中華資訊網路協會 Chinese Information & Networking Association

4675 Stevens Creek Blvd., Suite 101, Santa Clara, CA 95051

http://www.cina.org

 
 
CINA October Entrepreneur SIG Seminar
 
Sales and Marketing Do's and Don'ts for the Early Stage Entrepreneur
 

Date/Time: Saturday, October 30, 2004, 10am - 12pm

 10:00 am - 10:30 am Registration & Networking
 10:30 am - 12:00 pm Presentation, Q & A
Venue: Fenwick & West LLP, 801 California St. Mountain View, California 94041

Speakers: Michelle E. Messina, Partner & Co-founder of Situational Marketing, Inc.

  Jennifer Vessels, Founder of Next Step
Fee: Free for CINA Members; $10 for Non Members
RSVP: eSIG@cina.org with a subject “eSIG 10/30”

Abstract

What happens in the very early stages of a company, many times, determines its the long term market success. Learn practical ways to avoid the most common marketing and sales mistakes that can impact your company’s growth. You will learn:

• The importance of market development
• Why companies fail
• Importance and ways of understanding your customer
• Core components of an effective message
• Common sales mistakes
• Key concepts of selling value
• Techniques for closing the initial deals

This interactive session will provide practical and helpful examples of sales and marketing tactics and strategies that can be applied to your company today. It will be led by Michelle Messina of Situational Marketing, Inc. www.sitmark.com and Jennifer Vessels of Next Step LLC www.nextstepgrowth.com. Both Jennifer and Michelle have extensive sales; marketing and management experience in high and low tech companies and are veterans of both start-ups and large corporations.

Michelle E. Messina’s Bio

Michelle is partner and co-founder in the marketing services agency Situational Marketing, Inc. Sitmark provides strategic marketing and public relations services to emerging technology companies and maintains specialized expertise launching international companies into the US markets.

Michelle has over 16 years sales and marketing experience in a wide range of high-technologies that include e-commerce and internet applications, computerized robotics, biotechnology, and enterprise software applications and services. Her senior and executive level positions, in public and private companies, have included responsibility for revenue generation, creation and execution of global marketing plans, establishment of European operations and country-specific public relations plans. She served as a Vice President Western Region Sales, Vice President of Marketing, General Manager and Business Development Director holding senior positions with Befree, Moai Technologies, Open Market, and Quarterdeck Corporation.

As a published author, Michelle is a speaker, panelist and moderator at conferences in Europe, Canada and the U.S. Currently she is an advisor or board member to multiple technology companies. Multilingual, she has traveled extensively outside the United States and is an avid photographer.

Jennifer Vessels’ Bio

Next Step Founder, Jennifer Vessels has over 20 years’ business development and management experience with high and low technology companies across the US and Europe. Prior to founding Next Step in 1997, she held a variety of senior sales, marketing and b management positions in Triad Systems, DataTrak and Ungermann-Bass. From 1992 – 1997, Jennifer lived and worked in Europe as Sales Operations Director for UB Networks then, building the European subsidiary for Promptus Communications. Her last two years in Europe were spend building New Start, Norge, a Scandinavian management and leadership development consultancy.

Today, Next Step maximizes growth for technology and other dynamic organizations through practical, results oriented sales, marketing and management programs – delivered worldwide by experienced, certified consultants. Next Step’s clients include Cisco Systems, Handspring, Wilson, Sonsini, Goodich and Rosatti, Compaq, Synopsys and many smaller manufacturing, service and technology firms. In 1988, Ms. Vessels received her MBA from San Jose State University and in 1997 she completed her MSC in Organizational Development/Occupational Psychology through the University of London.