This is the simplest description of what we do at SIGMA Marketing Group. It's easy to get complex when you are selling database and marketing analytics, but it's hard to keep it simple. Sally Dixon did a GREAT job of articulating our special sauce!
Learn how to create an action plan that defines how you will reach your target customers and achieve competitive advantage. This session is geared for startups that have not yet entered the market and are contemplating what needs to be in place for product launch.
IDC provides an overview of the key issues in sales enablement and sales productivity. While sales enablement is a key cornerstone of sales productivity in this challenging economy, IDC finds that most organizations still do not understand the basics of sales enablement or the operational issues that deliver good sales enablement.
This is the simplest description of what we do at SIGMA Marketing Group. It's easy to get complex when you are selling database and marketing analytics, but it's hard to keep it simple. Sally Dixon did a GREAT job of articulating our special sauce!
Learn how to create an action plan that defines how you will reach your target customers and achieve competitive advantage. This session is geared for startups that have not yet entered the market and are contemplating what needs to be in place for product launch.
IDC provides an overview of the key issues in sales enablement and sales productivity. While sales enablement is a key cornerstone of sales productivity in this challenging economy, IDC finds that most organizations still do not understand the basics of sales enablement or the operational issues that deliver good sales enablement.
Applying Predictive and AI to Top-of-Funnel ABMRollWorks
Watch the webinar on-demand: http://pages.rollworks.com/Mintigo-Predictive-and-ABM-LP.html
One of the best ways to get started with account-based marketing is with programmatic display advertising. Adding a predictive layer to your top-of-funnel ABM investment will also improve ROI and make sure your entire funnel is fed with the best and brightest leads.
Join RollWorks and Mintigo to learn:
The basics of top-of-funnel ABM
How to add predictive layers to your ABM
How to tier your accounts and ads
How to Improve Sales Productivity in 5 Steps: Digital Sales CoverageMarketBridge
Your buyers have changed how and when they want to engage with your Sales Team. However, when they do engage, 70% of the time your Sales Reps are not properly prepared for the conversation and only 7% will earn a second conversation.
Join us for a 30 minute webinar to learn about the 5 step approach to Digital Sales Coverage, a tactic that combines digital customer engagement with analytics, enabling sales teams to target, prepare, and engage far more effectively.
This webinar is for Sales AND Marketing leaders, as we'll cover how to:
Improve Lead Quality and Conversion Rates by 20%+
Develop a Scalable Digital Engagement Model for Customers Who are "Not Ready to Buy"
Lower Your Cost-of-Sale to Deliver Revenue More Efficiently
In this session you'll get best practices in aligning Sales and Marketing teams to drive down costs and increase revenue through a holistic view of your customer’s journey - from demand generation to the final sale and beyond!
Key takeaways:
Increase pipeline through tighter sales and marketing alignment
Execute a winning content marketing strategy
Convert more leads through stronger lead management process
How to Use Sales Enablement to Increase Pipeline and Drive RevenueBrandon Redlinger
“Sales enablement has the most leverage in driving the productivity of your salesforce.”
-Matt Heinz, President, Heinz Marketing
Sales enablement is yet another hot new term that's been injected into sales lingo and it’s getting more budget allocated in high growth companies. These companies are deploying this role with incredible results as they jump on the opportunity to supercharge the revenue generating side of the business.
On this presentation, you'll discover:
The keys to an effective sales enablement program
How technology can help you drive revenue and shorten the sales cycle
How to track, measure and improve your sales enablement program
How Sales Enablement drives productivity and closes more deals
How marketing and sales can develop effective Sales Enablement content
4 types of content sales can use to close faster
Dealer sales automation is a mobile-first CRM for big-ticket size retailers. It helps you create a B2B deal process and help to create an efficient deal bottom-level funnel.
Dave Govan (VP of Sales, Sailthru) - Aligning a Go to Market Strategy with Sa...Sales Hacker
Dave Govan (VP of Sales, Sailthru) - Aligning a Go to Market Strategy with Sales Execution
Visit SalesHacker.com for more sales hacks, tips, and tactics.
