The document outlines a 5 step process for creating a lead generation machine and predictable revenue. The steps are: 1) discover your company's unique purpose and value proposition, 2) distinguish between different types of leads like "seeds, nets, and spears", 3) specialize different sales roles to ensure each lead gets attention, 4) build an outbound sales process using email and referrals, and 5) become indispensable to the CEO by focusing on revenue, talent, and predictable results. The document provides examples and guidelines for implementing each step to build a scalable sales process.
Outbound prospecting for highly targeted lead flowDavid Skok
This presentation described how and when outbound prospecting (Cold Calling 2.0) can work to provide a predictable flow of leads from highly targeted prospects.
There are seven key stages in a startup’s evolution from $0m to $50m in revenue. Understanding where you are in that evolution, and how to act at each stage is critical for success, as what is appropriate at one stage is not appropriate at another stage. David will lay out the roadmap, and detail the keys to success at each stage. The talk is aimed at technical/product founders plus their sales, marketing & product executives who are responsible for the go-to-market strategy for their company.
Describes the steps required to build a Sales and Marketing Machine that is predictable, scalable, automated, well instrumented, and cost efficient.
This was a presentation that I gave at the Lean Startup Circle in Boston on March 24th, 2011.
In my talk at the 2017 LAUNCH SCALE conference in San Francisco, I discuss how to get inside your buyer's head to increase funnel conversion rates. In the talk, I cover:
- How to design and build a buyer-centric sales funnel that has low CAC and fast sales cycles.
- How to figure out why your sales funnel isn't working as well as it could be, and how to fix it.
- How to understand the way buyers react to your funnel, and how to use that knowledge to increase funnel conversion rates.
Zero to 100 - Part 1: Intro + First SectionDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
If you lead, manage or rely on inside sales teams for your business, then this presentation from Deb Brown Sales will give you essential insights and strategies you can use to drive better results from your inside sales efforts.
Outbound prospecting for highly targeted lead flowDavid Skok
This presentation described how and when outbound prospecting (Cold Calling 2.0) can work to provide a predictable flow of leads from highly targeted prospects.
There are seven key stages in a startup’s evolution from $0m to $50m in revenue. Understanding where you are in that evolution, and how to act at each stage is critical for success, as what is appropriate at one stage is not appropriate at another stage. David will lay out the roadmap, and detail the keys to success at each stage. The talk is aimed at technical/product founders plus their sales, marketing & product executives who are responsible for the go-to-market strategy for their company.
Describes the steps required to build a Sales and Marketing Machine that is predictable, scalable, automated, well instrumented, and cost efficient.
This was a presentation that I gave at the Lean Startup Circle in Boston on March 24th, 2011.
In my talk at the 2017 LAUNCH SCALE conference in San Francisco, I discuss how to get inside your buyer's head to increase funnel conversion rates. In the talk, I cover:
- How to design and build a buyer-centric sales funnel that has low CAC and fast sales cycles.
- How to figure out why your sales funnel isn't working as well as it could be, and how to fix it.
- How to understand the way buyers react to your funnel, and how to use that knowledge to increase funnel conversion rates.
Zero to 100 - Part 1: Intro + First SectionDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
If you lead, manage or rely on inside sales teams for your business, then this presentation from Deb Brown Sales will give you essential insights and strategies you can use to drive better results from your inside sales efforts.
Zero to 100 - Part 3: Founder-led Selling - Pete KazanjyDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major Zero to 100 is a learning program from David Skok. It is a detailed detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Aaron Ross - The playbook to (re)igniting growthSaaStock
The world’s economies aren’t going to recover anytime soon. There’s more risk – and opportunity – than ever before. How can a business pivot, survive and thrive? Based on the very newest material in the 2nd Edition of From Impossible To Inevitable, Aaron Ross dives into the surprisingly few big levers that ignite – or stifle – growth. Based on lessons learned from some of the world’s fastest growing companies, including:
• Entrepreneurial Depression and the Anxiety Economy
• How to cut through customer and prospect paralysis
• How $3B Investor Sagemount Triples Company Valuations In Three Years
• How Twilio Nailed A Billion Dollar Niche
• 3 Uncommon Practices of Hypergrowth CMOs
In this slide deck, David Skok talks through his 9 step process for B2B startups to get through product/market fit, and to then find a repeatable, scalable, and profitable growth process.
