foundation for selling success. In the months prior to the training, the CEO had observed some of the properties drifting away from the company's core principles in their tactical actions (or inactions). Lockwood was engaged to help the selling teams renew their commitment to those principles, first from a strategic point of view and then from a tactical perspective. By the end of the first day, the building blocks had been defined and each member of the group had made a commitment to measure their decisions and actions against those principles. The second day consisted of specific case studies of real prospects and how to effectively overcome obstacles and objections. Team members interacted in discussions about how the teams could apply tactics in a way that remained true to the overall strategy. After the training, the CEO received overwhelmingly positive feedback from the sales force. Future training sessions will focus on more technical issues, including overcoming personal finance objections, real estate and asset management, and family dynamics. |
