Sales Are From Mars; Marketing Is from Venus
Getting these two forces to work together to produce stealer revenue results
Tiffany Bova of Gartner recently stated, “Buyers do not value their interactions with salespeople as much as they used to (gasp!).” The shift in the importance of sales in the buying process is a result of how your future customers will evaluate and purchase technology. With the emergence of “everything as a service”, the pay-as-you-go models have diminished the traditional Capex purchase. With fierce competition, learn what sales has to change to be competitive, why marketing will become vital to your future margins and immediate action you can take to transform your sales and marketing into revenue machines that know how to sell to the client of the future.
SEO Housekeeping basics anyone can do --- and everyone should do. If you are new to business websites, the idea of search engine optimization can seem intimidating. Actually, it's quite easy when you know what to do. Presentation originally given as a webinar to Real Diaper Industry Association members, most of whom are first-time optimizers who own small stores and diaper services. Includes 5 steps to site-wide optimization, 3 things every page needs, and a few more simple steps for those who are ready. Level: absolute beginners or those who need a little nudge to clean up a tired site. Presenter is Lori Taylor of 3Stream at 3Streamflow.com.
4-Profit Denver Conference- Communicating With the Brain in Mind4-Profit
This document discusses communicating effectively by understanding how the brain operates. It focuses on the SCARF model, which outlines five domains - status, certainty, autonomy, relatedness, and fairness - that activate the brain's reward or threat centers. When these domains are threatened, the brain's threat response is activated, decreasing creativity and problem-solving. But when they provide reward, the brain is more engaged and creative. The document provides examples of how to increase reward and minimize threat in these domains for more effective communication and leadership.
The document discusses new rules of marketing and PR compared to old rules. It provides examples of Barack Obama's and Salesforce's successful digital marketing campaigns that utilized tools like marketing automation and targeted personas. The key aspects of their approaches included gathering user data through online registration platforms to personalize outreach, and developing content and campaigns around specific target profiles to increase engagement. Overall, the document advocates for a new model of marketing focused on rich online content creation and distribution, feedback data, and facilitating participation rather than promotional interruption.
The 4-Profit Way Denver Conference Keynote4-Profit
We are proud to present our annual 4-Profit Leadership Forum designed to help our clients de-construct change, learn from one-another and chart a course that positions your business for ultimate success.
This document discusses increasing gross margins and efficiency for solution providers from 2013 to 2020. It identifies the top 5 costs attributed to inefficiencies in managing data as wasted time, internal confusion, slow decision-making, inability to assess performance, and lost sales. Six barriers to gross margin transformation are discussed. The document provides suggestions for growing gross margins such as pricing, bundling services, obtaining discounts, improving help desk efficiency, and focusing on client retention. Soft factors like customer service skills, vision, responsiveness, client touchpoints, and employee health are also identified as impacting gross margins. The overarching goal discussed is finding the optimal path for solution providers.
4-Profit Denver Conference- Becoming a 5 Star Leader4-Profit
The document discusses leadership and employee engagement. It notes that companies with engaged workforces experience increased productivity, decreased absenteeism, lower retention risk, and 3x higher operating margins. However, only 35% of employees are actively engaged. Leadership explains 30-40% of engagement. The ultimate leadership question is what difference a leader will make. Leadership involves observable practices and behaviors but developing capacity takes work and commitment. Leaders are encouraged to start with warmth and combine warmth with strength for effective leadership. Participants complete a self-assessment and action planning exercise to identify areas for improvement.
4-Profit Denver Conference- Charting your course deep dive 4-Profit
The document is a program for a leadership forum taking place from September 30 to October 2, 2013 at the Inverness Hotel & Conference Center in West Englewood, Colorado. The forum will focus on strategic planning and charting an organization's course, with sessions on drivers of valuation, vision alignment, financial benchmarking, solutions architecture, people and organization, and business development. Attendees will discuss their views on the future of their industry, including the impact of cloud computing, and identify the top three takeaways from the forum.
SEO Housekeeping basics anyone can do --- and everyone should do. If you are new to business websites, the idea of search engine optimization can seem intimidating. Actually, it's quite easy when you know what to do. Presentation originally given as a webinar to Real Diaper Industry Association members, most of whom are first-time optimizers who own small stores and diaper services. Includes 5 steps to site-wide optimization, 3 things every page needs, and a few more simple steps for those who are ready. Level: absolute beginners or those who need a little nudge to clean up a tired site. Presenter is Lori Taylor of 3Stream at 3Streamflow.com.
