1. The document provides an overview of a webinar from CEB Financial Services on buyer profiles of financial services technology shoppers. It includes roadmaps, frameworks, and profiles of different roles involved in buying decisions like line of business, strategy, customer experience, finance, and IT.
2. The profiles describe the missions, skills, priorities, and development goals of each role to help technology providers understand how to effectively engage with each type of decision maker.
3. The document emphasizes understanding stakeholders' needs, budgets, and priorities in order to present solutions that demonstrate strong ROI and benefits for growth, costs, and regulatory compliance.
The Challenger ™ Sale – How to take control of the sales processDennis Stoutjesdijk
The Challenger ™ Sale – How to take control of the sales process - CEB
The classic relationship building approach to solution selling has become obsolete. To be successful today, sales reps need to provide valuable new insights to their customers and they must challenge them with new perspectives. CEB’s Challenger Sale approach shows you how to open up new opportunities, create organisational capability and successfully take control of the sales process with the right stakeholders.
Four years ago, The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now our latest research reveals something even more surprising: Being a Challenger seller is not enough. Your success or failure also depends on who you challenge. To win today, you need a Challenger inside the customer organization, a Mobilizer. CEB will reveal what high-performing B2B teams grasp that their average-performing peers don't. Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson's inability to connect to any one individual stakeholder. It's far more often their inability to connect them to each other. Join Brent Adamson, Principal Advisor for CEB and co-author of The Challenger Sale. Brent facilitates a wide range of executive-level discussions around the world for Fortune 500/Global 1000 executives in sales, marketing, and customer service.
Check out the session video: http://bit.ly/1MnKzqu
The Challenger Sale: Commercial Teaching and Your Sales PresentationModicum
Stop Selling, Start Teaching
The Challenger Sale, a groundbreaking book from the Corporate Executive Board, blew our ideas about sales strategy wide open. After extensive research across a whole range of industries, CEB discovered that successful salespeople challenge their customers by not simply responding to their needs but actually redefining them. A good challenger provides insight, helps a customer avoid pitfalls, and offers products and services that the client doesn’t even know exist. This technique is called “Commercial Teaching,” and any teacher will tell you, it’s all about your presentation.
At Propoint, we’ve been in the business of building engaging presentations and other marketing and sales collateral for over a decade. We believe that companies can achieve better results with well-constructed and well-designed presentations. Applying the lessons of The Challenger Sale and Commercial Teaching to your presentation can add additional levels of insight and persuasiveness and is another step toward more memorable presentations.
The Challenger ™ Sale – How to take control of the sales processDennis Stoutjesdijk
The Challenger ™ Sale – How to take control of the sales process - CEB
The classic relationship building approach to solution selling has become obsolete. To be successful today, sales reps need to provide valuable new insights to their customers and they must challenge them with new perspectives. CEB’s Challenger Sale approach shows you how to open up new opportunities, create organisational capability and successfully take control of the sales process with the right stakeholders.
Four years ago, The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now our latest research reveals something even more surprising: Being a Challenger seller is not enough. Your success or failure also depends on who you challenge. To win today, you need a Challenger inside the customer organization, a Mobilizer. CEB will reveal what high-performing B2B teams grasp that their average-performing peers don't. Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson's inability to connect to any one individual stakeholder. It's far more often their inability to connect them to each other. Join Brent Adamson, Principal Advisor for CEB and co-author of The Challenger Sale. Brent facilitates a wide range of executive-level discussions around the world for Fortune 500/Global 1000 executives in sales, marketing, and customer service.
Check out the session video: http://bit.ly/1MnKzqu
The Challenger Sale: Commercial Teaching and Your Sales PresentationModicum
Stop Selling, Start Teaching
The Challenger Sale, a groundbreaking book from the Corporate Executive Board, blew our ideas about sales strategy wide open. After extensive research across a whole range of industries, CEB discovered that successful salespeople challenge their customers by not simply responding to their needs but actually redefining them. A good challenger provides insight, helps a customer avoid pitfalls, and offers products and services that the client doesn’t even know exist. This technique is called “Commercial Teaching,” and any teacher will tell you, it’s all about your presentation.
At Propoint, we’ve been in the business of building engaging presentations and other marketing and sales collateral for over a decade. We believe that companies can achieve better results with well-constructed and well-designed presentations. Applying the lessons of The Challenger Sale and Commercial Teaching to your presentation can add additional levels of insight and persuasiveness and is another step toward more memorable presentations.
