Sales Success in Market Research: Essential Skills, Strategy & Integration / A 3-Part Series
Honing Your Skills
From cold calls to hot leads, initial outreach to leveraging existing clients, this session will add new facets to your approach and sharpen existing skills in each aspect of the sales process. Experts in the consumer insights industry will share what they have learned during their successful careers and what is working best right now. Including:
Communications & Networking: Emails, Virtual Calls & Presentations; In-Person Meetings & Presentations; Exhibit Booths/Conferences; effective use of LinkedIn
Client Relations: Staying in touch between projects, upselling & cross selling, leveraging existing clients to win new clients; navigating procurement/purchasing departments & procedures
Sales Management
We’ll address what every organization needs to ensure the success of their sales team:
- Team structure
- Creating a sales plan
- Goal setting & incentives
- Motivating your teams, optimizing their strengths
- Hiring, on-boarding & training
- Conducting effective sales meetings
- CRMs & reporting/pipelines
- Working with marketing
Our Presenters
Steve Henke
Harpeth Marketing
Steve Henke
Harpeth Marketing
Steve Henke is President and Founder of Harpeth Marketing, experts in marketing & sales solutions for the Market Research Industry. Before starting Harpeth Marketing in 2012, Steve was President of 20|20 Research for six years, tripling revenues during his time there. His background includes marketing & sales staff and management positions in several industries. In addition, he has started & managed multiple sales teams and built & delivered sales training programs to salespeople across the country. Also, to date, nearly 150 professionals have graduated from his Seller-Doer Workshop, a sales training program for part-time MR salespeople.
Steve is also a highly-regarded presenter in our industry, having spoken at numerous events hosted by the Insights Association (and CASRO & MRA before that), Greenbook, Quirk’s, ESOMAR and QRCA. He is also the most prolific writer about sales & marketing in our industry, having authored more than 500 articles and a dozen eBooks.
David Shanker
David Shanker Consulting
David Shanker
David Shanker Consulting
Marilyn Heywood Paige
Heywood Paige Consulting
Marilyn Heywood Paige
Heywood Paige Consulting
Peter Shafer
President of RSSL Advisory
Peter Shafer
President of RSSL Advisory
Peter is an award-winning sales and marketing leader with expertise in driving high-impact campaigns that maximize audience reach and media effectiveness. As President of RSSL Advisory, Peter has led transformative strategies for global advertising, PR, market research firms and branding firms, ensuring seamless integration of paid and earned media.
With over 30 years of experience, Peter has held senior roles at The Gallup Poll, The Harris Poll, Toluna North America, and Brunswick Group. As CEO of KRC Research, he spearheaded key initiatives within InterPublic Group, delivering data-driven insights that powered marketing success.
A published author and frequent industry speaker, Peter is known for his work in measurement, benchmarking, and performance improvement including authoring two books.
Peter's diverse career also includes part-time roles with the NFL, and he is the founder of After Further Review, a management program inspired by professional refereeing practices. He holds a Master’s in Marketing Science from the University of Maryland Global Campus.Debbie Fay
Presentations Coach
Debbie Fay
Presentations Coach
Debbie is a public speaking and presentations coach for CEOs, COOs, CFOs, Presidents & SVPS, entrepreneurs, authors and others who want to deliver presentations that get heard and get results. She collaborates with her clients to build and rehearse: pitch presentations, board presentations, breakout presentations, keynotes and roadshows that connect, compel and convince.
Her clients hire her for three reasons:
1: They are terrified- intensely dislike public speaking, but know it is critical to their career/business advancement.
2: They are unafraid but realize they are ineffective speakers and are tired of losing the pitch, being passed over for the promotion, etc.
3: They are good speakers but they want to be great. They're looking to present a keynote, TED talk or other motivational presentation to change hearts and minds.
Professional development (HR) and directors of sales teams hire Debbie to deliver presentations training. Her presentations training produces long-lasting positive results in both presenters and their presentations. How does she know? Those who attend and their leaders often write to tell her!Kwami Lewis
Sago
Kwami Lewis
Sago
As SVP of Client Solutions at Sago, Kwami is the driving force behind business development and client strategy. Since joining the team in January 2020, he has spearheaded tech-enablement initiatives for Sago clients across quant, qual, and AI, with a passion for achieving project objectives and helping clients through technology adoption and business transformation. With over two decades of experience in the market research industry, Kwami has a proven track record of success in building and managing new business development, driving significant sales growth, and building high-performing teams. Kwami is an active member of the Insights Association and served as SoCal Chapter President from 2019-2020.
LaKessia Hill
Events and Strategy Consultant
LaKessia Hill
Events and Strategy Consultant
Kerry Sette
Voya Financial
Kerry Sette
Voya Financial
Megan Peitz
Numerious Inc.
Megan Peitz
Numerious Inc.
Megan is the Founder and CEO of Numerious Inc., a quantitative strategic consulting firm specializing in helping companies understand consumer behavior and leverage data-driven insights for business growth. Her expertise spans various sectors, including retail, technology, and healthcare, and she is considered a subject matter expert in methodologies such as MaxDiff, conjoint analysis, segmentation, and more. In January 2019, she was published in the Journal of Choice Modeling for her work on Best-Worst Scaling, and in September 2019, her work on large attribute sets in choice-based conjoint won “Best Paper” at the Sawtooth Software Conference. With a Master's in Mathematics & Statistics and over a decade of consulting experience, Megan has earned a reputation for delivering transformative results. Megan is also passionate about mentorship and contributing to the open-source community, fostering a culture of creativity and continuous learning within her team.
