To learn how you can beat your sales goals in 2016 and unlock your sales force effectiveness, download our free white paper, Increase Win Rates and Beat Your Sales Goals in 2016, at www.raingroup.com/win.
Welcome to our yearly report on the content marketing practices of business-to-business (B2B) technology content marketers in North America. Here you’ll see how technology marketers replied to our sixth annual content marketing survey, and how the results compare with the 2015 ndings.
A new question about content marketing maturity level revealed that 71% of technology marketers who say their organizations are e ective at content marketing are in the “sophisticated/mature” phase, indicating that success grows with experience.
Creativity is the skill necessary to differentiate your content. It’s the innovative spark that helps your brand stand out to your audience. At Content Marketing World 2013, Coca-Cola’s Jonathan Mildenhall shared his tips for forming a more
creative content culture.
B2B event sponsorship by the numbers (infographic)Maayan Levy
Since we started working on Sponsez, we have been reading a lot about sponsorship. Probably more than all of us ever read together in 12 years of school. There is so much information, so we decided to follow the great trend of info-graphics and share with you important insights about the industry we are in.
Read. Like? Share!
For more about why Sponsez is great for sponsors and event organizers contact us.
This Social Media Survival Guide will give you the tools you need to make smart content marketing decisions as your brand explores the diverse social media landscape. This collection of expert insights, advice, and brand examples outlines the unique characteristics of each channel, helps you identify which platforms and practices are likely to work best for your particular business goals, and offers creative inspiration to ignite more successful and sustainable conversations with your target audience. Read on for an in-depth discussion on 12 of the top social media platforms content marketers are using right now.
Delighting your advocates can become a sustainable competitive advantage—if you’ve got the skills to make it happen. Bring your swim trunks, because we’ll be diving into how to motivate your advocates to help you: Increase your brand’s reach and market presence, fill your pipeline with warm leads and close deals faster, and boost customer engagement, retention and account growth.
It's back! The annual Content Marketing Institute/Content Marketing research returns again to dissect content marketing benchmarks, budgets and trends for B2B marketers in North America.
REUPLOAD - Originally uploaded 27th February 2013, Slideshare wasn't previewing this because of some glitch, so I've re-uploaded. Hopefully this works.
I was recently asked to give a crash course in developing effective digital strategies. Because I have a contrary streak and think that digital isn't a separate entity, I presented what I think are the key principles in developing marketing strategies instead. It's an intro to strategy in a lot of ways, but hopefully it will be useful/interesting to a few people.
Techniques of Social Selling: Just Do It! (Sales for Life)SAVO
In this presentation Jamie Shanks and Tim Keelan will provide you with TACTICAL Tips and Tricks that you can deploy within your sales team immediately to help them master Social Selling
Welcome to our yearly report on the content marketing practices of business-to-business (B2B) technology content marketers in North America. Here you’ll see how technology marketers replied to our sixth annual content marketing survey, and how the results compare with the 2015 ndings.
A new question about content marketing maturity level revealed that 71% of technology marketers who say their organizations are e ective at content marketing are in the “sophisticated/mature” phase, indicating that success grows with experience.
Creativity is the skill necessary to differentiate your content. It’s the innovative spark that helps your brand stand out to your audience. At Content Marketing World 2013, Coca-Cola’s Jonathan Mildenhall shared his tips for forming a more
creative content culture.
B2B event sponsorship by the numbers (infographic)Maayan Levy
Since we started working on Sponsez, we have been reading a lot about sponsorship. Probably more than all of us ever read together in 12 years of school. There is so much information, so we decided to follow the great trend of info-graphics and share with you important insights about the industry we are in.
Read. Like? Share!
For more about why Sponsez is great for sponsors and event organizers contact us.
This Social Media Survival Guide will give you the tools you need to make smart content marketing decisions as your brand explores the diverse social media landscape. This collection of expert insights, advice, and brand examples outlines the unique characteristics of each channel, helps you identify which platforms and practices are likely to work best for your particular business goals, and offers creative inspiration to ignite more successful and sustainable conversations with your target audience. Read on for an in-depth discussion on 12 of the top social media platforms content marketers are using right now.
