This document summarizes a presentation about creating an effective sales enablement program using the customer journey framework. It discusses how personal sales interactions are still critical despite modern marketing approaches. The customer journey model is presented as a way to define what information different decision makers need at each stage of their journey to make a purchase. Defining customer personas, their requirements and when they need specific content can help salespeople close more deals by providing the right information to the right people at the right time.
Business Model Generation Value Proposition PowerPoint Presentation SlidesSlideTeam
If cracking the business deal with your best shot is on your mind, then go forward with this amazing PowerPoint presentation that not only offers the best graphics but also compiles information in a presentable manner. The one stop solution, when it comes to compiling of text and graphic is Business Model Generation Value Proposition PowerPoint Presentation Slides. Presentation layout can be customized as per the topic you need to address in the meeting. The business model generation PPT slide helps deliver the content and maintain a record of the same in the best possible manner. To the point and crisp information is conveyed which a perfect roadmap for the financial years by business model PowerPoint PPT. May it be revenue model, swot analysis or business model, planning or comparison, every core issue is addressed by wonderful mix of colored graphs and graphics in presentation slides. For business model visionaries, the PPT are a game changer and strive to map, design and test different strategies. Delve into all the facts involved with our Business Model Generation Value Proposition PowerPoint Presentation Slides. It helps investigate the issue.
Building A Customer Journey Map PowerPoint Presentation SlidesSlideTeam
Presenting this set of slides with name - Building A Customer Journey Map Powerpoint Presentation Slides. This complete deck is oriented to make sure you do not lag in your presentations. Our creatively crafted slides come with apt research and planning. This exclusive deck with seventeen slides is here to help you to strategize, plan, analyse, or segment the topic with clear understanding and apprehension. Utilize ready to use presentation slides on Building A Customer Journey Map Powerpoint Presentation Slides with all sorts of editable templates, charts and graphs, overviews, analysis templates. It is usable for marking important decisions and covering critical issues. Display and present all possible kinds of underlying nuances, progress factors for an all inclusive presentation for the teams. This presentation deck can be used by all professionals, managers, individuals, internal external teams involved in any company organization.
Use this modern go-to-market framework to define the activities required to successfully build market-driven products & services that customers will accept.
Dan Olsen, The Lean Product Playbook , @danolsen
Room: C260
Everyone working on a new product is trying to achieve the same goal: product-market fit. Although product-market fit is one of the most important Lean Startup concepts, it’s also the least well defined. Dan Olsen shares the top advice from his book The Lean Product Playbook, including the Product-Market Fit Pyramid: an actionable model that breaks product-market fit down into 5 key elements. Dan also explains the Lean Product Process, a 6-step methodology with practical guidance on how to achieve product-market fit, illustrated with a real-world case study.
The Go-To-Market framework is a related set of activities and processes that connect the company’s product strategy to the customer experience. The Go-To-Market framework is cross-functional, spanning product management, product marketing, and sales. It is a strategy and requires operational efficiency.
Business Model Generation Value Proposition PowerPoint Presentation SlidesSlideTeam
If cracking the business deal with your best shot is on your mind, then go forward with this amazing PowerPoint presentation that not only offers the best graphics but also compiles information in a presentable manner. The one stop solution, when it comes to compiling of text and graphic is Business Model Generation Value Proposition PowerPoint Presentation Slides. Presentation layout can be customized as per the topic you need to address in the meeting. The business model generation PPT slide helps deliver the content and maintain a record of the same in the best possible manner. To the point and crisp information is conveyed which a perfect roadmap for the financial years by business model PowerPoint PPT. May it be revenue model, swot analysis or business model, planning or comparison, every core issue is addressed by wonderful mix of colored graphs and graphics in presentation slides. For business model visionaries, the PPT are a game changer and strive to map, design and test different strategies. Delve into all the facts involved with our Business Model Generation Value Proposition PowerPoint Presentation Slides. It helps investigate the issue.
Building A Customer Journey Map PowerPoint Presentation SlidesSlideTeam
Presenting this set of slides with name - Building A Customer Journey Map Powerpoint Presentation Slides. This complete deck is oriented to make sure you do not lag in your presentations. Our creatively crafted slides come with apt research and planning. This exclusive deck with seventeen slides is here to help you to strategize, plan, analyse, or segment the topic with clear understanding and apprehension. Utilize ready to use presentation slides on Building A Customer Journey Map Powerpoint Presentation Slides with all sorts of editable templates, charts and graphs, overviews, analysis templates. It is usable for marking important decisions and covering critical issues. Display and present all possible kinds of underlying nuances, progress factors for an all inclusive presentation for the teams. This presentation deck can be used by all professionals, managers, individuals, internal external teams involved in any company organization.
Use this modern go-to-market framework to define the activities required to successfully build market-driven products & services that customers will accept.
Dan Olsen, The Lean Product Playbook , @danolsen
Room: C260
Everyone working on a new product is trying to achieve the same goal: product-market fit. Although product-market fit is one of the most important Lean Startup concepts, it’s also the least well defined. Dan Olsen shares the top advice from his book The Lean Product Playbook, including the Product-Market Fit Pyramid: an actionable model that breaks product-market fit down into 5 key elements. Dan also explains the Lean Product Process, a 6-step methodology with practical guidance on how to achieve product-market fit, illustrated with a real-world case study.
