Social networks are critical in sales. Companies and salespeople can improve
performance significantly by understanding the interplay among the different webs
of customers, leads and colleagues they develop.
The sales process can be represented as four distinct stages, which all require a
different set of abilities and network configuration. If salespeople and managers
understand how networks function, they can pinpoint the most effective network
configuration for each stage of a sale and take the actions necessary to create it and
outshine competitors. In each stage of the sales process, the salesperson’s efforts
come down to two essential and complementary types of network-management
actions: managing the information flow and coordinating the efforts of contacts. This
article offers a framework for systematically managing different social networks, by
matching the network to the task. The article also presents three levers managers
can use to encourage salespeople to integrate the network-based view and make the
best possible use of social networks.
What is Programmatic Advertising and how does it work? This talk by Webrepublic's Tech Lead Dorian Kind explains the basic principles and discusses the importance of creatives, media buying and tracking in a shifting advertising world.
The talk was given at the University of Zurich on November 4, 2016.
In dieser Präsentation vermitteln wir Ihnen aktuelles, praxisnahes Wissen in puncto Search Engine Optimization (SEO) und veranschaulichen
klar verständlich, wie Sie Online-Optimierungs-Potenziale effektiv ausschöpfen können.
Die Platzierung in namhaften Suchmaschinen entscheidet heutzutage maßgeblich darüber, wie erfolgreich Sie das Internet für Ihre Vertriebstätigkeiten oder Abverkäufe nutzen können.
The Programmatic Jargon Buster is a tool to help digital marketers cut through the noise of our industry’s tough-to-decipher acronyms and expressions, so they can discover the true value behind the buzzwords.
NEW! In the 3rd edition, we introduce new Mobile and App marketing jargon from the programmatic industry.
Jay Abraham's Power Parthenon Strategy of Geometric Business GrowthMartin L. Smith
Jay Abraham Power Parthenon strategy of Geometric Business Growth is the foundation to a solid marketing strategy. Instead of the diving board approach where you only have one advertising method at play, the Power Parthenon derives its strength from deploying several successful marketing methods at the same time.
Regardless of whether your marketing methods are online or offline the Power Parthenon approach works. And as you start to get multiple methods going at the same time you will see geometric exponential growth.
If you're interested in growth hacking your business, contact us at Overflow Marketing Solutions (http://iwantoverflow.com) and let's have a conversation about whether you'd be a good fit for our Platinum Growth Program. In it we help you to create a system that includes several successful marketing methods that will close the gap between where you are and where you want to be.
Visit http://iwantoverflow.com today for more information.
This is an Introductory course for Beginners.Learn the basics of Google Adwords
Visit My Website : http://freedigitalmarketingcourses.co.in/
Visit My Youtube channel : https://www.youtube.com/channel/UCKloSpgus_lfOko-wgGVMKg
Predictive CRM – Erste Schritte, Hintergründe & praktische Tipps – Dr. Marku...CrossEngage
Fallstudien haben gezeigt, wie essentiell Predictive CRM ist, um die Customer Experience zu verbessern, Aufwände zu reduzieren und Erträge zu maximieren. Nur, wie fängt man mit Predictive CRM an? In dieser Session mit Dr. Markus Wuebben erhältst du einen ersten Einstieg in das Thema geben und wir du es in euer Organisation umsetzen & einsetzen kannst.
What is Programmatic Advertising and how does it work? This talk by Webrepublic's Tech Lead Dorian Kind explains the basic principles and discusses the importance of creatives, media buying and tracking in a shifting advertising world.
The talk was given at the University of Zurich on November 4, 2016.
In dieser Präsentation vermitteln wir Ihnen aktuelles, praxisnahes Wissen in puncto Search Engine Optimization (SEO) und veranschaulichen
klar verständlich, wie Sie Online-Optimierungs-Potenziale effektiv ausschöpfen können.
Die Platzierung in namhaften Suchmaschinen entscheidet heutzutage maßgeblich darüber, wie erfolgreich Sie das Internet für Ihre Vertriebstätigkeiten oder Abverkäufe nutzen können.
The Programmatic Jargon Buster is a tool to help digital marketers cut through the noise of our industry’s tough-to-decipher acronyms and expressions, so they can discover the true value behind the buzzwords.
NEW! In the 3rd edition, we introduce new Mobile and App marketing jargon from the programmatic industry.
Jay Abraham's Power Parthenon Strategy of Geometric Business GrowthMartin L. Smith
Jay Abraham Power Parthenon strategy of Geometric Business Growth is the foundation to a solid marketing strategy. Instead of the diving board approach where you only have one advertising method at play, the Power Parthenon derives its strength from deploying several successful marketing methods at the same time.
Regardless of whether your marketing methods are online or offline the Power Parthenon approach works. And as you start to get multiple methods going at the same time you will see geometric exponential growth.
If you're interested in growth hacking your business, contact us at Overflow Marketing Solutions (http://iwantoverflow.com) and let's have a conversation about whether you'd be a good fit for our Platinum Growth Program. In it we help you to create a system that includes several successful marketing methods that will close the gap between where you are and where you want to be.
