Today’s high-velocity selling environment is constantly evolving. To make the most of the opportunity and drive revenue, sales reams must be nimble, and arm themselves with smart practices and strategies. To help sales professionals start 2014 strong and get ahead of the competition, we asked 20 sales thought-leaders and practitioners for their predictions and insights on how to sell smarter in the year ahead. We hope you find some key strategies that will transform your 2014 sales efforts!
The Truth About the Field Sales to Inside Sales Migration TrendVelocify
As featured in Harvard Business Review: Over the past several years, there has been strong anecdotal evidence to suggest that many sales organizations are increasing the size of their inside sales teams at the expense of their field sales organizations. Velocify commissioned Steve W. Martin, noted sales expert, college professor and contributor to Harvard Business Review to learn how extensive the migration is to inside sales and the reasons organizations are making the move.
In “The Trend Changing the Sales Landscape” whitepaper, you will learn:
- The magnitude of the shift to inside sales
- Factors driving the shift
- Most common challenges faced by sales leaders and how different sales models can help overcome those challenges
- Potential obstacles to successfully starting a new inside sales team
Discover the truth about the field to inside sales migration.
Access the full presentation in the on-demand webinar: http://bit.ly/1PAiaCz
The average salesperson spends less than 35% of their time selling. Just think of what increasing the time spent selling – even by 10% – could do to our revenues. Watch the webinar here: http://bit.ly/1PAiaCz to learn:
- How to better guard your time
- How to focus on activities that drive revenue
- What routine tasks you should consider automating
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
Marketing Technology for the Rest of Us: Run Marketing So You Can Do More Mar...Allocadia Software
B2B buyer demands have changed the game for B2B marketers. Because of their personal
experiences as consumers and thanks to digital technologies, B2B buyers expect a consistent and personalized experience in every stage of the purchasing journey. Thanks to a fast-growing martech landscape, CMOs today have an unimaginable amount of tech at their disposal to meet increasing customer expectations. Many of these technologies are campaign-focused – helping marketers do marketing. But, to truly implement this vision of personalized one-to-one customer conversations, marketing teams also need to understand and integrate budgeting, planning and analytics – and learn how to run marketing efficiently. When marketing organizations link front-end and back-end technologies, they benefit from more operational efficiency and can devote more time, energy and budget to their most important customer-facing work.
At the end of this session you will be able to:
- Make your marketing dollars work harder
- Prove what's working and what's not - and what to do about it
- Link the customer experience with marketing performance
The Truth About the Field Sales to Inside Sales Migration TrendVelocify
As featured in Harvard Business Review: Over the past several years, there has been strong anecdotal evidence to suggest that many sales organizations are increasing the size of their inside sales teams at the expense of their field sales organizations. Velocify commissioned Steve W. Martin, noted sales expert, college professor and contributor to Harvard Business Review to learn how extensive the migration is to inside sales and the reasons organizations are making the move.
In “The Trend Changing the Sales Landscape” whitepaper, you will learn:
- The magnitude of the shift to inside sales
- Factors driving the shift
- Most common challenges faced by sales leaders and how different sales models can help overcome those challenges
- Potential obstacles to successfully starting a new inside sales team
Discover the truth about the field to inside sales migration.
Access the full presentation in the on-demand webinar: http://bit.ly/1PAiaCz
The average salesperson spends less than 35% of their time selling. Just think of what increasing the time spent selling – even by 10% – could do to our revenues. Watch the webinar here: http://bit.ly/1PAiaCz to learn:
- How to better guard your time
- How to focus on activities that drive revenue
- What routine tasks you should consider automating
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
Marketing Technology for the Rest of Us: Run Marketing So You Can Do More Mar...Allocadia Software
B2B buyer demands have changed the game for B2B marketers. Because of their personal
experiences as consumers and thanks to digital technologies, B2B buyers expect a consistent and personalized experience in every stage of the purchasing journey. Thanks to a fast-growing martech landscape, CMOs today have an unimaginable amount of tech at their disposal to meet increasing customer expectations. Many of these technologies are campaign-focused – helping marketers do marketing. But, to truly implement this vision of personalized one-to-one customer conversations, marketing teams also need to understand and integrate budgeting, planning and analytics – and learn how to run marketing efficiently. When marketing organizations link front-end and back-end technologies, they benefit from more operational efficiency and can devote more time, energy and budget to their most important customer-facing work.
At the end of this session you will be able to:
- Make your marketing dollars work harder
- Prove what's working and what's not - and what to do about it
- Link the customer experience with marketing performance
5 Steps to a Successful Sales TransformationMediafly
After executives make the commitment to invest in transformative endeavors to evolve their sales and business effectiveness, how you do you make sure these initiatives last through the years to come?
In this SlideShare by Mediafly CEO & Founder, Carson Conant, we look at the 5 behaviors that lead to a successful sales transformation within an organization.
