The document discusses account-based marketing (ABM) strategies and outlines key considerations for launching an ABM program. It provides templates for mapping out discussions with different stakeholders to gain support for an ABM approach. Metrics and assumptions for an ABM ROI calculator are presented. The importance of developing common objectives, definitions and metrics between sales and marketing is emphasized to ensure alignment on an ABM strategy from outcomes to execution.
WINNING THROUGH DIFFERENTIATION AND TARGETING [INBOUND 2014]HubSpot
Pricing your agencies services is part science, part philosophy. List your prices too low and your margins take a hit; too high and the competition undercuts you. Does publishing pricing of your services limit the value your agency can deliver? This session, led by HubSpot’s Partner Program VP Arjun Moorthy, will help your agency build a sustainable strategy around not only about how your services are priced, but how you position and calculate the value and ROI of your work in marketing collateral and the sale process.
Why All Marketers Should Work in Sales (part 1 of 2)Richard Hatheway
In the first part of this article I discuss how marketing has a visibility and credibility problem – they’re not seen as critical to business success and the results they present often don’t reflect business relevance. Due to this, marketing is primarily viewed as a support function to sales.
Key Takeaways from The Sales Development Playbook, part 1 and part 2WhereDat
Key takeaways, section-by-section from the Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
In The Sales Development Playbook, author Trish Bertuzzi shares 3 decades experience on building pipeline and speeding up growth.
In this takeaway:
Part 1 - Strategy
Part 2 - Specilaization
• Introductory meetings and generating qualified opportunities, which one?
• Pursuing qualified opportunities using the PACT method
• When is to build an in-house sales development team?
• Deciding between inbound and outbound marketing
• Gaining clarity of your ICP (ideal customer profile)
• When to separate inbound SDRs and outbound SDRs into separate roles
• Why you should consider a research role
The Case for Enterprise Sales and Marketing AlignmentHubSpot
Companies with strong sales and marketing alignment achieve 20% annual growth rate. Learn how to build a SMarketing organization, agree on terminology, implement a service-level agreement (SLA), and manage your SMarketing teams.
WINNING THROUGH DIFFERENTIATION AND TARGETING [INBOUND 2014]HubSpot
Pricing your agencies services is part science, part philosophy. List your prices too low and your margins take a hit; too high and the competition undercuts you. Does publishing pricing of your services limit the value your agency can deliver? This session, led by HubSpot’s Partner Program VP Arjun Moorthy, will help your agency build a sustainable strategy around not only about how your services are priced, but how you position and calculate the value and ROI of your work in marketing collateral and the sale process.
Why All Marketers Should Work in Sales (part 1 of 2)Richard Hatheway
In the first part of this article I discuss how marketing has a visibility and credibility problem – they’re not seen as critical to business success and the results they present often don’t reflect business relevance. Due to this, marketing is primarily viewed as a support function to sales.
Key Takeaways from The Sales Development Playbook, part 1 and part 2WhereDat
Key takeaways, section-by-section from the Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
In The Sales Development Playbook, author Trish Bertuzzi shares 3 decades experience on building pipeline and speeding up growth.
In this takeaway:
Part 1 - Strategy
Part 2 - Specilaization
• Introductory meetings and generating qualified opportunities, which one?
• Pursuing qualified opportunities using the PACT method
• When is to build an in-house sales development team?
• Deciding between inbound and outbound marketing
• Gaining clarity of your ICP (ideal customer profile)
• When to separate inbound SDRs and outbound SDRs into separate roles
• Why you should consider a research role
The Case for Enterprise Sales and Marketing AlignmentHubSpot
Companies with strong sales and marketing alignment achieve 20% annual growth rate. Learn how to build a SMarketing organization, agree on terminology, implement a service-level agreement (SLA), and manage your SMarketing teams.
Building on the earlier session, Doug and Kyle will walk you through a framework and tactical tips on how to build, implement, and nurture a revenue-centric culture at your company.
Speaker: Doug Landis, Growth Partner at Emergence Capital;
You may already have a marketing plan and budget for 2012, but now comes the hard part: putting it into action, managing what changes and goes wrong, and keeping your eye on the objectives, outcomes and results you want.
This Webinar will offer several, proven best practices for managing, measuring, improving and refocusing your marketing plan and strategy all year long. You will learn:
• A proven, weekly rhythm of reviews to ensure all of your resources are still focused and productive
• Several strategies for managing and triaging the inevitable challenges and roadblocks
• Specific warning signs to watch for and avoid before they impact your work and results
Social selling is a powerful sales activity to engage buyers in the digital era. Social selling when done correct, is helpful and does not interruppt the contact. However social selling does require training to be really effective.