Visit http://iwantoverflow.com today for more information.
This is an Introductory course for Beginners.Learn the basics of Google Adwords
Visit My Website : http://freedigitalmarketingcourses.co.in/
Visit My Youtube channel : https://www.youtube.com/channel/UCKloSpgus_lfOko-wgGVMKg
Predictive CRM – Erste Schritte, Hintergründe & praktische Tipps – Dr. Marku...CrossEngage
Fallstudien haben gezeigt, wie essentiell Predictive CRM ist, um die Customer Experience zu verbessern, Aufwände zu reduzieren und Erträge zu maximieren. Nur, wie fängt man mit Predictive CRM an? In dieser Session mit Dr. Markus Wuebben erhältst du einen ersten Einstieg in das Thema geben und wir du es in euer Organisation umsetzen & einsetzen kannst.
Leitfaden: Content-Marketing in der Praxis #AFBMCAllFacebook.de
Vortrag von Claudia Hilker auf der AllFacebook Marketing Conference 2017 in München.
Mehr Informationen:
http://conference.allfacebook.de/session/content-marketing/
Black Hat SEO (The Complete Guide) - Chase ReinerChase Reiner
This Black Hat SEO tutorial is meant for informational purposes only. In no way do I endorse or recommend you implement any of these techniques.
It’s my hope that by learning how black hat seo is done, you will know what not to do and what to watch out for with competitors.
Black Hat SEO Tactics We Cover:
PBN’s
Keyword Stuffing
Paid Links
Social Signal Hacking
Purchasing Reviews
Content Scraping
OG Data Hacking
Blog Comment Spam
Paid Indexing Sites
Referral Spam
DDOSING & Malware Injection
In this workshop I went through all the settings to help users make sure they have this powerful WordPress plugin configured correctly. It can be overwhelming and the slightest wrong configuration could easily affect your search results.
How to Build a Killer Customer Loyalty Program for Your Business Kabbage
The concept of a customer loyalty program is simple – your customers are rewarded for repeating their business, and your revenue as a business increases from their support. Most big brands from Starbucks to Safeway, Walgreens and Best Buy feature customer loyalty programs. But customer loyalty isn’t just for big business – it’s a key strategy for small business owners to scale revenue and build lasting relationships with the people who matter most – loyal fans of your business and product. In this webinar, we’ll go over everything you need to know to build a killer customer loyalty program, including:
- How to define customer loyalty and why it's important
- How to do customer loyalty right: the dos and don'ts
- Using data and mobile to drive loyalty
- Importance of branding and fraud prevention
- Loyalty apps and tools to use
- How customer loyalty can be used in each business industry/vertical
Grundlagen der SuchmaschinenoptimierungSilvan Maaß
Herzlich willkommen zu meiner Präsentation zum Thema Suchmaschinenoptimierung. In dieser Präsentation werde ich zeigen, wie Ihr eure Webseite oder Euren Online-Shop für Suchmaschinen optimieren könnt, um Eure Sichtbarkeit in den Suchergebnissen zu erhöhen. Dabei werde ich auf Marktanteile der Suchmaschinenbetreiber sowie Klickwahrscheinlichkeiten in der Google-Suche eingehen, die wichtigsten Google Verticals und Arten verschiedener Suchanfragen aufzeigen, euch die drei Säulen der Suchmaschinenoptimierung (technisches SEO, On-Page SEO & Off-Page SEO) erklären, wichtige Google Ranking-Faktoren vorstellen, euch die Keyword-Recherche und den Linkaufbau näherbringen und abschließend auf das Monitoring sowie die Analyse eingehen.
Google Ads Tutorial for Beginners video by Simplilearn aims to educate one on How to Use Google Ads 2023 to boost your marketing campaigns and brand traffic. We will go in-depth about what google ads are. This Video on Google Ads Explains the different types of google ads google offers, like image ads, text ads, video ads, Product shopping ads, shop showcase ads, responsive display ads, app promotion ads, and call-only ads. Then we will wrap up this tutorial with how to create a google ads campaign on google ads.
During this Video, we will Cover the Following:
👉 00:00 Introduction to Google ads tutorial for Beginners
This segment of the Google ads tutorial for Beginners will brief us on the fundamentals of Google Ads.
👉 01:40 What is Google Adwords?
This segment of the Google ads tutorial for Beginners will give us a brief origin and technical definition of google ads.
👉 07:26 Why are Google Ads important?
This segment of the Google ads tutorial for Beginners will give us an idea about the importance of google ads.
👉 15:36 Google Ads Formats
This segment of the Google ads tutorial for Beginners will briefly explain the different formats of google ads campaigns.
👉 24:14 How to create a Google Ad?
This segment of the Google ads tutorial for Beginners will give us a practical demonstration of how to create a google ads campaign.
👉 42:56 Important metric to track Google ads
This segment of the Google ads tutorial for Beginners will give us a brief idea of how to track our google ads performance.
👉 49:32 Google Ads Optimization
This segment of the Google ads tutorial for Beginners will give us tips to increase the quality score of your Google ads.
❓ What is Google Ads?