Achieving Sales Mastery through Virtual Sales Training & ReinforcementMike Kunkle
This was the deck we used recently for a panel/webinar with Tim Riesterer from Corporate Visions and I, moderated by Richard Harris of Sales Hacker.
Register to watch the recording here: http://bit.ly/MKwebinarVirtualTrainCoach
Allocadia Webinar - 4 Marketing Planning Strategies From The Best Global Orga...Allocadia Software
What’s the #1 thing that determines your success as a marketing organization, quarter after quarter, year after year? It’s the strength of your marketing plans and how well you execute them.
Indeed, effective marketing planning is a must-have for all high-performing teams.
However, too many orgs struggle to rally around a single planning process. For them, planning is disjointed and chaotic. As a result, their marketing execution can seem constantly behind the eight-ball: reactive, rather than proactive.
We spoke to a group of high-performance marketing leaders and analysts to uncover four of the most effective and practical ways they’ve evolved planning at their organizations.
We’ll dive into each one:
- Aligning marketing plans with company-wide strategy;
- Making practical use of analyst frameworks;
- Combining top-down with bottoms-up planning; and
- Achieving harmony with the finance department.
If you’re a marketing leader looking to build sound planning practices that give rise to functional, measurable plans that can truly drive revenue, this webinar is for you.
Also check out our webinar here: https://content.allocadia.com/webinars/4-marketing-planning-strategies-from-the-best-global-organizations
sales-i can help you overcome many business challenges in what has quickly become a competitive trading environment. Take 2 minutes to see how we could help you.
These are a few common mistakes you need to be aware to ensure a flawless sales promotion. You should do everything possible to learn whatever you can about the complexities and nuances of your industry or profession--and not just once, but regularly. By knowing the potential bottom-line of impact of your sales promotion, you’ll have the information to invest the energy necessary to host a strong flawless sales promotion that will deliver boosting results over the time period it covers.
What does World-Class Sales Performance look like? • We can show you ...
– The RESULTs generated by World Class Sales Teams
– The Selling Behaviors that directly drive these results
– How your team compares to the World-Class Group and to your Industry Peers
– How small changes in the right Selling Behaviors can drive significant improvement in Sales Performance
– We can help you calculate the impact of these small changes on your business.
Considering a CRM for your Professional Services Business?
Looking for ways to use your CRM more effectively as a Sales Leader?
Want tips on how to align marketing and sales processes?
Then we think you'll dig this presentation.
Your team should strive to convert cost-conscious callers into lifetime customers. With the right preparation and tactics, your CSRs can combat objections and drive conversation toward booking a free technician's estimate.
Tips And Formula For Sales Messaging That Converts Prospects To Conversations...Propel Guru
Do we all think that cold calling is dead?
But this is not the case as several startups and successful businesses rely upon this. It is all about practice, appropriate training, and the excitement to learn during the sales process. The essential feature of effective prospecting is by understanding the best buyer for your business.
Not only this, but there are some tips and formulas for perfect sales messaging like Research, Marketing, and Sales, Hyper-Personalized Messages, PVC Sales Methodology, Be Digital, Marketers to Write, Sales Vs Product Messaging, Be Camera Friendly, Multiple Channels and Address Objections.
The Secret to Building a Sales Enablement PowerhouseMindTickle
Alex from Procore and Marc from MindTickle explore:
State of the industry
Need for Sales Enablement
Sales Enablement and Sales Readiness at Procore
Best-in-class framework for Sales Readiness
Lean funnel infograph - how to apply lean thinking in salesTapio Nissilä
Lean Sales book introduces end to end sales management method based on application of Lean thinking in sales and marketing. Lean Sales book also shared 20 case studies of B2B companies that have applied Lean in sales, marketing and customer facing processes. Lastly, Lean Sales shares 5 stories by senior executives themselves explaining how to create winning sales culture in international organisations.
Lean Sales approach is proven and tested approach for improving sales effectiveness and sales performance. Lean Sales is about creating more results with less selling.
Lean Sales book is available on Amazon.com
How to Accelerate Marketing Performance Through More Effective Budgeting and ...Allocadia Software
Symantec and Change Healthcare are experts in optimizing marketing budget to impact top line.
Hear firsthand their recipe for success and gain practical tips for driving organizational revenue whilst saving marketing time and money.
Join Oracle’s David Johnson and Allocadia’s Jeff Epstein on October 5th for a panel discussion with Symantec and Change Healthcare about the struggles they faced improving their marketing performance and how they have now upped their marketing game by:
- Saving critical time and improving internal efficiency during business planning season
- Building marketing plans and budgets that are aligned and measurable against corporate objectives
- Creating internal synchronization to streamline
- Making smart marketing decisions based on intelligent insights
Successful salespeople are constantly looking to optimize their productivity and improve their selling efforts.
Here are 10 productivity tips that can help any sales rep or sales manager have a successful selling year.