Inside Sales Virtual Summit - Access all of the live sessions here: http://www.insidesales.com/summit/register-2
Matt Dixon - Author of the Challenger Sales & Executive Director, Sales & Service Practice at CEB
LinkedIn Profile: www.linkedin.com/pub/matt-dixon/1/17a/8b2
The Challenger Sale Twitter: https://twitter.com/CEB_Challenger
Matt Dixon's Twitter: https://twitter.com/matthewxdixon
Purchase The Challenger Sale here: http://www.amazon.com/dp/1591844355/?tag=googhydr-20&hvadid=12861934284&hvpos=1t2&hvexid=&hvnetw=g&hvrand=13918257381288675219&hvpone=19.26&hvptwo=&hvqmt=b&hvdev=c&ref=pd_sl_4ltsmqgotn_b
Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php
In The Challenger Customer, CEB research identifies the Mobilizer customer as a critical player on the buyer panel. Engaging and challenging this individual is crucial to your deal’s success.
Easily define & implement your Marketing Strategy & Plan in 11 simple steps. This Marketing Strategy & Plan Template is an international Bestseller created after more than 300 hours of work by ex-Havas, McKinsey & Deloitte Consultants, specialized in Marketing & Strategy. Don’t reinvent the wheel and increase your productivity.
True commercial insight is hard to create. It requires an intensive study of your ideal customer. Once it is created, salespeople must learn how to sell differently (consultatively) and sales managers have a role to play in changing behavior.
This presentation uses ideas from "The Challenger Customer" to illustrate why true commercial insight is so important. It discusses a way to capture commercial insight and convert that into a visual story or whiteboard to enable salespeople to challenge status-quo thinking and create new opportunities through story and conversation - not presentation.
Presentation I have done in a Sloan software class on sales, sales management, and sales strategy. Particularly applicable to companies doing b2b selling.
This SlideShare presentation is an extract of the content I use to train sales people, sales leaders, and executives on a sales and buyer research model for today's dynamic sales environment.
How the Challenger Sale philosophy applies to CSMGainsight
Our Director of Client Strategy and Director of Customer Success Sales examine how the 'Challenger Sale' philosophy can also be appllied across your Customer Success and Renewals & Expansion teams
An Introduction to The Challenger Customer [Pat Spenner, CEB]Quarry
Pat Spenner, co-author of The Challenger Customer presented to animal health marketing and sales professionals at NAVC 2016 about the changing landscape of B2B buying.
How to develop an effective Business Development StrategyHein Roth
In this presentation, the visitor is introduced to the essentiality of developing a balanced Business Development Strategy for any business. Strong focus is given to the importance of having an effective Inbound Marketing Strategy, some Outbound Marketing Strategies, all with the aim to generate better leads and to drive more business through the front door of one's business. Attention is also given on how to convert leads into actual long-term business relationships.
Sales Strategy and Plan Template in Powerpoint | By ex-McKinsey ConsultantsAurelien Domont, MBA
Sales Strategy and Plan Template in Powerpoint and Excel | Created by ex-McKinsey & Deloitte Consultants
The Editable version can be fully downloaded at www.slidebooks.com
Easily define & implement the Sales Strategy & Plan of your Organization.
Be more productive & save yourself hundreds of hours of work with this fully editable Sales Strategy & Plan Template.
Impress your stakeholders with a world-class approach to define & execute your Sales Strategy & Plan.
Inside Sales Virtual Summit - Access all of the live sessions here: http://www.insidesales.com/summit/register-2
Matt Dixon - Author of the Challenger Sales & Executive Director, Sales & Service Practice at CEB
LinkedIn Profile: www.linkedin.com/pub/matt-dixon/1/17a/8b2
The Challenger Sale Twitter: https://twitter.com/CEB_Challenger
Matt Dixon's Twitter: https://twitter.com/matthewxdixon
Purchase The Challenger Sale here: http://www.amazon.com/dp/1591844355/?tag=googhydr-20&hvadid=12861934284&hvpos=1t2&hvexid=&hvnetw=g&hvrand=13918257381288675219&hvpone=19.26&hvptwo=&hvqmt=b&hvdev=c&ref=pd_sl_4ltsmqgotn_b
Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php
In The Challenger Customer, CEB research identifies the Mobilizer customer as a critical player on the buyer panel. Engaging and challenging this individual is crucial to your deal’s success.