Delighting your advocates can become a sustainable competitive advantage—if you’ve got the skills to make it happen. Bring your swim trunks, because we’ll be diving into how to motivate your advocates to help you: Increase your brand’s reach and market presence, fill your pipeline with warm leads and close deals faster, and boost customer engagement, retention and account growth.
It's back! The annual Content Marketing Institute/Content Marketing research returns again to dissect content marketing benchmarks, budgets and trends for B2B marketers in North America.
REUPLOAD - Originally uploaded 27th February 2013, Slideshare wasn't previewing this because of some glitch, so I've re-uploaded. Hopefully this works.
I was recently asked to give a crash course in developing effective digital strategies. Because I have a contrary streak and think that digital isn't a separate entity, I presented what I think are the key principles in developing marketing strategies instead. It's an intro to strategy in a lot of ways, but hopefully it will be useful/interesting to a few people.
Techniques of Social Selling: Just Do It! (Sales for Life)SAVO
In this presentation Jamie Shanks and Tim Keelan will provide you with TACTICAL Tips and Tricks that you can deploy within your sales team immediately to help them master Social Selling
Our annual content marketing research, with this report focusing on B2C marketers and their content marketing budgets and trends. New questions, an interesting twist to our research, and valuable budgets and trends as we head into 2017 planning season.
Understanding the mobile user experience is vital for every marketer to maximize their campaign effectiveness. Most consumers now have constant connectivity –whether this is by smartphone, tablet or computer - they are ‘always on, always connected’.
- 52% of website visits are now made via a mobile device
- 1.75 billion people worldwide now own a smartphone, with 173 million users in the US
- Mobile accounted for 57.1% of all online Christmas shopping traffic and 34.8% of total Christmas Day online sales in the US in 2014
With content from Brad Geddes, author of Advanced Google AdWords, Matt Heinz of Heinz Marketing, Terry Whalen and Joey Muller of CPC Search and Brad Cohen of Janrain, pay-per-click pioneer Trada has worked with the pros in the PPC world to find the underrated tools the most successful marketers are using today. Come prepared to learn, leave prepared to get to work!
This webinar is for marketing leaders in sophisticated marketing organizations–or marketers who are looking to step up their game.
- Where you're losing impressions and WHY: this report and pivot table will change the way you measure PPC
- A/B testing, micro-targeting on keywords and user intent: this tool does it all AND it's affordable
-The social sharing site that creative directors use to pioneer ad copy content
- Segmentations based on your actual buyers: tools that pull social and custom profile data allows you to reach more customers who will BUY NOW
So, You Want to be a Product Marketer? Here's How (ProductCamp Boston 2016)ProductCamp Boston
Product marketing is the process of promoting and selling a product to an audience. When compared to product management, product marketing deals with more outbound marketing or customer-facing tasks. If you are considering a career in product marketing, this session will give you a good idea of what you're getting yourself into and how you can be a success in your role.
About Carole Gunst and Rodan Zadeh
Carole Gunst is Marketing Director at Attunity, a data management software company. She is a Boston-based marketer who has handled product marketing for technology companies ranging in size from boot-strapped ventures to major corporations.
Rodan Zadeh is Strategy and Marketing Leader
Hello, Content Marketers,
It is our pleasure to present the fifth annual Content Marketing in Australia: Benchmarks, Budgets, and Trends report.
As Australian marketers continue to grow in experience and content marketing maturity, so too does their overall success with the approach.
In addition, many who are just starting out appear to have the right idea: 71% whose companies are in the young/ first steps phase agree that their company is focused more on building long-term relationships than on getting quick results from content marketing.
Our hope is that your company views content marketing as an opportunity to build an audience and create ongoing value—versus just another method to generate leads and sales. The right vision—along with a documented content marketing strategy and a strong commitment to content marketing—are the first steps toward tangible business results.
How To Determine Whether the Competition is Killing Your Strategy (ProductCam...ProductCamp Boston
One of the more challenging duties of a software product management professional is evaluating the competitive landscape of the marketplace and determining what to do about it. In this session, we will look at three critical ways that your competition is undermining your product strategy and shortening the lifespan of your product. We will fight back by introducing a model for analyzing the competition that allows the making of strategic decisions based on your playbook, rather than theirs.