Commit to a Sales Management Cadence to Drive Best-in-Class Sales ResultsMike Kunkle
This is the webinar I did with Matt McDarby, Founder/President of United Sales Resources and author of The Cadence of Excellence: Key Habits of Effective Sales Managers.
5 Steps to a Successful Sales TransformationMediafly
After executives make the commitment to invest in transformative endeavors to evolve their sales and business effectiveness, how you do you make sure these initiatives last through the years to come?
In this SlideShare by Mediafly CEO & Founder, Carson Conant, we look at the 5 behaviors that lead to a successful sales transformation within an organization.
Achieving Sales Mastery through Virtual Sales Training & ReinforcementMike Kunkle
This was the deck we used recently for a panel/webinar with Tim Riesterer from Corporate Visions and I, moderated by Richard Harris of Sales Hacker.
Register to watch the recording here: http://bit.ly/MKwebinarVirtualTrainCoach
Allocadia Webinar - 4 Marketing Planning Strategies From The Best Global Orga...Allocadia Software
What’s the #1 thing that determines your success as a marketing organization, quarter after quarter, year after year? It’s the strength of your marketing plans and how well you execute them.
Indeed, effective marketing planning is a must-have for all high-performing teams.
However, too many orgs struggle to rally around a single planning process. For them, planning is disjointed and chaotic. As a result, their marketing execution can seem constantly behind the eight-ball: reactive, rather than proactive.
We spoke to a group of high-performance marketing leaders and analysts to uncover four of the most effective and practical ways they’ve evolved planning at their organizations.
We’ll dive into each one:
- Aligning marketing plans with company-wide strategy;
- Making practical use of analyst frameworks;
- Combining top-down with bottoms-up planning; and
- Achieving harmony with the finance department.
If you’re a marketing leader looking to build sound planning practices that give rise to functional, measurable plans that can truly drive revenue, this webinar is for you.
Also check out our webinar here: https://content.allocadia.com/webinars/4-marketing-planning-strategies-from-the-best-global-organizations
sales-i can help you overcome many business challenges in what has quickly become a competitive trading environment. Take 2 minutes to see how we could help you.
These are a few common mistakes you need to be aware to ensure a flawless sales promotion. You should do everything possible to learn whatever you can about the complexities and nuances of your industry or profession--and not just once, but regularly. By knowing the potential bottom-line of impact of your sales promotion, you’ll have the information to invest the energy necessary to host a strong flawless sales promotion that will deliver boosting results over the time period it covers.
What does World-Class Sales Performance look like? • We can show you ...
– The RESULTs generated by World Class Sales Teams
– The Selling Behaviors that directly drive these results
– How your team compares to the World-Class Group and to your Industry Peers
– How small changes in the right Selling Behaviors can drive significant improvement in Sales Performance
– We can help you calculate the impact of these small changes on your business.
Considering a CRM for your Professional Services Business?
Looking for ways to use your CRM more effectively as a Sales Leader?
Want tips on how to align marketing and sales processes?
Then we think you'll dig this presentation.
Your team should strive to convert cost-conscious callers into lifetime customers. With the right preparation and tactics, your CSRs can combat objections and drive conversation toward booking a free technician's estimate.
Tips And Formula For Sales Messaging That Converts Prospects To Conversations...Propel Guru
Do we all think that cold calling is dead?
But this is not the case as several startups and successful businesses rely upon this. It is all about practice, appropriate training, and the excitement to learn during the sales process. The essential feature of effective prospecting is by understanding the best buyer for your business.
Not only this, but there are some tips and formulas for perfect sales messaging like Research, Marketing, and Sales, Hyper-Personalized Messages, PVC Sales Methodology, Be Digital, Marketers to Write, Sales Vs Product Messaging, Be Camera Friendly, Multiple Channels and Address Objections.
The Secret to Building a Sales Enablement PowerhouseMindTickle
Alex from Procore and Marc from MindTickle explore:
State of the industry
Need for Sales Enablement
Sales Enablement and Sales Readiness at Procore
Best-in-class framework for Sales Readiness
Lean funnel infograph - how to apply lean thinking in salesTapio Nissilä
Lean Sales book introduces end to end sales management method based on application of Lean thinking in sales and marketing. Lean Sales book also shared 20 case studies of B2B companies that have applied Lean in sales, marketing and customer facing processes. Lastly, Lean Sales shares 5 stories by senior executives themselves explaining how to create winning sales culture in international organisations.
Lean Sales approach is proven and tested approach for improving sales effectiveness and sales performance. Lean Sales is about creating more results with less selling.
Lean Sales book is available on Amazon.com
How to Accelerate Marketing Performance Through More Effective Budgeting and ...Allocadia Software
Symantec and Change Healthcare are experts in optimizing marketing budget to impact top line.
Hear firsthand their recipe for success and gain practical tips for driving organizational revenue whilst saving marketing time and money.