Candid guidance for a new Chief Marketing Officer from 23 marketing leaders working with Altimeter Group, Causes.com, Collective Bias, Comedy Central, Cox, Ford, LocalResponse, PubMatic, and more
Don’t Sleep on BDRs: Lessons in Scaling a Sales Team from SaaS Sales Leaders ...saastr
Anna Baird / CRO / Outreach
Amy Appleyard / SVP Global Sales / Malwarebytes
Michelle Benfer / VP, Head of North America Sales / HubSpot
Tony Benvenuto / SVP of Sales West / Seismic
Hear from CROs and sales leaders at rapidly growing SaaS companies talk about lessons learned when scaling their sales teams, the importance of BDRs, key hires and when to prioritize them, and more. Topics may include:
Why BDRs/SDRs have the hardest, but one of the most important, positions in B2B sales. How can fast-paced SaaS companies retain BDR/SDR talent by keeping them motivated, focused, and constantly-learning?
How young SaaS companies can develop a sales hiring strategy to accommodate explosive growth, new markets, and changing priorities.
Growth inflection points SaaS leaders should look for that indicate when it’s time to fill crucial sales leadership roles.
Interview and recruiting strategies to vet salesperson talent and resiliency, ranging from junior BDRs/SDRs to seasoned sales VPs.
5 Simple Steps to Building an Outbound Growth MachineSales Hacker
Sales Hacker & Growlabs Webinar:
5 Simple Steps to Building an Outbound Growth Machine
Panel:
Ben Raffi - CEO & Co-founder, Growlabs
Scott Barker - Head of Partnerships, Sales Hacker
What You'll Learn:
- How to identify who you should target
- How to find these people
- How to build a communication strategy to engage them through multiple channels
- How to move them down the funnel faster and close bigger deals
- How to scale your process to increase sales and productivity by 5x
Visit SalesHacker.com for more actionable and educational sales content.
HubSpot partnered with innovative executives from Forrester Research, Mindjet, Rue La La, Zendesk, Atlassian, and GitHub to bring you this look into modern-day marketing org structure. As inbound and digital change the way we market, we need to stay ahead in the way we organize our teams. In this report, each executive details their org chart and looks ahead to the future. You can also download each job description found in the report for your company to use!
Thinking of how you can improve your business sales? Check out this presentation and learn new tips on how you can grow your profit. At the end of this slide, we are inviting you to know our "7 Ways To Grow Your Business" seminar which will help businesses to gain more profit and increase their business value.
Read the rest of the article here http://bit.ly/2kIse47
business development sales plan is an overview of the coaching program for how to generate leads and sales of your products, services and solutions
More info available at http://www.fraserhay.co.uk
sales plan
business development plan
sales strategy
sales pipeline
sales training
sales coaching
business development
pipeline selling
social networking
social selling
online selling
sales management
sales planning
business development strategy
business development checklist
sales training checklist
This presentation is for small business owners and sales professionals. You'll get specific marketing ideas, tips and strategies to help you create your marketing plan.
Growth Marketing has changed the way that marketers think about driving demand and creating successful customers, instead of only focusing on the top of the funnel. We take a look at the role of growth marketing and how growth will change SaaS businesses (for the better), including quotes from former HubSpot CMO Mike Volpe, Wealthfront VP of Growth Andy Johns, Social Capital CEO Chamath Palihapitaya and others.
Improving Customer Engagement with Sales and Marketing PartnershipMarketo
Agreeing on sales and revenue objectives is great, but it’s just the first step. How do you operationalize a daily discipline and culture of truly aligned partnership between sales and marketing?
Join Marketo, Matt Heinz - President of Heinz Marketing and a panel of sales and marketing experts as they share best practices on how to effectively partner with marketing and sales.
Building on the earlier session, Doug and Kyle will walk you through a framework and tactical tips on how to build, implement, and nurture a revenue-centric culture at your company.
Speaker: Doug Landis, Growth Partner at Emergence Capital;
You may already have a marketing plan and budget for 2012, but now comes the hard part: putting it into action, managing what changes and goes wrong, and keeping your eye on the objectives, outcomes and results you want.
