The document provides guidance on sales planning, presentations, proposals, and overcoming objections using a "power of YES" approach. It emphasizes setting goals, developing client history, and using competitive information for planning. For presentations, it recommends determining objectives, keeping messages concise, and engaging the audience. Proposals should document customer needs and value propositions. When facing objections, the approach is to find shared interests, focus on mutual gains, and use "YES" statements to clarify and agree on positions rather than taking an adversarial stance.
The document discusses branding and building a strong brand image. It defines a strong brand as having a special relationship with customers based on shared values and vision. The brand must communicate consistently across all touchpoints. It also states that the brand is the most important intangible asset an organization has. It then discusses what a brand represents, the need for brands to evolve, and how brands benefit both customers and businesses by increasing loyalty, productivity, and competitive advantage.
The document discusses strategic exits from a business, which provide options beyond an outright sale. It describes staged sales, where only part of the business is sold initially with later installments, and vendor financed sales, where the full business is sold upfront but the seller receives payment over time. The key benefits are gradually changing involvement, releasing some capital while maintaining interest, and structuring deals based on the buyer's funding. Control and security are important risk factors to consider in a staged sale.
This document provides a 4x4 plan for personal and business development. It includes 4 hours each for personal development, setting and reviewing SMART objectives, mentoring another business, and developing an additional skill internally. The rest of the document outlines a blueprint for advanced marketing to maximize profits. It details strategies for understanding customers, creating brands and products, building sales infrastructure, promotions, customer service, and broadening relationships to increase sales. The goal is to build a company with high expertise in its field that is seen as a credible authority, informs customers, and gets paid highly for its work.
Prezentare conf universitatea bucuresticrebusproject
The document provides information about entrepreneurship and starting a business venture. It discusses what an entrepreneur is from different perspectives, common behaviors of entrepreneurs, and 8 questions one should ask themselves before starting a business, including who they are, what business they are in, if their idea is viable, their market niche, how they will market and finance the business, and if they will go into business for themselves. It also summarizes 5 common myths about entrepreneurship, such as having more free time, avoiding politics, only needing a good idea, and making lots of money quickly.
Personal selling involves face-to-face communication between a sales representative and potential customers with the goal of making a sale. It is a promotional technique used by companies to directly pitch their products and services to prospects. The personal selling process consists of several steps including prospecting, pre-approach, presentation, handling objections, closing the sale, and follow-up to ensure customer satisfaction.
The document discusses several key aspects of successfully owning and operating a small business. It addresses the importance of having a solid business plan that considers location, demographics, budgeting, and other factors. It also discusses the benefits of a sole proprietorship business structure and emphasizes the importance of sales, marketing, and management to maximizing profits and the success of a small business.
Buyer Personas: The 5 Insights Every Marketer Needs to NailAct-On Software
The document discusses buyer personas and provides five key insights marketers need to understand buyers. It explains that buyer personas should clarify marketing decisions around priorities, targeting, messaging and timing. Personas have two parts: core demographic data and connections to product initiatives, success factors, barriers and the buying process. Good personas are based on probing conversations with buyers to understand their perspectives rather than just collecting facts. Insights from buyer personas can optimize marketing investments and sales approaches.
The document discusses branding and building a strong brand image. It defines a strong brand as having a special relationship with customers based on shared values and vision. The brand must communicate consistently across all touchpoints. It also states that the brand is the most important intangible asset an organization has. It then discusses what a brand represents, the need for brands to evolve, and how brands benefit both customers and businesses by increasing loyalty, productivity, and competitive advantage.
The document discusses strategic exits from a business, which provide options beyond an outright sale. It describes staged sales, where only part of the business is sold initially with later installments, and vendor financed sales, where the full business is sold upfront but the seller receives payment over time. The key benefits are gradually changing involvement, releasing some capital while maintaining interest, and structuring deals based on the buyer's funding. Control and security are important risk factors to consider in a staged sale.
This document provides a 4x4 plan for personal and business development. It includes 4 hours each for personal development, setting and reviewing SMART objectives, mentoring another business, and developing an additional skill internally. The rest of the document outlines a blueprint for advanced marketing to maximize profits. It details strategies for understanding customers, creating brands and products, building sales infrastructure, promotions, customer service, and broadening relationships to increase sales. The goal is to build a company with high expertise in its field that is seen as a credible authority, informs customers, and gets paid highly for its work.
Prezentare conf universitatea bucuresticrebusproject
The document provides information about entrepreneurship and starting a business venture. It discusses what an entrepreneur is from different perspectives, common behaviors of entrepreneurs, and 8 questions one should ask themselves before starting a business, including who they are, what business they are in, if their idea is viable, their market niche, how they will market and finance the business, and if they will go into business for themselves. It also summarizes 5 common myths about entrepreneurship, such as having more free time, avoiding politics, only needing a good idea, and making lots of money quickly.
Personal selling involves face-to-face communication between a sales representative and potential customers with the goal of making a sale. It is a promotional technique used by companies to directly pitch their products and services to prospects. The personal selling process consists of several steps including prospecting, pre-approach, presentation, handling objections, closing the sale, and follow-up to ensure customer satisfaction.
The document discusses several key aspects of successfully owning and operating a small business. It addresses the importance of having a solid business plan that considers location, demographics, budgeting, and other factors. It also discusses the benefits of a sole proprietorship business structure and emphasizes the importance of sales, marketing, and management to maximizing profits and the success of a small business.