Join Oracle’s David Johnson and Allocadia’s Jeff Epstein on October 5th for a panel discussion with Symantec and Change Healthcare about the struggles they faced improving their marketing performance and how they have now upped their marketing game by:
- Saving critical time and improving internal efficiency during business planning season
- Building marketing plans and budgets that are aligned and measurable against corporate objectives
- Creating internal synchronization to streamline
- Making smart marketing decisions based on intelligent insights
Successful salespeople are constantly looking to optimize their productivity and improve their selling efforts.
Here are 10 productivity tips that can help any sales rep or sales manager have a successful selling year.
Commit to a Sales Management Cadence to Drive Best-in-Class Sales ResultsMike Kunkle
This is the webinar I did with Matt McDarby, Founder/President of United Sales Resources and author of The Cadence of Excellence: Key Habits of Effective Sales Managers.
Best Lead Distribution Methods for Optimal Sales PerformanceVelocify
New research has uncovered that organizations that utilize at least one automated distribution method experience a conversion rate that is 87% higher than that of customers who choose to manually distribute leads.
What you will learn:
- How does speed-to-contact improve conversion rates
- Auto distribution methods that improve response speed
- What distribution method has the highest impact on response speed and contact rates
- The impact of using multiple auto distribution methods concurrently
- What impact does using multiple auto distribution methods have on conversion
Buyers can now discover nearly everything about companies, products and
services from websites and other Web sources, including what customers are
saying on social media.
Every three years we conduct global research
into “What it Takes to Win Business” based on
the perspectives of 178 global Buyers and Sales
Professionals from a range of industry sectors.
We use the findings to help our clients understand
how their customers make their buying decisions,
become more customer-centric and improve their
win/loss ratio.
Presentation on Becoming The Top 1% Affiliate MarketerBryce Turnbull
Check out this presentation, which will guide you in the right direction to becoming a top 1% Affiliate Marketer. It will show you the difference between a 1% Affiliate Marketer and the bog standard Pushy Salesperson. It will show you how the top 1% see it as a business and not some side hustle looking for quick sales. It delves into the importance of having a growth mindset and the need to set clear and defined goals to fulfil your vision. Highlighting the importance of creating partnerships, building an audience and offering huge value to them. If you are interested in becoming an Affiliate Marketer then following these steps will show you how to do it properly and succeed. Creating a sustainable business for the future.
The Evolution of the
Sales and Marketing Relationship
In early 2014, HubSpot and LinkedIn wanted to gain knowledge about current processes and
collaboration between marketing and sales.
Michael Farrington - Staying Relevant in MarketingAMASanDiego
Our objective as marketers hasn’t changed despite the world changing around us. We remain in the business of changing human behavior — helping customers choose our companies, our products, and our brands (and NOT our competitors). The challenge? Our customers are engaging us later and later in the sales process, our customers know MORE about us than we know about our customers, and our marketing mix continues to get more and more complex. As marketing leaders, we will quickly become irrelevant if we don’t act now and understand how our customers are making decisions, why they’ve made those decisions, and where to place our limited marketing investments. Mike will share how he’s driving this shift within a $1 billion publicly-traded, medical technology company, including the process, tools, and insights to make that change happen at your organization.
“Why do salespeople love sales tips and quotes so much? It’s probably because we believe in our own potential, our capacity to learn and grow. We’re constantly striving to conquer new sales challenges, close new deals, and shatter old records.” ~ Ken Krogue, InsideSales.com
5 Tips to Create Successful Content in the COVID-19 | GMA WebinarsGraceChong37
The 1st in Asia | Growth Marketing Academy
🙌🏻Register for FREE and watch the recording whenever you’re FREE!🙌🏻
👉🏻Join Now: https://bit.ly/3kUligs
【5 Tips to Create Successful Content in the COVID-19 Era Like The Economist】
✍🏻What will I learn…
1.How to optimize your content marketing efforts in the harsh period
2.How to communicate effectively with customers and find the right balance between “tone-deaf” and “COVID-fatigue”
3.How businesses can stay relevant, emerging at the end of this crisis as winners
4.Current examples from The Economist to showcase these skills
👨🏻💼Meet Our Speaker - Alice
Alice is the Head of marketing in APAC, Content Solutions, at The Economist. She oversees the strategy and amplifications for content marketing campaigns in the region. She is in charge of social media, email marketing, and PR of sponsored campaigns, and she works closely with the advertising and events team on integrated projects. She has led amplification efforts for successful integrated programmes such as the Safe Cities Index.
🐾We will update the webinars, if you want to get more marketing knowledge, please subscribe to our channel!
👉🏻 learn more: https://www.growthmarketer.academy/
Similar to 2014 Sales Industry Predictions to Sell Smarter in 2014 (20)
Why Salespeople Need to Stop Multitasking and Start PrioritizingVelocify
Juggling is entertaining to watch, but juggling too much ont he job actually leads to lost time, inefficiencies, and mistakes - especially in sales. Prioritize your sales tasks, and quit the juggling act.