4-Profit Denver Conference- Communicating With the Brain in Mind4-Profit
This document discusses communicating effectively by understanding how the brain operates. It focuses on the SCARF model, which outlines five domains - status, certainty, autonomy, relatedness, and fairness - that activate the brain's reward or threat centers. When these domains are threatened, the brain's threat response is activated, decreasing creativity and problem-solving. But when they provide reward, the brain is more engaged and creative. The document provides examples of how to increase reward and minimize threat in these domains for more effective communication and leadership.
The document discusses new rules of marketing and PR compared to old rules. It provides examples of Barack Obama's and Salesforce's successful digital marketing campaigns that utilized tools like marketing automation and targeted personas. The key aspects of their approaches included gathering user data through online registration platforms to personalize outreach, and developing content and campaigns around specific target profiles to increase engagement. Overall, the document advocates for a new model of marketing focused on rich online content creation and distribution, feedback data, and facilitating participation rather than promotional interruption.
The 4-Profit Way Denver Conference Keynote4-Profit
We are proud to present our annual 4-Profit Leadership Forum designed to help our clients de-construct change, learn from one-another and chart a course that positions your business for ultimate success.
This document discusses increasing gross margins and efficiency for solution providers from 2013 to 2020. It identifies the top 5 costs attributed to inefficiencies in managing data as wasted time, internal confusion, slow decision-making, inability to assess performance, and lost sales. Six barriers to gross margin transformation are discussed. The document provides suggestions for growing gross margins such as pricing, bundling services, obtaining discounts, improving help desk efficiency, and focusing on client retention. Soft factors like customer service skills, vision, responsiveness, client touchpoints, and employee health are also identified as impacting gross margins. The overarching goal discussed is finding the optimal path for solution providers.
4-Profit Denver Conference- Becoming a 5 Star Leader4-Profit
The document discusses leadership and employee engagement. It notes that companies with engaged workforces experience increased productivity, decreased absenteeism, lower retention risk, and 3x higher operating margins. However, only 35% of employees are actively engaged. Leadership explains 30-40% of engagement. The ultimate leadership question is what difference a leader will make. Leadership involves observable practices and behaviors but developing capacity takes work and commitment. Leaders are encouraged to start with warmth and combine warmth with strength for effective leadership. Participants complete a self-assessment and action planning exercise to identify areas for improvement.
4-Profit Denver Conference- Charting your course deep dive 4-Profit
The document is a program for a leadership forum taking place from September 30 to October 2, 2013 at the Inverness Hotel & Conference Center in West Englewood, Colorado. The forum will focus on strategic planning and charting an organization's course, with sessions on drivers of valuation, vision alignment, financial benchmarking, solutions architecture, people and organization, and business development. Attendees will discuss their views on the future of their industry, including the impact of cloud computing, and identify the top three takeaways from the forum.
Practical ways to boost strategy executionAchieveIt
By now, most organizations have completed their strategic planning process for 2017 and are ready to execute brilliantly. These organizations, just like yours, are now at a fork in the road. At least 75% will take the road of failed execution. These companies, teams and individuals will struggle, and fall short of their 2017 goals.
But the other 25% will take another path – the road to explosive growth, results and success. The strategic leaders heading these organizations are able to:
- Drive their organizations to results with confidence
- Close the gap that exists between what they say they’re going to do (in strategy), and what actually gets done (in execution)
- Execute, assess, adjust and drive results in a repeatable, consistent and predictable way
The document discusses relationship marketing and distribution strategies. It emphasizes giving first through hosting events, organizing dinners, and making introductions rather than just asking for things. The author recommends staying in touch with contacts by sending helpful information every few months and meeting in person or via video calls. Thought leadership is defined as existing more through meaningful contributions. Different distribution models like affiliates, resellers, and direct sales are compared in terms of costs, controls, and customer relationships. The author concludes by thanking the reader.
The document discusses the evolution of quality management and marketing from a production focus to a customer focus. It describes how total quality management (TQM) expanded beyond manufacturing to encompass the entire organization. Relationship marketing and selling aim to develop long-term, trusting relationships with customers through consistent customer satisfaction. Companies now focus on building quality into both products and customer service to provide a total product experience. Information gathering and customer servicing are key aspects of relationship selling.
Best ways to do branding and generate leads through social media networksSathish Annal
Every business can utilize social media networks to interaction their target audience and stimulate digital word-of-mouth. But how there involving to do branding and maximizing leads with social audience.