This Webinar will offer several, proven best practices for managing, measuring, improving and refocusing your marketing plan and strategy all year long. You will learn:
• A proven, weekly rhythm of reviews to ensure all of your resources are still focused and productive
• Several strategies for managing and triaging the inevitable challenges and roadblocks
• Specific warning signs to watch for and avoid before they impact your work and results
Social selling is a powerful sales activity to engage buyers in the digital era. Social selling when done correct, is helpful and does not interruppt the contact. However social selling does require training to be really effective.
Candid guidance for a new Chief Marketing Officer from 23 marketing leaders working with Altimeter Group, Causes.com, Collective Bias, Comedy Central, Cox, Ford, LocalResponse, PubMatic, and more
Don’t Sleep on BDRs: Lessons in Scaling a Sales Team from SaaS Sales Leaders ...saastr
Anna Baird / CRO / Outreach
Amy Appleyard / SVP Global Sales / Malwarebytes
Michelle Benfer / VP, Head of North America Sales / HubSpot
Tony Benvenuto / SVP of Sales West / Seismic
Hear from CROs and sales leaders at rapidly growing SaaS companies talk about lessons learned when scaling their sales teams, the importance of BDRs, key hires and when to prioritize them, and more. Topics may include:
Why BDRs/SDRs have the hardest, but one of the most important, positions in B2B sales. How can fast-paced SaaS companies retain BDR/SDR talent by keeping them motivated, focused, and constantly-learning?
How young SaaS companies can develop a sales hiring strategy to accommodate explosive growth, new markets, and changing priorities.
Growth inflection points SaaS leaders should look for that indicate when it’s time to fill crucial sales leadership roles.
Interview and recruiting strategies to vet salesperson talent and resiliency, ranging from junior BDRs/SDRs to seasoned sales VPs.
5 Simple Steps to Building an Outbound Growth MachineSales Hacker
Sales Hacker & Growlabs Webinar:
5 Simple Steps to Building an Outbound Growth Machine
Panel:
Ben Raffi - CEO & Co-founder, Growlabs
Scott Barker - Head of Partnerships, Sales Hacker
What You'll Learn:
- How to identify who you should target
- How to find these people
- How to build a communication strategy to engage them through multiple channels
- How to move them down the funnel faster and close bigger deals
- How to scale your process to increase sales and productivity by 5x
Visit SalesHacker.com for more actionable and educational sales content.
HubSpot partnered with innovative executives from Forrester Research, Mindjet, Rue La La, Zendesk, Atlassian, and GitHub to bring you this look into modern-day marketing org structure. As inbound and digital change the way we market, we need to stay ahead in the way we organize our teams. In this report, each executive details their org chart and looks ahead to the future. You can also download each job description found in the report for your company to use!
Thinking of how you can improve your business sales? Check out this presentation and learn new tips on how you can grow your profit. At the end of this slide, we are inviting you to know our "7 Ways To Grow Your Business" seminar which will help businesses to gain more profit and increase their business value.
Read the rest of the article here http://bit.ly/2kIse47
business development sales plan is an overview of the coaching program for how to generate leads and sales of your products, services and solutions
More info available at http://www.fraserhay.co.uk
sales plan
business development plan
sales strategy
sales pipeline
sales training
sales coaching
business development
pipeline selling
social networking
social selling
online selling
sales management
sales planning
business development strategy
business development checklist
sales training checklist
This presentation is for small business owners and sales professionals. You'll get specific marketing ideas, tips and strategies to help you create your marketing plan.
Growth Marketing has changed the way that marketers think about driving demand and creating successful customers, instead of only focusing on the top of the funnel. We take a look at the role of growth marketing and how growth will change SaaS businesses (for the better), including quotes from former HubSpot CMO Mike Volpe, Wealthfront VP of Growth Andy Johns, Social Capital CEO Chamath Palihapitaya and others.
Improving Customer Engagement with Sales and Marketing PartnershipMarketo
Agreeing on sales and revenue objectives is great, but it’s just the first step. How do you operationalize a daily discipline and culture of truly aligned partnership between sales and marketing?
Join Marketo, Matt Heinz - President of Heinz Marketing and a panel of sales and marketing experts as they share best practices on how to effectively partner with marketing and sales.
Eight Keys for Integrating ABM with Your Sales Team’s Existing Target Account...Demandbase
ABM can’t exist and succeed separate from your sales department. Whereas traditional marketing strategies and tactics can be executed without sales being involved, successful ABM requires tight coordination to achieve optimal results. Matt Heinz outlines eight essential elements for a successful integration of ABM with your sales team’s target account program.