Google's online advertising platform, through which advertisers can pay to display advertisements, service offerings, video content, and generate mobile app installs. Google ads were launched on October 23rd, 2000, and have grown rapidly and become one of Google's main sources of revenue. Google Ads provides services that fall under PPC (Pay-Per-Click).
❓ Why are Google Ads important?
Google Ads promotes your product or service to the appropriate audience, ensuring users complete the required action. Google Ads is an efficient way to spread the word about your company. According to Google research, there is an increase in top-of-mind awareness. You can target website visitors rather than people who have already converted by using display network ads and RLSA. You can use Google Ads to see who clicked on your ads, how much traffic came to your website, how many leads were generated, and much more.
🔥Enroll for Free Digital Marketing Course & Get Your Completion Certificate: https://www.simplilearn.com/learn-dig...
✅Subscribe to our Channel to learn more about the top Technologies: https://bit.ly/2VT4WtH
⏩ Check out the Digital Marketing training videos: https://bit.ly/36d97Fs
#GoogleAdsTutorial #HowToUseGoogleAds #GoogleAds #AdsCampaign #GoogleAdsCampaign
Google Shopping Campaigns are a game-changer for e-commerce stores.
Not only do they target quality traffic and attract valuable leads, but they promote your products by showing users detailed information before clicking the ad.
FAIRY TALE: CONTENT IS AN ART AND RELIES ON GUT INSTINCT FACT: SUCCESSFUL CONTENT IS DATA DRIVEN AND SEMANTIC KEYWORD RIDDEN 03
How to Get Data Driven WITH YOUR CONTENT MARKETING
KEYWORD PLANNER IS YOUR FRIEND • Enter words around your company or service • Enter words around your competitors or enemies • Don’t be afraid of two or three word phrases • Find Search Volume
FIND WORDS THAT HAVE VOLUME
TWEET OF THE DAY If no one is looking for your content, then no one will read your content.
GET KEYWORD IDEAS
USE THESE IDEAS TO CREATE BLOG TOPICS
JUST DON’T USE THE TYPOS
GOOGLE ‘HOW TO’ + ‘KEYWORD’ IN INCOGNITO
PREDICTIVE SEARCH YOUR TOPICS
SELECT A TOPIC BASED ON YOUR SEARCH • Read the top 3 most recent posts • Write 3 things that suck about each of them
SELECT A TOPIC BASED ON YOUR SEARCH • Read the top 3 most recent posts • Write 3 things that suck about each of them • Think of 3 ways to make your post better • Make it 10X better than those posts • Use the keywords and semantics from earlier • Distribute it like crazy!
TWEET OF THE DAY Google loves great content, but it ranks content it can find no matter how people search for it.
Content Marketing is Worthless if it Doesn’t Move the Needle
AGENCY
CLIENT
Grow traffic, generate leads, and increase revenue . . .
Improve Current Process and Content
BLOG
ITALIAN WAS FIRST LANGUAGE
OUR COPYWRITER FIXED THAT
Redevelop Content Strategy to Attract New Customers
CHUPAMOBILE Flappy Bird The Flappy Miley Clone “Flappy bird ruined everything.” Paolo de Santis Founder, Chupamobile
App re-skinners were ruining the site and causing havoc in the app store
APPRENEURS • Want to build a business or an app • Do not have development experience • Development shops are expensive • Freelance Mobile Devs are flaky
CONDUCT KEYWORD AND SEARCH RESEARCH
BLOG TOPICS • Hiring a mobile dev • Teach people how to launch apps • How to make money from apps • Build apps with no code
MATCH BLOG POSTS TO EBOOK DOWNLOAD CONTENT
BUILD LANDING PAGES
LOTS OF THEM
MAKE IT EASY TO BECOME A LEAD • CTA on bottom of blog posts • CTA on sidebar • Exit intent pop-up
CREATE CONTENT CALENDAR
Launch Posts and Distribute Like a Mofo
DISTRIBUTION PROCESS FOR EVERY POST
NETWORK AND LINK
BUILD AN OUTREACH LIST
LINKEDIN IS AMAZING
AGGREGATORS HELP!
TWEET OF THE DAY If content gets published on the internet with no one around to read it, does it still get found19% INCREASE IN ORGANIC IN 3 MONTHS
696 LEADS IN 3 MONTHS
44% CONVERSION RATE
Has Leads, Will Nurture 3.4
NURTURE LEADS TO CREATE CUSTOMERS • Downloaded guide • Introduction to Chupa email • How it works email • Chupa success story email
TWEET OF THE DAY Growth hacking isn’t one tactic; it is how you string tactics together and automate them. That’s how you create growth!
Google Discovery Ads allow brands to reach their audience across YouTube, Gmail, and Discover with mobile-friendly, visual content.
This extends the reach of Google Ads into the 'inspiration' phase of the consumer journey that Facebook and other social networks dominate.
But how do Google Discovery Ads work? This short, snappy guide will get you up to speed.
Was ist SEO? Was sind die wichtigsten Google Rankingfaktoren? Wie finde ich die passenden Suchbegriffe/Keywords? Wie sieht der optimale SEO-Content aus?