This document provides tips for pay-per-click (PPC) advertising, including conducting keyword research, analyzing landing pages, building advertising campaigns, and communicating with clients. It recommends expanding on top-performing keywords and competitors' terms, using the LIFT model to evaluate landing pages, organizing campaigns by theme and ad groups by sub-theme, and establishing goals and timelines for clients. Resources on match types, single keyword ad groups, and analytics tools are also included.
How To Market Your Expertise Online: Creating A Brand StrategyMomentum Marketing
Do you want to leverage your online presence to reflect your expert status in your industry? Learn how to create a brand strategy for your small business or consulting practice in this presentation.
If you are interested in creating a brand strategy for your digital marketing presence, please contact MOMENTUM MARKETING today for a FREE CONSULTATION!
info@gomommentummarketing.com
How To Market Your Expertise Online: Creating A Brand StrategySabrina Franklin
Presented by Sabrina Franklin
Principal Strategist at Momentum Marketing
For the Forensic Expert Witness Association (FEWA)
American Association of Legal Nurse Consultants (AALNC)
South San Francisco, CA on June 7th, 2015
The State Of Organic Search (SEO) Going Into 2015Danny Denhard
2014 has been a turbulent year in SEO, there have been a record number of changes, the SERP’s have changed in every vertical and the most recent updates have been some of the most discussed updates across social media and forums.
The following article asks six questions to some of the best minds in organic marketing and SEO, the article provides insights into what happened in 2014 and what they predict will happen in 2015 including a number of recommendations for you to consider or implement in the coming months.
The article contains views from agency heads, directors / heads of marketing and search departments and freelance consultants.
The document discusses marketing strategies and concepts. It defines a market as a collection of existing and potential customers. It also defines a marketer as someone who markets products and services directly or indirectly. The document then discusses several generic marketing strategies such as specialization, differentiation, segmentation, and concentration that companies use to attract and retain customers. It also compares customers' perspectives represented by the 4 Cs versus marketers' perspectives represented by the 4 Ps. Finally, the document notes that marketers need strategies to survive, sustain, develop, grow, globalize, and serve society.
The document discusses predictions from 10 thought leaders on where data-driven marketing insights will have the biggest impact in 2016. Common themes included a greater focus on measuring the entire customer journey, better integration of disparate data sources, and using data to better predict campaign outcomes and improve customer experience. Experts also predicted more personalized messaging tailored to individuals using marketing analytics, and a focus on metrics to measure and improve customer engagement, retention, and lifetime value.
Go through this presentation and become a pro in running, promoting and analyzing your facebook contest. Generate a fantastic response and increase traffic on your website by following 3 Simple Steps.
How Just 5 Buying Insights Ensure Engagement With Your ContentAct-On Software
The document discusses how understanding 5 key buying insights can help ensure marketing content engages buyers. The 5 insights are: priority initiative, success definition, perceived barriers, decision criteria, and buyer's journey. Asking buyers the right questions about these areas provides insights that can inform content segmentation, value propositions, and content topics tailored for where buyers are in their journey. Understanding these insights helps marketers know which buyers will be receptive and create more persuasive marketing.
A fool with a tool is still a fool, people means powerpaul ormonde-james
The document discusses the importance of analytics and data in navigating an increasingly competitive business environment. It emphasizes that analytics requires considering people, customers, and performance. Additionally, it stresses the value of business intelligence in understanding what has happened, what is happening, and what could happen in the future to guide business decisions. Finally, it highlights the importance of communication and gaining senior support for analytics initiatives to be successful.
How to Use Laddering to Find and Boost Customer Value - PayKickstartPayKickstart
https://paykickstart.com/how-to-use-laddering-to-find-and-boost-customer-value/
Laddering is a powerful technique that allows you to uncover what people actually value. When it comes to ecommerce, understanding what people value is essential. Once you understand this, you can craft a sales pitch that closely aligns with their values. Unfortunately, uncovering these insights can be difficult. That’s where laddering comes in.
This was an adaptation of a presentation on "Making B2B Sexy", that was specifically tailored for the CEO Group, Vistage, presented on 10.22.13.
Thanks to all those who attended and learned how personas, use cases, relationship status and knowing your audience can help drive to make Marketing SEXY!
How to Nail Product Positioning so Customers Get It, Buy It, Love It - April ...Traction Conf
Positioning has an impact across all key product decisions from roadmap to pricing in particular.
Buyers need context to understand new innovative offerings. Businesses that figure out how to set that context deliberately have a distinct advantage over those that don't.
In this talk, April provides a methodology for picking the right positioning strategy and also share examples from companies that re-positioned their products or companies to unlock hyper-growth.