The Go-To-Market framework is a related set of activities and processes that connect the company’s product strategy to the customer experience. The Go-To-Market framework is cross-functional, spanning product management, product marketing, and sales. It is a strategy and requires operational efficiency.
From a recent talk to Texas McCombs MBAs about what product management is, what skills product managers need, and how to get a job in product management.
Demand Metric's Playbooks provide frameworks with links to actionable research, tools, templates and training to help organizations operationalize best practices for Marketing.
What is Product/Market Fit? Why is it the Holy Grail of entrepreneurship?
Let me help you answer and understand the fundamental question for every early stage entrepreneur: Are you building a product/service people really want? Watch the video and learn everything about Product/Market Fit.
Twitter: https://twitter.com/m_vukas
Blog: http://www.milanvukas.com/blog/
The SaaS Founder’s Journey: What Matters at Each StageDavid Skok
From a talk given at SaaStock 2017 in Dublin, this slide deck covers the three stages of a startup, the most important question founders should be asking to ensure survival/success, and how to build and scale a sales funnel.
Efficient customer segmentation in Google Analytics (Blueffect 2013 Warsaw, Poland) - examples and best practices of accurate data analysis and advanced segmentation principles in order to improve revenues of your business.
- What makes you wrongly evaluate marketing campaigns: do you know, what is the real conversion rate of your website?
- How to prioritize content sections of an e-commerce website.
- What customer segments and cohorts are useful.
Sales training course 2020 - START SELLINGFraser Hay
Sales training course 2020 - START SELLING is an overview of the sales training coaching programme from Grow Your Business.
Whether you need sales training, help with sales prospecting, pipeline management, lead generation,sales appointments, sales proposals and closing more sales, then check out our programme at https://www.growyourbusiness.tv
TAGS;
sales training course 2020, sales training course, start selling, selling course, sales pipeline management, sales prospecting, lead generation, sales appointments, sales management, sales proposals, sales appointments, selling skills, sales coaching, sales coach, selling, sales training, selling skills, sales skills course, selling skills course, sales course 2020, sales course
Onderzoek voorspelt dat 75% van de CMO’s binnen 3 jaar verantwoordelijk zal zijn voor de totale klanttevredenheid. Door alle verschillende marketingkanalen die we tegenwoordig gebruiken en door het toenemend aantal manieren waarop we met klanten kunnen engagen, is er meer dan ooit behoefte aan een geïntegreerde, holistische aanpak.
Tijdens deze masterclass gaan we in op de uitdagingen van de B2B customer journey én maak je kennis met één van de eerste B2B Chief Customer Experience Officers van Nederland.
Epoca presented at Service Design Drinks Milan #3 how to use the customer journey map tool in b2b projects, showcasing a case-study they have been working on in the last years.
From a recent talk to Texas McCombs MBAs about what product management is, what skills product managers need, and how to get a job in product management.
Demand Metric's Playbooks provide frameworks with links to actionable research, tools, templates and training to help organizations operationalize best practices for Marketing.
What is Product/Market Fit? Why is it the Holy Grail of entrepreneurship?
Let me help you answer and understand the fundamental question for every early stage entrepreneur: Are you building a product/service people really want? Watch the video and learn everything about Product/Market Fit.
Twitter: https://twitter.com/m_vukas
Blog: http://www.milanvukas.com/blog/
The SaaS Founder’s Journey: What Matters at Each StageDavid Skok
From a talk given at SaaStock 2017 in Dublin, this slide deck covers the three stages of a startup, the most important question founders should be asking to ensure survival/success, and how to build and scale a sales funnel.
Efficient customer segmentation in Google Analytics (Blueffect 2013 Warsaw, Poland) - examples and best practices of accurate data analysis and advanced segmentation principles in order to improve revenues of your business.
- What makes you wrongly evaluate marketing campaigns: do you know, what is the real conversion rate of your website?
- How to prioritize content sections of an e-commerce website.
- What customer segments and cohorts are useful.
Sales training course 2020 - START SELLINGFraser Hay
Sales training course 2020 - START SELLING is an overview of the sales training coaching programme from Grow Your Business.
Whether you need sales training, help with sales prospecting, pipeline management, lead generation,sales appointments, sales proposals and closing more sales, then check out our programme at https://www.growyourbusiness.tv
TAGS;
sales training course 2020, sales training course, start selling, selling course, sales pipeline management, sales prospecting, lead generation, sales appointments, sales management, sales proposals, sales appointments, selling skills, sales coaching, sales coach, selling, sales training, selling skills, sales skills course, selling skills course, sales course 2020, sales course
Onderzoek voorspelt dat 75% van de CMO’s binnen 3 jaar verantwoordelijk zal zijn voor de totale klanttevredenheid. Door alle verschillende marketingkanalen die we tegenwoordig gebruiken en door het toenemend aantal manieren waarop we met klanten kunnen engagen, is er meer dan ooit behoefte aan een geïntegreerde, holistische aanpak.
Tijdens deze masterclass gaan we in op de uitdagingen van de B2B customer journey én maak je kennis met één van de eerste B2B Chief Customer Experience Officers van Nederland.
Epoca presented at Service Design Drinks Milan #3 how to use the customer journey map tool in b2b projects, showcasing a case-study they have been working on in the last years.