In any competition, whether it is the Olympic Games, business or life, it takes a level of drive, character and grit to be remembered as one of the greats. The celebration of small incremental wins to fuel motivation and confidence, the constant quest to identify and maximize talent, the desire to keep climbing higher and never settle; these qualities are what set one athlete or one sales team apart from the next in any competition.
2014 is quickly shaping up to be a pivotal year in the significant shirt towards inside sales that is taking place. Today, with an uneven economy and advanced technologies that enable remote selling, sales organizations are abandoning their traditional route and shifting their teams from the outside in.
Duplicate Leads: Unrealized Value or Waste of Time?Velocify
For years, salespeople have paid little attention to duplicate leads, thinking they have already spoken to the prospects and know their story. New research has uncovered that duplicate leads should demand more favor, converting at a 167% higher than average rate.
In the new Velocify study, “Duplicate Leads: Unrealized Value or Waste of Time,” 100,000 duplicate leads were analyzed in order to compare their performance to non-duplicate leads in terms of conversion rate. This study uncovers many surprising insights about the value of duplicate leads that will likely change the way many organizations think about duplicate leads going forward.
What you will learn:
- How the number of times a lead is flagged as a duplicate affects conversion
- How the timing between duplicates impacts a lead’s performance
- When duplicate leads are more likely to convert
Text Messaging for Better Sales ConversionVelocify
While text messaging has quickly become one of the most widely used forms of personal communication, marketers and sales professionals are still trying to figure out how to effectively integrate text messaging into their sales process. Relative to email messages, text messages typically have a higher open and response rate. With some sources citing a 97% open rate for their text messages, this communication channel can be an effective way to supplement email and phone outreach.
But texting should be used with caution. For the same reasons that text messages can be a more effective way to communicate for business purposes, they have the potential to be detrimental to the sales process, if used inappropriately.
Learn how to boost lead conversion and revenue with proven-to-convert text messaging strategies. This new Velocify study, “Text Messaging for Better Sales Conversion,” analyzed the text messaging practices of more than 3.5 million prospect interactions in order to identify the methods and actions that drive best-in-class sales performance.
What you will learn:
- Texting practices that result in the highest win rates
- When not to use texting with a prospect
- Best practices for text message timing and number of texts to send
- Worthy opportunities for sending purposeful text messages
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
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.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
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
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
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.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
2. Introduction
Today’s high-velocity selling environment is constantly evolving. To make the
most of the opportunity and drive revenue, sales teams must be nimble, and
arm themselves with smart practices and strategies.
To help sales professionals start 2014 strong and get ahead of the
competition, we have tapped the minds of some of the industry’s top thoughtleaders and practitioners to ask them one question:
What is the number one opportunity for sales teams to get smarter or more
intelligent in 2014?
In this ebook you will find the top sales predictions and insights for 2014 from
leading industry experts. We hope you find some key strategies that will help
transform your 2014 sales efforts!
20 Sales Industry Predictions for 2014
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3. SELL SMARTER
Tip #1
Focus on Maximum Impact
Buyer’s expectations have changed dramatically in the past few years, yet most sellers are on cruise
control. The key to 2014 success will be a ruthless focus on getting better.
Teams should challenge each other to find more effective ways to get more prospects, to move them
off the status quo, to differentiate from competitors and to win the business.
Question everything, experiment and report back to each other about what’s working and what’s not.
Engage your brain in finding fresh strategies that will deliver maximum impact in every client prospect
interaction.
Tweet this
Jill Konrath
@jillkonrath
Sales Strategist, Author, Speaker, JILL KONRATH, Inc.
20 Sales Industry Predictions for 2014
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4. SELL SMARTER
Tip #2
Really Learn How Your Buyer Buys
Because the selling landscape has changed significantly, the biggest improvement a sales team
could make is to be very clear on who your buyer is and what their buying process is, rather than
pushing your selling process on them. From there, you can find ways to help educate, inform,
and delight them at the various stages of their process. Think of yourselves as content creators,
finding out where your buyer is online and being there to offer context that helps them make
smart buying decisions.
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Lori Richardson
@ScoreMoreSales
CEO, Score More Sales
20 Sales Industry Predictions for 2014
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5. SELL SMARTER
Tip #3
Top Performers Hold the Key to Rising Revenues
The sales activities and behaviors of your top sales performers hold the key to what the rest of
your sales organization should be doing. Learning from your best sales reps is a great way to train
your “average” employees to attain better revenue results. Sales leaders in 2014 will get better at
observing, documenting and implementing winning sales practices, shifting the performance curve
and greatly increasing revenue.
Tweet this
Nick Hedges
@Nick_Hedges
CEO & President, Velocify
20 Sales Industry Predictions for 2014
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6. SELL SMARTER
Tip #4
Build Rapport and Connect with People
Whether you’re an organization of one or 1,000, calling leads can become monotonous and robotic.