April Dunford is an executive consultant, speaker, and author who helps technology companies make complicated products easy for customers to understand and love. She is a globally recognized expert in Positioning and Market strategy, and has launched 16 products into market across her 25-year career as at a series of successful high-growth startups. April advises leadership, sales, and marketing teams through training, workshops, and keynote talks. She is also a board member, investor, and advisor to dozens of high-growth businesses.
Lean Startup: What's the Big Deal? (2013 Latino Innovators Summit)Janice Fraser
The document discusses the Lean Startup approach, which advocates for building companies creating new products and services in situations of extreme uncertainty. It promotes creating small products to test assumptions, using customer feedback to evolve the product and reduce waste. Key principles are to list assumptions, understand customers, experiment efficiently, and adjust direction based on evidence learned. The approach emphasizes rapid learning cycles of building, measuring, and learning from minimum viable products and releases.
Sales organizations will focus more on modeling top salespeople's strategies in 2013 to understand how they formulate winning account strategies based on customer politics, psychology, and decision-maker traits. Companies will also perform more win-loss analysis to understand how internal politics and biases influence major purchasing decisions. Additionally, interactions between salespeople and customers will emphasize language to build rapport and determine customer needs.
Advanced lead management with OpenERP: tips and tricks from the field. Nicola...Odoo
The document discusses tips and tricks for lead management in OpenERP. It defines a lead as someone interested in purchasing a product or service, and lead management as generating new business opportunities. The document outlines how leads flow from initial identification through marketing campaigns into the OpenERP CRM system. It also discusses setting up filters to classify leads as interesting with comments, uninteresting to delete, or non-business queries needing a different response. Performant lead processing and custom filters help classify and route the large numbers of leads companies receive.
Small Business Workshop | Cutting through the noise onlineRuss Bullen
Thanks to NAB Caloundra for holding a workshop with some of their business clients where we got to share some of our insights and inspirations about online businesses.
How to Implement a Real Estate CRM SoftwareSalesTown
To implement a CRM for real estate, set clear goals, choose a CRM with key real estate features, and customize it to your needs. Migrate your data, train your team, and use automation to save time. Monitor performance, ensure data security, and use the CRM to enhance marketing. Regularly check its effectiveness to improve your business.
Practical ways to boost strategy executionAchieveIt
By now, most organizations have completed their strategic planning process for 2017 and are ready to execute brilliantly. These organizations, just like yours, are now at a fork in the road. At least 75% will take the road of failed execution. These companies, teams and individuals will struggle, and fall short of their 2017 goals.
But the other 25% will take another path – the road to explosive growth, results and success. The strategic leaders heading these organizations are able to:
- Drive their organizations to results with confidence
- Close the gap that exists between what they say they’re going to do (in strategy), and what actually gets done (in execution)
- Execute, assess, adjust and drive results in a repeatable, consistent and predictable way
The document discusses relationship marketing and distribution strategies. It emphasizes giving first through hosting events, organizing dinners, and making introductions rather than just asking for things. The author recommends staying in touch with contacts by sending helpful information every few months and meeting in person or via video calls. Thought leadership is defined as existing more through meaningful contributions. Different distribution models like affiliates, resellers, and direct sales are compared in terms of costs, controls, and customer relationships. The author concludes by thanking the reader.
The document discusses the evolution of quality management and marketing from a production focus to a customer focus. It describes how total quality management (TQM) expanded beyond manufacturing to encompass the entire organization. Relationship marketing and selling aim to develop long-term, trusting relationships with customers through consistent customer satisfaction. Companies now focus on building quality into both products and customer service to provide a total product experience. Information gathering and customer servicing are key aspects of relationship selling.
Best ways to do branding and generate leads through social media networksSathish Annal
Every business can utilize social media networks to interaction their target audience and stimulate digital word-of-mouth. But how there involving to do branding and maximizing leads with social audience.
This document provides tips for pay-per-click (PPC) advertising, including conducting keyword research, analyzing landing pages, building advertising campaigns, and communicating with clients. It recommends expanding on top-performing keywords and competitors' terms, using the LIFT model to evaluate landing pages, organizing campaigns by theme and ad groups by sub-theme, and establishing goals and timelines for clients. Resources on match types, single keyword ad groups, and analytics tools are also included.
How To Market Your Expertise Online: Creating A Brand StrategyMomentum Marketing
Do you want to leverage your online presence to reflect your expert status in your industry? Learn how to create a brand strategy for your small business or consulting practice in this presentation.
