Marketing the Mousetrap (MTM) is an organization committed to the development of sales & marketing excellence. Through the use of consulting engagements, coaching programs and training workshops, MTM can customize a world-class service to meet your unique requirements. 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Everyone lives by selling something"- Robert Louis Stevenson, famous Scottish author"Any fool can paint a picture, but it takes a wise man to be able to sell it" - Samuel Butler, notorious English Poet"Build a better mousetrap....and the odds are the world won't even notice"- Tom Mawhinney, lesser-known Canadian entrepreneurWith apologies to Ralph Waldo Emerson ("Build a better mousetrap and the world will beat a path toyour door"), without the ability to effectively communicate the virtues of your product, service orcompany, it will be nearly impossible to convert your invested expense into much-needed revenue.A productive selling environment continues to be the cornerstone for every successful business. Of course, developing the sales climate that is right for your company can involve thousands of hours of research to even identify the multitude of options that are available to you.What if a company existed that could consolidate all that knowledge and then could present it back to you in a way that maximized the sales capability of your specific organization?Marketing the Mousetrap (MTM)provides services that are designed to do just that. Copyright 2002 MediaBlocks Inc.Marketing the Mousetrap (MTM) is an organization committed to the development of sales & marketing excellence. Whether you are an entrepreneurial upstart trying to define your initial sales strategy or an established company looking to update your existing sales capabilities, MTM can satisfy your requirements through one of a variety of customizable services.Through the use of consulting engagements, training workshops, and keynote addressesassist you in tuning your existing strategy or in developing a new sales & marketing approach that best fits your company's specific culture and unique business requirements. It is this commitment to the customization of our solutions that differentiates MTM from other consulting organizations in the marketplace today. With over thirteen years of professional sales and sales management experience, Tom Mawhinney has become a student of the art and science of selling. Combining the theory of the world's leading sales strategists and the practical experience he has gained in working for companies like Digital Equipment Corporation (DEC) and IBM, Tom uses simplicity and humor as the guiding principles in communicating his knowledge on how to convert sales competency into sales excellence. MTM President & Founding PrincipalMarketing the Mousetrap (MTM) provides customizable services in all areas central to the development of sales excellence. Using a modular approach, MTM can tailor any and all of these services to meet your specific learning objectives.Click on one of the titles below for a more detailed description of that particular service.Marketing the Mousetrap (MTM) provides customizable services in all areas central to the development of sales excellence. Using a modular approach, MTM can tailor any and all of these services to meet your specific learning objectives.Click on one of the titles below for a more detailed description of that particular service.Marketing the Mousetrap (MTM) provides customizable services in all areas central to the development of sales excellence. Using a modular approach, MTM can tailor any and all of these services to meet your specific learning objectives.Click on one of the titles below for a more detailed description of that particular service.Marketing the Mousetrap (MTM) provides customizable services in all areas central to the development of sales excellence. Using a modular approach, MTM can tailor any and all of these services to meet your specific learning objectives.Click on one of the titles below for a more detailed description of that particular service.Marketing the Mousetrap (MTM) provides customizable services in all areas central to the development of sales excellence. Using a modular approach, MTM can tailor any and all of these services to meet your specific learning objectives.Click on one of the titles below for a more detailed description of that particular service.Marketing the Mousetrap (MTM) provides customizable services in all areas central to the development of sales excellence. Using a modular approach, MTM can tailor any and all of these services to meet your specific learning objectives.Click on one of the titles below for a more detailed description of that particular service.Marketing the Mousetrap (MTM) provides customizable services in all areas central to the development of sales excellence. Using a modular approach, MTM can tailor any and all of these services to meet your specific learning objectives.Click on one of the titles below for a more detailed description of that particular service.Marketing the Mousetrap (MTM) provides customizable services in all areas central to the development of sales excellence. Using a modular approach, MTM can tailor any and all of these services to meet your specific learning objectives.Click on one of the titles below for a more detailed description of that particular service.Marketing the Mousetrap (MTM) provides customizable services in all areas central to the development of sales excellence. Using a modular approach, MTM can tailor any and all of these services to meet your specific learning objectives.Click on one of the titles below for a more detailed description of that particular service.Marketing the Mousetrap (MTM) provides customizable services in all areas central to the development of sales excellence. Using a modular approach, MTM can tailor any and all of these services to meet your specific learning objectives.Click on one of the titles below for a more detailed description of that particular service.Marketing the Mousetrap (MTM) provides customizable services in all areas central to the development of sales excellence. Using a modular approach, MTM can tailor any and all of these services to meet