Presentation from TFM&A London in Feb 2013 - looking at why traditional b2b marketing is dead. Goodbye single-channel blast and hope, hello to multi-channel marketing, for ever!
A presentation given by the author on the core of B2B Marketing to first year B-school students at S P Jain, Mumbai. The presentation talks about primacy of Lead Generation/Management; universal leads deintion; prioritising of pipeline build over awareness generation; eschewing the flashy for the durable...
Technology Trends in eCommerce 2010 2013Andrew Braun
Below is a presentation I prepared whilst working on the digital roadmap for Coles online, the leading eCommerce grocery business in Australia. It provides a snapshot of some of the key trends facing e-tailers over the coming 12-36 months.
LeadLife & 3Forward: 4 Key Actions That Define and Build a Sales Funnel that ...LeadLife
As the second quarter hits, many B2B sales and marketing leaders are looking at their sales pipelines and starting to realize their year is in jeopardy. Worse, the executive team is starting to speculate where the issues lie.
It’s very likely that inadequate sales are a result of valuable time wasted on non-qualified prospects.
With 68% of companies stating they don’t have a defined Marketing-Sales funnel process and 61% sending every lead directly to sales*, it's no wonder that sales is struggling.
LeadLife and Matt Smith, strategic sales expert, and EVP for sales enablement consultants 3Forward present the four key actions you can take today to reduce these problems and turn your pipeline into profitability.
1) How to define your perfect prospect
2) Get sales and marketing working together to define a qualified lead
3) How a lead nurturing strategy will develop a digital conversation with leads early in the buy cycle
4) Why tracking lead behaviors and score based on interest can make your sales team more profitable
A presentation given by the author on the core of B2B Marketing to first year B-school students at S P Jain, Mumbai. The presentation talks about primacy of Lead Generation/Management; universal leads deintion; prioritising of pipeline build over awareness generation; eschewing the flashy for the durable...
Technology Trends in eCommerce 2010 2013Andrew Braun
Below is a presentation I prepared whilst working on the digital roadmap for Coles online, the leading eCommerce grocery business in Australia. It provides a snapshot of some of the key trends facing e-tailers over the coming 12-36 months.
LeadLife & 3Forward: 4 Key Actions That Define and Build a Sales Funnel that ...LeadLife
As the second quarter hits, many B2B sales and marketing leaders are looking at their sales pipelines and starting to realize their year is in jeopardy. Worse, the executive team is starting to speculate where the issues lie.
It’s very likely that inadequate sales are a result of valuable time wasted on non-qualified prospects.
With 68% of companies stating they don’t have a defined Marketing-Sales funnel process and 61% sending every lead directly to sales*, it's no wonder that sales is struggling.
LeadLife and Matt Smith, strategic sales expert, and EVP for sales enablement consultants 3Forward present the four key actions you can take today to reduce these problems and turn your pipeline into profitability.
1) How to define your perfect prospect
2) Get sales and marketing working together to define a qualified lead
3) How a lead nurturing strategy will develop a digital conversation with leads early in the buy cycle
4) Why tracking lead behaviors and score based on interest can make your sales team more profitable
Focus is on understanding Information Professionals and how they connect with solution providers.
This was presented at the Document Management Solution Providers Executive Forum (http://www.aiim.org/dmspef).
Focus is on understanding Information Professionals and how they connect with solution providers.
This was presented at the Document Management Solution Providers Executive Forum (http://www.aiim.org/dmspef).
Loudoun SBDC Information Technology (IT) Investment CIO and Due Diligence Str...Ted McLaughlan
Information Technology (IT) concerns and strategies a Chief Information Officer (CIO) deals with are equally relevant for small businesses and startups, as they are for larger businesses. A presentation to the Loudoun Small Business Development Center (SBDC).
Defines the concept of Sales 2.0 from the sales leader’s perspective, separates the reality from the hype, and provides recommendations on how to begin incorporating the best of these emerging tools and practices into your 2010 sales and marketing strategy.
SMW SP Red Ant & Babelfish Macro Social Trends & China vs Brazil 15-2-2012Brian Crotty
As presented @ Social Media Week -SP
Macro social trends - what will happen in Brazil over next 12 months
Comparisons of the Chinese Social Media Scene to Brazil (two countries competing for global $$)
Using Social Behaviours as part of B2B lead generationJohn Watton
Social media presents new opportunities for customer engagement and lead generation. But to get it right requires a whole bunch of new skills that are both creative and process oriented. Find out how a behavioural marketing approach to lead generation will net amazing results, and how social media can be a key tool in a multi-channel lead generation strategy.
Marketing agencies are increasingly being asked by clients to help generate more and better leads for their sales teams. Yet, very few agencies are equipped to even talk to their clients' sales and marketing management teams about these needs. Very few agencies have experience generating leads online, let alone helping sales and marketing teams function together as one unified team with common goals and mutual accountability. In this recorded webinar, you'll learn how to help clients align sales and marketing processes, goals and messaging.