If you are interested in creating a brand strategy for your digital marketing presence, please contact MOMENTUM MARKETING today for a FREE CONSULTATION!
info@gomommentummarketing.com
How To Market Your Expertise Online: Creating A Brand StrategySabrina Franklin
Presented by Sabrina Franklin
Principal Strategist at Momentum Marketing
For the Forensic Expert Witness Association (FEWA)
American Association of Legal Nurse Consultants (AALNC)
South San Francisco, CA on June 7th, 2015
The State Of Organic Search (SEO) Going Into 2015Danny Denhard
2014 has been a turbulent year in SEO, there have been a record number of changes, the SERP’s have changed in every vertical and the most recent updates have been some of the most discussed updates across social media and forums.
The following article asks six questions to some of the best minds in organic marketing and SEO, the article provides insights into what happened in 2014 and what they predict will happen in 2015 including a number of recommendations for you to consider or implement in the coming months.
The article contains views from agency heads, directors / heads of marketing and search departments and freelance consultants.
The document discusses marketing strategies and concepts. It defines a market as a collection of existing and potential customers. It also defines a marketer as someone who markets products and services directly or indirectly. The document then discusses several generic marketing strategies such as specialization, differentiation, segmentation, and concentration that companies use to attract and retain customers. It also compares customers' perspectives represented by the 4 Cs versus marketers' perspectives represented by the 4 Ps. Finally, the document notes that marketers need strategies to survive, sustain, develop, grow, globalize, and serve society.
The document discusses predictions from 10 thought leaders on where data-driven marketing insights will have the biggest impact in 2016. Common themes included a greater focus on measuring the entire customer journey, better integration of disparate data sources, and using data to better predict campaign outcomes and improve customer experience. Experts also predicted more personalized messaging tailored to individuals using marketing analytics, and a focus on metrics to measure and improve customer engagement, retention, and lifetime value.
Go through this presentation and become a pro in running, promoting and analyzing your facebook contest. Generate a fantastic response and increase traffic on your website by following 3 Simple Steps.
How Just 5 Buying Insights Ensure Engagement With Your ContentAct-On Software
The document discusses how understanding 5 key buying insights can help ensure marketing content engages buyers. The 5 insights are: priority initiative, success definition, perceived barriers, decision criteria, and buyer's journey. Asking buyers the right questions about these areas provides insights that can inform content segmentation, value propositions, and content topics tailored for where buyers are in their journey. Understanding these insights helps marketers know which buyers will be receptive and create more persuasive marketing.
A fool with a tool is still a fool, people means powerpaul ormonde-james
The document discusses the importance of analytics and data in navigating an increasingly competitive business environment. It emphasizes that analytics requires considering people, customers, and performance. Additionally, it stresses the value of business intelligence in understanding what has happened, what is happening, and what could happen in the future to guide business decisions. Finally, it highlights the importance of communication and gaining senior support for analytics initiatives to be successful.
How to Use Laddering to Find and Boost Customer Value - PayKickstartPayKickstart
https://paykickstart.com/how-to-use-laddering-to-find-and-boost-customer-value/
Laddering is a powerful technique that allows you to uncover what people actually value. When it comes to ecommerce, understanding what people value is essential. Once you understand this, you can craft a sales pitch that closely aligns with their values. Unfortunately, uncovering these insights can be difficult. That’s where laddering comes in.
This was an adaptation of a presentation on "Making B2B Sexy", that was specifically tailored for the CEO Group, Vistage, presented on 10.22.13.
Thanks to all those who attended and learned how personas, use cases, relationship status and knowing your audience can help drive to make Marketing SEXY!
How to Nail Product Positioning so Customers Get It, Buy It, Love It - April ...Traction Conf
Positioning has an impact across all key product decisions from roadmap to pricing in particular.
Buyers need context to understand new innovative offerings. Businesses that figure out how to set that context deliberately have a distinct advantage over those that don't.
In this talk, April provides a methodology for picking the right positioning strategy and also share examples from companies that re-positioned their products or companies to unlock hyper-growth.
April Dunford is an executive consultant, speaker, and author who helps technology companies make complicated products easy for customers to understand and love. She is a globally recognized expert in Positioning and Market strategy, and has launched 16 products into market across her 25-year career as at a series of successful high-growth startups. April advises leadership, sales, and marketing teams through training, workshops, and keynote talks. She is also a board member, investor, and advisor to dozens of high-growth businesses.