ARIS Roadmap: Business and IT transformation with ARISNRB
In this presentation, Dr. Helge Hess from Software AG shares some exciting news about ARIS and its evolutions. Focusing on digitalization and its impact on all businesses, he stresses the importance of customer-centric operations as well as how digital business platform will strategically matter in the customer journey battle. What makes the difference today is your product & service experience and how you are delivering it to your customers: do things differently and do things better thanks to ARIS!
The Emotions The Make Content Marketing Campaigns Go ViralFractl
What's the difference between a campaign that goes viral and one that doesn't? High-arousal emotions. We partnered with researchers at Vanderbilt University to find out which feelings will help you connect with consumers.
Download the free white paper with more insights on the specific emotions found in highly viral content, differences in emotional responses between genders and generations, and more at http://research.frac.tl/viral-emotions-research.
The Human Customer: B2B's Great Migration to Customer Experience in DigitalRightpoint
Customer Experience is the most important aspect in B2B marketing. Yet, B2B companies still struggle with how to incorporate a customer-centric approach to marketing—one where every decision made surrounds the customer and their experience. What we often forget in B2B marketing is that although the target audience is a business, there is still a human within that business making the decisions. Human connections are made through emotions and the struggle to connect in a digital world continues to be a challenge. However, the B2B companies that are able to evolve and incorporate a new way of thinking will win in the digital landscape.
The B2B Buyers Journey Sales Guide eBookMark Gibson
New eBook on The B2B Buying Process; why you need to understand it and how to facilitate transitions with the buyer through the process.
Will be of value to sales professionals, sales managers, sales enablement and operations professionals, marketers and product managers
Creating Insanely Great Customers: A Lean innovation strategy for engaging the planet's most strategic customers, the Insanely Great ones. | Get The Book | http://www.creatinginsanelygreat.com |
Outlines what is required to create value for customers at each stage of the customer journey and how doing so increases ROI.
| www.spicecatalyst.com |
The buying journey has completely changed over the last decade due in large part to the Internet and the amount of information now accessible online. Businesses must come to the realization that their prospective buyers are completing up to 70% of their buying journey before contacting them. This stat may be staggering to some, but there’s good news — you still have the ability to influence your audience early on and throughout their entire buying journey. My new eBook takes a deep dive into what a modern day B2B buyer’s path to purchase looks like, the marketing solutions that play into each phase of their buying journey, and how those marketing solutions ultimately influence the buyer’s decision to purchase. This eBook is a must read for any marketer looking for a fresh perspective on the B2B digital landscape and how their business can capitalize on the online marketing opportunities available to them.
According to research from the Corporate Executive Board, 57% of the buying process is being completed before the first interaction with a sales person.
In recent years, a fundamental sea change has been occurring between buyers and sellers, with the former now ceasing control of the buying process. This paradigm shift has been digitally powered with todays buyers only one touch away from connecting with content or peers that can help guide them on their purchasing journey.
This presentation will explore the challenges that not only lay ahead for todays B2B marketers, but also explore some of the ways in which SAP is adapting to this 'New Reality’.
Is “Consumer Decision Journey” just a buzzword?
We have heard many fellow marketers complaining about the overuse of the “Consumer Decision Journey” buzzword. We think of it differently: the term itself is too generic to be considered actionable in many cases. It’s like learning a verb without knowing its conjugations – you understand it in principle but can’t apply it in reality.
In this blog post, we will discuss in details: how B2B customers’ loyalty loop is created differently to B2C’s, and how you can align your marketing to seize the moment that loop appears.
How is B2B market different from B2C market?
What B2B marketers should not learn from B2C?
Why in the B2B arena, the entire sales process is often based on relationship building and trust?
How can you build world class business off of referrals?
Presentation "B2B Sales Is Not A Hookup" will not just help you answer these questions but will give you even more tips on how to master B2B lead generation process and dramatically increase sales.
A simple but powerful slide deck that I use to explain the mission, structure, and guiding principles of an effective B2B marketing team. I use the analogy of a flywheel to show how the key components of the org revolve around and pick up energy from, the brand, website, content assets and marketing automation system.
How to Use LinkedIn For B2B Sales Prospecting, Niall Devitt
How to use LinkedIn for B2B Sales Prospecting.
LinkedIn is widely recognised as the pre-eminent business networking platform for B2B sales professionals, yet most sellers only use it as a research tool and are not leveraging the power of LinkedIn for sales prospecting.
Course Objectives:
The purpose of this course is to equip the B2B salesperson with the knowledge, skill and competence to develop their network and execute lead generation strategies and activities using the LinkedIn platform and functionality. Participants can avail of the services of a professional photographer to update their LinkedIn profile.
Learning Outcomes:
Attendees will be able to:
1. Use LinkedIn as a B2B business development tool
2. Complete and optimise/SEO their profile for both people and search engines.
3. Make introductions via Linkedin, add new people to their network and give and seek recommendations.
4. Undertake lead generation activities via the searching features.
5. Find, join and utilise suitable LinkedIn Groups for lead generation.
6. Give and seek recommendations.
Training Materials: PDF Training Manual provided to all attendees
The Sales Institute of Ireland promotes excellence and high performance among sales professionals throughout Irish business. The institute has members representing many world class organisations and market leading brands in the ICT, FMCG and financial services sectors. The institute provides a range of benefits to members throughout the year including ongoing opportunities for knowledge acquisition, performance improvement, professional development and business networking events.