Learn how to make sense of two approaches to managing customer interaction and engagement: CRM (Customer Relationship Management) and MA (Marketing Automation). In this presentation, you will learn:
-101-level marketing technology definitions
-When and how to use what platform
-Best practices & success stories for marketing and sales teams
Getting ABM Up & Running to Create a Pipeline Gen MachineDemandbase
With the goal of increasing Demand Gen and Sales efficiency, SAVO leveraged Demandbase to improve account selection, execute an integrated ABM strategy, and profoundly shift alignment between Marketing and Sales. This session provides a proven blueprint for how to quickly implement ABM – even with constrained resources – to drive measurable pipeline and revenue.
The Secret to Building a Sales Enablement PowerhouseMindTickle
Alex from Procore and Marc from MindTickle explore:
State of the industry
Need for Sales Enablement
Sales Enablement and Sales Readiness at Procore
Best-in-class framework for Sales Readiness
An effective Lead Generation & Lead Management Process is one of the best ways for generating ROI with IT investment. Here is a detailed overview for generating the same with the help of resourceful IT strategy and consulting company.
How to focus - design your new app in 60 minutes!Zach Pousman
These are the talk slides from "Make it Real" on August 12, 2015. #MakeItReal is Atlanta's meetup focused on app and startup development.
Eureka! You’ve invented a smart idea for a new product or new app. You had that flash of insight, a moment where you saw something that few people know or understand. And it all made perfect sense.
This talk will give you four key ways to focus your efforts and help you to turn your smart idea into a brilliant new digital product. You might not “solve it in the room,” but you’ll have the structure you need to make substantial decisions in under an hour. Whether your product is still a gleam in your eye or you have been working on it for months, this will be a valuable talk and discussion.
In order to transform your idea into a working product, you need clarity: every screen, every moment and every way you’ll make money. Focus is key for lean businesses, so these tools will help you do just that.
Applying Predictive and AI to Top-of-Funnel ABMRollWorks
Watch the webinar on-demand: http://pages.rollworks.com/Mintigo-Predictive-and-ABM-LP.html
One of the best ways to get started with account-based marketing is with programmatic display advertising. Adding a predictive layer to your top-of-funnel ABM investment will also improve ROI and make sure your entire funnel is fed with the best and brightest leads.
Join RollWorks and Mintigo to learn:
The basics of top-of-funnel ABM
How to add predictive layers to your ABM
How to tier your accounts and ads
How to Improve Sales Productivity in 5 Steps: Digital Sales CoverageMarketBridge
Your buyers have changed how and when they want to engage with your Sales Team. However, when they do engage, 70% of the time your Sales Reps are not properly prepared for the conversation and only 7% will earn a second conversation.
Join us for a 30 minute webinar to learn about the 5 step approach to Digital Sales Coverage, a tactic that combines digital customer engagement with analytics, enabling sales teams to target, prepare, and engage far more effectively.
This webinar is for Sales AND Marketing leaders, as we'll cover how to:
Improve Lead Quality and Conversion Rates by 20%+
Develop a Scalable Digital Engagement Model for Customers Who are "Not Ready to Buy"
Lower Your Cost-of-Sale to Deliver Revenue More Efficiently
In this session you'll get best practices in aligning Sales and Marketing teams to drive down costs and increase revenue through a holistic view of your customer’s journey - from demand generation to the final sale and beyond!
Key takeaways:
Increase pipeline through tighter sales and marketing alignment
Execute a winning content marketing strategy
Convert more leads through stronger lead management process
How to Use Sales Enablement to Increase Pipeline and Drive RevenueBrandon Redlinger
“Sales enablement has the most leverage in driving the productivity of your salesforce.”
-Matt Heinz, President, Heinz Marketing
Sales enablement is yet another hot new term that's been injected into sales lingo and it’s getting more budget allocated in high growth companies. These companies are deploying this role with incredible results as they jump on the opportunity to supercharge the revenue generating side of the business.
On this presentation, you'll discover:
The keys to an effective sales enablement program
How technology can help you drive revenue and shorten the sales cycle
How to track, measure and improve your sales enablement program
How Sales Enablement drives productivity and closes more deals
How marketing and sales can develop effective Sales Enablement content
4 types of content sales can use to close faster
Dealer sales automation is a mobile-first CRM for big-ticket size retailers. It helps you create a B2B deal process and help to create an efficient deal bottom-level funnel.