Lean Startup: What's the Big Deal? (2013 Latino Innovators Summit)Janice Fraser
The document discusses the Lean Startup approach, which advocates for building companies creating new products and services in situations of extreme uncertainty. It promotes creating small products to test assumptions, using customer feedback to evolve the product and reduce waste. Key principles are to list assumptions, understand customers, experiment efficiently, and adjust direction based on evidence learned. The approach emphasizes rapid learning cycles of building, measuring, and learning from minimum viable products and releases.
Sales organizations will focus more on modeling top salespeople's strategies in 2013 to understand how they formulate winning account strategies based on customer politics, psychology, and decision-maker traits. Companies will also perform more win-loss analysis to understand how internal politics and biases influence major purchasing decisions. Additionally, interactions between salespeople and customers will emphasize language to build rapport and determine customer needs.
Advanced lead management with OpenERP: tips and tricks from the field. Nicola...Odoo
The document discusses tips and tricks for lead management in OpenERP. It defines a lead as someone interested in purchasing a product or service, and lead management as generating new business opportunities. The document outlines how leads flow from initial identification through marketing campaigns into the OpenERP CRM system. It also discusses setting up filters to classify leads as interesting with comments, uninteresting to delete, or non-business queries needing a different response. Performant lead processing and custom filters help classify and route the large numbers of leads companies receive.
Small Business Workshop | Cutting through the noise onlineRuss Bullen
Thanks to NAB Caloundra for holding a workshop with some of their business clients where we got to share some of our insights and inspirations about online businesses.
Similar to 4-Profit Denver Workshop- Sales & Marketing Enablement (20)
How to Implement a Real Estate CRM SoftwareSalesTown
To implement a CRM for real estate, set clear goals, choose a CRM with key real estate features, and customize it to your needs. Migrate your data, train your team, and use automation to save time. Monitor performance, ensure data security, and use the CRM to enhance marketing. Regularly check its effectiveness to improve your business.
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Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challengesHolger Mueller
Holger Mueller of Constellation Research shares his key takeaways from SAP's Sapphire confernece, held in Orlando, June 3rd till 5th 2024, in the Orange Convention Center.
Brian Fitzsimmons on the Business Strategy and Content Flywheel of Barstool S...Neil Horowitz
On episode 272 of the Digital and Social Media Sports Podcast, Neil chatted with Brian Fitzsimmons, Director of Licensing and Business Development for Barstool Sports.
What follows is a collection of snippets from the podcast. To hear the full interview and more, check out the podcast on all podcast platforms and at www.dsmsports.net
𝐔𝐧𝐯𝐞𝐢𝐥 𝐭𝐡𝐞 𝐅𝐮𝐭𝐮𝐫𝐞 𝐨𝐟 𝐄𝐧𝐞𝐫𝐠𝐲 𝐄𝐟𝐟𝐢𝐜𝐢𝐞𝐧𝐜𝐲 𝐰𝐢𝐭𝐡 𝐍𝐄𝐖𝐍𝐓𝐈𝐃𝐄’𝐬 𝐋𝐚𝐭𝐞𝐬𝐭 𝐎𝐟𝐟𝐞𝐫𝐢𝐧𝐠𝐬
Explore the details in our newly released product manual, which showcases NEWNTIDE's advanced heat pump technologies. Delve into our energy-efficient and eco-friendly solutions tailored for diverse global markets.
Building Your Employer Brand with Social MediaLuanWise
Presented at The Global HR Summit, 6th June 2024
In this keynote, Luan Wise will provide invaluable insights to elevate your employer brand on social media platforms including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok. You'll learn how compelling content can authentically showcase your company culture, values, and employee experiences to support your talent acquisition and retention objectives. Additionally, you'll understand the power of employee advocacy to amplify reach and engagement – helping to position your organization as an employer of choice in today's competitive talent landscape.
IMPACT Silver is a pure silver zinc producer with over $260 million in revenue since 2008 and a large 100% owned 210km Mexico land package - 2024 catalysts includes new 14% grade zinc Plomosas mine and 20,000m of fully funded exploration drilling.
Understanding User Needs and Satisfying ThemAggregage
https://www.productmanagementtoday.com/frs/26903918/understanding-user-needs-and-satisfying-them
We know we want to create products which our customers find to be valuable. Whether we label it as customer-centric or product-led depends on how long we've been doing product management. There are three challenges we face when doing this. The obvious challenge is figuring out what our users need; the non-obvious challenges are in creating a shared understanding of those needs and in sensing if what we're doing is meeting those needs.
In this webinar, we won't focus on the research methods for discovering user-needs. We will focus on synthesis of the needs we discover, communication and alignment tools, and how we operationalize addressing those needs.