your specific learning objectives.Click on one of the titles below for a more detailed description of that particular service.Marketing the Mousetrap (MTM) provides customizable services in all areas central to the development of sales excellence. Using a modular approach, MTM can tailor any and all of these services to meet your specific learning objectives.Click on one of the titles below for a more detailed description of that particular service.Marketing the Mousetrap (MTM) provides customizable services in all areas central to the development of sales excellence. Using a modular approach, MTM can tailor any and all of these services to meet your specific learning objectives.Click on one of the titles below for a more detailed description of that particular service.Marketing the Mousetrap (MTM) provides customizable services in all areas central to the development of sales excellence. Using a modular approach, MTM can tailor any and all of these services to meet your specific learning objectives.Click on one of the titles below for a more detailed description of that particular service.Marketing the Mousetrap (MTM) provides customizable services in all areas central to the development of sales excellence. Using a modular approach, MTM can tailor any and all of these services to meet your specific learning objectives.Click on one of the titles below for a more detailed description of that particular service.Marketing the Mousetrap (MTM) provides customizable services in all areas central to the development of sales excellence. Using a modular approach, MTM can tailor any and all of these services to meet your specific learning objectives.Click on one of the titles below for a more detailed description of that particular service.Marketing the Mousetrap (MTM) provides customizable services in all areas central to the development of sales excellence. Using a modular approach, MTM can tailor any and all of these services to meet your specific learning objectives.Click on one of the titles below for a more detailed description of that particular service.Marketing the Mousetrap (MTM) provides customizable services in all areas central to the development of sales excellence. Using a modular approach, MTM can tailor any and all of these services to meet your specific learning objectives.Click on one of the titles below for a more detailed description of that particular service.Marketing the Mousetrap (MTM) provides customizable services in all areas central to the development of sales excellence. Using a modular approach, MTM can tailor any and all of these services to meet your specific learning objectives.Click on one of the titles below for a more detailed description of that particular service.Marketing the Mousetrap (MTM) provides customizable services in all areas central to the development of sales excellence. Using a modular approach, MTM can tailor any and all of these services to meet your specific learning objectives.Click on one of the titles below for a more detailed description of that particular service.erviceservicesSalesPrinciplesThe development of sales skill begins with a distinction between the principles of affinity and aptitude. Every individual possesses a varying degree of sales affinity (one's natural propensity for selling) and sales aptitude (one's capacity for learning how to sell). MTM's services in this area are designed to assist you in recognizing how you score on these two scales so that you are better able to address your selling weaknesses and leverage your selling strengths. Presentation/Workshop Topics: w Selling smarter, not harderDistinguishing between passion processLearning to read your clientAccepting responsibility for the entire sales cycleetc.Primary Keynote Address:"Eagle or Journeyman: Which one are you?"erviceservicesRegardless of the sales environment that you are in today, there are a number of fundamentals that will be critical to any kind of sustained sales success. It is these basic skills that an individual will use as the foundation from which they will build their own personal sales methodology, reflective of their unique style and personality. MTM can help you to internalize these fundamentals so that you can invest your valuable time focusing on satisfying your client's requirements rather than trying torecall the next step in the sales process .Presentation/Workshop Topics: w The fundamental sales formula: N x V x DAsking the right questionsThe value of relationship buildingHow, when and who to closeetc. Primary Keynote Address:"So you think you can sell?"erviceservicesSalesCoachingIn nearly all competitive environments, coaching is without doubt the most underated and overlooked of all the skills when it comes to assessing the success or failure of a particular initiative. This is also true in the world of high performance selliand therefore the opportunity to influence the progression of sales competency into sales excellence is often lost. MTM can assist your company in ensuring that your sales leaders are trained not to miss out on this critical opportunity. Presentation/Workshop Topics: w Recognizing holes and recommending changeFour-legged sales callsThe critical need for pipeline managementOpportunities to shorten the sales cycleetc.Primary Keynote Address:"The best salespeople RARELY make the best sales coaches"erviceservicesSalesProcessPerhaps the single most important ingredient of sustainable sales excellence is that of the repeatable sales process. However,with more than two hundred "published" models to choose from the challenge then becomes selecting the right model (or combination of models) to act as your primary approach to selling. MTM engagements in this area focus on reviewing the best options available to you and then helping you make the most appropriate choice.Presentation/Workshop Topics: w The world's leading sales frameworksWhat, when and how to leverage these frameworksWhich sales tools are worth implementingCustomizing a model to your environmentetc.Primary Keynote Address:"Pick a process, any process!"erviceservicesSalesNegotiatingNowhere is the need for strong negotiation skills more critical than in the world of high performance selling. Dozens of studies have