About Russ Halliday
Russ is a software industry veteran with over 20 years' experience under his belt. With a passion and long history in product and corporate strategy, Russ likes to use his knowledge and experience to help software companies develop and execute winning strategies to bring better products to the marketplace, faster. He founded Hallidar Consulting Limited to share that expertise and to help develop the software product management discipline.
Our annual content marketing research with new insights useful for 2019 budget planning and benchmarking. This new report focuses on business-to-business (B2B) marketers and their content marketing benchmarks, budgets, and trends.
Company Culture: Connecting to Performance ManagementSherrie Suski
Sherrie Suski's lesson on company culture continues, with this thorough presentation on performance management, core competencies, and establishing goals for the business. Sherrie Suski's lesson is great for startups.
Digital Marketing Tips and Strategies for Non-ProfitsBecky Livingston
Digital marketing is often a challenge for non-profits. This slide deck outlines several tips for email, blogging, websites, video, strategy, and more to help non-profits make the most of their digital marketing efforts.
Design, Promote, Repeat: How Long-Term Marketing Strategies Lead to SuccessShortStack
Brand awareness is key. One goal of any business should be to be the first one that comes to mind when people are in need of a particular product or service. Brand recognition has a direct impact on the success of all businesses. Researchers refer to this concept as “brand equity,” which gauges how consumers react to a brand’s name1. Brand equity and awareness aren’t automatic; companies must employ frequent attempts to introduce their brand and services to their target audience.
http://marketinginsidergroup.com/content-marketing/best-content-marketing-hub-examples/
One of the best way to show a business the importance of content marketing is to show them all the great examples of companies who are already doing it right.
- Imagine you own the website for the generic category searches your customers use like L'Oreal's Makeup.com
- Imagine you own the digital destination for your target persona like Adobe CMO.com
- Imagine your content marketing hub is the largest source of leads for your business like American Express OPEN Forum
I think it often helps businesses, who might need that little push into content marketing, to see what others are doing.
What Is Your Favorite Content Marketing Hub?
This list came from my constant desire to learn from others, to recognize those who are creating great content, to inspire those who are looking to build their own best-practice content marketing program, and to help you see what approaches other companies are taking,
You will see a mix of B2B and Consumer brands. You will see a mix of on-domain and off-domain content hubs. You will see examples from companies large and small. You will see examples of brands that include some direct conversions and some that are only looking to build awareness.
99 Amazing Content Marketing Examples . . .
When it's time for that conversation to get buy-in on your content marketing ideas and initiatives, how do you proceed? Do you have all of the resources you need? The research and support to justify your programs? We're here to help. Download our "Mastering the Buy-In Conversation on Content Marketing: The Essential Starter Kit" now to help you. We've done the legwork so you can focus on your content marketing. Good luck, and let us know how else we can help.
In this on-demand webinar, SilverTech’s Principal Strategist, Samantha Maltais, and Content Strategist, Ian Hughes, review the results of our industry-wide State of Digital Marketing survey. They discuss the main challenges and opportunities marketers face and share what they believe will be the most effective digital strategies of 2018.
A research report of 400 marketers' perspectives, priorities and plans for content distribution and content marketing success. Brought to you by 614 Group and OneSpot
Getting Buy-In From The Board - A Director's GuideNicola Ray
Today’s marketers are not only challenged by the rapid growth of digital marketing channels and technology such as relationship management and marketing automation; data and analytics also take a front seat.
In this guide we explore some of the key factors determining whether a marketer gets a seat at the board table. So are you ready?
The Insights 2020 research presented here shows how companies can align insights and analytics strategy, structure and capability to drive business growth.
The PRC hosted a webinar with Fiorenza Plinio (Head of Awards Development, Cannes Lions Festival) alongside previous Cannes PR Lions judges Stuart Smith (Ogilvy) and Erin Gentry (Hill+Knowlton) for our Members on how to craft a winning entry for the Cannes Lions. This presentation was used in the webinar, and we hope that you find it useful as you craft entries this year.
131004 Marketing2020 ANA Masters of Marketing presentationVermeer
• In today's and tomorrow's digital world what we do in marketing is changing beyond recognition, but how we organize marketing looks worryingly the same as 50 years ago.
• The Marketing2020 platform was created to define how marketing strategy, structure and capability can best be aligned to support business growth.