Buyer Personas: The 5 Insights Every Marketer Needs to NailAct-On Software
The document discusses buyer personas and provides five key insights marketers need to understand buyers. It explains that buyer personas should clarify marketing decisions around priorities, targeting, messaging and timing. Personas have two parts: core demographic data and connections to product initiatives, success factors, barriers and the buying process. Good personas are based on probing conversations with buyers to understand their perspectives rather than just collecting facts. Insights from buyer personas can optimize marketing investments and sales approaches.
This document discusses negotiation strategies in open source teams. It begins by outlining two models of negotiation - a competitive model focused on winning and claiming value, and a collaborative model focused on problem-solving and creating joint value. It then discusses common measures of success in negotiation, such as winning and not losing, and introduces an 8-element framework for evaluating negotiation outcomes. The document also covers effective communication skills for negotiation like inquiry, paraphrasing, acknowledgement and advocacy. It concludes by suggesting questions to consider regarding interests, options and perceptions in negotiation.
Thought leadership content marketing is an important strategy for B2B companies. It involves generating valuable insights and advice on issues that customers and prospects care about through unique expertise and perspective. Content should aim to change minds and incite action through planned, multi-step campaigns rather than traditional broadcast marketing. Effective content marketing establishes the company as a trusted expert, generates leads, and progresses existing leads through the sales funnel. It provides value to communities and gives sales teams material to engage prospects with before and after sales calls.
1) The document discusses aligning a company's brand through strategic communications by uncovering the authentic brand narrative and helping all employees deliver on it.
2) It emphasizes the importance of vision, leadership involvement, an eclectic team, internal alignment, brand evangelists, fluidity, compelling stories, optimal forms of communication, experience design, external communication, and attracting storytellers.
3) The key is sharing an inspiring vision that motivates employees and connects with customers through consistent yet flexible branding across all touchpoints.
Copywriting and Salesmanship: Partners in ProfitabilityVivastream
This document provides guidance on using salesmanship techniques in direct marketing copywriting. It discusses translating the steps of a sales conversation into direct marketing mediums like emails, direct mail letters, catalogs, and more. Key sales steps include approaching the prospect, qualifying them, getting them to agree on their needs, selling the benefits of the product or service, getting their commitment, and cementing the sale. Specific tactics covered include using compelling headlines, offers, testimonials, scarcity messages, and more to move prospects through the sales funnel in direct marketing materials.
Business Negotiation (Distributive) delivered at UQ Business SchoolMudit Srivastava
A presentation showcasing Distributive Negotiation and why of high BATNA is needed to win the case when it turns into a legal battle in federal court.
Primary reasons for reducing BATNA
Size of firm/ company case is against
Age of person
Financial capacity
Support from Media
including others
Do you work with partners? Do you want to improve a relationship with your clients to increase
your revenues? Are there difficulties in a current client relationship you need to resolve? In this case study, we explain how our client developed business by holding workshops with their clients to find a shared value proposition. We explain how you can do this and identify key learning points.
The document compares characteristics of R&B and pop music videos by analyzing several examples. It finds that R&B videos generally use darker colors and focus solely on the lead artist, while pop videos incorporate more locations, costumes, and interactions between group members. Based on allowing for more creativity and inclusion of all group members, the document decides a pop genre would be better suited for its own student music video project.
Chef Kiko's restaurant menu includes dishes like Pork Adobo, Mechado, Pork Steak, Beef dishes like Monterey Ground Beef and Grilled Beef, chicken dishes like Chicken Noodle Casserole and Pesto Chicken Breast, fish dishes like Kilawin na Isda and Lemon and Pepper Lapu Lapu Fish Fillet. The menu also includes pasta dishes like Fusilli Pasta, Lasagna, and Fettuccine Pasta. Desserts include Bibingka Cassava.
The document describes a love triangle between a boy, a rival boy, and a beautiful girl. Both the boy and his rival want the girl. The love triangle follows common storytelling tropes - having opposition or conflict makes the story more interesting, and resolving the conflict on the third try follows a rule of threes structure that makes for an effective narrative.
This document provides information for parents about classroom routines, policies, and curriculum at Dobcroft Infant School. It outlines the daily schedule, requirements for uniforms, meals, and attendance. It also summarizes the areas of learning and goals for the Foundation Stage, and encourages parental involvement through various activities and communication methods like a school blog.
The document provides information about library services and support at the University of Winchester library in 2012. Opening hours are Monday to Friday 8:15-24:00, Saturday 9:00-18:00, and Sunday 10:00-18:00. It details how to search for and locate books, journals, and other materials in the library. Services mentioned include borrowing books with standard or short loan periods, renewing loans, interlibrary loans, and using library spaces for silent individual study, group work, photocopying, printing, and viewing DVDs. Contact information is given to ask questions at the enquiry desk.
1. pti konsep dasar-sistem_komputer_dan_ti_(ok)ONE HEART
Network adalah kumpulan dari beberapa komputer dan perangkat jaringan yang saling terhubung satu sama lain untuk memungkinkan komunikasi dan pertukaran informasi antar komputer.
