1. Open Forum: Networking to Increase Sales
Laura Moskwa
Vice President, Director of TPA Services
Stig Nybo
Senior Vice President, National Sales Director

2. “Just Wait – TRS Will Go Away”
Peak of Inflated Expectations
Plateau of Productivity
Benefit
Trigger
Trough of Disillusionment
Slope of Enlightenment
Actual Benefit
Every new endeavor goes through basically the same predictable pattern.
Someone rolls it out with lots of hype and creates a heightened expectation.
Everyone gets excited and start to work hard.
Results are never immediate, so disillusionment sets in.
Those organizations/sales folks with the discipline to continue to push eventually push through to a more productive environment.
So how do we best get past the “Trough of Disillusionment” to the more productive environment?
Time
Source: Gartner April 2001, The CRM Hype Cycle (S. Nelson, G. Herschel)

3. Getting past the Trough - Requires
TRUST!
It all does start with trust, doesn’t it?
You each need to trust that the other won’t
Make you look bad.
Deliver a lousy product
Ruin your great relationship.
In order to trust, you have to:
Believe in the products/company
Believe in your partners
This meeting is about becoming familiar.
Honey – We’re Here! Come on out.

4. Commitment! Getting past the Trough - Requires
We all have to buy in for this to work.
The organization – support in every way
All of us – support it with activity
This will not work as purely a “Top Down” effort.
Get clear on WIIFM and WIIFY
We each need to think about how we can make this relationship benefit us, and how we can benefit others.

5. Getting past the Trough - Requires
Consistency of Message
We’ve all experienced the following – “Wasn’t the Transamerica gal just in here?” “Might be another division, I don’t know her”. Not a great answer.
I really believe this is or maybe has disappeared completely.
But the Story has to go beyond simply knowing our counterparts. We need to know:
The basic strengths of the other’s product
What constitutes an Opportunity?
How do I tee my Partner up?
How do I support my counterpart long term?
We also need commonality of product and Target.
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Firms like Merrill Lynch

6. TRS Is Not Going Away Takes Time Benefit Peak of Inflated Expectations
Plateau of Productivity
Benefit
Trigger
Trough of Disillusionment
Slope of Enlightenment
Actual Benefit
Every new endeavor goes through basically the same predictable pattern.
Someone rolls it out with lots of hype and creates a heightened expectation.
Everyone gets excited and start to work hard.
Results are never immediate, so disillusionment sets in.
Those organizations/sales folks with the discipline to continue to push eventually push through to a more productive environment.
So how do we best get past the “Trough of Disillusionment” to the more productive environment?
Takes Time
Source: Gartner April 2001, The CRM Hype Cycle (S. Nelson, G. Herschel)

7. This Afternoon’s Agenda
How do we get to the next level?
Theme - Developing:
Trust
Commitment
Consistency of Message