The document provides results from a sales best practice survey and discusses key topics related to commercial excellence. It finds that world-class sales organizations focus on customers, collaborate well internally, and know why they succeed. There is a large performance gap between world-class and average organizations across key metrics like new account acquisition and quota achievement. The document also discusses how leveraging technology like CRM systems and aligning sales and marketing can provide tactical advantages to sales organizations.
Best Practices of World-Class Sales Organizations and their performance against Key Performance Metrics; Data for specific industry segments is available; call or eMail Medio Waldt, 610 659 3489, medio.waldt@millerheimangroup.com
For more information about the marcus evans marketing summit series: marketingseries@marcusevanscy.com
Grant Pattison, Senior Manager, Marketing & Technologist at IAG Commercial discussing Embracing Your Inner Marketing Technologist to Bridge the Martech Divide at the CMO ANZ Summit 2015.
Best Practices of World-Class Sales Organizations and their performance against Key Performance Metrics; Data for specific industry segments is available; call or eMail Medio Waldt, 610 659 3489, medio.waldt@millerheimangroup.com
For more information about the marcus evans marketing summit series: marketingseries@marcusevanscy.com
Grant Pattison, Senior Manager, Marketing & Technologist at IAG Commercial discussing Embracing Your Inner Marketing Technologist to Bridge the Martech Divide at the CMO ANZ Summit 2015.
The Secret to Successful B2B Marketing: Revenue OperationsLeanData
Wondering how savvy marketers are generating pipeline these days? Wish Sales was following up on the demand you are creating? Learn how to accomplish this and more by establishing a revenue operations function at your organization.
Attend this work group to understand how Revenue Operations can propel your B2B marketing initiatives forward—whether whether they be account-based, inbound or both. We’ll outline how revenue operations can help drive scalable growth for all fall your go-to-market (GTM) motions, as well as leave you with a framework on how to get started.
We will cover how to:
- Implement the right GTM Marketing and Sales strategy (ABM, inbound, or both);
- Utilize revenue operations to make your marketing campaigns more successful;
- Unify company data so it is accessible and actionable by all; and
- Provide analytics and insights into what is working.
How Great Sales Managers Minimize Risk to Maximize ImpactAltify
Frontline sales managers are in a high-pressure role and are the linchpin of the sales organization. When sales management fails, sales fails, and the business fails to scale.
Failure is too frequent – the average tenure of a CSO is just 18 months – but it doesn't have to be that way.
Managing the business of sales demands rhythm and a framework to prioritize what to do and when to do it. Effective sales managers can balance short-term current revenue activities (represented by your forecast), with the future business pursuits (represented by your pipeline) while at the same time managing day-to-day tasks.
In this presentation, we lay out a framework to help you manage your sales business and answer the Big Questions.
If you can't measure or monitor it, you can't manage it !Carl Larson
Carl Larson Sales Best Practices - Sales KPI and Metrics Management
As a sales leadership subject matter expert with deep, hands-on sales team management experience at small, medium and large high technology product and professional service organizations, I am responsible for exceeding annual corporate revenue objectives by growing year-over-year sales and profitability. To support sales revenue achievement, I am responsible for developing new business customers, growing existing customer revenues and introducing new product offerings to penetrate new markets. To profitably grow businesses, I am accountable for optimizing the cost of sales by segmenting the marketplace, hiring and developing the right sales personnel and skill sets and establishing consistent sales process that reduces the time to value for my customers and my company. These processes include effective sales prospecting, business-value qualification or disqualification, executive relationship building, proof of value, win-win contract negotiation and closing performance. I have experience building businesses that grew new business software license sales, built SaaS annual recurring revenues and achieved professional services success.
Account Planning in Salesforce: Trending in 2015 Altify
In every large customer account there is hidden white space where you can sell your existing products to new divisions and sell more solutions to the same business units, for complete penetration across the account.
In this webinar we reveal the secrets we have learned since early 2013 when we launched the Amazon #1 Bestseller Account Planning in Salesforce.
Since then we have seen thousands of account managers grow their business with their major customers, while also increasing the value that they deliver.
We have seen account and territory plans fully completed in just 6 hours, a large enterprise company add $400 million to their pipeline in just weeks, and an increase in win rate of 300%.