For the consumer, this can lead to a feeling of mistrust and doubt. Your sales team’s number one
objective is to build rapport with each lead it calls upon, which requires a genuine conversation, not
necessarily a script. Sales professionals should understand the goal of each call and be allowed
to flow freely with a genuine and meaningful conversation that truly connects with the consumers
and their needs. If you’re robotic and too “salesy,” the person on the other end of the phone will
likely respond negatively and closed off to your sales pitch. One of the easiest and least expensive
strategies that will increase your conversions in 2014 is to teach your team to engage in genuine,
warm, and friendly conversations with each lead it calls.
Tweet this
Michael Ferree
@Ferree
Director, LeadsCouncil
20 Sales Industry Predictions for 2014
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7. SELL SMARTER
Tip #5
Use Buyer Maps to Create Relevant and Remarkable
Experiences for Your Buyers
The number one opportunity for sales organizations to get smarter is to start by understanding who
their target buyers are and how they buy. From that in-depth understanding, they can then create
the process, messaging, training and content that maps to how these individual buyers want to
buy. For example, a system admin has an extremely different buying cycle than a VP of Application
Infrastructure. This type of buyer-responsive approach has been extremely effective for forward
thinking sales team in 2013 and I look for fast followers to embrace this philosophy in 2014.
Tweet this
Craig Rosenberg
@funnelholic
Co-founder and Chief Analyst, TOPO
20 Sales Industry Predictions for 2014
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8. SELL SMARTER
Tip #6
Be Curious
I am often asked “what is the number one attribute to look for when hiring a sales rep?” My answer is
always the same “curiosity.” The most successful salespeople are those who are curious. They want
to know everything about their buyers - What challenges do they face? How are they measured?
What trends are impacting their business? Never before has it been easier to collect that information.
My advice to sales reps in 2014 is “be curious and go get engaged with your buyers world.” Take
what you learn and go help them build a better business!
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Trish Bertuzzi
@bridgegroupinc
President & Chief Strategist, The Bridge Group, Inc.
20 Sales Industry Predictions for 2014
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9. SELL SMARTER
Tip #7
Using Data to Guide Process
In 2014, sales leaders will become smarter about combining rich buyer data with sales processes
for optimal results. There are a lot of great tools out there to mine the web, social media and other
sources for information about your prospective buyer; however, taking all that insight and making
it useful to the sales process is often where there’s a breakdown. Tools and processes that bridge
the gap by not only identifying buying signals and relative quality scores, but also leveraging
process guidance to more effectively move a lead through the sales funnel can help sales teams
move the needle.
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Michael McGuire
@Velocify
Senior Vice President of Sales, Velocify
20 Sales Industry Predictions for 2014
8
10. SELL SMARTER
Tip #8
Master the Corporate Sales Presentation
Most corporate PowerPoint sales presentations not only look the same, but they use the same
terminology to describe their company’s unique advantages. To ensure that you captivate your
prospect’s attention, here are the top five tips that will help you create a strong sales presentation to
win more business:
1. Most presentations are boring to look at and aesthetically unappealing. Create a custom branded
template to capture their attention.
2. Tailor your presentation to the specific sales situation with a clear value proposition.
3. Provide real-world customer examples. Buyers want to see how your product or service is
providing value for other companies.
4. Don’t include overly complex slides that you can’t successfully talk to. Make it easy for prospects
to follow.
5. Motivate action with a presentation that has a logical storyline that builds.
Tweet this
Steve W. Martin
@stevewmartin1
Author, Heavy Hitter Sales Linguistics
20 Sales Industry Predictions for 2014
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11. SELL SMARTER
Tip #9
To Win More, Simplify Your Selling
The easiest way for sales teams to drive up their performance in 2014 is to focus on simplifying their
selling. Streamline unwieldy sales processes that don’t directly help your prospects make decisions
with these three tips:
1. Make Every Touch Count: Every interaction with a prospect has to provide maximum value that
will move them one step closer to making their decision. If it doesn’t, don’t do it.
2. Be Absolutely Responsive: Every customer inquiry or request requires a complete response in
the shortest time possible.
3. Clarify Your Offer: The customer must be able to quickly understand what they can buy from you
that will satisfy their requirements. If the customer has to work too hard to understand what you
are selling, you won’t.
Tweet this
Andy Paul
@zerotimeselling
Founder, Zero-Time Selling
20 Sales Industry Predictions for 2014
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12. SELL SMARTER
Tip #10
Create and Study Buying Process Maps
The single most important thing for B2B sales organizations to focus on in 2014 is to create Buying
Process Maps. A Buying Process Map outlines how customers and prospects make complex
purchasing decisions.
Most B2B sales organizations either don’t have these built, or, have maps that have not been
updated in a long time. The problem with this is buyers have changed how they buy significantly, and
continue to do so. Sales organizations that are selling based on how buyers used to buy are going to
miss their numbers. Here is a generic version of a Buying Process Map to use as a starting point.