Easily define & implement your Marketing Strategy & Plan in 11 simple steps. This Marketing Strategy & Plan Template is an international Bestseller created after more than 300 hours of work by ex-Havas, McKinsey & Deloitte Consultants, specialized in Marketing & Strategy. Don’t reinvent the wheel and increase your productivity.
True commercial insight is hard to create. It requires an intensive study of your ideal customer. Once it is created, salespeople must learn how to sell differently (consultatively) and sales managers have a role to play in changing behavior.
This presentation uses ideas from "The Challenger Customer" to illustrate why true commercial insight is so important. It discusses a way to capture commercial insight and convert that into a visual story or whiteboard to enable salespeople to challenge status-quo thinking and create new opportunities through story and conversation - not presentation.
Presentation I have done in a Sloan software class on sales, sales management, and sales strategy. Particularly applicable to companies doing b2b selling.
This SlideShare presentation is an extract of the content I use to train sales people, sales leaders, and executives on a sales and buyer research model for today's dynamic sales environment.
How the Challenger Sale philosophy applies to CSMGainsight
Our Director of Client Strategy and Director of Customer Success Sales examine how the 'Challenger Sale' philosophy can also be appllied across your Customer Success and Renewals & Expansion teams
An Introduction to The Challenger Customer [Pat Spenner, CEB]Quarry
Pat Spenner, co-author of The Challenger Customer presented to animal health marketing and sales professionals at NAVC 2016 about the changing landscape of B2B buying.
How to develop an effective Business Development StrategyHein Roth
In this presentation, the visitor is introduced to the essentiality of developing a balanced Business Development Strategy for any business. Strong focus is given to the importance of having an effective Inbound Marketing Strategy, some Outbound Marketing Strategies, all with the aim to generate better leads and to drive more business through the front door of one's business. Attention is also given on how to convert leads into actual long-term business relationships.
Sales Strategy and Plan Template in Powerpoint | By ex-McKinsey ConsultantsAurelien Domont, MBA
Sales Strategy and Plan Template in Powerpoint and Excel | Created by ex-McKinsey & Deloitte Consultants
The Editable version can be fully downloaded at www.slidebooks.com
Easily define & implement the Sales Strategy & Plan of your Organization.
Be more productive & save yourself hundreds of hours of work with this fully editable Sales Strategy & Plan Template.
Impress your stakeholders with a world-class approach to define & execute your Sales Strategy & Plan.
High-potential employees are the future leaders of your organisation and twice as valuable as other employees. Based on a decade of research and analysis from 6.6m staff assessments, "The HR Guide to Identifying High-Potentials" is a comprehensive look at everything you need to know to help your HiPo programme succeed.
Essential elements that pitch decks must have in one for or another. Must add industry and domain elements, but these are a few critical elements. mikeklein2010.wordpress.com
Digital Corporate Banking for the Connected Corporate Customer Misys
Learn how your bank can meet the demands of the connected corporate customer. These slides will focus on how to improve the commercial banking customer experience, generate a 720 degree view of the client and bank operations, and provide real-time reporting capabilities to customers.
CEB presentation for Aug 25 Millennial Hiring and Management event.
The millennial generation makes up 35% of the workforce globally. By 2020, they will be 46% of the world's working population - 60% of them will be in Asia. It's more important than ever to understand millennials and develop a strategy to engage them, but how? How do companies make themselves appealing to this game-changing generation?
To find out, we are honored to invite experienced HR industry experts and millennials themselves to an interactive session, which will cover:
Millennials - who they really are
Why are millennials important to your company
What entices millennials to join a company
How to use social and digital channels to attract millennial talent
What’s the secret sauce of high retention rate among millennial employees
You will have a chance to listen to the following experts share their knowledge and experience, and interact with them and the millennials during the fireside chat and Q&A session.
Mandy Wong, Talent Brand Consultant, LinkedIn Talent Solutions
Kelvin Chua, Senior Executive Advisor, CEB
Bocco Chen, Senior Human Resources Manager, The Hong Kong Jockey Club
Delton Li, Head of Talent Acquisition - Personal Banking, Bank of China
(Hong Kong)
Angie Sung, Regional Talent Development Manager, Hilti Asia
Joyce Lai, Associate Consultant, Stanton Chase International
Sourcing, talent brand, and future recruiting trends to amplify your 2015 strategy.