In David's experience some of the most fatal and expensive mistakes founders make is trying to skip steps. Understanding this roadmap will save you countless hours and potentially millions of wasted dollars.
How To Build The Ultimate Go-To-Market Strategy For Your AppClearbridge Mobile
Gartner predicts that less than 1% of consumer mobile apps will be considered a financial success by their developers through 2018. Learn the fundamentals of a go-to-market strategy for your mobile app, so you can avoid common failures and best set yourself up for success in the competitive app ecosystem.
Industry leader, Trish Bertuzzi discusses trends in sales development, based off of her book - The Sales Development Playbook - at Rainmaker 2016.
Trish Bertuzzi:
Well I am really excited to be here. Let me tell you something. When you have someone like Kyle Porter endorse your book, it's like you hit winning the Oprah Winfrey Book Club, because this man knows sales development, so really, really excited. Sales development is hot. I'm talking caliente hot, hot, hot, hottest job in sales today. Forbes Magazine published an article, Inc Magazine, you name it. You're sitting in the most happening place in the entire career profession. One of the reasons I know it's so hot is because Kanye West went on a Twitter rant about it. You know Kanye trends, so all good, all good. I'm glad you like that one. I'm going to ask you a question. There are two companies. One has sales development, one doesn't. Obviously the one that has sales development is more productive, but how more productive do you think they make their reps, 5, 15, or 25%? What do you think?
[00:02:00]
It's hard to say, right? Let me tell you, it's all of these numbers, because having sales development does mean you're more productive. That's the good news. The bad news is that it's not always the same uplift in productivity. That's a challenge because who doesn't want to be 25% more productive. We all do. I wrote a book. I don't know if you guys have heard that, but I wrote a book called The Sales Development Playbook. In it, I talk about the six major elements that you, as sales development leaders, need to really get under your belt to be super productive, and be real rock stars. You're probably awesome at two, three, maybe four of these, but to really kill it, to really crush it, you need to be good at all six. I'm going to talk to you about three ideas that came out of the book. I did have Kyle's help in this. I said, "Give me three ideas that really resonated with you." He picked the three, and I'm going to share them with you.
[00:03:00]
The first idea is something I call the five lies, but before I talk about idea number one, I'm going tell you why I wrote the book, because I had no burning desire to be an author. If I could have written anything, believe me, it would have been 50 Shades of Grey, or something similar. I wrote this book instead. I wrote the book because I was pissed off, I mean really mad, really angry. I was reading books, and blog articles, and magazine articles that said, "Here's how you do sales development. Here's how I did it at this company, and this is how you should do it too." I'm like, "Sure, that was a great company. Who wouldn't want to do that? Wait, my buyer's not the same. My market's not the same. My sales cycle's not the same. My solution's not the same." This isn't cookie cutter. It's not a one size fits all strategy, so I was so mad that I
From the eCommerce Summit in Atlanta June 3-4, 2009 where Michael Miller from Fit For Commerce shares ways to identify the right partners and solutions to grow your eCommerce business. Find out more about eCommerce Merchants at http://www.ecmta.org
Zero to 100 - Part 5: SaaS Business Model & MetricsDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Unlike the past where technology innovation was the primary driver of startup creation, in the last ten years, it has frequently been innovation in new business models that has caused the disruption to create the opening for new companies. This presentation by David Skok of Matrix Partners looks in depth at the key business model changes that are causing disruption in the B2B space.
Zero to 100 - Part 4: Building a Sales Team - Stephanie SchatzDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Get inside your Buyers Head - Improve Funnel Conversion RatesDavid Skok
SaaStock 2018 Dublin.