• EffectiveBrands partnered with the American Association of Advertisers (ANA) for the US, and the World Federation of Advertisers (WFA), Spencer Stuart, Forbes, MetrixLab and Adobe as global partners, and over 15 local advertising associations and marketing publications in the US, UK, Germany, The Netherlands, Belgium, France, Brazil, China, Singapore and Turkey.
• The M2020 Advisory Board was selected to represent a cross section of B2B and B2C industries and also include leading semi-academics with strong global marketing leadership experience.
• The M2020 research focused on identifying how best to align marketing strategy, structure, and capability to support business growth. We also looked at the CMO leadership skills required to most successfully lead the transition of the marketing function to 2020.
• The M2020 survey and analysis leveraged benchmark questions from the 2007 ANA/Booz & Company Right to Win study as well as benchmark questions and the Drivers of Effective Global Brands framework from EffectiveBrands’ Leading Global Brands™ study that ran from 2002 to 2012.
• Over 250 Chief Marketing Officers, marketing thought leaders and marketer’s peers worldwide gave in-depth vision interviews. 10,231 marketers and their peers from 92 countries participated in the 30 minute online quantitative study, resulting in 3,565 full survey completes.
This 10 step sales process will help you map out the most efficient and effective way to target prospects, generate leads, nurture prospects and close more sales.
Our annual content marketing research, with this report focusing on B2C marketers and their content marketing budgets and trends. New questions, an interesting twist to our research, and valuable budgets and trends as we head into 2017 planning season.
Understanding the mobile user experience is vital for every marketer to maximize their campaign effectiveness. Most consumers now have constant connectivity –whether this is by smartphone, tablet or computer - they are ‘always on, always connected’.
- 52% of website visits are now made via a mobile device
- 1.75 billion people worldwide now own a smartphone, with 173 million users in the US
- Mobile accounted for 57.1% of all online Christmas shopping traffic and 34.8% of total Christmas Day online sales in the US in 2014
With content from Brad Geddes, author of Advanced Google AdWords, Matt Heinz of Heinz Marketing, Terry Whalen and Joey Muller of CPC Search and Brad Cohen of Janrain, pay-per-click pioneer Trada has worked with the pros in the PPC world to find the underrated tools the most successful marketers are using today. Come prepared to learn, leave prepared to get to work!
This webinar is for marketing leaders in sophisticated marketing organizations–or marketers who are looking to step up their game.
- Where you're losing impressions and WHY: this report and pivot table will change the way you measure PPC
- A/B testing, micro-targeting on keywords and user intent: this tool does it all AND it's affordable
-The social sharing site that creative directors use to pioneer ad copy content
- Segmentations based on your actual buyers: tools that pull social and custom profile data allows you to reach more customers who will BUY NOW
So, You Want to be a Product Marketer? Here's How (ProductCamp Boston 2016)ProductCamp Boston
Product marketing is the process of promoting and selling a product to an audience. When compared to product management, product marketing deals with more outbound marketing or customer-facing tasks. If you are considering a career in product marketing, this session will give you a good idea of what you're getting yourself into and how you can be a success in your role.
About Carole Gunst and Rodan Zadeh
Carole Gunst is Marketing Director at Attunity, a data management software company. She is a Boston-based marketer who has handled product marketing for technology companies ranging in size from boot-strapped ventures to major corporations.
Rodan Zadeh is Strategy and Marketing Leader
Hello, Content Marketers,
It is our pleasure to present the fifth annual Content Marketing in Australia: Benchmarks, Budgets, and Trends report.
As Australian marketers continue to grow in experience and content marketing maturity, so too does their overall success with the approach.
In addition, many who are just starting out appear to have the right idea: 71% whose companies are in the young/ first steps phase agree that their company is focused more on building long-term relationships than on getting quick results from content marketing.
Our hope is that your company views content marketing as an opportunity to build an audience and create ongoing value—versus just another method to generate leads and sales. The right vision—along with a documented content marketing strategy and a strong commitment to content marketing—are the first steps toward tangible business results.
How To Determine Whether the Competition is Killing Your Strategy (ProductCam...ProductCamp Boston
One of the more challenging duties of a software product management professional is evaluating the competitive landscape of the marketplace and determining what to do about it. In this session, we will look at three critical ways that your competition is undermining your product strategy and shortening the lifespan of your product. We will fight back by introducing a model for analyzing the competition that allows the making of strategic decisions based on your playbook, rather than theirs.