Powerpoint point 1, french revolution- Michael Jenningsjenni2ms
The document summarizes the key events and outcomes of the French Revolution from 1789 to 1799. It describes the causes of revolution, including excessive spending under Louis XIV, debt from supporting the American Revolution, and unequal representation of the three estates. Tensions rose and the National Assembly was formed after the storming of the Bastille. The Declaration of the Rights of Man established new rights and freedoms. The Revolution grew more radical over time, leading to the rise of Robespierre and the Reign of Terror from 1793-94. After this, the Directory reorganized the government until Napoleon's rise to power. The Revolution dramatically restructured French politics and society and spread ideas of nationalism.
This document discusses negotiation strategies in open source teams. It begins by outlining two models of negotiation - a competitive model focused on winning and claiming value, and a collaborative model focused on problem-solving and creating joint value. It then discusses common measures of success in negotiation, such as winning and not losing, and introduces an 8-element framework for evaluating negotiation outcomes. The document also covers effective communication skills for negotiation like inquiry, paraphrasing, acknowledgement and advocacy. It concludes by suggesting questions to consider regarding interests, options and perceptions in negotiation.
Thought leadership content marketing is an important strategy for B2B companies. It involves generating valuable insights and advice on issues that customers and prospects care about through unique expertise and perspective. Content should aim to change minds and incite action through planned, multi-step campaigns rather than traditional broadcast marketing. Effective content marketing establishes the company as a trusted expert, generates leads, and progresses existing leads through the sales funnel. It provides value to communities and gives sales teams material to engage prospects with before and after sales calls.
1) The document discusses aligning a company's brand through strategic communications by uncovering the authentic brand narrative and helping all employees deliver on it.
2) It emphasizes the importance of vision, leadership involvement, an eclectic team, internal alignment, brand evangelists, fluidity, compelling stories, optimal forms of communication, experience design, external communication, and attracting storytellers.
3) The key is sharing an inspiring vision that motivates employees and connects with customers through consistent yet flexible branding across all touchpoints.
Copywriting and Salesmanship: Partners in ProfitabilityVivastream
This document provides guidance on using salesmanship techniques in direct marketing copywriting. It discusses translating the steps of a sales conversation into direct marketing mediums like emails, direct mail letters, catalogs, and more. Key sales steps include approaching the prospect, qualifying them, getting them to agree on their needs, selling the benefits of the product or service, getting their commitment, and cementing the sale. Specific tactics covered include using compelling headlines, offers, testimonials, scarcity messages, and more to move prospects through the sales funnel in direct marketing materials.
Business Negotiation (Distributive) delivered at UQ Business SchoolMudit Srivastava
A presentation showcasing Distributive Negotiation and why of high BATNA is needed to win the case when it turns into a legal battle in federal court.
Primary reasons for reducing BATNA
Size of firm/ company case is against
Age of person
Financial capacity
Support from Media
including others
Do you work with partners? Do you want to improve a relationship with your clients to increase
your revenues? Are there difficulties in a current client relationship you need to resolve? In this case study, we explain how our client developed business by holding workshops with their clients to find a shared value proposition. We explain how you can do this and identify key learning points.
The document compares characteristics of R&B and pop music videos by analyzing several examples. It finds that R&B videos generally use darker colors and focus solely on the lead artist, while pop videos incorporate more locations, costumes, and interactions between group members. Based on allowing for more creativity and inclusion of all group members, the document decides a pop genre would be better suited for its own student music video project.
Chef Kiko's restaurant menu includes dishes like Pork Adobo, Mechado, Pork Steak, Beef dishes like Monterey Ground Beef and Grilled Beef, chicken dishes like Chicken Noodle Casserole and Pesto Chicken Breast, fish dishes like Kilawin na Isda and Lemon and Pepper Lapu Lapu Fish Fillet. The menu also includes pasta dishes like Fusilli Pasta, Lasagna, and Fettuccine Pasta. Desserts include Bibingka Cassava.
The document describes a love triangle between a boy, a rival boy, and a beautiful girl. Both the boy and his rival want the girl. The love triangle follows common storytelling tropes - having opposition or conflict makes the story more interesting, and resolving the conflict on the third try follows a rule of threes structure that makes for an effective narrative.
This document provides information for parents about classroom routines, policies, and curriculum at Dobcroft Infant School. It outlines the daily schedule, requirements for uniforms, meals, and attendance. It also summarizes the areas of learning and goals for the Foundation Stage, and encourages parental involvement through various activities and communication methods like a school blog.
The document provides information about library services and support at the University of Winchester library in 2012. Opening hours are Monday to Friday 8:15-24:00, Saturday 9:00-18:00, and Sunday 10:00-18:00. It details how to search for and locate books, journals, and other materials in the library. Services mentioned include borrowing books with standard or short loan periods, renewing loans, interlibrary loans, and using library spaces for silent individual study, group work, photocopying, printing, and viewing DVDs. Contact information is given to ask questions at the enquiry desk.
1. pti konsep dasar-sistem_komputer_dan_ti_(ok)ONE HEART
Network adalah kumpulan dari beberapa komputer dan perangkat jaringan yang saling terhubung satu sama lain untuk memungkinkan komunikasi dan pertukaran informasi antar komputer.
Powerpoint point 1, french revolution- Michael Jenningsjenni2ms
The document summarizes the key events and outcomes of the French Revolution from 1789 to 1799. It describes the causes of revolution, including excessive spending under Louis XIV, debt from supporting the American Revolution, and unequal representation of the three estates. Tensions rose and the National Assembly was formed after the storming of the Bastille. The Declaration of the Rights of Man established new rights and freedoms. The Revolution grew more radical over time, leading to the rise of Robespierre and the Reign of Terror from 1793-94. After this, the Directory reorganized the government until Napoleon's rise to power. The Revolution dramatically restructured French politics and society and spread ideas of nationalism.