Everyone wants more sales. In this presentation, David Skok unlocks the secrets to how he has been able to work with company after company and help them discover breakthroughs that drastically improve their conversion rates. The secret behind it all is become a master at understanding how your buyer thinks as they go through their purchasing journey, and as they experience your marketing and sales.
A High Growth SaaS Playbook - 12 Metrics to Drive SuccessSaaStock
Keynote by David Skok, ForEntrepreneurs Blog & General Partner, Matrix Partners, at SaaStock on Tour New York, 20th June 2018, KnockDown Center, Maspeth, NYC
Marketing and Sales strategies for StartupsBryan Starbuck
For B2C and B2B companies. This pairs up the Marketing and Sales strategy. It covers both eCommerce and sales teams sales strategies, and the marketing needed for that sales strategy.
Must-have marketing know-how for high-growing SaaS companiesEgri Viktor
If you are an owner of or marketer at a SaaS company, you should really know these to scale your business to the next level:
Why should you take advantage of inbound marketing?
What is a buyer persona?
How to choose the right business and marketing model for your business?
How to generate leads?
Why and how should you implement lead nurturing?
What is marketing automation?
What is the must have software pack for your marketing?
The SaaS Founder’s Journey: What Matters at Each StageDavid Skok
From a talk given at SaaStock 2017 in Dublin, this slide deck covers the three stages of a startup, the most important question founders should be asking to ensure survival/success, and how to build and scale a sales funnel.
Zero to 100 - Part 3: Founder-led Selling - Pete KazanjyDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major Zero to 100 is a learning program from David Skok. It is a detailed detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Aaron Ross - The playbook to (re)igniting growthSaaStock
The world’s economies aren’t going to recover anytime soon. There’s more risk – and opportunity – than ever before. How can a business pivot, survive and thrive? Based on the very newest material in the 2nd Edition of From Impossible To Inevitable, Aaron Ross dives into the surprisingly few big levers that ignite – or stifle – growth. Based on lessons learned from some of the world’s fastest growing companies, including:
• Entrepreneurial Depression and the Anxiety Economy
• How to cut through customer and prospect paralysis
• How $3B Investor Sagemount Triples Company Valuations In Three Years
• How Twilio Nailed A Billion Dollar Niche
• 3 Uncommon Practices of Hypergrowth CMOs
In this slide deck, David Skok talks through his 9 step process for B2B startups to get through product/market fit, and to then find a repeatable, scalable, and profitable growth process.
In David's experience some of the most fatal and expensive mistakes founders make is trying to skip steps. Understanding this roadmap will save you countless hours and potentially millions of wasted dollars.
How To Build The Ultimate Go-To-Market Strategy For Your AppClearbridge Mobile
Gartner predicts that less than 1% of consumer mobile apps will be considered a financial success by their developers through 2018. Learn the fundamentals of a go-to-market strategy for your mobile app, so you can avoid common failures and best set yourself up for success in the competitive app ecosystem.
Industry leader, Trish Bertuzzi discusses trends in sales development, based off of her book - The Sales Development Playbook - at Rainmaker 2016.
Trish Bertuzzi:
Well I am really excited to be here. Let me tell you something. When you have someone like Kyle Porter endorse your book, it's like you hit winning the Oprah Winfrey Book Club, because this man knows sales development, so really, really excited. Sales development is hot. I'm talking caliente hot, hot, hot, hottest job in sales today. Forbes Magazine published an article, Inc Magazine, you name it. You're sitting in the most happening place in the entire career profession. One of the reasons I know it's so hot is because Kanye West went on a Twitter rant about it. You know Kanye trends, so all good, all good. I'm glad you like that one. I'm going to ask you a question. There are two companies. One has sales development, one doesn't. Obviously the one that has sales development is more productive, but how more productive do you think they make their reps, 5, 15, or 25%? What do you think?