Brad Dancer
NPR
Brad Dancer
NPR
Brad has over 25 years experience in media. Starting his career in local TV, running Research & Programming for Sinclair and Fox TV Stations, Brad then became the 3rd employee at National Geographic Channels in 2000. For the next 21 years, Brad ran Insights, Data, Content Strategy and Brand Standards at Nat Geo as part of Fox and Disney. In 2021, Brad left to run Corporate Strategy & Data Insights for WWE - leading the evaluation of the merger with UFC. Brad is now the EVP of Research & Insights at Canela Media, a minority-owned startup that is a leading content platform for US Latinos and across Latin America.
Tina Michaels
Sabra Dipping Company
Tina Michaels
Sabra Dipping Company
Tina is Director Consumer Insights & Analytics, at Sabra Dipping Company. Tina is a consumer Insights professional with over 25 years of experience working across leading CPG companies including Unilever, Kraft Foods, Godiva and Sabra. She has a passion for spearheading fact-based analysis and insights to guide brand/channel strategy and deliver cutting edge, consumer-centric marketing programs. Tina’s broad business perspective combined with her drive for human empathy, enables identification of compelling innovation and category growth opportunities, with a unique combination of analytic and deep insights expertise.
India Swearingen
Bloomberg
India Swearingen
Bloomberg
India is the Head of Insights at Bloomberg Media, overseeing the company's Insights division to enable its audience first strategy. Her team of analysts and researchers gather consumer insights to inform strategies across the organization, supporting teams like the newsroom, product, and marketing to make data-informed decisions. With over a decade in the insights industry, India has experience combining her analytical expertise with a human-centered approach in a variety of sectors, including tech, media, nonprofit, and the public. Her previous work has led to patent filings that outline automated methods for generating and sharing insight highlights based on customer data. She holds a Master's degree in Applied Social Psychology and has a background in data analysis and data science.
Karen Kraft
Johnsonville
Karen Kraft
Johnsonville
Karen is an insights professional and strategist with over 30 years of experience. She currently leads Consumer Insights at Johnsonville where she helps turn actionable insights into sausage success. As a frequent insights conference attendee and speaker, she's seen the good, the bad, and the ugly of conference exhibitor and attendee behavior.
Jamila Watson
FedEx
Jamila Watson
FedEx
Jamila brings over 25 years of marketing research, branding and innovation experience to her Insights & Research Advisor role at FedEx. Jamila returned to the organization and its Global Customer Insights organization in February 2018. Within these 6 years, she has led numerous global end-to-end research efforts with a primary focus on customer-centric innovation and design initiatives.
Always seeking ways to remain business savvy, Jamila is currently participating in the McKinsey & Co. Black Management Accelerator leadership program sponsored by the FedEx Black Professional Network. A FedEx Culture Ambassador, Jamila serves as co-lead for her Director’s Culture Action Team as well as a DEI Delegate for her Vice President's organization.
Jamila is a sought-after industry enthusiast — presenting at research conferences, serving on Temple University’s MSMR Industry Advisory Board and recently joining the steering committee to establish an end-client research group for Quirk’s, a leading global industry resource for marketing research professionals.
Abby Leafe
New Leafe Research
Abby Leafe
New Leafe Research
Abby Leafe has been a qualitative researcher for more than 20 years, having started her career in advertising. In fact, a brief stint in graduate school was enough to make her run screaming from academia and she is forever grateful to the helpful headhunter who told her that, in fact, people will pay her to do research. Little known facts about Abby:
- The first focus group she ever moderated was online, back in 1999.
- She conducted online research for two years before making the jump to talking to real live people in 2001.
- Voted “Most Theatrical” in high school, we probably should have known she’d find a career with two or more shows nightly.
Abby is a past president of QRCA, served on its board from 2006 – 2011 and was the recipient of its 2018 Maryanne Pflug Spirit Award. New Leafe Research is based in Newtown, PA.
Hilary Fischer
Organon
Hilary Fischer
Organon
As Executive Director and head of the Compliance Center of Excellence for Global Business Insights & Analytics at Organon, Hilary is the driving force behind Organon’s compliance strategy and guidance protocols for primary market research and data analytics. Since joining the team in 2021, Hilary has overseen the procurement activities for these categories, ensuring alignment with industry codes of conduct and ethical guidelines, applicable regulations, and Company policies and procedures. With three decades of experience in the market research industry, Hilary is known for her collaborative and thoughtful approach which enables her to establish a rapport with key stakeholders to deliver on organizational goals. Hilary is an active member of the Insights Association and is a current member of the IA Government Affairs Committee. Previously, she has served as a Director of the MRA National Board, as the IA Director of Chapter Engagement, and as President of the Central Atlantic Chapter (formerly Greater NY Chapter). Hilary is also a current member of the EPHMRA Ethics Committee and is a Certified Information Privacy Professional/Europe (CIPP/E).