In the new world of business SME Customers seek simple solutions to their business problems. SMEs don't want technology they want the business benefits that your hosted services delivers. Educate them to find want they want and help them to self-qualify by matching their needs to your specific hosted services offers. Make it simple and easy for them to try and buy. Success tomorrow means moving today from being a Hosting Services Provider (HSP) to a Business Services Provider (BSP). Takeway: success awaits those who transition their value proposition from HSP to BSP.
Social Media Measurement: From Reach to ROIstacymoren
Presentation given at SMX 2012 by Nan Dawkins, CEO of Social Snap/Serengeti Communications. Social Media Measurement: From Reach to ROI. Proving the business value of social media.
Similar to B2B marketing is dead. Long live marketing (20)
A Pecha Kucha sessions - 6 mins and 20 slides, on how data should be at the heart of your marketing - before you start to think about message and channels, think about data
Case study presentation on the challenges of multi-channel, multi-country data-centric b2b marketing in Europe.
Presented at the 2012 DMA Conference, Las Vegas.
Steve Kemish from marketing agency Cyance and the IDM presentation on "Email and Social Media not Email OR Social Media" From Internet World London 2010.
An introduction to the cryptocurrency investment platform Binance Savings.Any kyc Account
Learn how to use Binance Savings to expand your bitcoin holdings. Discover how to maximize your earnings on one of the most reliable cryptocurrency exchange platforms, as well as how to earn interest on your cryptocurrency holdings and the various savings choices available.
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
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
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.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
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.
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.
9. Step 1 of 7: Discovery
• Objectives – what are they?
• Strategy – what is their current go-to-market approach?
• Offering – what is their product or service?
• Customers – what is their target audience and why?
• Behaviour – how do their customers make buying decisions?
• Collateral – do they have any marketing assets and are they fit for purpose?
• Data – is their target market well defined and do they need more or better data?
• Operations – what challenges prevent success?
• Success – how will the client measure success?
Comments? @skemmo
13. Suspect 1 Suspect 2
CEO/MD
IT Director
Suspect
CIO
Prospect
Nurture
Search
Email MQL
Tele
BANT
Websit
e
Sales Ready Lead
14. Buying cycle Persona Content Nurturing channel
Content Audit1.2. CEO/Owner, CFO & CTO
and mapping
Not considering, not aware or
do not see any /sufficient risk
CMO/Head of Events
1. Thought leadership –
Whitepapers & EBooks
Email
Social
relating to business topic 3. Professional User Blog
Web nurturing workflow
Aware of business topic, not 1. CEO/Owner, CFO & CTO 1. Thought Leadership –
sure if it is an issue 2. CMO/Head of Events Whitepapers, Ebooks & As above +
3. Professional user video Telemarketing
Investigating risk and impact 1. CEO/Owner, CFO & CTO 1. Blog As above +
upon their business 2. CMO/Head of Events 2. Video channel
3. Professional User 3. Ebooks
4. Case studies
Benchmarking 1. Head of IT/Security 1. Blog
solutions/vendors/VAR’s in 2. Head of Purchasing / 2. solution suite Pass to Telemarketing or
market Office Manager 3. Security solutions member sales
3. Professional User 4. Field Mobility solutions
Sourcing solution type and 1. Head of Purchasing 1. Case studies Web nurturing or member
suppliers 2. Head of IT 2. Product/solution matrix sales
Purchasing 1. Head of Purchasing / 1. Special Telemarketing qualify and
Owner / Office offers/Promos/Bundles generate lead
Professional user 2. Case studies
Looking to switch solution or 1. Head of IT/ Owner / 1. Upgrade promos Email + telemarketing
upgrade Office Manager campaign
Comments? @skemmo
20. Lead scoring approach
Event signup page
Data capture form
Data capture form
Text
explaining Sales
Sales
the CTA
Landing page
Data capture form
Data capture form
Strategy-led promo Useful
Intro piece to disrupt and content
Prospect
Prospect Text
engage – looking for form Microsite >25point
data
data Microsite event explaining Sales
Sales
submission (Inquiry) s?
the CTA
Webinar Further info Case
promotion study/WP Contact us form
House list
House list
Non- Data capture form
Benefits/case/WP Contact us Data capture form
opens/clicks
Social &
Social & Contact Cyance
Slide deck Cyance
Search
Search details
Lead scoring model
Content scores >25 = sales qual
Case study =8
Slide deck = 5 10-24 = nurture
White papers = 12 via event
Web analytics 1-9 = promote
No of pages (2+) = 5 content
No of visits (2+) = 15
Time on site (3 min+) =
5
21. About us... At Cyance we live and breathe a
connected approach to building
customer and channel engagement
programmes.
From target identification all the way
through to the sale and ongoing
customer relationship, Cyance helps
you with the insight and
understanding to make your B2B
marketing work harder.
results@cyance.com
www.cyance.com
Follow us @cyance
22. Read more
Multi-channel marketing
in an international world
www.cyance.com/TFMA
Comments? @skemmo