proven that even the most elementary training on can result in significant increases in the value of the average sales contract. MTM's services in this area are designed to ensure that your sales teams use the basics of negotiation to their advantage in the sales process and ultimately to the benefit of your company's bottom line.Presentation/Workshop Topics: w The different approaches to negotiatingThe "winner's curse" and other fundamental conceptsRecognizing and utilizing the key tactics in negotiatingWhen and how to use closes and counterclosesetc.Primary Keynote Address: "Wanna buy a $20?: The Basics of Negotiating"erviceservicesRecommended Reading:Reference Websites:Whether you are looking for consultation on strategy development or tactical implementation, a training workshop designed specifically for your unique environment, or for a keynote speaker that can address an audience of seasoned sales professionals, Marketing the Mousetrap (MTM) can tailor world class sales & marketing expertise into a service that is designed to satisfy your specific requirements.For more information, please contact:Tom Mawhinney, MBASuite 1560333 - 11th Avenue S.W.Calgary, AB T2R 1L9(403) 266-2664President Sales Strategy“What struck me most about Marketing the Mousetrap (MTM) is their willingness to customize their wealth of sales & marketing knowledge to our specific situation. While most other consultants are looking to leverage existing information templates, MTM is out there developing unbeatable sales strategies from the ground up. ” Rob Schmidt, President – Concillio Inc.Sales Training“We had a real need for professional sales training that could cater to multiple levels of expertise and experience. Marketing the Mousetrap (MTM) customized their comprehensive knowledge of sales strategies, tactics and processes and delivered an outstanding program that I know will have an immediate impact on the upward performance of all of our sales professionals.” Tom Adkins, Director, N.A. Sales & Marketing – Emerson Process Management Sales & Marketing Communications“Marketing the Mousetrap (MTM) is a truly professional organization with an in-depth understanding of both corporate and individual marketing objectives. We asked MTM to develop a regional marketing communications strategy for our local Investment Advisors and they exceeded our expectations in every way.” Grant Mutch, Branch Manager – CIBC Wood Gundy Sales Strategy“What struck me most about Marketing the Mousetrap (MTM) is their willingness to customize their wealth of sales & marketing knowledge to our specific situation. While most other consultants are looking to leverage existing information templates, MTM is out there developing unbeatable sales strategies from the ground up. ” Rob Schmidt, President – Concillio Inc.Sales Training“We had a real need for professional sales training that could cater to multiple levels of expertise and experience. Marketing the Mousetrap (MTM) customized their comprehensive knowledge of sales strategies, tactics and processes and delivered an outstanding program that I know will have an immediate impact on the upward performance of all of our sales professionals.” Tom Adkins, Director, N.A. Sales & Marketing – Emerson Process Management Sales & Marketing Communications“Marketing the Mousetrap (MTM) is a truly professional organization with an in-depth understanding of both corporate and individual marketing objectives. We asked MTM to develop a regional marketing communications strategy for our local Investment Advisors and they exceeded our expectations in every way.”Grant Mutch, Branch Manager – CIBC Wood Gundy It is said that there are only two primary functions of business; one is production and the other is marketing. Without a formal sales & marketing strategy in place to bring your product or service to the marketplace, your greatest aspirations are almost certain to fall short. Whether it is the creation of a customized strategy for your new company or the refinement of an existing strategy for a going concern, MTM can help your organization to define both a roadmap for success and the tactical plans for making it all happen.Defined Deliverables: w Strategy Plans - Position & Differentiate Product/Service Portfolio DefinitionsTarget Market DefinitionsValue PropositionsTactical Plans - Implement & MeasureDirect & Indirect (Channels) ModelingMarketing Mix DefinitionsForecasting ModelsCompensation ModelsUndefined Deliverables:Hourly ConsultingerviceservicesAlong with opportunity engagements, sales & marketing communications (sales material, press releases, websites, direct mail, etc.) define the image of a company in the marketplace. Executed well, sales communications will differentiate your company from the competitive masses before you even engage with your target market. Executed poorly, these initiatives can do more damage to your reputation than if your company did nothing at all to communicate with your customers. MTM can apply years of marketing expertise to the development of customized communications strategies and the materials that are critical to supporting those strategies.Defined Deliverables: w Communications strategies (corporate-wide, project-specific, etc.)Creation of Marketing materials (brochures, website content, etc.)Review/Refinement of existing materialsUndefined Deliverables:Hourly ConsultingerviceservicesMany companies, particularly growth and emerging organizations, struggle with being able to locate professional sales & marketing resources that possess a high degree of selling expertise and are both availableaffordable. Rather than attempt to duplicate the efforts made by the many dozens of recruiting firms that exist within every region, MTM maintains a database of professional sales contacts that can be accessed to satisfy the unique requirements of today's unique marketplace. Companies that do not possess the financial resources to hire professional sellers or companies that simply do not require a sales resource in a full-time capacity can look to MTM to establish a creative solution that will cater to the modern business environment where traditional employment contracts may not be the most efficient or effective alternative.