About Russ Halliday
Russ is a software industry veteran with over 20 years' experience under his belt. With a passion and long history in product and corporate strategy, Russ likes to use his knowledge and experience to help software companies develop and execute winning strategies to bring better products to the marketplace, faster. He founded Hallidar Consulting Limited to share that expertise and to help develop the software product management discipline.
Our annual content marketing research with new insights useful for 2019 budget planning and benchmarking. This new report focuses on business-to-business (B2B) marketers and their content marketing benchmarks, budgets, and trends.
Company Culture: Connecting to Performance ManagementSherrie Suski
Sherrie Suski's lesson on company culture continues, with this thorough presentation on performance management, core competencies, and establishing goals for the business. Sherrie Suski's lesson is great for startups.
Digital Marketing Tips and Strategies for Non-ProfitsBecky Livingston
Digital marketing is often a challenge for non-profits. This slide deck outlines several tips for email, blogging, websites, video, strategy, and more to help non-profits make the most of their digital marketing efforts.
Design, Promote, Repeat: How Long-Term Marketing Strategies Lead to SuccessShortStack
Brand awareness is key. One goal of any business should be to be the first one that comes to mind when people are in need of a particular product or service. Brand recognition has a direct impact on the success of all businesses. Researchers refer to this concept as “brand equity,” which gauges how consumers react to a brand’s name1. Brand equity and awareness aren’t automatic; companies must employ frequent attempts to introduce their brand and services to their target audience.
http://marketinginsidergroup.com/content-marketing/best-content-marketing-hub-examples/
One of the best way to show a business the importance of content marketing is to show them all the great examples of companies who are already doing it right.
- Imagine you own the website for the generic category searches your customers use like L'Oreal's Makeup.com
- Imagine you own the digital destination for your target persona like Adobe CMO.com
- Imagine your content marketing hub is the largest source of leads for your business like American Express OPEN Forum
I think it often helps businesses, who might need that little push into content marketing, to see what others are doing.
What Is Your Favorite Content Marketing Hub?
This list came from my constant desire to learn from others, to recognize those who are creating great content, to inspire those who are looking to build their own best-practice content marketing program, and to help you see what approaches other companies are taking,
You will see a mix of B2B and Consumer brands. You will see a mix of on-domain and off-domain content hubs. You will see examples from companies large and small. You will see examples of brands that include some direct conversions and some that are only looking to build awareness.
99 Amazing Content Marketing Examples . . .
When it's time for that conversation to get buy-in on your content marketing ideas and initiatives, how do you proceed? Do you have all of the resources you need? The research and support to justify your programs? We're here to help. Download our "Mastering the Buy-In Conversation on Content Marketing: The Essential Starter Kit" now to help you. We've done the legwork so you can focus on your content marketing. Good luck, and let us know how else we can help.
In this on-demand webinar, SilverTech’s Principal Strategist, Samantha Maltais, and Content Strategist, Ian Hughes, review the results of our industry-wide State of Digital Marketing survey. They discuss the main challenges and opportunities marketers face and share what they believe will be the most effective digital strategies of 2018.
A research report of 400 marketers' perspectives, priorities and plans for content distribution and content marketing success. Brought to you by 614 Group and OneSpot
Getting Buy-In From The Board - A Director's GuideNicola Ray
Today’s marketers are not only challenged by the rapid growth of digital marketing channels and technology such as relationship management and marketing automation; data and analytics also take a front seat.
In this guide we explore some of the key factors determining whether a marketer gets a seat at the board table. So are you ready?
The Insights 2020 research presented here shows how companies can align insights and analytics strategy, structure and capability to drive business growth.
The PRC hosted a webinar with Fiorenza Plinio (Head of Awards Development, Cannes Lions Festival) alongside previous Cannes PR Lions judges Stuart Smith (Ogilvy) and Erin Gentry (Hill+Knowlton) for our Members on how to craft a winning entry for the Cannes Lions. This presentation was used in the webinar, and we hope that you find it useful as you craft entries this year.
131004 Marketing2020 ANA Masters of Marketing presentationVermeer
• In today's and tomorrow's digital world what we do in marketing is changing beyond recognition, but how we organize marketing looks worryingly the same as 50 years ago.