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.
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.
Selling Marketing Automation to the C-SuiteMarketo
A marketing automation platform can be instrumental in helping you achieve business goals, work more efficiently, and increase the return on your marketing campaigns. But how do you make the case for marketing automation to your executive team?
Check out this presentation to discover how to create a strategy for getting your C-suite on board with marketing automation.
Anaplan SPM webinar series, part 4: Motivating the right behavior with incent...Anaplan
Our five-part sales performance management series continues with a webinar on sales compensation.
Every sales manager needs to strike the right balance between recognizing top performers and driving strong sales growth—all while ensuring the incentive compensation plan is fair, competitive, and profitable for the business. With the complexity of sales commission structures, there is no single “right answer” for how to set up an incentive program.
This webinar will discuss some key tactics for setting the right plans to make a greater impact on the bottom line.
Aligning sales and marketing isn't just about scheduling more meetings. In this free webinar, marketing master Matt Heinz will discuss eight specific best practices to help your organization accelerate its path toward sales and marketing collaboration nirvana. You will learn how to:
Create a common dashboard of performance metrics
Drive collaboration across all levels of the sales and marketing organization
Handle compensation challenges and opportunities
Develop a regular rhythm of communication across both team and above to management
Watch This Free Webinar On-Demand: http://dg-r.co/2fJTpcj - Marketing Planning Mastery: 4 Strategies From The Best Marketing Organizations
Don't suffer through a disjointed planning - Learn how high-performing marketing leaders have evolved the planning process
The strength of your marketing plans and how well you execute them is the #1 indicator of success.
However, too many orgs struggle to rally around a single planning process. For them, planning is disjointed and chaotic and the resulting marketing execution can seem constantly behind the eight-ball: reactive, rather than proactive.
We spoke to a group of high-performance marketing leaders and analysts to uncover 4 of the most effective & practical ways they’ve evolved planning at their organizations, including:
• Aligning marketing plans with company-wide strategy;
• Making practical use of analyst frameworks;
• Combining top-down with bottoms-up planning; and
• Achieving harmony with the finance
Full Funnel Marketing – Integrating Sales & Marketing to Increase Results & S...Heinz Marketing Inc
Marketing success today requires far more than delivering leads to sales – it requires a full-funnel approach that addresses every stage of the buying journey and sales process. This presentation will highlight specific best practices, habits and proven methods used by modern B2B marketers to increase the measurable impact of their work.
Integrating Sales & Marketing to Create a Conversion Driven CultureSmartTouch Interactive
Are your Sales and Marketing teams NOT at it again? When home sales are down, is it Marketing's fault for not generating quality leads or is it Sale's fault for not working the leads and following up?
Inside look at the org charts, KPIs, acquisition channels and more from the top startup marketing teams in Chicago.
In conjunction with Northwestern's Kellogg MBA program, this deck shares the results of a survey with the most promising startup marketing leaders in Chicago. The deck talks about some of the trends around startup marketing leader profiles, goes in-depth on various org charts, and highlights the KPIs, top acquisition channels, and more that Chicago's startup marketing leaders focus on.
Buildings Don't Write Checks: A Predictable Pipeline ApproachHeinz Marketing Inc
This is a sample of how we teach (vs pitch) in prospect pitch meetings. To read the full contact, search "Heinz Marketing how not to pitch at pitch meetings" in Google.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
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.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
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
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
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.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
2. @heinzmarketing
Housekeeping
• Get a copy!