This document summarizes three connected pieces of work by Steve W. Martin, that should resonate with salespeople and sales managers alike. A lot of research has been conducted concerning the right capabilities a salesperson should have to become a high-performing top salesperson. This project involved the interviewing of top salespeople and sales leaders to gather more information
about the attributes necessary to exceed your quota.
Leitfaden: Content-Marketing in der Praxis #AFBMCAllFacebook.de
Vortrag von Claudia Hilker auf der AllFacebook Marketing Conference 2017 in München.
Mehr Informationen:
http://conference.allfacebook.de/session/content-marketing/
Black Hat SEO (The Complete Guide) - Chase ReinerChase Reiner
This Black Hat SEO tutorial is meant for informational purposes only. In no way do I endorse or recommend you implement any of these techniques.
It’s my hope that by learning how black hat seo is done, you will know what not to do and what to watch out for with competitors.
Black Hat SEO Tactics We Cover:
PBN’s
Keyword Stuffing
Paid Links
Social Signal Hacking
Purchasing Reviews
Content Scraping
OG Data Hacking
Blog Comment Spam
Paid Indexing Sites
Referral Spam
DDOSING & Malware Injection
In this workshop I went through all the settings to help users make sure they have this powerful WordPress plugin configured correctly. It can be overwhelming and the slightest wrong configuration could easily affect your search results.
How to Build a Killer Customer Loyalty Program for Your Business Kabbage
The concept of a customer loyalty program is simple – your customers are rewarded for repeating their business, and your revenue as a business increases from their support. Most big brands from Starbucks to Safeway, Walgreens and Best Buy feature customer loyalty programs. But customer loyalty isn’t just for big business – it’s a key strategy for small business owners to scale revenue and build lasting relationships with the people who matter most – loyal fans of your business and product. In this webinar, we’ll go over everything you need to know to build a killer customer loyalty program, including:
- How to define customer loyalty and why it's important
- How to do customer loyalty right: the dos and don'ts
- Using data and mobile to drive loyalty
- Importance of branding and fraud prevention
- Loyalty apps and tools to use
- How customer loyalty can be used in each business industry/vertical
Grundlagen der SuchmaschinenoptimierungSilvan Maaß
Herzlich willkommen zu meiner Präsentation zum Thema Suchmaschinenoptimierung. In dieser Präsentation werde ich zeigen, wie Ihr eure Webseite oder Euren Online-Shop für Suchmaschinen optimieren könnt, um Eure Sichtbarkeit in den Suchergebnissen zu erhöhen. Dabei werde ich auf Marktanteile der Suchmaschinenbetreiber sowie Klickwahrscheinlichkeiten in der Google-Suche eingehen, die wichtigsten Google Verticals und Arten verschiedener Suchanfragen aufzeigen, euch die drei Säulen der Suchmaschinenoptimierung (technisches SEO, On-Page SEO & Off-Page SEO) erklären, wichtige Google Ranking-Faktoren vorstellen, euch die Keyword-Recherche und den Linkaufbau näherbringen und abschließend auf das Monitoring sowie die Analyse eingehen.
Google Ads Tutorial for Beginners video by Simplilearn aims to educate one on How to Use Google Ads 2023 to boost your marketing campaigns and brand traffic. We will go in-depth about what google ads are. This Video on Google Ads Explains the different types of google ads google offers, like image ads, text ads, video ads, Product shopping ads, shop showcase ads, responsive display ads, app promotion ads, and call-only ads. Then we will wrap up this tutorial with how to create a google ads campaign on google ads.
During this Video, we will Cover the Following:
👉 00:00 Introduction to Google ads tutorial for Beginners
This segment of the Google ads tutorial for Beginners will brief us on the fundamentals of Google Ads.
👉 01:40 What is Google Adwords?
This segment of the Google ads tutorial for Beginners will give us a brief origin and technical definition of google ads.
👉 07:26 Why are Google Ads important?
This segment of the Google ads tutorial for Beginners will give us an idea about the importance of google ads.
👉 15:36 Google Ads Formats
This segment of the Google ads tutorial for Beginners will briefly explain the different formats of google ads campaigns.
👉 24:14 How to create a Google Ad?
This segment of the Google ads tutorial for Beginners will give us a practical demonstration of how to create a google ads campaign.
👉 42:56 Important metric to track Google ads
This segment of the Google ads tutorial for Beginners will give us a brief idea of how to track our google ads performance.
👉 49:32 Google Ads Optimization
This segment of the Google ads tutorial for Beginners will give us tips to increase the quality score of your Google ads.
❓ What is Google Ads?
Google's online advertising platform, through which advertisers can pay to display advertisements, service offerings, video content, and generate mobile app installs. Google ads were launched on October 23rd, 2000, and have grown rapidly and become one of Google's main sources of revenue. Google Ads provides services that fall under PPC (Pay-Per-Click).
❓ Why are Google Ads important?