Dave Govan (VP of Sales, Sailthru) - Aligning a Go to Market Strategy with Sa...Sales Hacker
Dave Govan (VP of Sales, Sailthru) - Aligning a Go to Market Strategy with Sales Execution
Visit SalesHacker.com for more sales hacks, tips, and tactics.
Learn how to make sense of two approaches to managing customer interaction and engagement: CRM (Customer Relationship Management) and MA (Marketing Automation). In this presentation, you will learn:
-101-level marketing technology definitions
-When and how to use what platform
-Best practices & success stories for marketing and sales teams
Getting ABM Up & Running to Create a Pipeline Gen MachineDemandbase
With the goal of increasing Demand Gen and Sales efficiency, SAVO leveraged Demandbase to improve account selection, execute an integrated ABM strategy, and profoundly shift alignment between Marketing and Sales. This session provides a proven blueprint for how to quickly implement ABM – even with constrained resources – to drive measurable pipeline and revenue.
The Secret to Building a Sales Enablement PowerhouseMindTickle
Alex from Procore and Marc from MindTickle explore:
State of the industry
Need for Sales Enablement
Sales Enablement and Sales Readiness at Procore
Best-in-class framework for Sales Readiness
An effective Lead Generation & Lead Management Process is one of the best ways for generating ROI with IT investment. Here is a detailed overview for generating the same with the help of resourceful IT strategy and consulting company.
How to focus - design your new app in 60 minutes!Zach Pousman
These are the talk slides from "Make it Real" on August 12, 2015. #MakeItReal is Atlanta's meetup focused on app and startup development.
Eureka! You’ve invented a smart idea for a new product or new app. You had that flash of insight, a moment where you saw something that few people know or understand. And it all made perfect sense.
This talk will give you four key ways to focus your efforts and help you to turn your smart idea into a brilliant new digital product. You might not “solve it in the room,” but you’ll have the structure you need to make substantial decisions in under an hour. Whether your product is still a gleam in your eye or you have been working on it for months, this will be a valuable talk and discussion.
In order to transform your idea into a working product, you need clarity: every screen, every moment and every way you’ll make money. Focus is key for lean businesses, so these tools will help you do just that.
Visualizations for Conversation - Parsons Class PresentationElliot Felix
Presentation to Information Design Class at Parsons the Newschool for Design for design, showing examples o visualizations created to enable conversations with leaders and end-users in various strategy projects.
Brightspot what do you make of this - pkal lsc 11Elliot Felix
Presentation at PKAL 2011 Learning Spaces Collaboratory National Colloquium. Focused on how to make sense of and act on data gathering and assessment of learning spaces.
Creating and Supporting Innovative Learning SpacesElliot Felix
How can you create flexible spaces that actively engage students, provide top-notch operational support services, and make the organizational changes required to move to new spaces, practices, and policies? This keynote presentation by Elliot Felix, Founder of brightspot strategy, answered these questions through presentations, activities, and discussions. It will cover the key trends and case studies, innovative planning tools, and recommended tactics to make progress on all these fronts.
User centered space services and staffingElliot Felix
Webinar by Elliot Felix on "Designing Your Spaces, Services, and Organization Around Your Users"
(From SEFLIN 2014 Virtual Conference: https://netforum.avectra.com/eweb/DynamicPage.aspx?Site=SEFLIN&WebCode=2014speakers#Felix)
How can you uncover and understand your users’ needs and then create actionable insights? How can these insights enable a user-centered design for your spaces, the services you offer within them, and the way you organize your staff to provide those services? This session will answer these questions in four parts: first, we’ll make the case for user experience as the basis for an integrated design by covering key trends in the how learning and research. Next, we’ll review the mindset and skillset needed for user-centered design. Then, we’ll provide an overview of design tools; for example www.learningspacetoolkit.com. Finally, we’ll offer some tactical advice on how to apply these tools using case studies from BrightSpot's work such as the NC State Hunt Library. This session will provide engagement in each of these sections and highlight lessons learned that can be applied immediately to renew your spaces, services, and organization.
Mc Donald's: DELIVERING CUSTOMER EXPERIENCE.
This report consists of various analysis frameworks / models used to analyse the customer experience at Mc Donald's.