• This deck
• Full Funnel Marketing
• ABM Workbook
• Send me an email (matt@heinzmarketing.com) with what you want…
3. @heinzmarketing
What is ABM
• A coordinated, integrated go-to-market effort between sales &
marketing
• An integrated approach to engaging & building consensus amongst
the internal buying committee
• A proven methodology for increasing velocity & conversion of target
accounts
Workbook – pg 4
5. @heinzmarketing#ABMIgnite
Keys to launching ABM
1. Outcomes first (and always)
2. Map the internal buying committee, build consensus
3. Challenge the status quo
4. Securing budget
5. Drive deep coordination with sales
Workbook – pg 5
8. @heinzmarketing#ABMIgnite
How others are winning
TODAY’S LEADING B2B MARKETERS ARE USING ABM TO:
• Increase marketing contribution to pipeline
• Improve coordination & efficiency between sales and marketing
• Focus marketing on more profitable strategies and tactics
CONVERSELY, ANALYSTS CITE EVIDENCE THAT COMPANIES NOT ADOPTING ABM ARE:
• Presenting conflicting faces/messages to prospects
• Failing to build internal consensus with the buyer
• Losing deals to competitors who are more coordinated and effective
Workbook – pgs 6-11
9. @heinzmarketing#ABMIgnite
Key benefits by department
MARKETING
More focused, more
efficient, and more
connected to revenue
IT/OPERATIONS
Better coordinated
platforms between sales
and marketing
SALES
Greater precision,
coordination, and velocity
in Target Accounts
FINANCE
Greater predictability,
transparency, and
visibility into marketing
expense ROI
Workbook – pgs 6-11
10. @heinzmarketing#ABMIgnite
Map out each discussion
Persona Stage 1
Loosen the status quo
Stage 2
Commit to change
Stage 5
Justify decision
Stage 6
Make final decision
Marketing
CMO
Head of Demand
Generation
Marketing Operations
Event Manager
11. @heinzmarketing#ABMIgnite
Unique perspectives, unique messaging
Audience Persona Stage 1 - Loosen the status quo Stage 2 - Commit to change Stage 5 - Justify decision Stage 6 - Make final decision
Marketing CMO
Traditional demand generation
doesn't work for enterprise targets;
internal "buying" committee is too
complicated for individual-centric
marketing campaigns; current
marketing & sales systems are too
siloed - can't see and impact target
account momentum
Current tools cannot hit or support
enterprise marketing & sales goals for
2017; CEO requires tighter
coordination with sales to
demonstrate marketing contribution
to revenue in 2017; VP of Sales needs
tighter coordinated, operational
efforts to demonstrate enterprise
sales momentum & results
Heightens confidence in hitting 2017
enterprise sales number; increases
coordination with sales leadership &
revenue objectives; allow for more
precise marketing to achieve
enterprise deals more accurately
What is the opportunity cost of not
hitting your enterprise sales number?;
What is the impact of not aligning
enterprise sales targets with
relevant/related marketing efforts?
Head of Demand Generation
Lead response rates are OK but
conversion to opportunities are
weakening due to lack of internal
buyer consensus-building; current
tools don't allow for account-centric
coordination of marketing activities
nor targeting of key accounts more
precisely
Cannot hit enterprise marketing
targets without more precise, account-
centric programs; ABM increases your
alignment with sales, tie to revenue,
impacts how the organization views
demand generation in a positive light;
ability to measure precise marketing
impact on sales/revenue increases
dramatically
Fishing with nets won't hit the 2017
enterprise sales number alone;
Prospects are responding less
frequently to siloed messages; failure
to engage the entire buying
organization will weaken marketing
contribution to closed deals
What's the opportunity cost of now
hitting the organization's enterprise
sales number?; What happens if
marketing can't demonstrate direct
impact on sales pipeline and revenue?;
How important are enterprise deals to
your 2017 success, and can you
achieve them without coordinating an
account-based marketing effort?
Marketing Operations
Complex deals make attribution and
coordinating complex deals far more
difficult; requests from sales &
marketing to coordinate efforts more
precisely require more
time/resources/custom integration
than you have time or resources for
Organization requires more enterprise
sales, current systems are only
individual-based and not account-
based; cannot achieve enterprise sales
without a different approach to those
complex environments; cannot
achieve enterprise marketing results
without better tools to execute
Cannot achieve enterprise account
goals without better tools, approach;
Alignment of account-based efforts
with sales will improve operations
coordination, reporting transparency,
reduce cost of maintenance of
operations efforts
Do you have the tools and approach
necessary to hit 2017 enterprise sales
goals?; Can you current operations
investments bridge the gap between
sales & marketing effectively?
Event Manager
Measuring impact of isolated events is
difficult; few enterprise deals are
sourced or closed by individual
marketing events; importance of event
role is mitigated and
miscommunicated with current siloed
campaign structure
Account-based approach is proven to
put more value on events, especially
focused events on enterprise targets;
an ABM investment can increase
events impact on marketing & sales
goals, increase commitment to event
strategy growth in the months ahead
Cannot demonstrate event's true value
& contribution without account-
centric approach to marketing
Will you lose the impact of events on
enterprise sales contribution without
an account-centric approach? Will too
tight of a focus on individualized
marketing reduce your event budget,
and neuter its impact on enterprise
sales velocity?