Google Ads promotes your product or service to the appropriate audience, ensuring users complete the required action. Google Ads is an efficient way to spread the word about your company. According to Google research, there is an increase in top-of-mind awareness. You can target website visitors rather than people who have already converted by using display network ads and RLSA. You can use Google Ads to see who clicked on your ads, how much traffic came to your website, how many leads were generated, and much more.
🔥Enroll for Free Digital Marketing Course & Get Your Completion Certificate: https://www.simplilearn.com/learn-dig...
✅Subscribe to our Channel to learn more about the top Technologies: https://bit.ly/2VT4WtH
⏩ Check out the Digital Marketing training videos: https://bit.ly/36d97Fs
#GoogleAdsTutorial #HowToUseGoogleAds #GoogleAds #AdsCampaign #GoogleAdsCampaign
Google Shopping Campaigns are a game-changer for e-commerce stores.
Not only do they target quality traffic and attract valuable leads, but they promote your products by showing users detailed information before clicking the ad.
FAIRY TALE: CONTENT IS AN ART AND RELIES ON GUT INSTINCT FACT: SUCCESSFUL CONTENT IS DATA DRIVEN AND SEMANTIC KEYWORD RIDDEN 03
How to Get Data Driven WITH YOUR CONTENT MARKETING
KEYWORD PLANNER IS YOUR FRIEND • Enter words around your company or service • Enter words around your competitors or enemies • Don’t be afraid of two or three word phrases • Find Search Volume
FIND WORDS THAT HAVE VOLUME
TWEET OF THE DAY If no one is looking for your content, then no one will read your content.
GET KEYWORD IDEAS
USE THESE IDEAS TO CREATE BLOG TOPICS
JUST DON’T USE THE TYPOS
GOOGLE ‘HOW TO’ + ‘KEYWORD’ IN INCOGNITO
PREDICTIVE SEARCH YOUR TOPICS
SELECT A TOPIC BASED ON YOUR SEARCH • Read the top 3 most recent posts • Write 3 things that suck about each of them
SELECT A TOPIC BASED ON YOUR SEARCH • Read the top 3 most recent posts • Write 3 things that suck about each of them • Think of 3 ways to make your post better • Make it 10X better than those posts • Use the keywords and semantics from earlier • Distribute it like crazy!
TWEET OF THE DAY Google loves great content, but it ranks content it can find no matter how people search for it.
Content Marketing is Worthless if it Doesn’t Move the Needle
AGENCY
CLIENT
Grow traffic, generate leads, and increase revenue . . .
Improve Current Process and Content
BLOG
ITALIAN WAS FIRST LANGUAGE
OUR COPYWRITER FIXED THAT
Redevelop Content Strategy to Attract New Customers
CHUPAMOBILE Flappy Bird The Flappy Miley Clone “Flappy bird ruined everything.” Paolo de Santis Founder, Chupamobile
App re-skinners were ruining the site and causing havoc in the app store
APPRENEURS • Want to build a business or an app • Do not have development experience • Development shops are expensive • Freelance Mobile Devs are flaky
CONDUCT KEYWORD AND SEARCH RESEARCH
BLOG TOPICS • Hiring a mobile dev • Teach people how to launch apps • How to make money from apps • Build apps with no code
MATCH BLOG POSTS TO EBOOK DOWNLOAD CONTENT
BUILD LANDING PAGES
LOTS OF THEM
MAKE IT EASY TO BECOME A LEAD • CTA on bottom of blog posts • CTA on sidebar • Exit intent pop-up
CREATE CONTENT CALENDAR
Launch Posts and Distribute Like a Mofo
DISTRIBUTION PROCESS FOR EVERY POST
NETWORK AND LINK
BUILD AN OUTREACH LIST
LINKEDIN IS AMAZING
AGGREGATORS HELP!
TWEET OF THE DAY If content gets published on the internet with no one around to read it, does it still get found19% INCREASE IN ORGANIC IN 3 MONTHS
696 LEADS IN 3 MONTHS
44% CONVERSION RATE
Has Leads, Will Nurture 3.4
NURTURE LEADS TO CREATE CUSTOMERS • Downloaded guide • Introduction to Chupa email • How it works email • Chupa success story email
TWEET OF THE DAY Growth hacking isn’t one tactic; it is how you string tactics together and automate them. That’s how you create growth!
Google Discovery Ads allow brands to reach their audience across YouTube, Gmail, and Discover with mobile-friendly, visual content.
This extends the reach of Google Ads into the 'inspiration' phase of the consumer journey that Facebook and other social networks dominate.
But how do Google Discovery Ads work? This short, snappy guide will get you up to speed.
Was ist SEO? Was sind die wichtigsten Google Rankingfaktoren? Wie finde ich die passenden Suchbegriffe/Keywords? Wie sieht der optimale SEO-Content aus?
This document summarizes three connected pieces of work by Steve W. Martin, that should resonate with salespeople and sales managers alike. A lot of research has been conducted concerning the right capabilities a salesperson should have to become a high-performing top salesperson. This project involved the interviewing of top salespeople and sales leaders to gather more information
about the attributes necessary to exceed your quota.