We will revisit the fundamentals of this surefire revenue growth strategy and share the insights we have gleaned since we first launched Account Planning in Salesforce.
blackdot - Accelerating Marketing & Sales Transformation - SydneyMarty Nicholas
Accelerating Marketing & Sales Transformation
Sydney - 16 March 2017
Practical strategies for advancing customer & business outcomes in the digital age.
www.theblackdot.com.au
How to create sales excellence and implement strategy - Mercuri InternationalMercuri International
The Global Sales Excellence Survey is packed with powerful and practical insight from the world’s best performing companies.
It comes with a self-assessment document that you can request from Mat at Mercuri via matthew-everitt@mercuri.co.uk
It answers 2 key questions;
1) What are the differences between higher, middle and lower performing companies?
2) What are the sales excellence factors that the better performing companies concentrate on?
Established in 1960,the survey is brought to you by Mercuri International and data from 15,000 client cases, 250,000 participants, and 60 + industry sectors, every year.
We take your sales to a higher level.
http://mercuri.co.uk/how-can-mercuri-international-help
Everyone wants to improve sales results, however, not everyone is willing to change their sales behavior. 52% of companies report that the primary reason why new sales behaviors are not adopted is the failure to operationalize change.
For sales people, this comes down to a reward/effort equation. Is the benefit obvious, and great enough to motivate salespeople to adopt new behaviors?
Join us and learn the best practices to optimize your smart sales transformation initiative for sustained and predictable revenue growth. Hear Michael Campbell, Vice President of Sales Operations & Development for Diebold and JP Knapp, Director of Sales Enablement for Vocera Communications share their lessons learned about the internal challenges of driving adoption and sustained value.
Endeavor Management announces the launch of our Sales Excellence Practice. Partner with us to develop high performance sales professionals and customer focused environments.
This Mindmatrix presentation on sales enablement offers a step-by-step process for enabling your direct sales teams. Watch this presentation to learn-
-Why is sales enablement is so important?
-What does direct sales enablement involve?
-Why is it time to move beyond traditional marketing automation and CRMs?
-What are the 12 steps to holistic sales enablement
The Building Blocks of an Effective Sales Enablement FunctionMike Kunkle
Link to recording: http://bit.ly/SEBuildingBlocksRecording-DTI
In this webinar, I discuss:
- How sales enablement is being defined today (and how it should be)
- What to consider when starting a new sales enablement function or upgrading your current department
- The 10 foundational building blocks that will lead to success
- Services to consider offering
- How to perpetuate success with systems thinking
- A look to the future of what Sales Enablement could and should be
Webinar | Bridging the Buyer / Seller Credibility GapAltify
Here’s the problem …
Buyers tell us that most sales professionals (64%) don’t understand their business.
Many sellers say that the materials they get from marketing don’t help build credibility during the first sales call.
Marketing leaders suggest that maybe sellers don’t use the materials that they provide in the right way.
Here’s the result ...
Buyers get frustrated, and sellers lose deals.
This is not just a sales and marketing alignment problem; it is a customer alignment problem. How can we help salespeople connect their solutions with the customers’ business problems? Without that connection, sellers lack credibility and lose deals.
Join us as we will dig into this deal-killing issue.
We will show you how to accelerate the salesperson’s experience in the customer’s business, and share the most relevant insights and sales messages; advancing their credibility, and advancing the deal.
We will also demonstrate Dealmaker Align, part of our Smart Sales Transformation suite, and the solution for bridging the buyer / seller credibility gap and resolving the sales and marketing alignment problem.
Years of SiriusDecision research prove that B2B organizations with an aligned revenue engine grow faster and more profitably than their peers. Not coincidentally, the number of B2B professionals whose job titles include the word “revenue” is surging, because focusing on revenue signals an enlightened view of alignment.
The question is, what does this shift really mean when it comes to cross-functional execution? Fully realizing the benefits of revenue engine alignment has made Revenue Operations the new mandate for companies that want to outperform their peers.
In this presentation, Dana Therrien will explain why Revenue Operations isn’t just a title or an organizational structure; it's a mindset and strategy for the next phase of B2B growth. If you're a sales and marketing operations leader, don't miss this important discussion to:
- Understand what Revenue Operations means, what’s driving the trend and why now?