Aviva Walsh's demonstration revolved around Inbound Sales and how to implement it in your business. Watch her presentation to learn more about Inbound Sales and the alignment of Sales and Marketing.
2014 Customer Loyalty ASEAN Conference: Prof de los ReyesJim D Griffin
Prof. Francisco de los Reyes (Prof. Kikko) discusses the art and science of segmentation, using a case-study approach. He presents a practical 8-step framework that loyalty marketers can use to improve engagement and sales. Prof. Kikko is a consultant for measurement science at Nielsen Media Research, SAS and McCann Worldgroup, among others, including a wide variety of marketing initiatives at top companies in the banking sector, FMCG and other verticals. He leads the statistical practice for Lassu (lassuloyalty.com)
Business Growth By Customer Acquisition and Loyalty MarketingAutoSyndicationUSA
The purpose of the Dynamic Growth Concepts is to help business owners and leaders hurdle the many stumbling blocks that impede progress and, all too often, knock
businesses and organizations completely out of the race. The most daunting obstacle blocking the path to success is what I call the cold, hard truth.
Call Mark @ Dynamic Growth Concepts because I want to help you learn the truth,
Zodiac & InfoTrust Webinar: The Basics of Customer Lifetime Value 5.9.17ZodiacMetrics
Dr. Peter Fader, co-founder of predictive analytics company Zodiac and marketing professor at Wharton, teams up with CMO Michael Loban of web analytics consultancy InfoTrust to explain the basics of using Customer Lifetime Value (CLV) and predictive analytics to supercharge your marketing and business strategy.
The presentation covers-
-The definition of Customer Lifetime Value (CLV)
-Why CLV is meaningful to your organization
-How to think about calculating CLV and why many methods are incorrect
-How to use CLV and predictive analytics to optimize your strategy and campaigns
-Common questions and concerns
This three part series provides a complete overview of End-to-End Customer Engagement and reveals the proven best-practices of In-Store Clienteling; Multi-Channel Campaign Management and Analytics; Ecommerce and Consumer-Facing Digital Technologies.
PART 1: In-Store Clienteling
The panel of industry experts offer an informative, in-depth look at In-Store Clienteling including:
• Clienteling defined: the trends and technologies of In-Store Clienteling
• Managing the shift in the retailer-customer relationship
• Culture change: techniques for creating a Clienteling culture
• Implementation: best-practices in capturing, converting and keeping customers
• Calculating the ROI: real-world examples
• Clienteling outlook: what the future has in store
How Enterprise SaaS Companies Justify Investment in Customer SuccessGainsight
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How Enterprise SaaS Companies Justify Investment in Customer Success - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from Bazaarvoice, ToutApp, Enviance, LinkedIn
Organizations can spend a high percentage of their marketing budget on lead generation efforts, only to find that their leads aren't converting. Finding qualified leads has become more challenging than ever before, while making marketing planning and prospect nurturing more critical.
Watch Finding & Nurturing the Right Prospects and gain a deeper understanding of strategies for identifying and nurturing high-value leads in a challenging economy.
If an agency wants to innovate continuously its service offering, the role of a product owner is essential. We shared our current knowledge of how we have implemented the role of a product owner within Digital Marketing agencies.
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/
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
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).
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.
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
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.
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!
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
1. Crea%ng
Insanely
Great
Customers
Series
Insanely
Great
B2B
Sales
Enablement
Using
the
Customer
Journey
Framework
Expand
Explore
Op%ons
Evaluate
Solu%ons
Internal
Buy
In
Business
Case
Refer
Mike
Connor
|
Principal
|
Spice
Catalyst
mike@spicecatalyst.com
Status
Quo
www.spicecatalyst.com
Trigger
Point
Purchase
Deploy
Solu%on
Validate
Value
2. Crea%ng
Insanely
Great
Customers
Series
Presenta>on
Summary
Create
an
Insanely
Great
Sales
Enablement
Program
Using
the
Customer
Journey
to
facilitate
planning
What
is
covered?
• Why
suppor>ng
personal
sales
interac>ons
is
cri>cal
• Challenges
to
effec>ve
sales
enablement
• Using
customer
journey
to
overcome
challenges
• Starter
set
of
stage
by
stage
recommenda>ons
Download
the
planning
workbook
&
this
presenta%on
at
(hKp://spicecatalyst.com/sales-‐enablement-‐of-‐the-‐customer-‐journey/)
Addi>onal
resources
3. Crea%ng
Insanely
Great
Customers
Series
“Crea%ng
Insanely
Great
Customers”
An
Agile
Marke%ng
Methodology
by
Spice
Catalyst
The
Crea%ng
Insanely
Great
Customers
Series
• High
value
customers
• Con%nual
-‐
mutual
learning
and
innova%on
• Delivering
breakthrough
value
at
each
stage
of
the
journey
4. Crea%ng
Insanely
Great
Customers
Series
B2B
Sales
Enablement
Using
the
Customer
Journey
Framework
Expand
Explore
Op%ons
Evaluate
Solu%ons
Internal
Buy
In
Business
Case
Refer
Status
Quo
Trigger
Point
Purchase
Deploy
Solu%on
Validate
Value
5. Crea%ng
Insanely
Great
Customers
Series
Despite
all
of
the
focus
on
content
marke%ng,
social
media
and
marke%ng
automa%on
6. Crea%ng
Insanely
Great
Customers
Series
The
bar
for
sales
is
higher
than
ever
“60%
of
the
purchasing
decision
process
is
completed
before
a
sales
rep
is
contacted.”