Introductory Service Design workshop held at General Assembly, focused on customer experience. Workshop addresses service design mindset and well as a core toolkit: visioning, personas, customer journey mapping, service blueprinting, and prototyping.
Learning Space Service Design - ELI2012Elliot Felix
Presentation on Learning Space Service Design at EDUCAUSE Learning Initiative 2012 Annual Meeting. Makes the case for a shift in mindset in the design, operations, and assessment of spaces to integrate services. Then, provides an overview of the process and tools to do so.
The Role of the CIO and CMO in the Digital Transformation of EducationVala Afshar
Colleges and universities face economic, technological, and market forces that challenge the traditional ways of recruiting students, raising money, delivering services, and insuring student success. Rapid growth in BYOD, apps, online education, and an explosion of new competitors, such as MOOCs are adding to the pressure. At the same time, marketing has become data intensive and technology driven. Gartner points to the CMO as the champion of the technology budget in the near future. CIOs can partner with marketing leaders to optimize the use of technology to increase execution velocity and scale departmental efficiency. The current period of transition creates opportunities for institutions that learn to embrace change and form a collaborative relationship between the CIO and CMO.
by Vala Afshar, Chief Marketing Officer, Extreme Networks
Good teaching happens when competent teachers with non-discouraging personalities use non-defensive approaches to language teaching and learning, and cherish their students. Author: Dr. James E. Alatis
Dean Emeritus, School of Languages and Linguistics, Georgetown University.
Where social media is today. Where it's headed. What is HOLDING brands/biz back. Includes a social media maturity framework for digital strategists.
If you download - please add a comment.
Laurie Dillon-Schalk's keynote for IBM's Retail Fall Showcase on Nov. 2nd, 2011
The Impact Outweighs the Effort: Effective and Impactful CRM and Online Appli...Hobsons
The impact outweighs the effort – effective and impactful CRM and online application implementation
College Marketing Network Annual Conference
12 November 2016
Daniel Falls, Head of HE Consulting Services
Account Based Marketing: Technology, Strategy, and TeamworkVersature
Marketing Automation Isn’t the Future. It’s Now.
Anastasia Valentine, CMO, Versature
Are you getting the most out of your CRM and your marketing stack? Are you delivering personalized and tailored experiences that match your customer buying signals and conversion points? Does your Account Based Marketing end when the deal is signed or does it continue on through to Customer Success? Join Anastasia Valentine, CMO at Versature to learn how you can leverage marketing automation and artificial intelligence to scale, customize the client experience, and mine the hidden value laying dormant in your CRM data today. She will walk through the entire customer journey from the marketing experience through to customer success and advocacy, including investments in technology and people, measuring marketing and sales metrics and staying focused on delighting the customer using a powerful end to end technology stack.
ABM from Customer Attraction to Loyalty & Advocacy - Scaling Your Organizatio...Anastasia Valentine
Are you getting the most out of your CRM and your marketing stack? Are you delivering personalized and tailored experiences that match your customer buying signals and conversion points? Does your Account Based Marketing end when the deal is signed or does it continue on through to Customer Success? Join Anastasia Valentine, CMO at Versature to learn how you can leverage marketing automation and artificial intelligence to scale, customize the client experience, and mine the hidden value laying dormant in your CRM data today. She will walk through the entire customer journey from the marketing experience through to customer success and advocacy, including investments in technology and people, measuring marketing and sales metrics and staying focused on delighting the customer using a powerful end to end technology stack.
This guide provides insight to help you take a more customer-centric view of your business. It walks you through how to weigh and consider your CRM options, answering questions
Municipal
13 Teams
__
Average talent teams that get along well with each other are more productive than gifted teams that don’t get along. It doesn’t matter how well a team with low emotional intelligence is in control of the numbers. They can’t even decide what to try to do.
14 Stress
___
Difficulties at work and in our relationships put us under stress. Stress makes it difficult for us to find solutions to problems. When we can’t find solutions to problems, we get more stressed. To get rid of this dead end, we need to know how to manage our stressful situations.
15 Marriage
____
The secret of long and happy marriages is sincerity in your feelings. If your marriage was not built on this basis of intimacy from the very beginning, it will begin to crack over the years. Even small problems become unsolvable. You have to be emotionally open at the beginning of the road.