- Learn the benefits of a Revenue Operations approach and the impact on operational functions within your organization
- Learn diagnostics and actions your organization can take to implement a Revenue Operations approach
This information outlines what it takes to make a World Class sales force by understanding the types of
salespeople and how to measure their specific sales “DNA” to optimize performance.
Gleanster Research and Act-On Software sought to answer these questions. We conducted a study in Q4 2014 and Q1 2015, surveying marketing professionals in 750 companies to understand how they perceive and support customer relationship management. For the purposes of this study, we defined CRM as: Any iteraction a customer has with your brand across all stages of the customer lifecycle.
The Secret to Successful B2B Marketing: Revenue OperationsLeanData
Wondering how savvy marketers are generating pipeline these days? Wish Sales was following up on the demand you are creating? Learn how to accomplish this and more by establishing a revenue operations function at your organization.
Attend this work group to understand how Revenue Operations can propel your B2B marketing initiatives forward—whether whether they be account-based, inbound or both. We’ll outline how revenue operations can help drive scalable growth for all fall your go-to-market (GTM) motions, as well as leave you with a framework on how to get started.
We will cover how to:
- Implement the right GTM Marketing and Sales strategy (ABM, inbound, or both);
- Utilize revenue operations to make your marketing campaigns more successful;
- Unify company data so it is accessible and actionable by all; and
- Provide analytics and insights into what is working.
How Great Sales Managers Minimize Risk to Maximize ImpactAltify
Frontline sales managers are in a high-pressure role and are the linchpin of the sales organization. When sales management fails, sales fails, and the business fails to scale.
Failure is too frequent – the average tenure of a CSO is just 18 months – but it doesn't have to be that way.
Managing the business of sales demands rhythm and a framework to prioritize what to do and when to do it. Effective sales managers can balance short-term current revenue activities (represented by your forecast), with the future business pursuits (represented by your pipeline) while at the same time managing day-to-day tasks.
In this presentation, we lay out a framework to help you manage your sales business and answer the Big Questions.
If you can't measure or monitor it, you can't manage it !Carl Larson
Carl Larson Sales Best Practices - Sales KPI and Metrics Management
As a sales leadership subject matter expert with deep, hands-on sales team management experience at small, medium and large high technology product and professional service organizations, I am responsible for exceeding annual corporate revenue objectives by growing year-over-year sales and profitability. To support sales revenue achievement, I am responsible for developing new business customers, growing existing customer revenues and introducing new product offerings to penetrate new markets. To profitably grow businesses, I am accountable for optimizing the cost of sales by segmenting the marketplace, hiring and developing the right sales personnel and skill sets and establishing consistent sales process that reduces the time to value for my customers and my company. These processes include effective sales prospecting, business-value qualification or disqualification, executive relationship building, proof of value, win-win contract negotiation and closing performance. I have experience building businesses that grew new business software license sales, built SaaS annual recurring revenues and achieved professional services success.
Account Planning in Salesforce: Trending in 2015 Altify
In every large customer account there is hidden white space where you can sell your existing products to new divisions and sell more solutions to the same business units, for complete penetration across the account.
In this webinar we reveal the secrets we have learned since early 2013 when we launched the Amazon #1 Bestseller Account Planning in Salesforce.
Since then we have seen thousands of account managers grow their business with their major customers, while also increasing the value that they deliver.
We have seen account and territory plans fully completed in just 6 hours, a large enterprise company add $400 million to their pipeline in just weeks, and an increase in win rate of 300%.
We will revisit the fundamentals of this surefire revenue growth strategy and share the insights we have gleaned since we first launched Account Planning in Salesforce.
blackdot - Accelerating Marketing & Sales Transformation - SydneyMarty Nicholas
Accelerating Marketing & Sales Transformation
Sydney - 16 March 2017
Practical strategies for advancing customer & business outcomes in the digital age.
www.theblackdot.com.au
How to create sales excellence and implement strategy - Mercuri InternationalMercuri International
The Global Sales Excellence Survey is packed with powerful and practical insight from the world’s best performing companies.
It comes with a self-assessment document that you can request from Mat at Mercuri via matthew-everitt@mercuri.co.uk
It answers 2 key questions;
1) What are the differences between higher, middle and lower performing companies?
2) What are the sales excellence factors that the better performing companies concentrate on?