The
Conference
Board
7. Crea%ng
Insanely
Great
Customers
Series
B2B
Sales
Is
Personal!
“Today
more
than
ever,
it's
the
personal
interac6ons
with
prospec6ve
customers
that
determines
winners
from
losers”
Steve
Mar>n
USC
Marshall
School
of
Business
Harvard
Business
Review
12. Crea%ng
Insanely
Great
Customers
Series
At
the
right
%me
Expand
Explore
Op%ons
Evaluate
Solu%ons
Internal
Buy
In
Business
Case
Refer
Status
Quo
Trigger
Point
Purchase
Deploy
Solu%on
Validate
Value
13. Crea%ng
Insanely
Great
Customers
Series
Sales
people
spend
a
day
a
week
trying
to
find
the
right
informa%on
and
structuring
it
to
meet
customer
needs
X%#@**^
14. Crea%ng
Insanely
Great
Customers
Series
Sales
%me
lost
is
%me
gained
by
compe%tors
X%#@**^
Compe%tors
&
your
lost
customers
15. Crea%ng
Insanely
Great
Customers
Series
Explore
Op%ons
Evaluate
Solu%ons
Internal
Buy
In
Business
Case
Validate
Value
Expand
Use
Refer
Deploy
Solu%on
Status
Quo
Trigger
Point
The
customer
journey
provides
a
framework
to
define
“who”,
needs
“what”,
“when”!
Purchase
16. Crea%ng
Insanely
Great
Customers
Series
Explore
Op%ons
Evaluate
Solu%ons
Internal
Buy
In
Business
Case
Validate
Value
Expand
Use
Refer
Deploy
Solu%on
Status
Quo
Trigger
Point
Purchase
“Who”
Are
the
decision
makers
and
influencers
They
are
typically
defined
in
“personas”
created
by
marke%ng
17. Crea%ng
Insanely
Great
Customers
Series
B2B
purchases
involve
mul%ple
decision
makers
(personas)
18. Crea%ng
Insanely
Great
Customers
Series
In
B2B
crea%ng
in-‐depth
personas
is
key
to
crea%ng
great
content
Content
and
engagement
that
lead
to
sales
19. Crea%ng
Insanely
Great
Customers
Series
Explore
Op%ons
Evaluate
Solu%ons
Internal
Buy
In
Business
Case
Validate
Value
Expand
Use
Refer
Deploy
Solu%on
Status
Quo
Trigger
Point
Purchase
“What”
is
needed
is
defined
by
the
requirements
of
the
personas
20. Crea%ng
Insanely
Great
Customers
Series
Explore
Op%ons
Evaluate
Solu%ons
Internal
Buy
In
Business
Case
Validate
Value
Expand
Use
Refer
Deploy
Solu%on
Status
Quo
Trigger
Point
Purchase
“When”
specific
content
is
needed
depends
on
where
the
prospect
or
customer
is
in
the
buyers
journey,
their
specific
needs
and
preceding
ac%vi%es
21. Crea%ng
Insanely
Great
Customers
Series
Different
content
is
valuable
a
different
stages
depends
on
your
market,
solu%on
and
the
stage
based
needs
of
the
personas
22. Crea%ng
Insanely
Great
Customers
Series
Explore
Op%ons
Evaluate
Solu%ons
Internal
Buy
In
Business
Case
Validate
Value
Expand
Use
Refer
Deploy
Solu%on
Status
Quo
Trigger
Point
The
greatest
value
your
solu%on
offers
B2B
customers.
.
.
Purchase
Time
&
Money
23. Crea%ng
Insanely
Great
Customers
Series
The
informa%on
most
valuable
as
decisions
are
finalized?