[00:02:00]
It's hard to say, right? Let me tell you, it's all of these numbers, because having sales development does mean you're more productive. That's the good news. The bad news is that it's not always the same uplift in productivity. That's a challenge because who doesn't want to be 25% more productive. We all do. I wrote a book. I don't know if you guys have heard that, but I wrote a book called The Sales Development Playbook. In it, I talk about the six major elements that you, as sales development leaders, need to really get under your belt to be super productive, and be real rock stars. You're probably awesome at two, three, maybe four of these, but to really kill it, to really crush it, you need to be good at all six. I'm going to talk to you about three ideas that came out of the book. I did have Kyle's help in this. I said, "Give me three ideas that really resonated with you." He picked the three, and I'm going to share them with you.
[00:03:00]
The first idea is something I call the five lies, but before I talk about idea number one, I'm going tell you why I wrote the book, because I had no burning desire to be an author. If I could have written anything, believe me, it would have been 50 Shades of Grey, or something similar. I wrote this book instead. I wrote the book because I was pissed off, I mean really mad, really angry. I was reading books, and blog articles, and magazine articles that said, "Here's how you do sales development. Here's how I did it at this company, and this is how you should do it too." I'm like, "Sure, that was a great company. Who wouldn't want to do that? Wait, my buyer's not the same. My market's not the same. My sales cycle's not the same. My solution's not the same." This isn't cookie cutter. It's not a one size fits all strategy, so I was so mad that I
From the eCommerce Summit in Atlanta June 3-4, 2009 where Michael Miller from Fit For Commerce shares ways to identify the right partners and solutions to grow your eCommerce business. Find out more about eCommerce Merchants at http://www.ecmta.org
Zero to 100 - Part 5: SaaS Business Model & MetricsDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Unlike the past where technology innovation was the primary driver of startup creation, in the last ten years, it has frequently been innovation in new business models that has caused the disruption to create the opening for new companies. This presentation by David Skok of Matrix Partners looks in depth at the key business model changes that are causing disruption in the B2B space.
Zero to 100 - Part 4: Building a Sales Team - Stephanie SchatzDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Get inside your Buyers Head - Improve Funnel Conversion RatesDavid Skok
SaaStock 2018 Dublin.
Everyone wants more sales. In this presentation, David Skok unlocks the secrets to how he has been able to work with company after company and help them discover breakthroughs that drastically improve their conversion rates. The secret behind it all is become a master at understanding how your buyer thinks as they go through their purchasing journey, and as they experience your marketing and sales.
A High Growth SaaS Playbook - 12 Metrics to Drive SuccessSaaStock
Keynote by David Skok, ForEntrepreneurs Blog & General Partner, Matrix Partners, at SaaStock on Tour New York, 20th June 2018, KnockDown Center, Maspeth, NYC
Marketing and Sales strategies for StartupsBryan Starbuck
For B2C and B2B companies. This pairs up the Marketing and Sales strategy. It covers both eCommerce and sales teams sales strategies, and the marketing needed for that sales strategy.
Must-have marketing know-how for high-growing SaaS companiesEgri Viktor
If you are an owner of or marketer at a SaaS company, you should really know these to scale your business to the next level:
Why should you take advantage of inbound marketing?
What is a buyer persona?
How to choose the right business and marketing model for your business?
How to generate leads?
Why and how should you implement lead nurturing?
What is marketing automation?
What is the must have software pack for your marketing?
The SaaS Founder’s Journey: What Matters at Each StageDavid Skok
From a talk given at SaaStock 2017 in Dublin, this slide deck covers the three stages of a startup, the most important question founders should be asking to ensure survival/success, and how to build and scale a sales funnel.
Marketing Automation Concepts: On Building the Ideal SaaS Marketing MachineIdan Carmeli
This presentation reviews certain basic and advanced concepts for handling top of funnel and mid funnel lead management aspects. It covers real-time inbound marketing concepts as well as marketing automation and B2B lead nurturing tactics that are especially applicable to SaaS businesses.