Established in 1960,the survey is brought to you by Mercuri International and data from 15,000 client cases, 250,000 participants, and 60 + industry sectors, every year.
We take your sales to a higher level.
http://mercuri.co.uk/how-can-mercuri-international-help
Everyone wants to improve sales results, however, not everyone is willing to change their sales behavior. 52% of companies report that the primary reason why new sales behaviors are not adopted is the failure to operationalize change.
For sales people, this comes down to a reward/effort equation. Is the benefit obvious, and great enough to motivate salespeople to adopt new behaviors?
Join us and learn the best practices to optimize your smart sales transformation initiative for sustained and predictable revenue growth. Hear Michael Campbell, Vice President of Sales Operations & Development for Diebold and JP Knapp, Director of Sales Enablement for Vocera Communications share their lessons learned about the internal challenges of driving adoption and sustained value.
Endeavor Management announces the launch of our Sales Excellence Practice. Partner with us to develop high performance sales professionals and customer focused environments.
This Mindmatrix presentation on sales enablement offers a step-by-step process for enabling your direct sales teams. Watch this presentation to learn-
-Why is sales enablement is so important?
-What does direct sales enablement involve?
-Why is it time to move beyond traditional marketing automation and CRMs?
-What are the 12 steps to holistic sales enablement
The Building Blocks of an Effective Sales Enablement FunctionMike Kunkle
Link to recording: http://bit.ly/SEBuildingBlocksRecording-DTI
In this webinar, I discuss:
- How sales enablement is being defined today (and how it should be)
- What to consider when starting a new sales enablement function or upgrading your current department
- The 10 foundational building blocks that will lead to success
- Services to consider offering
- How to perpetuate success with systems thinking
- A look to the future of what Sales Enablement could and should be
Webinar | Bridging the Buyer / Seller Credibility GapAltify
Here’s the problem …
Buyers tell us that most sales professionals (64%) don’t understand their business.
Many sellers say that the materials they get from marketing don’t help build credibility during the first sales call.
Marketing leaders suggest that maybe sellers don’t use the materials that they provide in the right way.
Here’s the result ...
Buyers get frustrated, and sellers lose deals.
This is not just a sales and marketing alignment problem; it is a customer alignment problem. How can we help salespeople connect their solutions with the customers’ business problems? Without that connection, sellers lack credibility and lose deals.
Join us as we will dig into this deal-killing issue.
We will show you how to accelerate the salesperson’s experience in the customer’s business, and share the most relevant insights and sales messages; advancing their credibility, and advancing the deal.
We will also demonstrate Dealmaker Align, part of our Smart Sales Transformation suite, and the solution for bridging the buyer / seller credibility gap and resolving the sales and marketing alignment problem.
Years of SiriusDecision research prove that B2B organizations with an aligned revenue engine grow faster and more profitably than their peers. Not coincidentally, the number of B2B professionals whose job titles include the word “revenue” is surging, because focusing on revenue signals an enlightened view of alignment.
The question is, what does this shift really mean when it comes to cross-functional execution? Fully realizing the benefits of revenue engine alignment has made Revenue Operations the new mandate for companies that want to outperform their peers.
In this presentation, Dana Therrien will explain why Revenue Operations isn’t just a title or an organizational structure; it's a mindset and strategy for the next phase of B2B growth. If you're a sales and marketing operations leader, don't miss this important discussion to:
- Understand what Revenue Operations means, what’s driving the trend and why now?
- Learn the benefits of a Revenue Operations approach and the impact on operational functions within your organization
- Learn diagnostics and actions your organization can take to implement a Revenue Operations approach
This information outlines what it takes to make a World Class sales force by understanding the types of
salespeople and how to measure their specific sales “DNA” to optimize performance.
Gleanster Research and Act-On Software sought to answer these questions. We conducted a study in Q4 2014 and Q1 2015, surveying marketing professionals in 750 companies to understand how they perceive and support customer relationship management. For the purposes of this study, we defined CRM as: Any iteraction a customer has with your brand across all stages of the customer lifecycle.
Why You Need to Speak the Language of Marketing PerformanceOrigami Logic
In this presentation we define key terms like “data”, “measure”, “metric,” and “KPI”, and explain why best-in-class marketers are better at knowing what metrics matter.