The chapter discusses the cultural specificity of communication and challenges of standardizing versus localizing marketing internationally. It covers topics like protests against global brands, country-of-origin effects, and adapting advertising to different Asian markets. The concept of "glocalization" is introduced as a way to balance global and local elements in cross-cultural branding.
An open Government Model for the Openness and the Modernization of the Public...Mauro Draoli
The growing development of the Open Government Model leads to an organizational revolution by breaking down organizational boundaries and providing greater access to information. It also can allow the increasing of transparency in public agencies and citizen participation, enhancing collaboration and facilitating democratic processes. Transparency and open data can be powerful tools to stimulate and support public services’ improvements, faster innovation and empower citizens’ rights. So actually many governmental organizations are reviewing and rearranging their processes, information and data to improve policies, enhance legitimacy and openness toward outside parties and citizens. Without an
“open” public knowledge is not possible to establish a culture of collaboration and participation among the main stakeholders.
The document provides context and analysis about the 1959 Alfred Hitchcock film North by Northwest. It discusses the film's themes of performance, movement, modernity, violence, and sex in relation to 1950s America and the Cold War era. It analyzes how Hitchcock uses cinematic techniques like camera movement, editing, and music to depict obstacles in modern life like miscommunication. It examines the performances of key characters Roger Thornhill and Eve Kendall and how the entire film can be seen as a performance. Architecture, nature, and the human body are presented as being in tension in the film. Violence is enacted against the characters' eyes as well as the eyes of the spectator.
The Leo Club meeting reminded members about upcoming events and requested volunteers. It provided details about the Global Dignity Conference on October 16th, Byrne Idol on October 18th, Bonsor Big Boo orientation on October 19th and the event itself on October 26th, the Haunted Village at Burnaby Village Museum from October 26th to 28th, and set up/take down for Remembrance Day on November 8th/9th. It also discussed the cancelled Dunbar Haunted House field trip and announced the Senior's Tea on November 19th. Members were asked to sign up for volunteering opportunities at the end.
This document discusses closing the strategy to action gap and provides three reasons why the gap exists. First, strategies are often formulated inside-out around the business rather than focusing on customers' problems. Second, tactics are chosen arbitrarily rather than being designed to progress customers through their buying journey. Third, sales and marketing are often not properly aligned around shared objectives, strategy, and metrics. The document recommends building strategies around customers' key problems, choosing tactics to move customers through the buying process, and ensuring sales and marketing are aligned to a single plan.
Buying Decisions Are Moving Higher In Organizations How Whenhlemke114
The document provides tips on how and when to implement tactics for dealing with purchasing decisions moving higher in organizations. It recommends re-evaluating opportunities to determine their viability and focus on gaining agreement on value and priority with key decision makers. The document also suggests customizing your approach based on where prospects are in their purchasing cycle, with different tactics for early versus late stages. Accessing senior executives earlier allows influencing the process more.
Lean Branding: Positioning your early-stage company for success - MaRS Best P...MaRS Discovery District
Mary Jane Braide will highlight branding essentials for start-ups and social enterprises in the early stages of development. It’s never too soon to establish a clear value proposition and your positioning—even if it feels like everything is in a state of flux!
This document provides an agenda and slides for a presentation on opportunity development and managing sales. The presentation covers sales drivers, developing a sales execution strategy, different customer types, how a sales funnel works, and mapping the sales funnel to cash flows. The speaker will discuss sales strategy, categorizing and prioritizing customers, building a realistic sales funnel, and linking projected sales to cash flow statements. Exercises are included to help attendees build out their own sales funnel worksheets.
I was very intrigued by the article in the Harvard Business Review, and I wanted to share this with the rest of the world.
If you are in Sales, you definitely want to look at this.
This document provides an overview of a selling method for large projects. It discusses the evolution of selling models from an old model focused on features to a new model focused on trust, needs, and presentation. It introduces the SPIN selling model and its four types of questions: situation, problem, implication, and need payoff. The document outlines the selling sequence and discusses probing for customer pain points through different types of questions. It also addresses anticipating and handling objections and using testimonials. The overall goal is to understand customer needs and problems in order to effectively present solutions.
Provocative selling is presented as an alternative to traditional selling approaches. It involves identifying problems customers are not addressing and using provocative statements to convince them of the urgent need to implement a solution. The document outlines four steps to provocative selling: 1) identifying a resonant problem, 2) developing a provocative viewpoint, 3) presenting to a decision-maker, and 4) providing a solution. It provides case studies and contrasts provocative selling with solution selling. The goal is to disturb the customer's status quo and convince them an alternative is necessary.
I wrote and researched this study published by the social media network, "The Customer Collective" and sponsored by Oracle. For over 8 weeks this became the #1 most downloaded financial management whitepaper on ZDNet’s worldwide network of websites. In April, 2009 “The Customer Collective” was asked by Kraft Foods for permission to use it in training their sales directors in 64 countries.