16 Leadership
______
Leadership does not mean dominance. Leading your colleagues to a common goal and making them believe in the reality of this purpose. Successful leaders are those who can keep their team’s motivation alive for many years. You have to make them desire the work to be done.
17. Emotions Are All Normal
___
Anger, hatred, love, happiness… You can understand when and under what circumstances these feelings will emerge by following yourself. You may have these feelings depending on how you interpret the events you encounter. The important thing is to be able to react independently of your feelings. You may find yourself making promises that you cannot keep because you are happy, or you may resort to violence when you are angry.
18/ Being able to Express Your Emotions
____
Not everyone’s level of empathy can be very good. You may be in a difficult situation immediately. You may feel bad, but people may not understand it. In these situations, you may need to express your feelings a little more directly.
19/You Are Not Your Emotions
______
Keep doing what you need to do, no matter how you feel. Success is achieved by people who cannot give up no matter what their feelings and thoughts are. Don’t let your feelings affect your actions.
20/ Timing
__
As soon as you feel a different emotion, try to think before you act. Because emotional intelligence moves faster than rational intelligence, it can make you act irrationally and make you say any unnecessary words.
Thanks for reading
~ 𝗧𝗼𝗻𝗴𝘀𝗮 𝗚𝘂𝘆
Book:- https://amzn.to/3XsVTz2.13 Teams
__
Average talent teams that get along well with each other are more productive than gifted teams that don’t get along. It doesn’t matter how well a team with low emotional intelligence is in control of the numbers. They can’t even decide what to try to do.
14 Stress
___
Difficulties at work and in our relationships put us under stress. Stress makes it difficult for us to find solutions to problems. When we can’t find solutions to problems, we get more stressed. To get rid of this dead end, we need to know how to manage our st
How to choose a right CRM for your business.pptxDDS4U
DDS4U is the right CRM for businesses to manage your customer requests, staff appointment schedules, workforce task allocation, customer data, billing, invoices, quotations, gift cards, discount coupons and many more with integrations to google address api, language translation api, google maps and navigation api for easy and hazzle-free service delivery.
Amazon’s Organic Ranking Battleground for Increased Product Visibility & SalesTinuiti
Amazon’s digital shelf has become the new battleground for brand manufacturers & vendors to get their products in front of consumers. With all of the so-called blackhat tactics & hacks, it’s understandable why there’s so much confusion when it comes to ranking on Amazon.
Don’t Miss Out—we’ve brought together the leading industry experts at CPC Strategy, Salsify & Market Track to bring the A9 algorithm under a microscope and dissect which levers to pull to increase your presence on the digital shelf.
1. your name
Analytical CRMs:
Marketing and Sales Analysis,
Service Analysis
University of Sussex
MSc Information Technology with Business and Management
Kaori Baba
03/11/2016
Ver 1.0
2. your name
Agenda
• Background
• Needs of CRM
• CRM implementation
• Outcomes of Analytical CRM
• Analysis methods
– Basket analysis
– Decile analysis
– RFM analysis
• Summery
• References
• Q&A
3. your name
Background
It is predicted CRM will be the one of best important business application.
Revenue will double in 5 years and hit the ERP.
(Gartner Forecast: Enterprise
Software Markets, Worldwide,
2012-2017, 2Q13 Update)
4. your name
Needs of CRM
What company want to accomplish
- Gain the sales
- Get new customer
- Drive the business efficiently
CRM
What customer want to accomplish
- Buy the product/service with good quality and low price
- Have a great experience through the purchasing activity
- Be a loyal customer
5. your name
CRM implementation
Let’s install
the CRM!
Who use
CRM?
How do
we run the
CRM?
26% internal rate of ROIMake data-driven
decisions
500-plus door-to-door
sales agents have
digitally transformed
~Brilliant success stories~
Do we
have a
budget?
What is the
outcomes?
How long
implementation
takes place?
