Visa Inc. Research and Insights
About the Speaker
Michael Marx is currently Senior Director of Visa Inc. Research and Insights. In this capacity, Mr. Marx is responsible for consulting and communicating with Visa payment card issuing clients and accepting merchants on all aspects of intelligence including market research, market intelligence, competitive intelligence and consumer trends that are ultimately relevant to the payments business.
Mr. Marx is a frequent speaker at industry conferences where he discusses key segments of the population who will drive the payments business going forward as well as ground-breaking Visa research efforts that contribute to the furtherance of its partners' business.
Prior to joining Visa in 1996, Mr. Marx served for 11 years as manager of the corporate market research function at Wells Fargo. He has also held research positions at Clorox and Market Facts.
Mr. Marx holds a B.A. in Politics from the University of California, Santa Cruz and an M.A. in Communications from the University of Pennsylvania.
About the Speaker
As regional director at StrategyCorps, Adam Thompson works with bank clients to develop checking programs that simplify account lineups, build brand loyalty and grow fee income. His experience provides him with a unique understanding of how industry challenges affect each bank differently and allows him to share successful sales approaches and implementable takeaways with his presentation audiences. Adam received his B.S. degree in Business - Organization Communications from Lipscomb University.
Revenue Path Group
Engage the Brain to Trigger the Buy
With up to 70% of the buyer's journey done before your business development team even shows up, you have to pitch perfectly at every opportunity to make the next cut. This Compressed selling time, mixed with the market's drive toward Commoditization, and the move toward Consensus decision making, and you're now feeling the headwinds to future revenue and margin growth; what's called the three deadly Cs.
Those who can best counter these Cs will create a sustainable advantage and will achieve their rightful market share. And the solutions is simpler than you may think.
Here's a little secret as to where to start...your prospect is not a person, heart or soul; it's actually a 3 pound organ called the brain! Yet, as amazing and powerful as the brain is, it's a very primitive and predictable decision maker. During this dynamic session, you'll learn how your prospect's brain scientifically makes a buying decision; how to craft brain friendly messages; making your offer easier to understand, easier to digest, leading to faster and more efficient decisions...in your favor!
95% of presenters pitch in the exact opposite way than our brain's decision making process. You will learn the exact way to do it right, giving you a big advantage over your competitors. Bryan will also share how to continually reinforce they Why You and Why Now in a way that triggers the right buying decision...choosing you!
Most importantly, you will learn how to combat the three deadly Cs (commoditization, consensus decision making and compressed selling time):
Stand out among seemingly similar companies - because we all know commoditization is not fun...it kills margins!
Create and maintain prioritization - because we all know time kills deals!
Sell the way buyers buy today - 7 out of 8 of the big sales training programs were developed before the internet, cell phone and personal computer! You can't use sales training programs developed decades ago and expect to win today.
About the Speaker
Revenue Path Group (RPG) CEO Bryan Gray helps leaders steer their organizations through our current age of "accelerations"; where they can now stand out in crowded and commoditized environments, and no longer lose opportunities that should be theirs!
Having previously led two businesses to the Inc. 500 list of fastest-growing companies, Bryan and his group will teach you how to better compete and grow faster in today's highly competitive arena - where those who don't change and adapt will find themselves less and less relevant.
During Bryan's session, you will learn where today's revenue growth traps lie and how to gain advantage over your competition and beat incumbents. Proven tactics, strategies and approaches will now be at your fingertips. Learn how to keep the customers you have and attract the ones you want.
About the Speaker
B. Dan Berger became NAFCU president and CEO on Aug. 1, 2013. He was promoted to executive vice president of government affairs in July 2009 after joining NAFCU in January 2006 as senior vice president of government affairs overseeing five divisions including legislative affairs, regulatory affairs, research/economics, regulatory compliance and political affairs/PAC. Berger is NAFCU's chief advocate before Congress, the White House and the federal regulatory agencies. Berger brings more than 25 years of government relations and political affairs experience to his post and has held key association and business management positions. In addition, he served as chief of staff in the U.S. House of Representatives. Throughout his lobbying career, Berger has been an effective advocate and political strategist for the groups he has represented, including the Farm Bureau, Association of Realtors and various insurance companies. For 14 consecutive years, Berger has been listed as one of the most influential lobbyists in Washington, D.C. by The Hill newspaper. He has been a commentator on Fox News, CNBC and CNN, and is quoted regularly in the Wall Street Journal, The Washington Post and numerous financial services publications. Berger earned a master's degree in public administration from Harvard University and a Bachelor of Science degree in economics from Florida State University. He also serves on the Florida State University Alumni Association's National Board of Directors, appointed by FSU President John Thrasher. In addition, he was an adjunct professor at The George Washington University in the communications department. Berger is an outdoor enthusiast and enjoys spending time with his wife, Aimee, and daughter, Shelby.