Creative strategy: planning and developmentRahul Barwe
The document discusses various aspects of developing creative advertising strategies and tactics. It describes creative strategy as generating unique ideas to solve communication problems. It then outlines several creative processes models, including Young's which involves immersion, digestion, incubation and illumination. Wallas' model includes preparation, incubation, illumination and verification. The document also discusses account planning, the role of the creative brief, positioning and finding a unique selling proposition.
The document provides guidance on developing an effective advertising strategy and creative brief. It emphasizes starting with clear brand vision and strategic objectives, and developing a "big idea" creative strategy that consistently communicates the brand's message over time. The document also stresses evaluating whether the creative expression truly reflects and accomplishes the strategic goals.
This document provides a guide for winning new business in a tough economy. It discusses the importance of prospecting, identifying targets, and using a structured sales process and pipeline. The sales process involves steps like targeting prospects, prospecting, qualifying opportunities, presenting solutions, negotiating, closing deals, and account management. An effective sales process creates opportunities and more predictable results if executed correctly. It also discusses defining an ideal customer profile, networking, prospecting methods, preparing for and conducting sales meetings, and tips for proposals. Maintaining a sales pipeline that tracks opportunities through different stages is key to success.
1) The document discusses the strategy of ideas-based selling, which involves initiating discussions with customers about business ideas to solve problems rather than traditionally proposing solutions.
2) Ideas-based selling focuses on understanding how customers make decisions and guiding their thinking by discussing relevant business opportunities and visions for the future.
3) Research found that decision-makers prioritize resources that understand their industry and business over low-cost solutions when choosing who can help address issues.
The document discusses the concept of "point of view selling" which involves starting customer relationships by developing compelling ideas and thought leadership to address their business challenges rather than just pitching solutions. It involves four stages: 1) developing a point of view based on insights into customer opportunities/problems, 2) provoking interest in that point of view, 3) identifying other opportunities, and 4) delivering solutions and realizing value. Companies that have successfully used this approach include IBM and GE Healthcare.
Presentation made at LOG.AE in Dubai for 3PLs and other logistics servixe providers. Creating a value proposition to increase customer retention, gain better sales, improve profit margins and distinguish in marketplace from other commodity service providers. Presentation was very well received.
Positioning Your Firm to Succeed in the MarketplaceThink Creative
This document provides guidance on positioning a firm to succeed in a changing marketplace. It recommends conducting strategy due diligence, segmenting customers and developing tailored value propositions. It also stresses the importance of product innovation, strengthening consumer engagement, and having a clear message. The key is adapting to changes through innovation, understanding customers' needs, and engaging consumers through multiple channels.
This document discusses different levels of sales organization maturity and strategies. It presents a continuum from ad-hoc sales approaches to more systematic and optimized strategies. These include traditional sales tactics like cold calling as well as modern approaches like content marketing, social selling, and customized sales enablement. The document emphasizes moving from reactive, transactional sales to proactive approaches that create value for the customer through insights, solution selling, and establishing trusted advisor status. It argues for sales processes that elevate conversations to the executive level by linking solutions to business initiatives and quantifying financial impacts.
The document provides an overview of marketing concepts and strategies. It begins with several definitions of marketing from different universities. It then discusses that knowing customer wants is not enough on its own for success, and that strategies and tactics are also important. The true nature of marketing today involves conflict between corporations, not just satisfying needs. The document goes on to discuss key marketing concepts like the marketing mix, relationship marketing, common marketing errors, and differences between production-oriented versus market-oriented businesses. It also covers strategic planning components and various corporate growth strategies.
The document provides an overview of marketing concepts and strategies. It begins with several definitions of marketing from different universities. It then discusses that knowing customer wants is not enough, and that success requires effective strategies and tactics. Marketing is described as "war" between corporations competing for customers. The rest of the document discusses marketing mix, relationship marketing, common marketing mistakes, and differences between production-oriented and market-oriented businesses. It also covers goals vs strategies, components of strategy, and corporate growth strategies like market penetration, product development, market development, and diversification.
The COVID-19 economy changed everything, did it not? The future business environment is not going be the same as it was prior to the pandemic. As a result, your future company can’t be the same either. It will be facing unique challenges. But it also offers you unprecedented new opportunities.
As always, those who anticipate and prepare for that future will have the advantage.
To that end, watch the recorded presentation to learn five ways you can leverage your ability to succeed in the new economy. In this webinar, we will share high impact insights that will help your company thrive regardless of the conditions that lie ahead.
Similar to Advertising the power of yes-sabatier (20)
#1 start or jump start your publishing business-SabatierLouannsabatier
The document outlines 8 best practices for publishers to position themselves for growth: 1) assess performance through strategy, vision, processes, and risk-taking. 2) Innovate through risks, failures, and finding patterns. 3) Protect profits by aligning priorities and leveraging pricing. 4) Diversify revenue by understanding reader needs. 5) Partner with complementary organizations. 6) Train and compensate staff appropriately. 7) Ensure accountability to readers through research. 8) Maintain a passionate mission while staying objective. The document provides strategies under each best practice for publishers to consider.
The document discusses strategies for diversifying revenue sources away from traditional dominant streams. It suggests that magazines consider revenue from areas like events, innovations, digital presence and non-subscription models. While these newer sources may contribute more now, sustaining the industry will require cost reductions through consolidation. The document then provides tools and guidance for developing new revenue sources, including using reader data to inform targeted ideas, creating a plan to structure testing and scaling, and leveraging technology to efficiently deliver and market content. It offers specific potential ideas and discusses starting small with low-risk pilots to prove market demand before fully developing projects.