This interesting articles suggest that successful salespeople need not always
exhibit extrovert tendencies, nor will salespeople be at a complete disadvantage
if they introverts. The author works on a concept proposed by bestselling author
Daniel Pink and proposes the ambivert (referring to an individual who falls
between an extrovert and an introvert) as the ones who are more likely to be
successful in the long run. Basing himself on a sample of salespeople, Adam
Grant, proves his point and offers some pointers for sales managers.
Companies have become savvy customers; they have often determined the solution and the supplier they need, and the price they are willing to pay, before the salesperson enters the scene. In this competitive environment, the premium on finding, training, motivating and retaining star performers has never been higher.
Because firms only measure past sales performance, they have limited insight into how a salesperson will do going forward and what types of training and incentives
will be most effective. Failing to forecast a salesperson’s future value can lead to costly misallocation of training and incentive dollars. Many firms overvalue their poor performers and undervalue their stars, which might lead to undervalued top salespeople to slip trough their fingers and into competitors’ arms. This article illustrates a novel method for measuring a salesperson’s future profitability to the firm. Future performance is linked to specific types of training and incentives and show how those investments can dramatically boost revenue.
This is the world of the sales machine, built to outsell less focused, less disciplined competitors through brute efficiency and world-class tools and training. Recently
sales has been caught off guard by dramatic changes in customers’ buying behavior and sales performance has grown increasingly erratic. The very approaches that made the sales machine so effective now make selling harder. The sales machine is stalling. Leaders must abandon their fixation on process compliance and embrace a flexible approach to selling driven by sales reps’ reliance on insight and judgment.
Reverside Business Intelligence and Data Warehousing CapabilityRajib Gupta
This presentation provides a high-level view of Reverside's Business Intelligence and Data Warehousing capabilities and some successful project references.
Companies fiddle constantly with their incentive plans and sales executives are always looking for ingenious ways to motivate their teams. If sales targets are missed, they blame the sales compensation plan and start over. Meanwhile, The finance organization views the comp plan as an expense to manage. That’s not
surprising: Sales force compensation represents the single largest marketing
investment for most B2B companies. So naturally finance tries to ensure that comp
plans have cost-control measures designed into them. Additionally, many companies
respond to cost-cutting pressure from the finance department with incentives that
backfire. More often than not, controls encourage salespeople to spend time with
customers according to the company’s internal needs, rather than when the customer
is ready to buy.
Enabling Cross-Channel Marketing: Connecting Content Creation Processes to Dr...Saepio Technologies
Today’s marketing environment challenges marketers as never before. Distributed marketing is more complex. Customer and prospect data is available, but often unstructured. Marketing mediums are prolific, yet disconnected. Consumers no longer accept media messages; they expect to define and engage with them. And they expect consistent, relevant conversations with a brand, no matter when or where the conversation occurs.
Corporate marketers now realize that teams of creative talent or collections of tactical technologies thrown at a task will no longer achieve sustainable results. To successfully drive sales, marketing has to fundamentally change.
This guide is designed to help identify the opportunity and impact that embracing the idea of connecting with today's customers can have and provide the background on how to make this a reality. Included is information on:
* A community of ones
* Why current processes result in managed chaos
* How connected is better
* Where and how to start
* Three steps to a “connected is better” game plan
Salesforce Marketing Cloud is a provider of digital marketing automation and analytics software and services. It was founded in 2000 under the name Exact Target
A Pinpoint Systems Corporation white paper discussing how companies must transform from being about them to being about the customer by:
-Committing to a philosophical and cultural shift
-Centralizing the 360° view of customer information
-Enabling intelligent outreach
-Enabling intelligent dialog
To support organizations in making the transformation from a product- and channel- focused organization to one focused on the customer, Pinpoint Systems has applied their expertise in the customer-centric space to create the Marketing System of Record solution, powered by the efficiency of the IBM Enterprise Marketing Management platform.
The tracking features of the solution allow analysts to complete these tasks:
• Attribute customer actions to specific campaigns and target cells.
• Use campaign and response history for audience selection and segmentation.
• Compute standard campaign performance metrics.
• Automatically report those metrics, as well as emerging sales trends, to product managers and other stakeholders.
Are you rightly leveraging your network and ecosystem Bizkonnect
Sales intelligence experts who are known for enhancing business avenues, trust knowledge based intelligent approaches to interact with prospects. Such approaches have a track record of helping businesses to communicate with multiple decision-makers who have immediate customer pain points
In this article, the authors suggest that sales managers need to realize that not all sales visits to the customers will necessarily create value for the customer. Sales managers need to realize that different sales processes exist when dealing with customers and the key factor determining the sales process is got to be based on how much value a salesperson can bring to the customer. The
authors go on to identify three different types of sales processes and give reasons as to why value based segmentation is the best way to help your salespeople deliver value not just for their customers but also for themselves.
In the ever-evolving professional networking landscape, LinkedIn Sales Navigator is a powerful tool that has redefined how sales professionals connect, engage, and cultivate relationships.
Read more Articles here https://ciente.io/blog/
Learn more https://ciente.io/
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A significant portion of both B2B and B2C sales are made through a network of partners and resellers. Even today, however, most companies have antiquated channel management tools that do not live up to the full promise of their partner network. Only a very few organizations adequately invest in upgrading their channel management infrastructure, due to certain channel management misconceptions.