Tweet this
Greg Alexander
@GregAlexander
CEO, Sales Benchmark Index
20 Sales Industry Predictions for 2014
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Tip #11
Learn the Power of Fact-Based Research
Sadly, in today’s culture most sellers wrongly apply value proposition and product benefit language
at the introductory sales cycle. This ineffective approach hinders sellers from achieving optimal
conversion rates. Buyers no longer think in terms of product benefit language, they think in
terms of topics, trends, metrics, and outcomes. The number one opportunity for sales teams to
get smarter is to learn the power of leading with fact-based research, versus leading with valueproposition language.
Tweet this
Kraig Kleeman
@Kraig_Kleeman
Author, Speaker, Global Sales Strategist,
2013 Forbes Top Sales Expert, KraigKleeman.com
20 Sales Industry Predictions for 2014
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14. SELL SMARTER
Tip #12
Sell Smarter AND Harder in 2014
We have all heard the phrase “Sell Smarter, Not Harder.” This phrase is often used to show that putting
forth lots of effort without doing it in a smart way often leads to lackluster results. While working smarter
is a great goal to have, especially with the advent of lots of tools at our fingertips, I feel we may be
overlooking the fact that effort, hard work, and discipline in the right areas is required for outstanding
results. Here are three tips towards an INTELLIGENT approach to “working harder” in 2014.
1. Place a recurring meeting on your calendar for RESEARCH. Often times we pick up the phone
having failed to do the proper pre-call research required for a more effective call outcome.
2. Build a top prospect list. Research to build your top prospect list in order to focus your efforts on
the most likely contacts.
3. Create a recurring CALL DAY, and place a block of hours on your calendar. Treat this time as
sacred and do not cancel it. Rather, have the discipline and work ethic to stay focused on
prospecting every week. Keeping fresh opportunities in your funnel takes a well-thought-out and
intelligent plan. But it also takes good old fashioned hard work, dedication, and calls.
Tweet this
Larry Reeves
@AA_ISP
COO, AA-ISP
20 Sales Industry Predictions for 2014
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15. SELL SMARTER
Tip #13
Savvy Buyers Require Savvy Sellers
Today’s buyers are savvy and self-qualified, with a larger percentage inquiring later in the buying
cycle. They often enter the sales cycle knowing a lot about your company, which means you need
to be ready to respond. Leveraging an intelligent sales automation solution can help your team
identify ready buyers from tire kickers and prioritize and distribute those prospects to the right
sales rep. By ensuring ready buyers are quickly matched with the right sales rep that can answer
their hard questions, you can drive a positive first impression, earn early loyalty points and increase
close rates.
Tweet this
Dan Salazar
@Caineazar
Director of Sales, Velocify
20 Sales Industry Predictions for 2014
14
16. SELL SMARTER
Tip #14
Sales Enablement
It’s all about sales enablement in 2014; giving our teams a mixture of art and science to help them be
more effective. Tools and resources to automate, streamline and help our team members prioritize
are the science. The art is all about delivering unique insight to our customers and prospects. Any
sales organization that can master both of these elements will have leg up on their competition.
Tweet this
Amyra Rand
@AmyraKareo
Vice President of Sales, Kareo
20 Sales Industry Predictions for 2014
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17. SELL SMARTER
Tip #15
Preparing Your Mobile App Wish List
Most CRM systems were designed for people who work at their desks all day. Mobility is often an
afterthought, but new products in the cloud will make it possible to give field reps what they have
always wanted – straightforward apps that run on popular devices such as iPhones that can help
them do their jobs. These new apps will need to be streamlined, so teams should start to think about
what information they would need (pricing, order status, web site visit, leads, etc.) that would help
them close business when they are in front of a client.
Tweet this
Bruce Daley
@BruceDaley
VP and Principal Analyst, Constellation Research
20 Sales Industry Predictions for 2014
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18. SELL SMARTER
Tip #16
Old School Selling: Getting Back to the Basics to Drive Results
Throughout the 90’s the Utah Jazz were a powerhouse in the NBA. Stockton and Malone basically
ran the team with one play—the pick and roll. Amazing results are not driven by complexity. Sales
teams can learn from this example by going back to the basics. My simple formula for driving sales
success and predictability is:
1. Make sure your sales process is written and taught
2. Certify sales folks on your product and teach them how to effectively demo it, message it, etc.
3. Certify folks on your preferred selling methodology (i.e. Challenger). With this as the foundation,
optimize with tools like CRM, Automation, Collateral, and manage metrics that drive results.
Tweet this
Marc Maloy
@maloymarc
SVP Worldwide Sales, Instructure
20 Sales Industry Predictions for 2014
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19. SELL SMARTER
Tip #17
HOT Lists = HOT Results in 2014
If you ask any top producing sales rep (whether they are in field or inside sales) how they are able
to keep their funnel full of fresh and highly probable opportunities, you are likely to hear similar
answers. They will tell you it has much to do with who NOT to call on as it does who TO call on. Top
producers realize that time is money, and the time they set aside for prospecting is very precious.
