This document discusses how cold calling is no longer an effective sales strategy due to changes in buyer behavior. Prospective buyers now conduct extensive online research on companies and salespeople before engaging directly. The document recommends that salespeople establish an online presence on social media and professional networking sites so buyers can find them during research. It also advises salespeople to listen to buyers online to identify "trigger events" that create opportunities. Salespeople should participate appropriately in online discussions to build credibility over time.
How to Use LinkedIn for Exposure and Lead GenerationStephen Jones
If you’re “on LinkedIn”, but not using it to educate your target audience, build your community or mine it for leads – then you’re wasting the most powerful social platform a business person could ever ask for!
If you’ve been to workshops and webinars that show you how to setup your profile – and you’re past that point – then download and use this powerful presentation to grow your exposure and leads using LinkedIn. You will get a “walk-thru” showing you how Stephen’s team at LinkedInsite.com generates social exposure and generates leads for his clients using LinkedIn.
Empathic Marketing – aka, what’s true in life is true in marketing.David Murphy
Empathic Marketing was inspired by my observations over time and across categories that the ways in which we form personal relationships mirrors how we form brand relationships.
Forces such as empathy, experiences, endorsement and energy help shape our real life relationships. These 4Es of real relationships – empathy, experiences, energy and endorsement – form a clear and measurable brand planning model to help marketers create more customer-centered brand platforms.
This white paper examines the emerging field of conversational marketing, as social media becomes part of the relationship marketing conversation.
Beginning with a definition of conversational marketing, this white paper looks at how our traditional marketing approaches should be modified to include the new possibilities that social media creates for marketers. Along the way it goes into depth on the importance of viewing social media not as a channel, but as an integrated part of our marketing campaigns and on-going programs.
How to Use LinkedIn for Exposure and Lead GenerationStephen Jones
If you’re “on LinkedIn”, but not using it to educate your target audience, build your community or mine it for leads – then you’re wasting the most powerful social platform a business person could ever ask for!
If you’ve been to workshops and webinars that show you how to setup your profile – and you’re past that point – then download and use this powerful presentation to grow your exposure and leads using LinkedIn. You will get a “walk-thru” showing you how Stephen’s team at LinkedInsite.com generates social exposure and generates leads for his clients using LinkedIn.
Empathic Marketing – aka, what’s true in life is true in marketing.David Murphy
Empathic Marketing was inspired by my observations over time and across categories that the ways in which we form personal relationships mirrors how we form brand relationships.
Forces such as empathy, experiences, endorsement and energy help shape our real life relationships. These 4Es of real relationships – empathy, experiences, energy and endorsement – form a clear and measurable brand planning model to help marketers create more customer-centered brand platforms.
This white paper examines the emerging field of conversational marketing, as social media becomes part of the relationship marketing conversation.
Beginning with a definition of conversational marketing, this white paper looks at how our traditional marketing approaches should be modified to include the new possibilities that social media creates for marketers. Along the way it goes into depth on the importance of viewing social media not as a channel, but as an integrated part of our marketing campaigns and on-going programs.
Come dig in with us on three key aspects of engaging with customers and learn about specific techniques that will help drive sustainable growth in your business: Getting into the mindset of your prospects and customers, creating content that resonates with your target audience, and initiating a relationship.
Customer Service, The Art of Listening and Engagement Through Social MediaJordi Sabater Domènech
Servicio al cliente: El arte de escuchar y el compromiso mediante medios de comunicación social (Customer Service, The Art of Listening and Engagement Through Social Media).
Brian Solís habla del servicio al cliente como el nuevo marketing, donde se hace necesario tener una mayor participación en los Social media con el fin de facilitar la comunicación. Pero, para ello, es necesario establecer estrategias que permitan que los clientes se vuelvan evangelizadores de la marca. El cómo hacerlo es la respuesta que pretende dar este libro.
Social Selling: Thought Provoking Insights That Go Beyond the Latest TrendsGretchen Lehman
Learn how implementing a b2b social selling strategy can help you increase your close rate by reading Unthink Solution's brand new 24-page guide, Social Selling: Thought Provoking Insights That Go Beyond the Latest Trends to Explain the How and Why of Social Selling.
This is a presentation that I gave at a Digital Marketing conference in Nov 2010 while a consultant for Doremus (part of Omnicom Group). It has been almost two years and a lot of points are still applicable, and the industry still has a long way to go...
Come dig in with us on three key aspects of engaging with customers and learn about specific techniques that will help drive sustainable growth in your business: Getting into the mindset of your prospects and customers, creating content that resonates with your target audience, and initiating a relationship.
Customer Service, The Art of Listening and Engagement Through Social MediaJordi Sabater Domènech
Servicio al cliente: El arte de escuchar y el compromiso mediante medios de comunicación social (Customer Service, The Art of Listening and Engagement Through Social Media).
Brian Solís habla del servicio al cliente como el nuevo marketing, donde se hace necesario tener una mayor participación en los Social media con el fin de facilitar la comunicación. Pero, para ello, es necesario establecer estrategias que permitan que los clientes se vuelvan evangelizadores de la marca. El cómo hacerlo es la respuesta que pretende dar este libro.
Social Selling: Thought Provoking Insights That Go Beyond the Latest TrendsGretchen Lehman
Learn how implementing a b2b social selling strategy can help you increase your close rate by reading Unthink Solution's brand new 24-page guide, Social Selling: Thought Provoking Insights That Go Beyond the Latest Trends to Explain the How and Why of Social Selling.