• The Marketing2020 platform was created to define how marketing strategy, structure and capability can best be aligned to support business growth.
• EffectiveBrands partnered with the American Association of Advertisers (ANA) for the US, and the World Federation of Advertisers (WFA), Spencer Stuart, Forbes, MetrixLab and Adobe as global partners, and over 15 local advertising associations and marketing publications in the US, UK, Germany, The Netherlands, Belgium, France, Brazil, China, Singapore and Turkey.
• The M2020 Advisory Board was selected to represent a cross section of B2B and B2C industries and also include leading semi-academics with strong global marketing leadership experience.
• The M2020 research focused on identifying how best to align marketing strategy, structure, and capability to support business growth. We also looked at the CMO leadership skills required to most successfully lead the transition of the marketing function to 2020.
• The M2020 survey and analysis leveraged benchmark questions from the 2007 ANA/Booz & Company Right to Win study as well as benchmark questions and the Drivers of Effective Global Brands framework from EffectiveBrands’ Leading Global Brands™ study that ran from 2002 to 2012.
• Over 250 Chief Marketing Officers, marketing thought leaders and marketer’s peers worldwide gave in-depth vision interviews. 10,231 marketers and their peers from 92 countries participated in the 30 minute online quantitative study, resulting in 3,565 full survey completes.
This 10 step sales process will help you map out the most efficient and effective way to target prospects, generate leads, nurture prospects and close more sales.
Tired of losing sales pitches? Look no further, get some timeless advice from high-stakes presentation consultant: Cliff Atkinson on how to throw out your old sales pitch and make your next one count.
Download here: http://www.paywithapost.de/pay?id=80eb8437-7393-4e61-b8a6-175d76d9eb5b
Sales professionals are always looking for ways to connect and engage with prospects and turn them into true opportunities. They're also looking for ways to warm up leads that have long been left untouched. But with so much competition in the marketplace, sales teams need to make sure they stand out and make a lasting impression. The solution to the problem? video.
Find out now how video can not only improve a sales teams ability to stand out, but can also foster stronger relationships and ultimately improve their ability to generate top of the funnel leads and move through the sales process more quickly.
The relationship between Sales and Marketing teams can be like oil and water—antagonistic and unlikely to mix.
But for many successful organizations, Sales and Marketing teams work together in tandem—in a symbiotic relationship where the members of each team are helping the other succeed.
This creates a cycle of success:
- Content performs better when buyer personas are grounded in actual buyers
- Marketing passes on more qualified leads to Sales
- Sales gets content that they can actually use to handle objections and close deals
When it works, we call it "SMarketing" and it ensures that the entire organization is aligned with their actual buyers and the marketing engine is actually creating the right content and campaigns.
"Up and to the right" is the slogan of SMarketing as you can see in this infographic.
3 Things Every Sales Team Needs to Be Thinking About in 2017Drift
Thinking about your sales team's goals for 2017? Drift's VP of Sales shares 3 things you can do to improve conversion rates and drive more revenue.
Read the full story on the Drift blog here: http://blog.drift.com/sales-team-tips
How does a lead become a customer? A digital agency uses a defined sales system that keeps the customer in mind each step of the way until the sale is made.
Building the Workforce for the Future: 16 Smart Inside Sales Trends in 2016 [...OpenView
Sales expert, Josiane Feigon, presents her 2016 sales trend report. The theme for 2016 is all about building the Workforce for the Future. No, that doesn’t mean building your own AI Butlers or Pepper Robots. Nah, we sales humans are much more interesting than that. In fact, this is the first time in history when five generations are working together side by side. These multi-cultural, multi-generational, multi-sexual and multi-talented tribes all want to share the stage. Managing and growing this talent is central to the long-term success of business and the Internet of Things economy.
Words are incredibly important in sales, so we wanted to learn which words are most important. It turns out these 13 words are some of the best to close deals and earn prospects trust.
7 Habits of Highly Effective SalespeopleQamaru Dheen
Ask a dozen salespeople and you’ll most likely get back two dozen different responses. Is it the ability to create great leads that makes you successful, or is it a winning personality? If you’re looking at things like charm or the size of client lists, you’re barking up the wrong tree. Look at the basics — the simple stuff that sales professionals overlook from time to time. Things like the ability to listen carefully, respond correctly, and approach clients not as a sale but as people you want to know and help solve problems. These are the things to focus on in order to bring more value and visibility to your career. While they are common sense, these methods are often the first ones we forget to use.
