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SpeakerNet News Teleseminars

Selling to the Corporate Market:
The Who, What and How of It

Mitch GoozéGuest Expert:

Mitch Goozé, CSP   (About Mitch)

How to order the recording:

Order MP3


The Program:

Corporations are where the big money is. But how do you get into this well-paid market? Learn from a former Fortune 200 Company Division President and CSP how to get more business from corporations. Whether you’re after big companies or mid-sized companies, we’ll discuss the key actions you need to take.

What you will learn:

  • The difference between selling to “big” companies vs. mid-size and small companies
  • Do you go after HR or somewhere else?
  • What should I say in a letter or phone call?
  • What are the keys to getting hired?
  • How is this different from the association market?
  • What topics are corporations interested in?
  • What doesn’t work?

About our guest expert:

Mitch Goozé is the president and founder of the Customer Manufacturing Group. His broad scope of business experience ranges from operations management in established firms, to start-up and turn-around situations and mergers. A seasoned general manager, he has headed divisions of large corporations and been CEO of independent firms, always focusing the company strategy on the most important person in business — the customer. Prior to founding Customer Manufacturing Group, Mitch was president of Teledyne Components, a division of Teledyne, Inc., from 1985 until 1990.

Mitch’s unique expertise in determining strategic positioning at the corporate or product level has resulted in the cornerstone element of the Customer ManufacturingTM System — Customer/Solution Definition. For years he has used his Who, What and How assessment methods to help companies define what their customers are buying that they can’t get from anyone else. As a recognized expert in marketing, strategic business planning, and customer relationships, Mitch has been invited to speak by business groups across the globe. His ideas have helped thousands of senior executives to gain a competitive advantage in their market through the assessment and redesign of their System to Manufacture CustomersTM.

He is a member of the Board of Directors of Hunter Associates Laboratory, Intisys, and Telesensory Systems. Mitch is a past member of the Board of Directors of The American Electronics Association and ASUCLA, and The Board of Advisors of the Leavy School of Business at Santa Clara University, and is a founder of the International Center for Professional Speaking in Phoenix, AZ.

Mitch has been an invited guest speaker and published author for over fifteen years. His book It’s Not Rocket Science: Using Marketing to Build a Sustainable Business was published in 1997 and is in its second printing.

Mitch is a graduate of the University of California, Los Angeles (UCLA). He did graduate work in electrical engineering at the California State University, Long Beach, and graduate business studies at Santa Clara University and Heriot-Watt University, Edinburgh, Scotland.