A significant portion of both B2B and B2C sales are made through a network of partners and resellers. Even today, however, most companies have antiquated channel management tools that do not live up to the full promise of their partner network. Only a very few organizations adequately invest in upgrading their channel management infrastructure, due to certain channel management misconceptions.
Based on extensive research, this study by the Corporate executive Board
(CEB) builds on their idea of the challenger sale by providing strategies by
which salespeople can better understand the diversity that exists in the decision
making unit of the customer and work on making sure that the diversity does
not drive apart the customers from a key decision. On the contrary successful
salespeople work on developing a consensus in the decision making unit of the
customer and using this to drive home the sale. The various strategies to help
consensus are then elaborated in the article.
1. Vlerick Sales Centre Article Summary Series
Better Sales Networks (by Tuba Üstüner and Davis Godes, Harvard Business
Review, July-August 2006)
Summarized By Ellen Croux and Deva Rangarajan, Vlerick Sales Center
Introduction
Social networks are critical in sales. Companies and salespeople can improve
performance significantly by understanding the interplay among the different webs
of customers, leads and colleagues they develop.
The sales process can be represented as four distinct stages, which all require a
different set of abilities and network configuration. If salespeople and managers
understand how networks function, they can pinpoint the most effective network
configuration for each stage of a sale and take the actions necessary to create it and
outshine competitors. In each stage of the sales process, the salesperson’s efforts
come down to two essential and complementary types of network-management
actions: managing the information flow and coordinating the efforts of contacts. This
article offers a framework for systematically managing different social networks, by
matching the network to the task. The article also presents three levers managers
can use to encourage salespeople to integrate the network-based view and make the
best possible use of social networks.
Variation in networks
A social network refers to a person’s set of direct and indirect contacts. Most
managers view a sales network only in terms of direct contacts. However, someone
who knows a lot of people doesn’t necessarily have an effective network. Indirect
contacts can offer a high pay-off, because the more people your direct contact knows,
the more valuable he is in the network.
Another important characteristic is the density of a network. In a sparse network the
associates are widely dispersed which is better for gaining access to unique
information. While in a more dense network, contacts mostly know the same people,
which is more desirable when coordination and consistency are key.
2. Four distinct stages in the sales process: matching network to task
1. Identifying prospects
This phase depends on the ability of the salesperson to acquire precise and timely
information about opportunities from contacts outside the seller’s organization and
the marketplace at large. The right network strategy can make the process of finding
leads much easier and less time consuming by seeing clearly into prospective firms.
Salespeople looking for new and unique information should cultivate diverse
marketplace networks. Direct contacts will be most beneficial in a sparsely structured
network, when each contact can connect the salesperson to many different indirect
contacts. Effective salespeople rely on leads from non-traditional sources, for
example real-estate agents or prior engineering contacts might be able to provide
new useful information, before other competing parties hear about it.
2. Gaining buy-in and upselling
Once an opportunity is identified, the salesperson needs to map the prospect
organization, find its underlying problem and secure meetings with key decision
makers. To achieve these goals, information must come from within the prospect.
Salespeople will need to convince the initial contacts inside the organization to invest
time in educating them on their firm and to introduce them to other people in the
organization. To become endorsers of a proposal, direct contacts need to be
reassured their reputation won’t be in jeopardy. The salesperson needs to establish
fewer and stronger ties in the prospect network in order to offer this assurance. It is
crucial for the salesperson to map out the prospect organization network and
understand how it works. This way people who have influence can be identified and
a salesperson can devote time and energy to cultivating ties to those individuals who
can help them gain buy-in from the official decision makers.
The upselling approach is similar in most aspects, in order to create more deals with
existing clients, salespeople must focus on building new relationships within their
prospect networks. They must evaluate the nature, structure and shape of the
networks in the target firm to identify brokers. Brokers are people with multiple
diverse contacts inside the organization and salespeople should invest significant
time in building relationships with them.
3. Creating solutions
A salesperson lands an account by developing a solution tailored to the
customer’s unique business problem. Success depends on the ability to identify
where components of the solution reside within the organization and the skill at
mobilizing and coordinating these resources. First, salespeople need to develop
a sparse intra-organizational network, which gives them access to diverse
expertise. Next, the salesperson needs to forge ties among these experts and
3. create a dense network to maximize the coordination of their efforts in devising
solutions for the prospect’s unique problems.
4. Closing the deal
In this stage, a salesperson’s job is to remove as many of the customer’s
uncertainties as possible. The prospect will want to speak with other customers
who can shed light on the risks, which is why the salesperson needs to provide
references and mobilize contacts in prior sales to complete the deal. There will
be necessity for a network of past customers and outside experts who can serve
as references to help persuade the prospect to buy.
Network-smart sales strategies for managers
1. Sales force structure
Decoupling lead generation or not?
The best way to ensure that your salespeople hear about new opportunities is to
encourage them to build marketplace networks with many diverse contacts.