This presentation was delivered by Idan Carmeli of ServiceWise and Mike Telem of Insightera at the IGTCloud meetup event on June 12, 2012.
Get practical tips for making sales calls, including how to successfully close a sale and follow-up with potential customers.
This lecture focuses on both business-to-consumer (B2C) and business-to-business (B2B) sales.
Sales win loss analysis - Increase your sales closure ratio by 10% in less th...Roch Gauthier
This free eBooklet contains all the information and best practices you need to start a sales win/loss analysis program. You will learn how to:
1) Figure out what sales win/loss analysis is worth to your organization
2) Sell the idea to management
3) Conduct sales win/loss analyses
4) Leverage the sales win/loss insight and lessons learned
The Science of Building Actionable Buyer PersonasScripted.com
On Thursday, November 5th, the experts and LeadGenius and Scripted discussed how to develop data driven buyer personas for better lead generation and content marketing.
Throughout the 60 minute webinar, VP of Sales at LeadGenius, Ryan Williams, Co-Founder of Scripted, Ryan Buckley, and Director of Marketing at Scripted, Eric MacColl talked about:
Using data from your CRM to build in-depth buyer personas
Refining, iterating, and testing your ideal customer profiles
Creating effective content for each buyer stage
How get started with content creation
Lessons learned from LeadGenius customers
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predi...Sales Hacker
Aaron Ross (CEO, Predictable Revenue) - Building Outbound Sales Through Predictable Revenue
Visit SalesHacker.com for more sales hacks, tips, and tactics.
Marketing agencies are increasingly being asked by clients to help generate more and better leads for their sales teams. Yet, very few agencies are equipped to even talk to their clients' sales and marketing management teams about these needs. Very few agencies have experience generating leads online, let alone helping sales and marketing teams function together as one unified team with common goals and mutual accountability. In this recorded webinar, you'll learn how to help clients align sales and marketing processes, goals and messaging.
Similar to 5 Steps to Creating a Lead Gen Machine & the Predictable Rev that CEO's Love (20)
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
Skye Residences | Extended Stay Residences Near Toronto Airportmarketingjdass
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Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
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[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
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3. About Aaron Ross
• High school coding geek (NASA)
• Stanford Undergrad + GSB dropout
• CEO of LeaseExchange: ‐$5 Million
• Ironman Triathlon, Boulder Outdoor Survival School
• Created Salesforce.com’s Inside Sales Leadgen Team (&
$100 Million In Recurring Revenue)
• ‘Entrepreneur‐in‐Residence’ at Alloy Ventures ($1B)
• Author, “CEOFlow: Turn Your Employees Into Mini‐CEOs”
Now: I consult with companies on creating predictable
revenue & sales.
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7. Book Coming Fall 2010: “Predictable Revenue”
Early reviewer comments:
“entrepreneurial crack”,
“I couldn’t put it down”, &
“freaking awesome”
Register for a free excerpt at:
BuildASalesMachine.com/book
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9. What Works In Sales Has Changed
1.0 2.0
All salespeople prospect Dedicated prospecting team
ABC / Always Be Closing Is there a mutual fit?
Measure activities (Dials) Measure results (qualified leads)
Cold calls Research, referral calls
Manipulative selling Short and sweet text emails
CRM hurts productivity CRM multiplies productivity
Long letters & emails Authentic selling
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14. Unique Genius Attracts Results
1. What is your purpose that is bigger than
you?
– If your company is on the cover of BusinessWeek
for changing ____, what did you do?
2. Do you only say it or do you LIVE it?
– Salesforce.com “No software”
– Zappos: “Provide the best customer service
possible”
– Google: “Organize the world's information and
make it universally accessible and useful”
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15. Forget About What You “Do”
• Customers care less about what you do than
the results you create
– “We are the leading application platform for widget
integration on the social graph…blah blah”
• My example:
– “I am a sales & management consultant” vs.