Plenary session digital publishing sabatierLouannsabatier
Digital publishing is scaling new heights driven by trends in mobile, social media, and ebooks. Key development areas for digital publishers include optimizing content for different devices, designing intuitive user experiences, implementing content management systems, developing business models incorporating multiple revenue streams, and packaging audiences for advertisers. Mobile apps and responsive web design allow content to adapt to any device screen size.
This document provides an overview of research methods and best practices for conducting reader research. It discusses that research involves formal curiosity and asking questions with a purpose. There are two main types of research: primary research involving new data collection, and secondary research using existing data. When writing questions, it is important to have clear goals and ask effective, easy to understand questions. Both quantitative and qualitative methods are covered, noting their different focuses and analysis approaches. The document also offers tips for increasing survey response rates, analyzing results, and conducting a class exercise to design a research plan with questions.
This document provides guidance on audience development strategies for magazines. It discusses determining goals, identifying the target audience, and developing an appropriate budget. Sources for acquiring and retaining readers that are covered include renewals, direct mail, gifts, insert cards, magazine cover wraps, internet promotions, paid search, and email marketing. Testing different approaches is emphasized to determine the most effective tactics. Budgeting is recommended based on calculating the average cost per new and renewed subscription from each source.
Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challengesHolger Mueller
Holger Mueller of Constellation Research shares his key takeaways from SAP's Sapphire confernece, held in Orlando, June 3rd till 5th 2024, in the Orange Convention Center.
Top mailing list providers in the USA.pptxJeremyPeirce1
Discover the top mailing list providers in the USA, offering targeted lists, segmentation, and analytics to optimize your marketing campaigns and drive engagement.
Taurus Zodiac Sign: Unveiling the Traits, Dates, and Horoscope Insights of th...my Pandit
Dive into the steadfast world of the Taurus Zodiac Sign. Discover the grounded, stable, and logical nature of Taurus individuals, and explore their key personality traits, important dates, and horoscope insights. Learn how the determination and patience of the Taurus sign make them the rock-steady achievers and anchors of the zodiac.
Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
Tata Group Dials Taiwan for Its Chipmaking Ambition in Gujarat’s DholeraAvirahi City Dholera
The Tata Group, a titan of Indian industry, is making waves with its advanced talks with Taiwanese chipmakers Powerchip Semiconductor Manufacturing Corporation (PSMC) and UMC Group. The goal? Establishing a cutting-edge semiconductor fabrication unit (fab) in Dholera, Gujarat. This isn’t just any project; it’s a potential game changer for India’s chipmaking aspirations and a boon for investors seeking promising residential projects in dholera sir.
Visit : https://www.avirahi.com/blog/tata-group-dials-taiwan-for-its-chipmaking-ambition-in-gujarats-dholera/
Discover timeless style with the 2022 Vintage Roman Numerals Men's Ring. Crafted from premium stainless steel, this 6mm wide ring embodies elegance and durability. Perfect as a gift, it seamlessly blends classic Roman numeral detailing with modern sophistication, making it an ideal accessory for any occasion.
https://rb.gy/usj1a2
Recruiting in the Digital Age: A Social Media MasterclassLuanWise
In this masterclass, presented at the Global HR Summit on 5th June 2024, Luan Wise explored the essential features of social media platforms that support talent acquisition, including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok.
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).
Building Your Employer Brand with Social MediaLuanWise
Presented at The Global HR Summit, 6th June 2024
In this keynote, Luan Wise will provide invaluable insights to elevate your employer brand on social media platforms including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok. You'll learn how compelling content can authentically showcase your company culture, values, and employee experiences to support your talent acquisition and retention objectives. Additionally, you'll understand the power of employee advocacy to amplify reach and engagement – helping to position your organization as an employer of choice in today's competitive talent landscape.
Storytelling is an incredibly valuable tool to share data and information. To get the most impact from stories there are a number of key ingredients. These are based on science and human nature. Using these elements in a story you can deliver information impactfully, ensure action and drive change.
The Evolution and Impact of OTT Platforms: A Deep Dive into the Future of Ent...ABHILASH DUTTA
This presentation provides a thorough examination of Over-the-Top (OTT) platforms, focusing on their development and substantial influence on the entertainment industry, with a particular emphasis on the Indian market.We begin with an introduction to OTT platforms, defining them as streaming services that deliver content directly over the internet, bypassing traditional broadcast channels. These platforms offer a variety of content, including movies, TV shows, and original productions, allowing users to access content on-demand across multiple devices.The historical context covers the early days of streaming, starting with Netflix's inception in 1997 as a DVD rental service and its transition to streaming in 2007. The presentation also highlights India's television journey, from the launch of Doordarshan in 1959 to the introduction of Direct-to-Home (DTH) satellite television in 2000, which expanded viewing choices and set the stage for the rise of OTT platforms like Big Flix, Ditto TV, Sony LIV, Hotstar, and Netflix. The business models of OTT platforms are explored in detail. Subscription Video on Demand (SVOD) models, exemplified by Netflix and Amazon Prime Video, offer unlimited content access for a monthly fee. Transactional Video on Demand (TVOD) models, like iTunes and Sky Box Office, allow users to pay for individual pieces of content. Advertising-Based Video on Demand (AVOD) models, such as YouTube and Facebook Watch, provide free content supported by advertisements. Hybrid models combine elements of SVOD and AVOD, offering flexibility to cater to diverse audience preferences.