However, not everyone is naturally talented in identifying new leads. Therefore, an
organization might consider decoupling lead generation from other tasks. Some
people are very good at building diverse ties, while others’ strengths lie in nurturing
fewer but stronger relationships. By allowing these people to focus on what they
excel at, they will gain a lot more experience and become even more effective. On
the other hand, the downside to a decoupled structure is the fact that lead generation
is often tied to reciprocal favours delivered in later stages of the sales process. By
breaking the chain of the “gift economy” a lead generator has no opportunity to
return the favour. This could be remedied by creating a database to track the sources
of each lead, so salespeople would be empowered to satisfy obligations.
How to lighten the load for salespeople?
In the solution stage, a salesperson might justifiably feel overwhelmed and
exhausted trying to cultivate the right networks for creating various customers’
solutions. There are several ways in which managers can lighten the load. First, the
extent to which your firm’s offerings have predictable solution-creation needs should
be considered.
If solutions are rather standardized, a dedicated solution team should be set up for
major accounts, assigning support staff and salespeople on the basis of customers’
requirements. Dedicated teams develop trust and commitment as members become
comfortable working together to complete complex tasks. Establishing formal teams
allows executives at the selling company to evaluate the workings of the networks
of experts within their organization and relieves the burden of intra-organizational
networking from the salesperson.
4. If your offerings are complex and customized in an unpredictable way, consider an
ad-hoc approach to team development, in which support people are tapped as
needed. Managers can create an intranet listing of employees’ areas of expertise and
former work experiences so that salespeople assembling ad-hoc teams can easily
find the most appropriate members. Instead of spending time finding internal
experts, the salesperson can direct his efforts toward developing marketplace or
customer networks. An added benefit is the possibility for managers to learn valuable
information about support people’s response rates to these requests and their speed
in answering. Another useful approach would be to create groups that cut across
functional areas. This way, members of different practical areas become part of an
informal, relatively sparse network.
How to maintain a network of prior clients?
In the last stage of the sales process, when creating and maintaining a network of
prior clients that can act as references, the difficulty lies in the fact that prior
customers might be reluctant to help rival firms make better purchasing decisions. A
sales manager can help salespeople by creating an organizational structure that will
motivate past clients to help. The optimal way to achieve this is to assist those clients
in building their own valuable personal network. Therefore salespeople must be able
to evaluate a contact’s personality type as well as her networks. It might also be
useful to create a team that manages and nurtures the reference pool to ensure
efficient application of previous clients. A centralized structure minimizes the chances
that any contact’s privacy will be violated or his time wasted, and it thus helps
prevent burnout, a common complaint among references.
2. Compensation
A well-designed compensation plan will improve your salespeople’s network
management skills and maximize the flow of resources from networks. Since building
the right kind of networks to foster leads is a time-consuming endeavour, a sales
manager should consider offering explicit incentives for lead generation. Although
this is an indirect approach to network building, it serves two important purposes:
increased immediate benefits to salespeople from investment in their marketplace
networks & statement to the sales force about the importance the company places
on lead generation. A system of financial incentives can also induce a salesperson to
take the time to log each lead and all its associated information. Capturing detailed
data is extremely valuable for companies, because it allows managers to ensure that
salespeople are developing high-quality leads and insures that when a salesperson
leaves, the lead doesn’t disappear.
Compensating the employees for supporting the sales force in creating solutions and
closing deals, motivates creation of effective intra-organizational networks. To
discourage support people from aiding only projects that seem easy to sell,
compensation should be based on how many sales efforts are supported, rather than
on how many solutions the support people help create. In addition, when support
people feel like they’re doing all the work while the salesperson reaps all
the benefits, the approach of paying a commission could help ease their resentment.
5. Some salespeople are inclined to hoard their most valuable reference sources to
ensure that the contacts are available to them when needed. There are two solutions
to counterbalance that inclination, paying salespeople a small incentive for every
name added to a reference pool or give recognition to the originator of a contact who
eventually facilitates a closed deal.
3. Skills development
Senior managers must ensure that the network-based view of sales becomes
integrated into the organizational culture so that salespeople can readily learn
network skills.
- Network-friendly activities should be supported throughout the organization
- Training is critical to transforming the firm into a network-aware organization.
- Hiring and promotion decisions should be based on network skills
Online networks present an intriguing new skills development tool for people who
aren’t naturally gifted at networking. This new technology is especially interesting if
the lead generation is not decoupled from the remainder of the sales process.
Salespeople must be taught how to evaluate their own and other people’s networks;
it is a crucial skill to secure buy-in at prospective clients.
The intent of this article is to urge managers to give their salespeople the skills, tools
and foresight to evaluate factors such as the extent of a contact’s connections in a
prospect firm, whether the contacts are connected to one another, and how well the
salesperson is positioned to make use of key influencers and decision makers.
Conclusion
Cultivating networks is not an easy task, but the people who make the investment
will reap tremendous advantages. Companies looking for better results can make
changes to their sales force structures, compensation plans, and training programs
to institutionalize the network view of sales. Another important element of a healthy
customer network, is recognizing that networks need maintaining. Managers should
ensure that communications always add some sort of value.