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Moving Your Business Forward - Atlanta


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Slides from Moving Your Business Forward conference technology session held in Atlanta on 10/24/2006

Slides from Moving Your Business Forward conference technology session held in Atlanta on 10/24/2006

Published in: Business, Technology

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  • Transcript

    • 1. Brent Leary, CRM Essentials LLC Inherit The Web….2.0
    • 2. Small Business Priorities
    • 3. Challenges facing small businesses
      • Operating challenges uncovered
        • “ Customer information is stored all over the place”
        • “ We’re terrible at working together to close deals”
      • Sales challenges uncovered
        • “ Does management want me to sell or fill out forms?”
        • “ We got in too late ”
      • Managing challenges uncovered
        • “ It is becoming increasingly difficult to predict revenue ”
        • “ We’re losing too many of our good customers ”
    • 4. Sales & Marketing Challenges
      • The Problem*
      • Avg. Business has 7% awareness
      • 90%+ of market not ready to buy
      • Awareness = 6-7 touches per yr
      • 80% of new sales take 8-15 contacts to gain interest
      • Avg. salesperson abandons after 1-2 calls
      • 50% of all leads buy – in 6-18 months
      • Result
        • Huge numbers of missed opportunities
        • * Source: Cargill Consulting Group, Inc., Griffin Consulting Group, Sales & Marketing Mgmt Magazine, Harvard Business Review, Dartnell Institute
    • 5. Turning to the Web: U.S. SB Internet Overview
      • Web Sites
        • 56% of Internet small businesses in the U.S. currently have a web site. Web site penetration varies across verticals – highest among manufacturing and professional business services:
        • Web Site SBs spent $3.015 billion on web site hosting last year. While website maintenance totaled $5.08 billion and website development accounted for an additional $2.08 billion .
      Web Site Penetration by Industry AMI Partners
    • 6. Why now?
        • Affordable
          • Less up front costs
          • Lower TCO (Total Cost of Ownership)
        • Easier
          • To install and configure
          • To use
        • Faster
          • To get up and running
          • To see return on investment
        • Accessible
          • From browser
          • From the road
          • From everywhere
    • 7. The trend is being driven by your customers … the Internet is THE place they go to find products & services and more importantly YOU! The Internet continues to grow in popularity among consumers searching for information about products & services … as preference for yellow pages and newspapers declines More and more, the Internet is where YOUR customers are
    • 8. Small Business Continues to Move Online Small business is evolving from just being online to doing business online Increasingly, customers expect small businesses to respond quickly!
    • 9. Search: From Hunted to Hunter – What’s Your GQ?
      • 5.3 billion internet searches were performed in February 2006
      • Average web user performed 43.1 searches
      • Businesses of all sizes are expected to spend $5 billion dollars advertising on search engines
      • When your site is shown in both organic and paid results for a search, searchers click one of your listings more than 90 percent of the time
      • 43% of search engine users are seeking local merchants to buy something offline
    • 10. SB Attitudes toward the Internet
        • U.S. SBs are increasingly utilizing the Internet to facilitate supply chain practices and enhance customer service. 57% of PC SBs are purchasing more products and services online while 52% believe that using the Internet will help their business grow while strengthening their customer relationships.
        • The Internet is an integral part of business for the PC SB market. 44% of these business are willing to change their company’s business processes and policies in order to keep current with evolving Internet business practices .
      AMI Partners
    • 11. Web 2.0 - 21 st Century Networking
    • 12. Web 1.0 vs. Web 2.0
      • Web 1.0
        • Each One Reach One
      • Web 2.0
        • Each One Reach One…. MILLION
    • 13. Blogging + Podcasts + RSS = REACH! Blogging Podcasting RSS
    • 14. Only the Beginning….
      • 53% surveyed have downloaded or listened to a podcast at least once, with 41% claiming to have listened to podcasts on more than one occasion
      • 65% said they listen to podcasts for BOTH personal AND business interest
      • 60% of respondents said info on business or technology topics currently delivered as traditional white papers or analyst reports would be more interesting as podcasts . And 55% of them would be more likely to consume white papers if they were delivered in this manner
      • 27% said podcasts already influence work-related purchase decisions
      Knowledgestorm survey of 3,900 B2B purchasers
    • 15. New tools of the trade
    • 16. Columbus was right…The World is Flat!
    • 17. Pyramid Of Customer Loyalty
    • 18. Thank You!
      • Brent Leary
      • [email_address]
      • Corporate Website
      • Blog
      • “ Technology…for Business $ ake ”
        • Starting 11AM on Sunday, November 12 on 1160AM