Learn what solutions Sage offers for Sales, Marketing and Customer Service teams to be more successful. Our Relationship Management solution is packed with features that will make a real and immediate impact to organizations looking to stay ahead in today’s competitive marketplace.
Series of presentations from the MantraVision Caribbean 2016 Event held on April 20th by Mantralogix Inc.
http://insights.mantralogix.com/mantravision-caribbean-2016
In this on-demand seminar HubSpot and BrainSell provide actionable tips to create a Smarketing (Sales + Marketing) approach to automating your business and revenue growth.
ABM Analytics Super Bowl 4: Up Your Game: Activating Your ABM Content to Meas...Engagio
In this session, we would explore the key measures you need to establish a benchmark prior to embarking on an ABM Pilot. If you can’t show where you’ve been, in an open and honest manner, you’ll never get the buy in necessary to propel ABM in your org.
The Future of CRM: Aligning Sales and Support Around the Customer JourneyTeckstco
CRM/Analytics thought leader Ryan McGuire looks at the future of CRM as one where the customer journey is aligned from sales to support, and how your organization can take steps toward making this transformation. Enterprise two-way messaging platform provider Teckst discusses enterprise use cases and learnings from past implementations.
Making customer metrics part of your company metricsMorgan Rochofski
You know your customers are one of your most valuable assets. Right up there with your people. You may even have the words ‘customer obsession’ printed on your employee badge and conference room walls. But, as you review the health of your business, are you evaluating customer metrics as key indicators of your performance? Analyzing metrics that give signals regarding customer behavior, and the value created by both your customers and your teams that acquire them, give you the opportunity to not only forecast cash flow, but also improve the effectiveness of your team and mitigate challenges before they arise.
Financials, part of Sage Business Cloud, is uniquely equipped to enable companies to incorporate these metrics into their company key performance indicators. Whereas traditional metrics typically rely on data points extracted from your financial statements, customer metrics require company sales information and customer order history – data points readily available for Financials customers, especially those using Salesforce Sales Cloud to manage their customer relationships.
Sales performance in a changing world. A presentation to give you a sense of what Saleslevers does, how we do it and the all-important "why" behind it all.
How Enterprise SaaS Companies Justify Investment in Customer SuccessGainsight
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How Enterprise SaaS Companies Justify Investment in Customer Success - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from Bazaarvoice, ToutApp, Enviance, LinkedIn
Account Based Marketing: Technology, Strategy, and TeamworkVersature
Marketing Automation Isn’t the Future. It’s Now.
Anastasia Valentine, CMO, Versature
Are you getting the most out of your CRM and your marketing stack? Are you delivering personalized and tailored experiences that match your customer buying signals and conversion points? Does your Account Based Marketing end when the deal is signed or does it continue on through to Customer Success? Join Anastasia Valentine, CMO at Versature to learn how you can leverage marketing automation and artificial intelligence to scale, customize the client experience, and mine the hidden value laying dormant in your CRM data today. She will walk through the entire customer journey from the marketing experience through to customer success and advocacy, including investments in technology and people, measuring marketing and sales metrics and staying focused on delighting the customer using a powerful end to end technology stack.
ABM from Customer Attraction to Loyalty & Advocacy - Scaling Your Organizatio...Anastasia Valentine
Are you getting the most out of your CRM and your marketing stack? Are you delivering personalized and tailored experiences that match your customer buying signals and conversion points? Does your Account Based Marketing end when the deal is signed or does it continue on through to Customer Success? Join Anastasia Valentine, CMO at Versature to learn how you can leverage marketing automation and artificial intelligence to scale, customize the client experience, and mine the hidden value laying dormant in your CRM data today. She will walk through the entire customer journey from the marketing experience through to customer success and advocacy, including investments in technology and people, measuring marketing and sales metrics and staying focused on delighting the customer using a powerful end to end technology stack.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
Skye Residences | Extended Stay Residences Near Toronto Airportmarketingjdass
Experience unparalleled EXTENDED STAY and comfort at Skye Residences located just minutes from Toronto Airport. Discover sophisticated accommodations tailored for discerning travelers.