16. @heinzmarketing
A common set of definitions
Stage Definition Sales Next Step(s) Marketing Next Step(s)
Leads
Open/Not Attempted
New lead, has not been attempted or contacted by sales Begin follow-up to get on the phone live to
qualify as opportunity
Provide scripts and response offers as
needed to increase call-backs
Attempting to Contact
Sales has begun the process of following the lead follow-
up process to reach the prospect live
Continue follow-up attempts via phone,
email, "zero out" to reach prospect live
Provide scripts and response offers as
needed to increase call-backs
Interested
Prospect has expressed interest in ABC Company and/or
achieving better results, and is interested in learning
more; full qualification criteria intent/purchase timeline
still unknown
Once prospect has been qualified, either
move into a "Qualified" opportunity or move
to Nurture (if timeline is long-term or
undetermined)
Provide collateral, case studies and other
information as needed to help prospect
determine sales intent
Nurture
Prospect is interested, but there is no near-term
opportunity to buy (prospect may have other immediate
priorities, or may just need more time to consider
interest/intent)
no action Drip marketing to prospect 1-2 times per
month with value-added offers, until they're
ready to engage in a short-term buying cycle
again
Unresponsive
Haven't been able to get ahold of prospect after
repeated attempts
no action Drip marketing to prospect 1-2 times per
month with value-added offers, until they're
ready to engage in a short-term buying cycle
again
No Further Action Lead is not a qualified prospect no action no action
Opportunities
Qualified
Prospect has a need & budget, and is actively evaluating
solutions
Get demo commitment, plan next steps and
timeline to buy (or at least make decision)
with prospect
Provide additional support tools as needed
(case studies, etc.) to help accelerate
prospect interest and buying cycle
Presentation & Demo
Demo has been scheduled or completed; working
through objections & questions
Get permission to present formal proposal Provide additional support tools as needed
(case studies, etc.) to help accelerate
prospect interest and buying cycle
Proposal
Formal proposal is in process or has been delivered
outlining terms, services, fees
Get verbal commitment to buy pending
finalization of terms
no action
Negotiation
Prospect has verbally agreed to do business; both sides
are working through final legal/term/service/fee details
Sign, seal and return baby! no action
Close Agreement has been signed and returned victory lap no action
Closed Lost
Opportunity has stalled indefinitely or is dead no action Drip marketing to prospect 1-2 times per
month with value-added offers, until they're
ready to engage in a short-term buying cycle
again
Workbook – pgs 39-40
20. @heinzmarketing
Real-time data updates
• What’s your platform & integration point(s)?
• How do you respond to trigger events & real-time changes?
• Who’s following up, how, when, with what?
• Where do you record that?
Workbook – pg 32
23. @heinzmarketing
A coordination example
• The right person at the right company attends your webinar
• How is follow-up different?
• Who does it – with what message – in what format and channel?
• What next step communication triggers does that imply?
• How do you coordinate sales & marketing messages?
38. @heinzmarketing
Integrated Plays
Cold Outreach
• All prospects
• Owned by Marketing
Give, Give, Get
• Clicks from above
• Opens from above
• Balance from above
• Owned by Sales or
Marketing
Action Required
• Offer acceptance from above
• Add to pipeline
• Owned by Sales
1. Company
Intro
1. Personal
Intro
1. Deliver
Offer/Schedule
Call
2. Relevant
Experience
3. Unique
Point of View
2. Helpful
Content
3. Direct CTA
• Need/Outcome
• Credibility
• Trust Validation
• Need/Outcome
• Credibility
• 1x1
• Relevant to
them/you
• Soft CTA
• Demo, discussion, assessment
• Whatever is first step of sales engagement
• Webinar invite
• Passive engagement
~2 weeks ~2 weeks
2 days 3 days
2. Schedule
Call follow up
2 days
3. Schedule
Call follow up
2 days
42. @heinzmarketing
Keys to better feedback loops
• Open communication
• Constructive feedback
• No defensiveness
• Failure is part of the journey!
43. @heinzmarketing
Additional ABM Content and Resources
• Integrate - Developing an Account-Based Marketing Program: A Workbook
• DemandBase – Account Based Marketing Resources
• DemandBase – A Guide to Selling the Value of ABM in your Organization
• Engagio – The Clear & Complete Guide to Account Based Marketing
Upcoming Workshop
• Sales Development: Essential Building Blocks for Revenue Growth
44. @heinzmarketing
Housekeeping
• Get a copy!
• This deck
• Modern Marketer’s Field Guide
• ABM Workbook
• Send me an email (matt@heinzmarketing.com) with what you want…