What is the most
important aspect
with customers
6. your name
CRM implementation
Key to to set realistic goals and strategies of CRM
- why we need the implementation of CRM system
- what are the causes of poor functioning or not
functioning of the current system or process
- what are the most critical point in the process or
system
- where is possible to save time, money and other
resources
- what are the specific tasks that we want to automate
- sectors within the firm will first feel the strength and
success of the implemented system
- which existing processes and sectors will be
integrated into the CRM system and strategy, and
- which external processes and sectors will be
involved in the development of CRM systems and
strategies
7. your name
Outcomes of Analytical CRM
Clear vision of firm’s goal and strategy with CRM system
Make them possible to breakdown the objectives what
they want to get from analytical CRM
CRM
What are the products,
which can be sold together?
Which customers are likely
to churn?
What offers can be given to
increase the profits?
Which are the upcoming
trends in the market?
How to increase cross
selling?
How to increase up selling?
Who are the most profitable
customers? Analyse
8. your name
Analysis method
Analysis method
“Basket analysis”
Outcomes Find out what goes with what? And
What products are ordered or purchased
together?
Marketing Up selling
Cross selling
Campaign
Suitability Luxury brand
As each SKU is expensive, it is unlikely that
many customers buy several items at one
visit
Sport brand
It is likely customers buy related items.
Camp beginner buys tent and sleeping bag
9. your name
Analysis method
Analysis method
“Decile analysis”
Outcomes Helps to understand that all customers do
not have an equal value for the store, but
only a small fraction of the customers
contribute to the most of the profit in the
store.
Marketing Loyalty program
Invitation to special event
Suitability Luxury brand
Firm wants to retain the existing loyal
customers and get new customers who can
be a loyal to its brand
Sport brand
Most of customers are average customers
10. your name
Analysis method
Analysis method
“RFM analysis”
Outcomes Classify the customers by three factors;
Recency of the last date of purchase,
Frequency of purchase, and
Monetary factor
Marketing Direct mail
Event
Coupon (birthday, store anniversary)
Suitability Luxury brand
Issue the catalogues for Valentine’s day
toward the customers who had purchased
on Christmas season
Sport brand
Send the anniversary coupons to the
customers who used to purchase frequently
6 months ago
11. your name
Summery
• CRM takes an important role of sale creation for the customer-centric companies.
• Digitalization of both customer and company made CRM innovation.
• To implement the CRM, company must have clear vision of objectives.
• Defining what kind of customer they mostly care, and what kind of marketing they
want to promote is the key of success as it leads good planning of queries on
implementing process.
• Each analysis methods are not always suitable for any kind of industries. Company
must acknowledge the type of their products and their customer behaviour.
• Further research is to be continued; law boundaries, activities in global company,
compatibility with other business applications, training for users
12. your name
References
• Louis columbus. (2016). Forbes. Retrieved 29 October, 2016, from
http://www.forbes.com/sites/louiscolumbus/2013/06/18/gartner-predicts-crm-will-be-a-36b-market-by-2017/
• Techtargetcom. (2016). SearchCRM. Retrieved 29 October, 2016, from
http://searchcrm.techtarget.com/news/1090934/Philips-keeps-reins-on-CRM
• Microsoftcom. (2016). Microsoftcom. Retrieved 29 October, 2016, from https://customers.microsoft.com/en-
US/story/jeweler-spreads-the-sparkle-streamlines-global-operati
• Salesforcecom. (2016). Salesforcecom. Retrieved 29 October, 2016, from
https://www.salesforce.com/uk/customers/stories/virgin-media.jsp
• Ivanovic, Slobodan, K. Mikinac, and L. Perman. 2011. CRM development in hospitality companies for the
purpose of increasing the competitiveness in the tourist market. UTMS Journal of Economics 2 (1): p.59–68.
• Jayanthi Ranjan and Vishal Bhatnagar. 2011. Role of knowledge management and analytical CRM in business:
data mining based framework. The Learning Organization, 2011, Vol.18(2), p.131-148
• Thomas W. Miller. 2014. Modeling Techniques in Predictive Analytics: Business Problems and Solutions with
R, Revised and Expanded Edition, p.39
• Shusaku Tsumoto, Takahira Yamaguchi, Masayuki Numao, Hiroshi Motoda. 2005. Active Mining: Second
International Workshop, AM 2003, Maebashi, Japan, October 28, 2003, Revised Selected Papers, p.156
13. your name
Q & A
Thank you very much for listening!
Any questions…?