Financial
Jus%fica%on
/
ROI
Product
Features
/
Technical
Informa%on
Product
Demo
/
Proof
of
Concept
Product
Reviews
/
Test
Results
Peer
/
Customer
References
Alignment
with
Industry
Trends
Vision
and
Thought
Leadership
Customer
Case
Studies
IDC
Survey
of
IT
Solu6on
Decision
Makers
24. Crea%ng
Insanely
Great
Customers
Series
Explore
Op%ons
Evaluate
Solu%ons
Internal
Buy
In
Business
Case
Validate
Value
Expand
Use
Refer
Deploy
Solu%on
Status
Quo
Trigger
Point
Purchase
Sales
/
Systems
Engineering
/
Customer
Success
Driven
Marke>ng
Driven
Interac>ons
with
prospects
and
customers
are
driven
by
different
groups
at
a
different
stages
25. Crea%ng
Insanely
Great
Customers
Series
Explore
Op%ons
Evaluate
Solu%ons
Internal
Buy
In
Business
Case
Validate
Value
Expand
Use
Refer
Deploy
Solu%on
Status
Quo
Trigger
Point
Purchase
Sales
Enablement
Requirements
26. Crea%ng
Insanely
Great
Customers
Series
Explore
Op%ons
Evaluate
Solu%ons
Internal
Buy
In
Business
Case
Validate
Value
Expand
Use
Refer
Deploy
Solu%on
Status
Quo
Trigger
Point
Purchase
Con%nual
learning
and
innova%on
between
marke%ng,
sales
and
customers
27. Crea%ng
Insanely
Great
Customers
Series
Explore
Op%ons
Evaluate
Solu%ons
Internal
Buy
In
Business
Case
Validate
Value
Expand
Use
Refer
Deploy
Solu%on
Status
Quo
Trigger
Point
Purchase
Training
/
updates
on
Personas
and
their
use
of
content
28. Crea%ng
Insanely
Great
Customers
Series
Explore
Op%ons
Evaluate
Solu%ons
Internal
Buy
In
Business
Case
Validate
Value
Expand
Use
Refer
Deploy
Solu%on
Status
Quo
Trigger
Point
Purchase
Training
/
updates
on
content
&
where
its
being
used
an
how
to
access
it
29. Crea%ng
Insanely
Great
Customers
Series
Explore
Op%ons
Evaluate
Solu%ons
Internal
Buy
In
Business
Case
Validate
Value
Expand
Use
Refer
Deploy
Solu%on
Status
Quo
Trigger
Point
Purchase
The
Objec%ve:
Support
sales
in
crea%ng
%mely
–
valuable
customer
engagements
Prospect
/
customer
ac%vity,
content
use
and
status
con%nually
captured
and
shared
30. Crea%ng
Insanely
Great
Customers
Series
Explore
Op%ons
Evaluate
Solu%ons
Internal
Buy
In
Business
Case
Validate
Value
Expand
Use
Refer
Deploy
Solu%on
Status
Quo
Trigger
Point
Purchase
Fast
Turn
Around
on
requests
for
support
and
access
to
internal
experts
31. Crea%ng
Insanely
Great
Customers
Series
Modular
design
and
content
management
reduce
sales
%me
lost
finding
and
repurposing
content
Thought
Leadership
Proof
of
Concept
/
Trial
Suppor%ng
Material
Product
Reviews
/
Results
Financial
/
ROI
Product
/
Technical
Peer
Reviews
/
Case
Studies
Suppor%ng
Material
Suppor%ng
Material
Suppor%ng
Material
Suppor%ng
Material
32. Crea%ng
Insanely
Great
Customers
Series
Explore
Op%ons
Evaluate
Solu%ons
Internal
Buy
In
Business
Case
Validate
Value
Expand
Use
Refer
Deploy
Solu%on
Status
Quo
Trigger
Point
Purchase
Sales
Enablement
Requirements
by
Stage
33. Crea%ng
Insanely
Great
Customers
Series
Validate
Value
Expand
Deploy
Solu%on
Explore
Op%ons
Evaluate
Solu%ons
Status
Quo
Trigger
Point
Internal
Buy
In
Business
Case
Purchase
Refer
Status
Quo:
Starts
before
prospects
know
they
need
a
solu>on
• Excel
at
Job
• Stay
on
top
of
trends
&
drivers
• Objec%ve
thought
leadership
on
their
industry
and
job
func>on
• Bound
to
your
solu>on
Champion
Needs
/
Ac%ons
What
you
should
provide
Status
Quo
34. Crea%ng
Insanely
Great
Customers
Series
Validate
Value
Expand
Deploy
Solu%on
Explore
Op%ons
Evaluate
Solu%ons
Status
Quo
Trigger
Point
Internal
Buy
In
Business
Case
Purchase
Refer
Champion
Needs
/
Ac%ons
What
you
should
provide
• Convey
solid
grasp
of
issues
• Establish
leadership
role
• Define
ini>al
needs,
decision
makers
and
influencers
• Objec%ve
Overview
• Key
solu>on
requirements
• Impact,
deployment
&
risk
factors
• Decision
making
Trigger
Point:
A
business
driver
creates
need
for
change
and
ac>on
(A
cross
func>onal
team
(mul>ple
personas)
is
formed)
Trigger
Point
35. Crea%ng
Insanely
Great
Customers
Series
Validate
Value
Expand
Deploy
Solu%on
Explore
Op%ons
Evaluate
Solu%ons
Status
Quo
Trigger
Point
Internal
Buy
In
Business
Case
Purchase
Refer
Champion
Needs
/
Ac%ons
What
you
should
provide
• Framework
to
narrow
field
• Define
constraints
• Needs
of
users
&
influencers
• Understand
impact
of
change
/
adop>on
/
deployment,
and
training
/
support
and
costs
• Objec%ve
Framework
• Comparisons
of
key
high
value
use
scenarios,
impact,
deployment
&
risk
areas.