They have developed a knack on how to prioritize their prospecting time and quickly filter out those
prospects that have a low chance of advancing through the sales cycle. Today’s research tools such
as LinkedIn, allow top producers to develop and focus on those prospects who fit their ideal profile.
They develop their HOT list and hunt like crazy on a few select prospects versus wasting time on the
hundreds of less qualified leads that come through. One way to get smarter in 2014 is to use today’s
research tools to develop and build your HOT list.
Tweet this
Bob Perkins
@MerrillCorp
VP of Sales, Merrill Corp
20 Sales Industry Predictions for 2014
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20. SELL SMARTER
Tip #18
Social Selling and Knowing Your Channel is Key to
Sales Growth in 2014
Social selling via LinkedIn and other social media has changed the game in prospect and opportunity
development for sales teams. In addition to conducting research and working within your own
network to establish connections with key influencers at accounts you are targeting, be sure to also
work with your channel partners and resellers. With buyers now doing most of their research before
they engage with vendors, it is critical that you get in front of them before they start their research,
so that you and your partners can learn more about their challenges and get ahead of their discovery
process. Partners often have great connections and visibility into the challenges their customers face,
and by working collaboratively with them and helping their customers, everyone wins.
Tweet this
Josh Moreau
@X1Discovery
Sr. Director, Channel Sales, X1
20 Sales Industry Predictions for 2014
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21. SELL SMARTER
Tip #19
Double Results by Specializing
Salespeople shouldn’t prospect! When a company relies on salespeople to do much prospecting,
they can’t get off the revenue roller coaster and create predictable revenue. By breaking
responsibilities into four separate roles, as Salesforce.com did very early, every single person in the
sales team becomes an expert in their practice, executives see exactly how each function works or
doesn’t, and you create a limitless sales organization.
Here are four key roles to drive more revenue:
• Dedicated Prospectors
• Market Response Reps
• Closers/Account Executives
• Account Managers
With more defined roles in place like the ones above, sales organizations should be able to double
its sales results in 2014.
Tweet this
Aaron Ross
@motoceo
Author of Predictable Revenue,
PredictableRevenue.com
20 Sales Industry Predictions for 2014
20
22. SELL SMARTER
Tip #20
Improve Execution through Increased Productivity
One of the most important advances for sales organizations in 2014 is going to be execution, and
more specifically, improving productivity. This literally comes down to improving active selling time,
which is achieved through efficient and effective time management strategies and taking advantage
of technology. The following are just a few ways to increase productivity:
1.
2.
3.
4.
5.
Divide selling time from administrative work and complete tasks in time blocks
Automate tasks through software features and social channel platforms
Establish a researching and prospecting protocol
Invest in smarter tools
Encourage more disciplined selling time through incentives and rewards
Tweet this
Matt Heinz
@heinzmarketing
President, Heinz Marketing, Inc.
20 Sales Industry Predictions for 2014
21
23. Sell smarter and faster with Velocify in 2014!
Give your sales team a competitive advantage this year with Velocify’s intelligent sales solutions. Velocify can
help you increase the velocity of your sales environment and systematically improve sales performance through
rapid lead response, increased selling discipline, improved sales team productivity, and actionable sales insights.
With Velocify, your sales teams can respond to leads faster and smarter than ever.
Lead Capture
Lead Scoring
Funnel Insights
Integrated
Sales Dialer
Velocify Intelligent
Sales Automation
Sales Activity
Prioritization
Lead De-Dupe
Lead Distribution
Automated
Guided Selling
Get your sales team on the right track this year with all of the intelligent sales automation features
20 Sales Industry Predictions for 2014
22
24. Do you have all the right sales strategies
in place to get ahead of the competition
in 2014? Learn how smart sales
technology can enable your sales reps
to get more intelligent and drive more
revenue in today’s high-velocity selling
environment.
Get a Demo Today
Call: 888-843-1777
LIKE THIS EBOOK? WHY NOT SHARE:
Email: sales@velocify.com
Web: velocify.com
Blog: velocify.com/blog
20 Sales Industry Predictions for 2014
23
25. Velocify is a market-leading provider of cloud-based intelligent sales software, designed for high-velocity sales environments. Velocify
helps sales teams keep pace with the speed of opportunity and increase revenue by driving rapid lead response, increased selling
discipline, improved productivity, and actionable selling insights. The company has helped more than 1,500 companies across a variety of
industries improve customer acquisition practices and sales performance. Velocify was recently recognized as one of the fastest growing
velocify.com
companies in North America by Deloitte and a Best Place to Work by the Los Angeles Business Journal. For more information, please visit
Velocify.com or follow the company on Twitter @Velocify.
20 Sales Industry Predictions for 2014
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