– “I help companies create predictable revenue” & “I help
leaders turn their employees into Mini‐CEOs”
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16. Homework
• When someone asks “What do you do?”, pretend
they asked “How do you help customers?”
• What is your Ideal Customer Profile?
• Talk to your customers & ask them:
– What difference have you made to them?
– Why did they do business with you?
– Why do they continue to do business with you?
– Why would they refer others to you?
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19. Distinguishing Lead Types
•Lower volume
•Highest value/lead
•Lower volume •Harder to increase
•High value per lead
•Medium work to increase
•Grew Salesforce.com
Revenue 60%!
•Higher volume
•Low value per lead
•Easiest to increase
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20. Example Nets Funnel
___ Website MARKETING
Visitors
__% Conversion
___ Leads SALES
(Registrations)
DEVELOPMENT
__% Converted
Cost per Lead ___ Qualified
$___ Leads
__% Accepted
___ Qualified SALES
Opportunities
$___ Avg /Oppty
__ Lead Qualification Reps
per __ Leads per Month
$___ Pipeline
___% Close
__ Account Execs per $__
Pipeline per Month Sales Cycle
20 Length ____ $___ Bookings
21. Example Spears Funnel (Cold Calling 2.0)
Define Ideal Target Profile
Prepare Add Target Accounts
Add Contacts
Send __ Cold Emails / Make __ Mapping Calls
Work Responses (9% Response Rate)
Prospect
__ Call Conversations
__ Demos/Appointments
Begin Sales __ New Opportunities
Cycle
__ Closed Deals
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25. 3 Keys To Making Contact
1. Train salespeople to be “business people
who can sell, not sales people”
– Use role‐playing
2. Keep initial emails/vmails short & relevant
– Make it about giving them value, not about you
– If they pick up: “Did I catch you at a bad time?”
3. Propose a specific time to talk
– Wrong: “Reach out when you have time”
– Right: “Are you free Thursday at 9a PST?”
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27. The Simplest Ways To Nurture Leads
• Two SIMPLE options that require < 4 hours
– An email newsletter (email out your blog posts)
– Hold a monthly webinar (or teleseminar)
• Guidelines:
– Share your expertise ‐ TEACH them something
beyond your product
– How can you help them do their job better?
– Be interesting / authentic (don’t be boring)
• More trust = more sales
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30. You’ve Been Doing It Backwards
Cold Calling 1.0 Cold Calling 2.0
1. Cold CALL 1. Cold EMAIL
(9% response rate)
2. Cold Email 2. Warm call people who
respond (internal referrals)
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31. Prospecting Emails: Less Is More
1. You can get a 9%+ response rate asking
for referrals
2. State simply why you are reaching out –
and be honest! (In every way)
3. Make the first email SHORT & SWEET:
easy read & respond to on a blackberry
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32. 5‐Step Outbound Process
Ideal
Build Run Email Sell The Pass The
Customer
List Campaigns Dream Baton
Profile
Highest Import Generate Connect Seamlessly
Revenue Into Internal Their Handoff To
Potential & Sales/Mar Referrals Need To Quota‐
Close Rates keting Your Solution Carrying
Systems Salesperson
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34. Law Of Reciprocity
• If you work to make others successful, they
will work to help you succeed
• Do you know what’s important to your CEO?
– It’s not leads
• All quality CEOs care about:
1.Money (Revenue, finance, metrics, investors)
2.People (Attracting, developing, turning them into
Mini‐CEOs)
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37. What’s The Value Of…
• A clear, step‐by‐step plan to create predictable
revenue?
• The ability to repeatedly source sales‐ready leads
from ideal clients who aren’t calling you?
• The ability to attract and develop driven sales
talent?
• Peace of mind and freedom of predictable results
and self‐managing systems?
38. Contact
Best address for speaking, consulting or
partnering:
info@pebblestorm.com or
emily@pebblestorm.com
(My personal email: aaron@pebblestorm.com)
Thank you!
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