Industry expert Scott Sehlhorst will:
• Introduce a taxonomy for user goals with real world examples
• Present the Onion Diagram, a tool for contextualizing task-level goals
• Illustrate how customer journey maps capture activity-level and task-level goals
• Demonstrate the best approach to selection and prioritization of user-goals to address
• Highlight the crucial benchmarks, observable changes, in ensuring fulfillment of customer needs
Zodiac Signs and Food Preferences_ What Your Sign Says About Your Tastemy Pandit
Know what your zodiac sign says about your taste in food! Explore how the 12 zodiac signs influence your culinary preferences with insights from MyPandit. Dive into astrology and flavors!
Top mailing list providers in the USA.pptxJeremyPeirce1
Discover the top mailing list providers in the USA, offering targeted lists, segmentation, and analytics to optimize your marketing campaigns and drive engagement.
Best practices for project execution and deliveryCLIVE MINCHIN
A select set of project management best practices to keep your project on-track, on-cost and aligned to scope. Many firms have don't have the necessary skills, diligence, methods and oversight of their projects; this leads to slippage, higher costs and longer timeframes. Often firms have a history of projects that simply failed to move the needle. These best practices will help your firm avoid these pitfalls but they require fortitude to apply.
Storytelling is an incredibly valuable tool to share data and information. To get the most impact from stories there are a number of key ingredients. These are based on science and human nature. Using these elements in a story you can deliver information impactfully, ensure action and drive change.
The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...APCO
The Radar reflects input from APCO’s teams located around the world. It distils a host of interconnected events and trends into insights to inform operational and strategic decisions. Issues covered in this edition include:
9. What is happening during the
buying process that is causing the
sales person to be viewed as the
least important person in the
buying-decision process?
What are some of the changes you
have recently experienced in how
customers interact with you?
October 4, 2013
Title of Preso
9
12. Trend 2
October 4, 2013
Title of Preso
12
Buyers want to try it
before they invest
Trial
Purchase Money Back
Guarantees
13. RISK SHIFT
"there is going to be a lot
less money 100%
committed upfront in these
deals and lot more
microsales (small GM
purchases) over time as we
move to consumption
based pricing model."
--Todd Hewlin, co-author of
Consumption Economics
October 4, 2013
Title of Preso
13
14. What does the “risk shift”
mean to your current
selling model?
October 4, 2013
Title of Preso
14
15. Trend 3
October 4, 2013
Title of Preso
15
Buying process is no longer linear
SALE!
16. What’s the problem?
1. The traditional role of sales is quickly
changing. A new need and role for
marketing/inside sales is emerging.
2. Sales is from Venus. Marketing is from
Mars.
3. They are unaligned and you need to
figure out how to fix it.
October 4, 2013
Title of Preso
16
22. How should it work?
October 4, 2013
Title of Preso
22
23. #3: Sales & Marketing are Misaligned
October 4, 2013
Title of Preso
23
24. --Gartner
Organizations large and small are
following the lead of Amazon.com to
make smarter use of customer data to
predict behavior, drive sales, and deepen
relationships.
October 4, 2013
Title of Preso
24
25. Rowing in the Same Direction
October 4, 2013
Title of Preso
25
29. Recap
1. Customer are self-directing their buying
journey independently of sales
2. The sales model is changing
3. The need for marketing is increasing
4. You won’t succeed on yesterday’s model
5. Marketing is tied to the success of your
sales team
October 4, 2013
Title of Preso
29
30. “There are no shortcuts in
evolution.”
--Louis Brandeis
October 4, 2013
Title of Preso
30
31. “It’s no longer just about doing the deal
and all about developing strong relationships
that go beyond great products, great service
and great design.”
--British Author & Leadership Visionary, Richard Barrett
October 4, 2013
Title of Preso
31
32. What will you do different?
October 4, 2013
Title of Preso
32
What is the one most
important thing you are
going to do differently
from what you have
learned today?
Editor's Notes
Tiffany Bova at Garnter said, "buyers do not value their interactions with salespeople as much as they used to (gasp!). As a matter of fact, our research showed that sales came in last place after technical and industry expert, service and support and senior executive as ‘the most influential personal interactions across the entire buying cycle’."
The CMO Council cited 2013 the “Year of the Marketer" with a shift marketing taking a more predominate role in leadership and strategic acumen.BUT WHY?? We have all looked to Sales to provide leadership, direction and results to drive our organizations forward. After all, marketing has been traditionally viewed as the creative, less strategic partner not really tied to the end result.