Website Link :
https://skyeresidences.com/
https://skyeresidences.com/about-us/
https://skyeresidences.com/gallery/
https://skyeresidences.com/rooms/
https://skyeresidences.com/near-by-attractions/
https://skyeresidences.com/commute/
https://skyeresidences.com/contact/
https://skyeresidences.com/queen-suite-with-sofa-bed/
https://skyeresidences.com/queen-suite-with-sofa-bed-and-balcony/
https://skyeresidences.com/queen-suite-with-sofa-bed-accessible/
https://skyeresidences.com/2-bedroom-deluxe-queen-suite-with-sofa-bed/
https://skyeresidences.com/2-bedroom-deluxe-king-queen-suite-with-sofa-bed/
https://skyeresidences.com/2-bedroom-deluxe-queen-suite-with-sofa-bed-accessible/
#Skye Residences Etobicoke, #Skye Residences Near Toronto Airport, #Skye Residences Toronto, #Skye Hotel Toronto, #Skye Hotel Near Toronto Airport, #Hotel Near Toronto Airport, #Near Toronto Airport Accommodation, #Suites Near Toronto Airport, #Etobicoke Suites Near Airport, #Hotel Near Toronto Pearson International Airport, #Toronto Airport Suite Rentals, #Pearson Airport Hotel Suites
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
Tata Group Dials Taiwan for Its Chipmaking Ambition in Gujarat’s DholeraAvirahi City Dholera
The Tata Group, a titan of Indian industry, is making waves with its advanced talks with Taiwanese chipmakers Powerchip Semiconductor Manufacturing Corporation (PSMC) and UMC Group. The goal? Establishing a cutting-edge semiconductor fabrication unit (fab) in Dholera, Gujarat. This isn’t just any project; it’s a potential game changer for India’s chipmaking aspirations and a boon for investors seeking promising residential projects in dholera sir.
Visit : https://www.avirahi.com/blog/tata-group-dials-taiwan-for-its-chipmaking-ambition-in-gujarats-dholera/
The Parable of the Pipeline a book every new businessman or business student ...
130528 bb minds_more
1. Sales Best Practice Survey results
-
Infront event
Moonbeat (Mechelen) - May 2013
2. We help clients to grow their business by building capabilities in
marketing, sales & transformation
2
MARKETING
SALES
TRANSFORMATION
Define, develop, communicate and deliver offerings
that have value for your customers
Boosting commercial performance enabling you to find,
win and retain customers
Building organizational focus, capabilities and the
necessary change to win more in the market
3. To deliver our services we use best-in-class methodologies
through our dedicated team
3
4. Household Names… Industry Leaders…
Fast growing SME’s
& Entrepreneurs…
Minds&More – sample of clients we are doing More for…
We serve companies in private & public sector, from big corporations, to SME’s who need marketing, sales or
transformation to realize business growth. We also assist start-ups that have interesting propositions for the market
but need external marketing or sales muscle. Minds&More is serving clients domestically or on European level.
4
5. 5/30/2013 5
Which are the behaviors & process
which drive ‘world class’
commercial organizations?
How do they organise and integrate
Sales, Marketing & Customer
Service?
6. 1. ‘Attributes of commercially
excellent organisations’?
Commercial excellent – validate with
metrics:
• Lead Growth
• New Account Acquisition
• Average Account Billing
• Current Account Revenue Growth
• Quota Achievement
2. How does this link with ‘customer
experience‘?
3. Impact on people – processes –
systems (CRM perspective)
1. How activate processes & workflows in CRM
system?
2. AS Adventure – customer care ex.
PROVIDE YOU WITH SOME CRUCIAL INFORMATION ON:
7. Today’s concerns around customer service & customer experience
Customer Experience = sum of all experiences a customer has with a
supplier of goods or services, over the duration of their relationship
with that supplier (“customer lifecyle mgmt”)
Self service
mechanism in
customer
service, faster
resolution times,
etc.
Need for multi-channel
customer service
Power of the customer
via social media
postings + impact on
your brand
How to go from
customer support
to customer
centricity?
Not enough new
sales leads in our
pipeline or new
upsell
opportunities
Net Promoter Score…
customer satisfaction at
the heart of company
bonus systems…
8. World’s largest ongoing
study of complex, business-
to-business selling and sales
management practices
• Analysis defines behaviors and
attributes of World-Class Sales
Organizations.
• More than 28,000 participants over
last 10 years.
• Diverse global respondent base:
industries, roles and regions.
• Not exclusive to Miller Heiman
clients or alumni.