Download the full Global Recruiting Trends report: http://lnkd.in/2015recruitingtrends
A reproduction of Pitch Deck Template for raising seed capital by NextView Ventures.
No time to create a presentation from scratch? Use this template by NextView Ventures with ready to use slides to make your point. Stay focused on your ideas, not the looks. From investor decks to demo day presentations, this pitch deck template will save your startup hours of work on slide design.
A sales playbook is a solution with different silos for each challenge in a sales cycle. It can
be used to set up tactics or methods that characterizes the roles and responsibilities for
you (and your sales team).
Why do you need a Pitch Deck?
Catch attention and get the first/second meeting!
To make the Pitch Deck crisp and clear you need a kickass Startup Pitch Deck Template.
Hire and Inspire – A New Approach to Graduate RecruitmentThe HR Observer
It is more challenging than ever to recruit graduates. And nobody seems to be happy. Line managers are not happy with the employability of newly hired graduates and even the graduates you recruit aren’t happy and might leave their job after only few months. David Edwards, will discuss a new approach to graduate recruitment that will challenge your current strategy, requiring you to make significant changes in the way you work. And you will have to challenge established ideas and ingrained habits.
David Edwards, Head of Solutions - SHL Talent Measurement Middle East, CEB
Presented at LMA 2016, the presentation covers the current sate of lateral partner hiring and examines several ways to improve the success rate in lateral partner hires.
A 30-minute crash course webinar on how to develop a winning business case for contingent workforce outsourcing. Learn what you'll gain from a Managed Service Provider (MSP) program beyond cost-savings. And, why now more than ever, MSP programs are an effective holistic strategy for managing large volumes of contingent workers; like Independent Contractors and Statement of Work (SOW) Employees.
Thinking about launching a hedge fund or looking to grow your fund's assets faster? Find out why some funds raise capital faster than others.
Note: Content is targeted to hedge funds, but the information is applicable to other types of asset managers.
SFO Consultants is a boutique transformational consulting firm focused on delivering Business Strategy and Operational Excellence advisory services to Community Financial Services including Community Banks, Regional Banks and Credit Unions.
Marketing analytics tools helps you to evaluate your business objectives, and analyzing the marketing environment factors that have an impact on the organization.
Channel management is complex, presenting many challenges. A structured channel program with close program alignment will help you address those challenges.
Why is this Program different from all of the others? We mentor and coach all individuals between sessions in a practical way to help them implement what was learned. Even at the end of the program, we will offer participants the opportunity to receive coaching and to review their development a year later.
Each session will provide participants with key learnings that are to be implemented before the next session. We walk with them through an individual developmental change process.
This is not a one-size fits-all approach to partner development. This program is customized with interactive sessions with instructors who have done what the participants do. We will have round table discussions so they will be able to ask questions and get straightforward answers. The virtual coaching is an opportunity to have one-on-one meetings with each of our instructor coaches.
The Executive Development Program process will give participants the opportunity to network, talk with people who are doing and have done what they do, and talk with leadership experts in guiding and leading the firm.
1. CEB Financial Services
Know Your
Buyer
Profiles of Financial
Services Technology
Shoppers
Webinar
17 November 2016
2. A Framework for Member Conversations
The mission of CEB Inc. and its affiliates is to unlock the potential of organizations and leaders by advancing the science and practice
of management. When we bring leaders together, it is crucial that our discussions neither restrict competition nor improperly share
inside information. All other conversations are welcomed and encouraged.
Confidentiality and Intellectual Property
These materials have been prepared by CEB Inc. for the exclusive and individual use of our member companies. These materials
contain valuable confidential and proprietary information belonging to CEB, and they may not be shared with any third party
(including independent contractors and consultants) without the prior approval of CEB. CEB retains any and all intellectual
property rights in these materials and requires retention of the copyright mark on all pages reproduced.
Legal Caveat
CEB Inc. is not able to guarantee the accuracy of the information or analysis contained in these materials. Furthermore, CEB is
not engaged in rendering legal, accounting, or any other professional services. CEB specifically disclaims liability for any damages,
claims, or losses that may arise from a) any errors or omissions in these materials, whether caused by CEB or its sources, or b)
reliance upon any recommendation made by CEB.