• Evalua>on
method
and
process
• Modular
informa%on
Explore
Op%ons:
The
team
explores
a
broad
range
of
solu>ons
Explore
Op%ons
36. Crea%ng
Insanely
Great
Customers
Series
Validate
Value
Expand
Deploy
Solu%on
Explore
Op%ons
Evaluate
Solu%ons
Status
Quo
Trigger
Point
Internal
Buy
In
Business
Case
Purchase
Refer
Champion
Needs
/
Ac%ons
What
you
should
provide
• Rank
value
of
core
needs
• Refine
with
influencers
input
• Compare
capability
&
reputa>on
• Analyst
reports,
peer
discussions,
vendor
presenta>ons,
live
trial
• Meet
w/
reference
customers
• Contrast
&
compare
vendor
proof
points
re
high
value
use
areas
• Modular
3rd
party
info
for
key
use
/
concern
areas
• Demo
/
Proof
of
Concept
• Validate
capability
in
high
value
use
areas
Evaluate
Solu%ons:
Detailed
evalua>ons
of
a
handful
of
alterna>ves
Evaluate
Solu%ons
37. Crea%ng
Insanely
Great
Customers
Series
Validate
Value
Expand
Deploy
Solu%on
Explore
Op%ons
Evaluate
Solu%ons
Status
Quo
Trigger
Point
Internal
Buy
In
Business
Case
Purchase
Refer
Champion
Needs
/
Ac%ons
What
you
should
provide
• Build
business
case
to
move
forward
with
recommended
vendor
• Review
with
key
stakeholders
• Iden>fy
key
proof
points
• Define
areas
of
nego>a>on
• Objec%ve
Framework
for
Business
Case
• Modular
suppor>ng
content
• Succinct
descrip>on
of
need
• Proof
of
business
value
delivered
/
ROI
• How
need
is
addressed
• Differen>a>ng
elements
• Proof
points,
3rd
party
input
• Full
view
of
cost
/
impact
of
ownership
and
risk
areas
Business
case:
Findings
and
recommenda>ons
created
/
presented
Business
Case
38. Crea%ng
Insanely
Great
Customers
Series
Validate
Value
Expand
Deploy
Solu%on
Explore
Op%ons
Evaluate
Solu%ons
Status
Quo
Trigger
Point
Internal
Buy
In
Business
Case
Purchase
Refer
Champion
Needs
/
Ac%ons
What
you
should
provide
Internal
buy
in:
Champion
resolves
internal
concerns
/
differences
Internal
Buy
In
• Present
to
internal
decision
makers
• Address
requests
for
addi%onal
inves%ga%on,
proof
points
and
pet
peeves
• Re-‐present
to
specific
stakeholders
• Fast
turn
around
on
new
requests
• Objec>ve
/
Balanced
Response
• Modular
content
/
proof
points
• 3rd
party
references
to
support
needs
of
specific
stakeholders
39. Crea%ng
Insanely
Great
Customers
Series
Validate
Value
Expand
Deploy
Solu%on
Explore
Op%ons
Evaluate
Solu%ons
Status
Quo
Trigger
Point
Internal
Buy
In
Business
Case
Purchase
Refer
Champion
Needs
/
Ac%ons
What
you
should
provide
Purchase:
Nego>a>ons
are
completed
–
Deal
is
signed
Purchase
• Nego%ate
key
areas
• Set
up
vendor
• Clear
understandable,
descrip%on
of
what
is
being
purchased
and
why
• Clear
understanding
/
balanced
view
of
tradeoffs
• Industry
acceptable
terms,
condi>ons
and
payment
structure
• Well
structured,
enterprise
ready
legal
agreements
40. Crea%ng
Insanely
Great
Customers
Series
Validate
Value
Expand
Deploy
Solu%on
Explore
Op%ons
Evaluate
Solu%ons
Status
Quo
Trigger
Point
Internal
Buy
In
Business
Case
Purchase
Refer
Champion
Needs
/
Ac%ons
What
you
should
provide
Deploy
Solu%on:
People
are
trained
and
the
solu>on
is
deployed
Deploy
Solu%on
• Review
and
priori>ze
deployment,
training
and
support
issues
• Establish
metrics
for
value
created.
• Train,
rollout
and
support
users
in
being
successful
in
key
use
areas
• Best
prac>ce
deployment
and
training
workbook
/
guidelines
• Support
to
improve
acceptance
/
reduce
risk,
disrup%on
and
abandonment
• Support
escala>on
path
• Community
support
• Searchable
reference
materials
41. Crea%ng
Insanely
Great
Customers
Series
Validate
Value
Expand
Deploy
Solu%on
Explore
Op%ons
Evaluate
Solu%ons
Status
Quo
Trigger
Point
Internal
Buy
In
Business
Case
Purchase
Refer
Champion
Needs
/
Ac%ons
What
you
should
provide
Validate
Value:
Value
of
solu>on
is
revealed
though
use
and
support
Validate
Value
• Gather
input
from
stakeholders
• Assess
value
promised
versus
results
• Evaluate
vendor
responsiveness
• Build
case
to
con>nue
or
abandon
• Present
findings
/
recommenda%ons
–
value
promised
versus
delivered
• Data
from
use,
users
and
support
/
training
• Framework
to
capture
/
present
ROI
42. Crea%ng
Insanely
Great
Customers
Series
Validate
Value
Expand
Deploy
Solu%on
Explore
Op%ons
Evaluate
Solu%ons
Status
Quo
Trigger
Point
Internal
Buy
In
Business
Case
Purchase
Refer
Champion
Needs
/
Ac%ons
What
you
should
provide
Expand
Expand:
If
value
is
demonstrated
customer
may
expand
rela>onship
• Make
business
case
to
expand
• Business
case
materials
and
informa%on
to
support
incremental
deployment
• Valida>on
that
vendor
&
solu>on
is
delivering
value
• Data
from
use,
users
• Framework
to
capture
/
present
ROI
/
business
case
43. Crea%ng
Insanely
Great
Customers
Series
Validate
Value
Expand
Deploy
Solu%on
Explore
Op%ons
Evaluate
Solu%ons
Status
Quo
Trigger
Point
Internal
Buy
In
Business
Case
Purchase
Refer
Champion
Needs
/
Ac%ons
What
you
should
provide
Refer
Refer:
Willing
to
tell
others
about
your
great
company
and
products!