In analyzing those salespeople who are successful year after year, we have found significant consistencies in behavior and practice management. We like to call these The 7 Habits of Successful Salespeople. If you can get your people to adopt these 7 habits, you will be amazed at how their sales improve.
So you've built a great product. Everyone is happy, the team is stoked and the only thing left to do is regularly check the bank account to see if it's growing steadily...right?
Of course the reality couldn't be more different if it wanted to. Getting a person to use your product or service is often one of the most difficult challenges any business will face. Especially when those people will need to pay for that product or service.
When you've built a reputation and boast a solid user base things are much smoother, but those first customers...
This SlideShare does not promise success, but hopefully it'll inspire you to close those first deals. Good luck!
www.floown.com
13 Pervasive (And Totally Wrong) Myths About Sales RepsInsightSquared
Don't believe the stereotypes that tell you all sales reps are sleazy, greedy used car salesmen. Bust the myths and learn the truth about today's sales reps.
Why Learning is the Key to Happiness at WorkDavid Blake
Learning is your biggest competitive advantage – the key to getting and keeping great talent in an ever evolving workforce. People want to develop their skills for the future whether they are just graduating from college and are looking to land their first job, want to get better at the job they already have, or looking to gain new skills for their career of the future. Traditional classroom models are antiquated and outdated, but technology is making new things possible, and easier!
Increasing your win rate could make a huge difference in beating your 2016 sales goals. Join Mike Schultz and Dave Boyce as they share key insights and surprising research about what you can do to achieve higher win rates, as well as which sales technologies enable greater sales goal achievement.
In this webinar you will learn:
-What separates top-performing sales organizations from the competition
-Which four questions you must answer to win the sale
-Which sales technologies can help you increase conversion rates and contract value
11 Sales Skills to Help You Cross the Finish LineRAIN Group
The RAIN Group Center for Sales Research's recent study of 1,004 sellers and sales managers uncovered 11 skills and behaviors that represent the largest skill gaps between Top Performers and The Rest. Double down on these skills to outpace your competition and cross the finish line first. **For higher image quality and access to the resource links, you must download the PDF.
Qstream and RAIN Group: Creating a Top-Performing Sales Organization – Your R...QstreamInc
For sales reps and managers alike, getting to – and staying at – the top of the leaderboard is a constant battle. To discover exactly what top-performing sales organizations are doing differently to reach their goals, the RAIN Group Center for Sales Research conducted a global survey. In this exclusive webinar, Qstream CEO Duncan Lennox and RAIN Group President Mike Schultz review the research findings, outline the traits and best practices of top-performers, and offer actionable tips that can help any sales team create a roadmap for success in 2016.
Aviva Walsh's demonstration revolved around Inbound Sales and how to implement it in your business. Watch her presentation to learn more about Inbound Sales and the alignment of Sales and Marketing.
Sales best practice study 2010 customized for sfdc atl user group briefingSalesXecution
A briefing given to the Atlanta Salesforce.com User group meeting July 28th 2010 - on Miller Heiman's 2010 Sales Performance Study - How to be successful in any economy.
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.
If you can't measure or monitor it, you can't manage it !Carl Larson
Carl Larson Sales Best Practices - Sales KPI and Metrics Management
As a sales leadership subject matter expert with deep, hands-on sales team management experience at small, medium and large high technology product and professional service organizations, I am responsible for exceeding annual corporate revenue objectives by growing year-over-year sales and profitability. To support sales revenue achievement, I am responsible for developing new business customers, growing existing customer revenues and introducing new product offerings to penetrate new markets. To profitably grow businesses, I am accountable for optimizing the cost of sales by segmenting the marketplace, hiring and developing the right sales personnel and skill sets and establishing consistent sales process that reduces the time to value for my customers and my company. These processes include effective sales prospecting, business-value qualification or disqualification, executive relationship building, proof of value, win-win contract negotiation and closing performance. I have experience building businesses that grew new business software license sales, built SaaS annual recurring revenues and achieved professional services success.