14. How can alignment between sales
and marketing improve interactions
with customers and prospects?
How are buyer behaviors effecting
successful sales cycles?
How do we become our customers’
key resource?
How do you identify and measure
improvements in the sales organization?
How can sales organizations
leverage technology to create a
tactical advantage?
How will sales leadership measure and
compare their organization,
performance and productivity?
15. Activity Metric World Class All
YOUR
ORGANIZATION
Create Opportunities
We have a formalized value proposition that is very compelling to our prospects.
# of Qualified
Opportunities
96% 31% ?
Sales and Marketing are aligned in what our customers want and need. 89% 26% ?
Manage Opportunities
Our organization is highly effective in allocating the right resources to pursue large deals.
New Account
Acquisition
89% 29% ?
We clearly understand our customers’ issues before we propose a solution. 89% 40% ?
Manage Relationships
We always review the results of our solution with strategic accounts.
Average Account
Billing
89% 33% ?
Specific criteria have been established to define a strategic account in our company 85% 34%
?
People & Organization
Our management team is highly effective in helping our sales team advance sales opportunities.
YOY Customer
Growth
94% 34% ?
We know why our top performers are successful. 93% 34% ?
Operations & Enablement
Our sales compensation policies are aligned with our business objectives.
Quota
Achievement
93% 38% ?
Our sales management team is highly confident in the data available from our CRM system. 78% 22% ?
Management Execution
We leverage the best practices of our top performers to improve everyone else.
Quota
Achievement
89% 21% ?
In an average week, our sales force definitely spends sufficient time with customers. 76% 24%
?
16. Key elements of “customer experience journey”:
• Systems & Processes
• Corporate culture
• Leadership
• Corporate positioning
• Alignment with your
brand
• Customer touch points
• Multi-channel
approach
• Self-service
• Customer intelligence
Foviant customerexperiene maturity model
17. How can alignment between sales and marketing improve interactions with
customers and prospects?
We have a
formalized value
proposition that
is very
compelling to
our prospects.
96%
31%
0% 100%
WC
All
89%
26%
0% 100%
WC
All
Sales and
Marketing are
aligned in what
our customers
want and need.
Qualified
Opportunities
18. What are key ‘customer experience’ drivers?
KYC – “Know Your Customer” -> embed your customer intelligence &
customer insights in your processes and CRM solution
Your customer service dept. can act like an ideal, non-intrusive sales force
(know extra customer buying criteria)
Define your customer journey process & adapt the CRM system to it….
Description World Class All Belgium
We know why our customers buy from us 94% 63% 56%
Sales & Marketing are aligned in what our
customers need
89% 26% 18%
We have a formalised value proposition that is
very compelling
96% 31% 31%
19. How are buyer behaviors effecting successful sales cycles?
Our organization
is highly effective
in allocating the
right resources
to pursue large
deals.
89%
29%
0% 100%
WC
All
We clearly
understand our
customers’
issues before we
propose a
solution.
89%
40%
0% 100%
WC
All
New account
acquisition
More key account –
less customer
service impact
20. How do we become our customer’s key resource?
Specific criteria
have been
established to
define a strategic
account in our
company
85%
34%
0% 100%
WC
All
We always
review the
results of our
solution with
strategic
accounts
89%
33%
0% 100%
WC
All
Average
account
billing
21. What are key ‘customer experience’ drivers?
Protecting & growing accounts – starts with understanding and measuring
customer satisfaction + acting upon the gathered data
Social media & conversation management will have growing impact on
customer service & customer experience!
Description World Class All Belgium
Our organisation regularly collaborates accross
departmens to manage strategic accounts
89% 28% 38%
Specific criteria have been established to define
a strategic account in our company
85% 34% 36%
Social media is a very effective tool for
monitoring our customer’s needs
26% 9% 6%
We consistenly share results of our customer
satisfaction/loyalty with internal departments
80% 32% 19%
22. How can sales organizations leverage technology to create a tactical advantage?
Our sales
compensation
policies are
aligned with our
business
objectives.
Our sales
management
team is highly
confident in the
data available
from our CRM
system.
78%
22%
0% 100%
WC
All
93%
38%
0% 100%
WC
All
Quota
Achievement
23. What are key ‘customer experience’ drivers?
Customer Relationship data – continued efforts required to capture data &
exploit via BI
Data enrichment & information sharing across all departments will be a
key driver for success!
