Sales and marketing professionals are often referred to as the lifeblood o...Read More
Beware the Contract You Never Signed
Beyond the Ballot Box
Buy, Sell or Hold
Food for Thought
From Concept to Production
On the Job
Seeing is Believing
The College of Hard Knocks
The Right Financing
Smith joined ZAGG in 2007, where he was tasked with global sales, marketing and e-commerce. Under his direction, the company has experienced more than 100 percent revenue growth.
The basics of sales are not difficult, Smith says. It is all about understanding a need and finding a solution. “If the person I’m talking to will be direct enough to tell me ‘no,’ you can bet they are more than willing to explain why. Once you know the why, it’s easy to identify the solution and start working back to ‘yes’.”
Enterprise Account Management | Utah Broadband
Understanding the root cause of any “no” is how Langford Lloyd has managed to turn so many of those objections into sales. Lloyd says it’s all about understanding the customer and breaking down every objection until there is no choice but to buy. That’s how he made one of the biggest sales of his career.
While he was working for AT&T several years ago, the state legislature wanted BlackBerry phones to keep up with email. The company, however, was using a Novell email platform that was, at the time, incompatible with BlackBerry. With hard work, Lloyd and others got the BlackBerry and Novell platforms to work together, and Lloyd made a huge sale. It’s that kind of dedication to working to meet client needs that makes a top salesperson.
It’s also important to recognize how interconnected the big decision makers along the Wasatch Front are, says Lloyd. Sales is very dependent on relationships. “You learn early on to be careful what you say about neighboring businesses and competitors. It might very well be your prospect’s brother-in-law you are talking about!”
Director of Marketing | Deer Valley Resort
Coleen Reardon took a seasonal job selling lift tickets in 1979 and never looked back. She has been with Deer Valley Resort for 17 years and is instrumental in its many successes. For instance, Deer Valley has been ranked the No. 1 ski resort in North America by readers of SKI magazine for past five years in a row.
The resort was an official venue during the 2002 Olympic Winter Games, and Reardon monitored logistics and production for that event, along with several other world-class competitions through the years. She spearheaded the successful effort to bring in sponsorships for the 2011 Freestyle FIS World Ski Championships, which the resort hosted.
Of marketing, Reardon says, “What co-workers see appears to be such fun and glamorous work. It is—but it also comes with an amazing amount of behind-the-scenes details and planning.”
Such planning included her department’s role in helping the resort take on property management operations in 2009. This year, business on books for that division is pacing double-digit percentage increases over last year.
Executive Vice President of Marketing and Communications | Zions Bank
It’s no secret that the banking industry has been going through a rough time the past few years, but Rob Brough says he’s up to the challenge. He enjoys helping differentiate Zions Bank from other financial institutions. “One of the things I’m really proud of is that we’ve been able to, through our marketing and communications efforts, continue to create positive feelings about Zions Bank and to separate Zions Bank from the big Wall Street banks.”
In his position, Brough oversees Zions’ robust retail and interactive marketing efforts that support the bank’s 133 branches throughout Utah and Idaho. He also manages the bank’s internal communications to more than 2,500 employees, as well as external communications, financial education and community development functions.
In the upcoming year, Brough is excited to see Zions return to growth mode. While the overall banking industry has been clouded with a negative perception, Zions was ranked second in the nation for consumer trust by American Banker’s, much due to Brough’s marketing expertise and leadership.
Senior Vice President of Marketing, PR and Web | Mountain America Credit Union
Fast-paced, challenging work is what keeps Sharon Cook excited to go to work. The last year gave Cook the opportunity to grow along with Mountain America Credit Union. She says the credit union added new products and services, while at the same time she was expanding the message to a larger audience.
While technology has changed the marketing profession, Cook says it has also led to more opportunities to build relationships with current and potential customers. Under Cook’s leadership, Mountain America has more Facebook fans than any other credit union. New technology has also led to more accurate analytics, which Cook says has allowed her to adjust campaigns in real time for better results.