So what, what's changed? Marketing is now playing a role in strategic planning and forecasting as it oversees customer and industry intelligence gathering, segmentation of how and what customers buy, topics they respond to, information that matters, thought leadership to drive purposeful customer interaction both BEFORE and AFTER the sale. So what? Who cares? According to Gartner, 1 in 5 Marketing CMOs saw a 10% increase in their budget for innovation UMB Robert D reported that 60% of the technology budget will move from the IT department to the marketing department by 2016-- a trend that is sure to affect not only who you engage but how you engage future clients
3 new trends:
Customers are more educated:While technology advances have accelerated and the customer has become more educated, the sales rep (for the most part) continues to sell the same way they did in the past. And that has left customers looking elsewhere for meaningful interactions and challenging providers to step it up or risk being left out of deal consideration all together.ASK GROUP: Someone in here, give me an example of one of your customer who is more educated than they were 5 years ago?
Customer are moving to a "try it before I buy it" Freemium" "Trail Purchase": thanks to the cloud and the ability to purchase in small chucks with little money and time outlay, clients are ... Companies accustomed to selling products and walking away are being forced to prove how they add real value.Consumption Economics calls this the "Risk Shift" to reseller meaning the risk has shifted from the customer side of the ledger to the reseller/vendor's side. For example, clients who are inheriting cloud into their portfolio. You've made money for years on the CAPx model where you clients had to make sizable investments into licenses, equipment and servers up front. All of that is now changing. What we are seeing with cloud is this movement to buying in small chunks-- "there is going to be a lot less money upfront 100% committed in these deals and lot more microsales (small GM purchases) over time as we move to a consumption based pricing model." --Todd Hewlin, co-author of Consumption EconomicsThat difference between $3Mil capx investment vs 10% cloud investment or micro sales over a period of time is going to require your teams to be relevant and play consultative roles in your clients business well after the sale. And marketing can help you do that.
Today’s buying process is not a linear sequence in which prospects first interact exclusively with Marketing, are handed off, and then interact exclusively with Sales. The traditional approach to marketing and sales alignment has focused on one moment of truth: handing leads from one department to the other. Marketing’s goal was to ensure it sent leads that sales found useful. Sales’ goal was to ensure the leads were efficiently received, distributed, and contacted.Instead, prospects interact with multiple channels throughout the process: They visit Web pages, read emails, check social media discussions, talk to peers, attend live and virtual events, chat online, and occasionally even picking up the telephone. Many of those interactions are managed by Marketing, even in the later stages of the buying cycle.Gartner Trend: Organizations large and small are following the lead of business-to-consumer (B2C) retailers such as Amazon.com by making smarter use of customer data to predict behavior, drive sales, and deepen relationships.
Objective/Benefit: So what are the problems between sales and marketing? Survey says? (Ask the audience if they can guess…)Sales and Marketing don't get alongAgain, how many of you believe this? Why/why not?Marketing is increasing why the need for traditional sales is decreasing.Ask for a show of hands of who believes this is true.Ask them why they believe it is true.How are you going to fix it? Based on what you've learned today, what changes are you going make to position your teams to support the changing trends?
Over the next hour we are going to discuss why sales and marketing don't get along and how you can make a few changes to position yourself as the solution provider of 2020.
Marketing is increasing while the need for traditional sales is decreasing.
A story [MIKE]
Sales and Marketing don't get along
A story [MIKE]
Audience Participation:Discuss how you believe sales and marketing are and are not working together.
STORY
CEO: Need not play favorite between the two group just because revenue is tied to one vs the otherCFO: Needs to help sales and marketing see the business end-to-end and linkages between the financial metrics (NOT THEIR SKILL SET)SALES: Realize they don't run the company just because their success is tied to the company payrollMARKETING: Get their head out of the creative cloud and walk a day in sales shoes.
Quote: Gartner conducted, customers told us loud and clear that they are now self-directing their buying journey independently of what salespeople are doing. Now customers are deciding when and where the sales engagement will actually begin as well as how and where that interaction will take place in more of a ‘pull’ model. This change can and will have significant implications if ignored.The Sales Model is changing and "There are no shortcuts in the evolution." --Louis Brandeis.You won't succeed on what worked yesterdayMarketing is tied to the success of your sales teamIt won't happen by accident. You have a role to play.
In groups of 3, I want you to discuss "The one most important thing you are going to do differently from what you have learned today." Work in groups to come up with solutions, then we will reconvene to share ideas and solutions with the group.