Description World Class All Belgium
Our sales compensation policies are aligned with
our business objectives
93% 38% 33%
Our sales mgmt is highly confident in the data of
our CRM
78% 22% 15%
Our CRM system significantly improves our ability
to prepare for interactions with our customers
70% 18% 8%
Our CRM system is highly effective for enabling our
organisation to collaborate accross departments
67% 19% 19%
24. We have a formalized value proposition that is very compelling to our prospects
Sales and Marketing are aligned in what our customers want and need.
We clearly understand our customers' issues before we propose a solution.
We always review the results of our solution with strategic accounts.
33%
91%POINT
GAP
World-Class Sales Organizations focus on their customers.
25. Our organization is highly effective in allocating the right resources to pursue large deals.
Our management team is highly effective in helping our sales team advance sales opportunities.
We know why our top performers are successful.
We leverage the best practices of our top performers to improve everyone else.
30%
91%POINT
GAP
World-Class Sales Organizations work together.
26. Specific criteria have been established to define a strategic account in our company
Our sales compensation policies are aligned with our business objectives.
Our sales management team is highly confident in the data available from our CRM system
In an average week, our sales force definitely spends sufficient time with customers.
83%POINT
GAP
World-Class Sales Organizations know why they are successful.
30%
27. Examples CRM implementation to support “customer experience”
processes
Customer segmentation (A-B-C …) -> right customer service
process for respective target audience
360° view on customer interactions (incl. customer service
requests)
Account radiation: full mapping of contacts, integrated with
telephony or other backoffice systems, etc.
Dashboarding – “customer insights”
o Detailed view on customer service actions, lead times, satisfaction ratio’s,
etc.
o Fulll View on outstanding items & expected resolution (time)
28. Key Takeaways
• “Customer delight” is driven by tight integration of
Sales, Marketing & Customer Service teams
• Definition of processes and consistent execution is
crucial to become ‘best in class’
• Key goal = tracking & measuring activities in order to
drive behaviors in your organisation
• Consider “People – Processes – Systems”
29. THANK YOU!
More info?
Linked In: Benny Van Calster
Email: benny.van.calster@mindsandmore.biz
Call: 0475/63.34.83
30. Sample profiles of our 30 seasoned professionals
Pieterjan Kempynck, Partner
17+ years experience in people, change
management and marketing capability
building. Focus: B2B, Services, and Energy.
Benny Van Calster, Partner
18+ years experience in marketing &
management, product management and
go to market. Focus: B2B and high-tech
sector.
Marga Jorissen, Associate
15+ years experience in assisting companies
to grow their brands through effective
marketing, marketing communications,
planning and go to market. Focus: B2B, B2C
and services.
Francois Delvaux, Partner
19+ year experience in marketing and sales:
Strategy, planning and alignment, value
based pricing and selling, and building sales
capabilities. Focus: B2B, start-up and large.
Pascale Hall, Partner
20+ years experience in building sales
capabilities and channel management,
coaching. Certified Miller Heiman® . Focus:
Large or complex sales force environments.
Wim Meulders, Associate
15+ years experience in national and
international B2B sales, marketing and
business development. Specialties: New
product development, business development,
social media Focus: ICT
Jo Van Crombruggen, Associate
20 years experience in marketing and sales
activation, 360° campaign optimization, MarCom,
and social media. Focus : B2B and B2C.
Gaëlle Helsmoortel, Associate
14 years experience in marketing , product and
portfolio management, brand development and
P&L management.. Focus: Retail, Pharma,
Media and Services.
Marianne Dewandeleer, Associate
20+ years experience in corporate marketing,
employer branding, program management;
change. Focus: B2B Services, ICT.
Myriam Vangenechten, Partner
20+ years experience in marketing, operational
marketing, program implementation. Focus: B2B
incl. Utilities, Energy, and Insurance.
Grégoire Vanderveken, Associate
20+ years experience in strategy, building
sales capabilities, coaching. Certified Miller
Heiman® . Focus: ICT, Services, Large or
complex sales force environments.
Cindy De Schouwer, Associate
15 years experience in helping companies to
grow their brands through effective marketing,
marketing communications, planning and go to
market. Focus: B2B, B2C and services.
450+ Years
of
Experience
33