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Integrating Sales & Marketing to Create a Conversion Driven Culture presented by the Sales and Marketing Council
April 9 @ 8:30 am - 10:30 am
Are your sales and marketing teams NOT at it again? When home sales are down, is it Marketing’s fault for not generating quality leads or is it Sale’s fault for not working the leads and following up? Robert Cowes (Lead Gen Marketer) and Shant Samtani (Sales Manager) will share how they overcame communication challenges by integrating their Sales and Marketing teams.
By providing the tools and best practices needed, integrating Sales and Marketing will turn more leads into buyers. This panel will teach you how to develop and introduce this program to your teams, develop contests and incentives, and a few other tips to create CRM power-users and experts in follow-up.
- Learn the key ingredients to develop a predictive Sales & Marketing plan
- Know how to enable measurement to track results
- Understand the process of transforming your Sales organization into a lead conversion machine
- Maximize Sales & Marketing efficiency by working together
Cost (Includes Breakfast):
SMC Members: FREE
Non SMC – HBA Members: $30
Non HBA Members: $60
Speakers: Robert Cowes, President & CEO of SmartTouch® Interactive
About Robert: Robert Cowes III is President and CEO of SmartTouch® Interactive, an award-winning software and interactive marketing company specializing in the unique needs of the real estate industry. In the past 8 years, SmartTouch®’s lead generation programs have generated over 1 million leads and nurtured over 250,000 prospects that have led to over $2 billion in sales. With a deep expertise and specialty in interactive marketing and results-driven lead generation campaigns, Robert designs and manages interactive marketing programs for builders and developers that consistently get results, generate leads, and elicit sales. Before co-founding SmartTouch® Interactive, Robert had a 20-year career focused on developing marketing programs that lead to transactions. He received a BBA in Finance & Marketing from St. Edward’s University and an MBA from Texas State International Business. Outside of developing successful marketing programs Robert has also stayed involved in professional associations throughout his career, serving on the Board of Directors for the Austin Home Builders Association for 3 years as well as serving on the Sales & Marketing Council for the National Home Builders Association and also as VP of Collegiate Relations for the American Marketing Association Austin Chapter. Robert is an experienced speaker who has previously presented at conferences and forums such as the Austin Home Builders Association Annual Leaders Forum (2013-17), Sunbelt Builders Show (2013), Home Builders Association of San Antonio & Austin (2011, 2012, 2013), and previous International Builders Shows (2013, 2017, 2018, 2019).
Shant Samtani, Sales Manager for Esperanza Homes
Shant Samtani comes from a family of sales professionals and graduated with a B.S. in Accounting from SMU. He is fluent in both English and Spanish and learned how to speak Spanish from helping his family with their wholesale retail business in Laredo, Texas.
After starting his own sales career as a Commercial Lender at Frost Bank, Shant joined Esperanza Homes as the company’s first Sales Leader for the master-planned community Tres Lagos in McAllen, Texas. Since his first day in August of 2016, Shant has sold over 400 homes for Esperanza Homes (Tres Lagos and Bentsen Palm).
Without any homes on the ground to show, Shant’s first task at Tres Lagos was to work through a backlog of 2000+ potential buyer contacts who had already submitted their information. Shant had to sell the idea of Tres Lagos and establish confidence in the home product using only a map on a TV screen and talking to buyers at the Esperanza office, resulting in 94 pre-sales.
After Tres Lagos broke ground, Shant started transitioning into a role of coaching others and naturally gravitated into the role of Sales Manager. His advice to other sales professionals, and what he also tries to engrain into each of Tres Lagos’s leaders, is that if you believe in and are excited about the product you’re selling, it’s going to be contagious. His other advice to Sales Leaders is be aggressive. Above all things. There is no textbook or conventional way of selling homes, but Sales is an effort game—the harder you work, the more sales you will make.