• Convey
the
good,
bad
and
the
ugly
of
their
experience
• Scorecard
-‐
Improvements
• Templates
/
examples
of
case
studies,
quotes,
PR
releases
• Support
in
dealing
with
PR,
Legal
/
Purchasing
44. Crea%ng
Insanely
Great
Customers
Series
Explore
Op%ons
Evaluate
Solu%ons
Internal
Buy
In
Business
Case
Validate
Value
Expand
Use
Refer
Deploy
Solu%on
Status
Quo
Trigger
Point
How
well
does
your
current
approach
address
the
needs
of
customers
and
sales?
Purchase
Current
Sales
Enablement
Assessment
X%#@**^
45. Crea%ng
Insanely
Great
Customers
Series
Explore
Op%ons
Evaluate
Solu%ons
Internal
Buy
In
Business
Case
Validate
Value
Expand
Use
Refer
Deploy
Solu%on
Status
Quo
Trigger
Point
Purchase
Rate
each
cell
from
–
5
to
+
5.
(
-‐-‐
5
=
Losing
momentum
&
credibility,
0
=
Good
Enough,
+5
Provides
Breakthrough
Compe%%ve
Value)
Customer
Insight
Requirements
How
well
do
your
personas
reflect
the
prospect’s
and
influencer’s
needs
at
each
stage?
46. Crea%ng
Insanely
Great
Customers
Series
Explore
Op%ons
Evaluate
Solu%ons
Internal
Buy
In
Business
Case
Validate
Value
Expand
Use
Refer
Deploy
Solu%on
Status
Quo
Trigger
Point
Purchase
Rate
each
cell
from
–
5
to
+
5.
(
-‐-‐
5
=
Losing
momentum
&
credibility,
0
=
Good
Enough,
+5
Provides
Breakthrough
Compe%%ve
Value)
Content
How
well
does
your
content
support
prospect
/
customer
/
sales
needs
at
each
stage?
47. Crea%ng
Insanely
Great
Customers
Series
Explore
Op%ons
Evaluate
Solu%ons
Internal
Buy
In
Business
Case
Validate
Value
Expand
Use
Refer
Deploy
Solu%on
Status
Quo
Trigger
Point
Purchase
Rate
each
cell
from
–
5
to
+
5.
(
-‐-‐
5
=
Losing
momentum
&
credibility,
0
=
Good
Enough,
+5
Provides
Breakthrough
Compe%%ve
Value)
Process
/
Informa%on
Exchange
How
well
do
your
current
approach
and
systems
support:
• Geong
the
right
informa>on
to
the
right
prospect
or
customer
at
the
right
>me?
• Exchanging
informa>on
between
sales
and
marke>ng
and
the
systems
that
engage
with
or
track
customers
and
their
ac>vi>es?
48. Crea%ng
Insanely
Great
Customers
Series
hKp://spicecatalyst.com/sales-‐enablement-‐of-‐the-‐customer-‐journey/
Download
our
free
workbook
49. Crea%ng
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Explore
Op%ons
Evaluate
Solu%ons
Internal
Buy
In
Business
Case
Validate
Value
Expand
Use
Refer
Deploy
Solu%on
Status
Quo
Trigger
Point
Purchase
Urgency
Test
5
• Must
be
done
immediately
• Other
high
priority
items
can’t
be
completed
without
this
• If
not
completed
now,
its
value
is
lost
4
• Highly
>me
constrained
• Other
high
level
of
priori>es
depend
on
this
• Customer
or
contractual
requirements
are
dependent
on
this
3
• Moderately
>me
constrained
• Other
items
have
moderate
dependency
on
this
task
• Desirable
to
complete
in
the
next
one
or
two
sprints
2
• Minimally
>me
constrained
• Other
items
have
a
minimal
dependence
on
this
task
• Comple>on
in
the
next
two
or
three
sprints
is
adequate
1
• Not
>me
constrained
• No
dependencies
• LiKle
or
no
impact
Value
Test
5
• Extremely
Important
/
high
value
to
most
or
all
high
value
customers
• Extreme
impact
on
brand
or
reputa%on
• Cri%cal
to
the
success
of
the
business
4
• Important
to
many
customers
• Significant
impact
on
brand
or
reputa>on
• Significant
compe>>ve
advantage
3
• Important
to
a
moderate
number
of
customers
• Moderate
significant
impact
on
brand
or
reputa>on
• Moderate
important
compe>>ve
advantage
2
• Important
to
only
few
customers
• Minor
impact
on
brand
or
reputa>on
• Minor
compe>>ve
advantage
1
• Important
to
only
a
few
or
even
no
customers
• LiKle
or
no
impact
on
brand
or
reputa>on
• LiKle
or
no
compe>>ve
advantage
Selng
Priori%es:
Don’t
try
to
everything
at
once.
Pick
one
or
two
that
provide
the
greatest
benefit.
50. Crea%ng
Insanely
Great
Customers
Series
Let’s
get
this
done!
Your
Agile
Business
Accelera%on
Agency
Thank
You