Content acquisition strategies are also discussed, highlighting the dual approach of purchasing broadcasting rights for existing films and TV shows and investing in original content production. This section underscores the importance of a robust content library in attracting and retaining subscribers.The presentation addresses the challenges faced by OTT platforms, including the unpredictability of content acquisition and audience preferences. It emphasizes the difficulty of balancing content investment with returns in a competitive market, the high costs associated with marketing, and the need for continuous innovation and adaptation to stay relevant.
The impact of OTT platforms on the Bollywood film industry is significant. The competition for viewers has led to a decrease in cinema ticket sales, affecting the revenue of Bollywood films that traditionally rely on theatrical releases. Additionally, OTT platforms now pay less for film rights due to the uncertain success of films in cinemas.
Looking ahead, the future of OTT in India appears promising. The market is expected to grow by 20% annually, reaching a value of ₹1200 billion by the end of the decade. The increasing availability of affordable smartphones and internet access will drive this growth, making OTT platforms a primary source of entertainment for many viewers.
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2. Strategic Selling, Planning and Prospecting
Setting Goals
Short-term and long-term selling
Develop Client History
Use Competitive Information
Develop Editorial and Reader Positioning – what’s your
story?
3. Presentations
Goal: to generate a focused change of ideas…to deepen
dialogue
“…it’s hard to have interaction if you are simply giving
a speech. Bringing visuals along can open a dialogue
between you and your customer and provide points of
reference throughout your presentation.”
former publisher & CEO
4. Presentations
Four questions to ask prior to creating a presentation
1. Am I going to talk about something the client is
interested in?
2. Has the client heard this before?
3. Does the presentation fit the client’s needs and the
allotted time for the meeting?
4. Will this presentation encourage dialogue?
5. Presentations
Preparation is almost as important as the delivery.
Determine the goal and objective of the presentation.
Don’t try to cover more than one or two key points.
Determine in advance how much time you will have
6. Presentations
Preparation is almost as important as the delivery.
Organize the presentation.
A good sales presentation starts with a quick review of
the customer’s goals and objectives.
7. Presentations
Start by asking a couple questions.
Grab the client’s attention early.
Be memorable. Use visuals.
Get to the point quickly.
Constantly monitor how attentive your audience is.
8. Presentations
Start by asking a couple questions.
Grab the client’s attention early.
Be memorable. Use visuals.
Get to the point quickly.
Constantly monitor how attentive your audience is.
9. Proposals
What is the purpose of a sales proposal? It provides a
good way of documenting and reminding a buyer:
1. Of their need to change (the original problem)
2. How to deal with the consequences of buying
3. Why they should buy from you (the value)
4. Why he/she should buy now
10. Proposals
What should go into a sales proposal?
Our understanding of your situation – executive
summary of conversations that have taken place
Method and approach (i.e. the solution and benefits)
Associated timing and costs
Next steps
11. Proposals
Common problems:
Many proposals are unsuccessful. A poorly developed
proposal can sink a sale by showing the buyer that you
don’t really understand their requirements.
Often sales proposals are presented at the wrong time
in the buying/selling process or they are done instead
of closing the sale verbally.
12. Sales Follow-up
Questions to ask yourself before you write a sales follow-
up:
1. What do you want the client to do as a result of
reading this communication?
2. What benefit are you offering the client if he does
what you want him to do?
3. How can you prove that doing what you ask the client
to do will result in the benefits you have stated?
13. Sales Follow-up
1. Build trust.
2. Get to bona fides, quick.
3. Make it memorable.
4. Include a call to action.
14. The Power of YES:
Overcoming Objections
ADVANCED MAGAZINE INSTITUTE 2012
15. “Never allow a person to tell you no who
doesn't have the power to say yes.”
ELEANOR ROOSEVELT
AMERICAN FIRST LADY
15
16. The Power of YES:
Overcoming Objections
SESSION HIGHLIGHTS
*BUYER EXPECTATIONS
*UNCOVER INTERESTS/MOTIVES
*POWER OF YES STRATEGY
*POWER OF YES STATEMENTS
*SELL THROUGH OBJECTIONS
*YES APPROACH BENEFITS
16
18. Sales Goal
INITIATE
COLLABORATIVE,
BUSINESS-BUILDING
DISCUSSIONS THAT
PRODUCE SOLUTIONS-
ORIENTED SALES
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19. Make Yourself A Valuable Resource
Adversarial posture
Same old, same old
Short-term benefit to
you
Inflexibility
Boilerplate offerings
Take it or leave it
attitude
Retort to previous
objections
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20. Make Yourself A Valuable Resource
An understanding of
their business and the
issues they are facing
Questions that engage
the buyer
Empathy for hard
economic times
Shared solutions for
beating the system
(e.g. you both have
competitors)
Reasons why a relationship
with you is better for them.
Platform for future
business
20
21. Make Yourself A Valuable Resource
Understand your
client’s business
Risk and success factors
Products and processes
Identify needs that
client has not
articulated
Co-create solutions
with client
Earn the right to ask
for the client’s
business
21
22. The Value of Hypothesis
IF YOU DON’T KNOW
WHAT IS
IMPORTANT TO A
SPECIFIC CLIENT,
HYPOTHESIZING IS
A GOOD WAY TO GET
THEM TO
ARTICULATE THEIR
NEEDS, INTERESTS
OR FEARS.