Marketing Revealed: How Retail and Digital Marketers Drive TransformationG3 Communications
View the full webcast here: http://rtou.ch/2kErvmS
Learn how more than 500 Retailer and Brand Marketing Leaders are trailblazing the way to a Marketing Revolution.
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1. Prepare for takeoff!
Tips for
Beating Your
Sales Goals in 2016
Even small improvements in win rate can have a
huge impact on revenue. Based on findings
from The Top-Performing Sales Organization
Benchmark Report, The RAIN Group Center for
Sales Research has identified 8 key areas that
contribute to higher win rates that will help you
beat your sales goals and reach Top
Performer status in 2016.
100%
49%
Top Performers are
2x
more likely to meet
their sales goals
get close to Your Customers
Who are top
performers?
invest in sales training
52% of all respondents did not agree that
their sales process is customer-focused
Top-Performing Sales Organizations are more likely to agree/strongly agree that their
sellers have expert customer knowledge and that their sales process is
customer-focused and flexible to apply to buyers’ various roles and situations.
Given that they invest more heavily, and their sales training is more effective, it’s no
wonder Top Performers meet their sales goals and have higher win rates.
Drive sales wins
Across every sales skill area we studied, Top Performers have significantly higher skills
than The Rest. The top sales skill of Top Performers:
Organizations that focus on driving sales wins actually win more sales opportunities.
Focus on value
Most organizations talk about providing superior value to their customers, but few
actually create a culture for training sellers to be valuable and customer-focused.
Those who do:
Top Performers are 63% more likely to
say they have a good or excellent
investment and focus on sales training
and it’s effective!
Top Performers are 2X
more likely to believe
their sales training is
very/extremely effective
100% of Top Performers meet
their sales goals.
82% of Top Performers say their
goals are challenging.
of Top Performers agree they
have the skills they need to drive
and win sales opportunities
(versus only 50% of the rest)
68%
Increase business with existing
accounts
81% of Top Performers focus on
driving maximum value
81%
61%
maximize sales to existing accounts
Educate your sellers so they can discover additional areas of opportunity in their
accounts and are able to sell the full capabilities of your organization.
Set Challenging goals
Top-Performing Sales Organizations
aim higher and still achieve their goals.
develop sales managers
Top-Performing Sales Organizations are more likely than The Rest to believe sales
management is more effective and productive.
Discount less
Organizations that discount more than
50% of their sales opportunities win
only 41% of their sales compared to
48% of those who discount less frequently.
of 75 factors between Top Performers
and The Rest is ability to maximize
sales at existing accounts—61% vs. 32%
Top performers make account
management a priority + they’re
better at it!
48%
41%
90%
72%
Are more likely to grow revenue
54%
45%
Have a higher win rate
27%
39%
Have lower undesired sales turnover
Managers and leaders are effective at creating and
sustaining maximum selling energy from sellers
Sales managers are effective at getting
maximum performance from sellers
Management maximizes the time sales
managers spend coaching
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www.raingroup.com
info@raingroup.com
(508) 405-0438
44%
27%
You’d think that if you discount more, you’d win more, but this is not
the case. Focus on your customer and providing value.
They are organizations that:
Have high win rates
Meet annual sales goals
Have challenging sales goals
Achieve maximum pricing
1
2
3
4
5
6
7
8
Top Performers
have a 62% win rate
The Rest have a
40% win rate
TOP 4 SALES PRIORITIES
FOR 2016 OF 432 SALES LEADERS STUDIED
1
2
3
4
Improve ability to communicate
value
Improve customer retention,
repeat business, and renewals
Improve sales opportunity
approach and planning
55%
32%
43%
29%
42%
28%
+46%
Top Performers are 46%
more likely to agree that
their sellers have fluent,
expert knowledge of their
customers
+45%
Top Performers are 45%
more likely to agree that
their sales process is
customer-focused
+34%
Top Performers are 34%
more likely to agree that
their sales process is
flexible
BECOME A TOP-PERFORMING SALES ORGANIZATION
To learn how you can beat your sales goals in 2016 and unlock your sales force
effectiveness, download our free white paper, Increase Win Rates and Beat Your
Sales Goals in 2016, at raingroup.com/win.
Even Top Performers have a
significant opportunity to
improve their sales
management effectiveness.
only 55%!