22
23. Uncover Buyer Interests & Motives
Make a series of
observations about
things you both
(could) know and
likely agree upon
Listen carefully
What is important
Concerns and fears
Problems
23
24. Power of “Yes”
RECOGNIZE THAT
SOME INTERESTS
ARE SHARED AND
SOME ARE OPPOSED.
THE ‘POWER OF YES’
APPROACH
CONCENTRATES ON
AREAS WHERE BOTH
PARTIES CAN AGREE.
24
25. ‘Power of Yes’ Strategy
Focus on interests
behind positions
Shared, opposed,
differing
Develop options for
mutual gain
Expand vs. divide
existing pie
25
26. ‘Power of Yes’ Strategy
Results
Helps client become
involved
Helps client save face
(when/if changing
historical response)
Helps client yield to
reason, not pressure
26
27. ‘Power of Yes’ Strategy
Soft Hard
Relationship Adversarial
building Goal:
Goal: winning
agreement Behavior:
Behavior: Dig Heels in
Flexible Hold to
Provide options position
Amicable Confrontation
27
28. ‘Power Of Yes’ Statements
You compete with ‘xyz’ brand for customers
Your point of difference vs. your competitors is:
a)
b)
Your customer profile looks something like:
a)
b)
28
29. ‘Power Of Yes’ Statements
You expect to get new customers from
Greater penetration of same demographic
Greater penetration of same geographic
Expansion into new market segment, e.g. _____
Presenting new benefits to old customers
Other
29
30. ‘Power Of Yes’ Statements
You’ve been in business since 19__
Making you the newest competitor for those interested in
being innovative
Giving you the advantage of being oldest, best; one to beat
30
31. ‘Power Of Yes’ Statements
Your customers consider you #1 (or #2, etc.)
Your current market share is x%
Your long-term goal is to _______
Your toughest competitor(s) is/are _____,
because _________
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32. ‘Power Of Yes’ Statements
Your biggest obstacle for 2011 is _______
Sales in your industry grew x% last year
You must be proud that your company was singled
out for _______ recognition or achievement
32
33. Process-Oriented ‘Yes’ Statements
I believe you prefer to work on annual plans, and
lock in a contract rate and positions all at once.
I think I remember you need to have your budget
remain ‘flexible’ and make commitments on a
month-to-month basis.
33
34. Power of “Yes”
RE-STATE WHAT YOU
BELIEVE THE BUYER
HAS SAID.
Clarify and identify.
34
35. Sell Through Objections
While acknowledging
the buyer’s objection,
identify the potential
opportunity within
his/her statement.
35
36. Sell Through Objections
We don’t have the
budget.
Is there no budget, or is that
budget already allocated, and
if so, how was it allocated?
36
37. Sell Through Objections
We are satisfied with
our current schedule.
Let’s discuss the next
schedule or possible
additions/changes to your
current schedule.
37
38. Sell Through Objections
Your rates are too
high.
Would you define too high? If
we produce more prospects
and/or more sales, does this
factor into your definition?
38
39. Sell Through Objections
We already reach your
market.
Are you interested in
exploring whether you are
reaching the market in the
most effective and/or
complementary manner?
39
40. Sell Through Objections
We don’t need more
sales right now.
Are you interested in
producing quality leads for
future sales?
40
41. Sell Through Objections
Will think it over. Call
me next week (or
month, etc.)
I will be more than happy to
come back and review this
with you. What other
materials should I bring and
what questions should I plan
for?
41
42. Sell Through Objections
I don’t have time to see
you.
What would be a more
convenient time?
42
43. Sell Through Objections
The program is locked
up.
Does that mean the ads have
run and the money is spent?
43
44. Sell Through Objections
Your content doesn’t
interest our customers
or prospects.
Can we review the reading
interests of your buyers?
44
45. Sell Through Objections
• I don’t see ads for my
type of product in your
magazine.
Is this a criterion for all of
your ad placements? Do more
competitor ads validate the
market for you?
45
46. Sell Through Objections
• Your magazine is too
cluttered.
What are you looking for in
terms of design? We carry
many ads because companies
desire to reach our market.
That is a sign of success.
46
47. Sell Through Objections
• We get a better deal
from your
competition.
I’m sorry we can’t change
our rates because there is
value attached to our
audience. Perhaps we can
discuss added value.
47
48. Sell Through Objections
• Business is poor, so
we are cutting back.
Will cutting back improve
the business outlook?
48
49. Sell Through Objections
• There’s only room for
one more title in my
schedule.
What would it take for my
publication to be that title?
49
50. Sell Through Objections
• We are not interested
in your market this
year.
When did the criteria
change and do you
anticipate another change
next year
50
51. Sell Through Objections
• We are not ready to
move on that right
now.
I realize that these things
take time, but is there
something that I can do in
the meantime to make the
decision easier – more
information?
51
53. ‘Yes’ Approach Benefits
Look for areas of agreement, harmony, being in
accord
Provide and gain value from (each) meeting
Introduce side-by-side problem solving
Avoid traditional confrontation
53
54. ‘Yes’ Approach Benefits
Amicable vs. adversarial
Concentrate on long-term results vs. short-term
gains (while still encouraging both long and short-
term decisions)
Create positive environment more conducive to
building business (together)
Lessen resistance/avoidance to future
calls/conversations
54