This is a presentation that I gave at a Digital Marketing conference in Nov 2010 while a consultant for Doremus (part of Omnicom Group). It has been almost two years and a lot of points are still applicable, and the industry still has a long way to go...
This is the deck we used for a webinar presentation, along with HR.com, on how to handle and successfully manage individual and organizational transitions on the job.
Using Measurement to Drive the Impact and Effectiveness of Your Leadership De...Forum Corporation
It has been estimated that up to 50% of training is wasted.* You can avoid this by monitoring how leaders are applying and benefitting from what they learn. What the webinar replay here: http://go.forum.com/NAMeasurementWebinarReplay
Master the art of Social Selling to increase sales by fostering relationships...VereigenMedia1
The goal of “social selling” is to increase sales by fostering relationships with potential prospects and stimulating conversations with those customers through social media platforms. For
example, on LinkedIn, marketing specialists share advice with a targeted audience of firms in a specific area (e.g., eCommerce, SaaS, finance).
Consistent participation on the platform increases their credibility and eventually, their
clientele. This approach allows you to market your business without making your posts look
like ads.
The goal of both traditional social media marketing and social selling is to make a sale. Social media marketing focuses on branding and aiming to reach a wider audience rather than just deal closures. On the other hand, in social selling, you leverage your own personal brand to connect with potential buyers. To put it simply, social selling is sales-focused, while social media marketing is more concerned with expanding a company’s brand. It’s setting yourself up as a credible thought leader or industry expert to get more sales.
Learn new ways that top performing sales professionals are adopting effective ways to use LinkedIn to reach their customers and build their professional brand
A customer is an advocate for you when they refer new leads, endorse you publicly, spread your message, or help you understand the market. Learn more about why advocacy is important and how to activate it within your customer base in this short presentation
This ebook covers the following topics with regard to social selling across an enterprise.
1) Balancing Relationship-Based Culture and Performance
2) Social Selling Satisfies Revenue Demand and Buyers Needs
3) Driving Organizational Change in a Social World
4) Become a Trusted Advisor & Win More Deals
5) How LinkedIn and Other Leading Companies Drive a Relationship-Focused Sales Culture
Social Selling University is not like social media courses which are typically designed for marketing departments. Social selling is a series of content that is being developed around how social media can be used to identify new opportunities and engage customers/prospects in social networks they spend the most time in. LinkedIn, Twitter, blogs and other social networks are filled with people asking for advice on products and looking to engage with friends, peers and experts to make intelligent buying decisions. This is where the opportunities are being created and sales people need to be part of those conversations.
Today small businesses are facing a number of unique challenges when trying to grow business.
From shorter attention spans, higher expectations, and a need for instant gratification amongst customers ― even down to market clutter from the waves rising competition.
Here's a few big tips every small business should know to help you rise to the challenge and grow business.
B2B Sales Has changed - now it is no longer possible (if it ever was in the first place) to generate demand. This is the age of the uber-informed customer. Social Selling is the way to get into their eye-line
How Great Leaders Drive Results via Accountability and Employee EngagementForum Corporation
A look at the results from our Fall 2014 survey looking at the the relationship between accountability and employee engagement in the workplace. You can view the webinar here: https://www1.gotomeeting.com/register/137288832
Building a Winning Sales Management Team: The Force Behind the ForceForum Corporation
Would you weather have excellent salepeople with an average sales manager, or average salespeople with an excellent sales manager? Watch a replay of this webinar with Forum and ZS Associates to find out: http://www.forum.com/register.aspx?id=d9ff62c2-eafe-401c-b32b-f70d7c98c025&edocid=939
Presentation deck from a March 22nd, 2012 webinar in which Fifth Third Bank shared their story of how they worked with Forum to implement a customer focused sales strategy.
Originally posted in forum.com/blog, this article identifies 3 counter-intuitive key points for sustaining learning on the job after a classroom session.
Traditional event-based training is not effective. People do not retain the knowledge learned, will fail to act in new ways, and ultimately will not master and apply new behaviors. This article offers several assessments of your organization, and 4 methods to sustain learning and behavioral change, based on your business context and learning environment.
Let's dive deeper into the world of ODC! Ricardo Alves (OutSystems) will join us to tell all about the new Data Fabric. After that, Sezen de Bruijn (OutSystems) will get into the details on how to best design a sturdy architecture within ODC.
"Impact of front-end architecture on development cost", Viktor TurskyiFwdays
I have heard many times that architecture is not important for the front-end. Also, many times I have seen how developers implement features on the front-end just following the standard rules for a framework and think that this is enough to successfully launch the project, and then the project fails. How to prevent this and what approach to choose? I have launched dozens of complex projects and during the talk we will analyze which approaches have worked for me and which have not.
Neuro-symbolic is not enough, we need neuro-*semantic*Frank van Harmelen
Neuro-symbolic (NeSy) AI is on the rise. However, simply machine learning on just any symbolic structure is not sufficient to really harvest the gains of NeSy. These will only be gained when the symbolic structures have an actual semantics. I give an operational definition of semantics as “predictable inference”.
All of this illustrated with link prediction over knowledge graphs, but the argument is general.
Connector Corner: Automate dynamic content and events by pushing a buttonDianaGray10
Here is something new! In our next Connector Corner webinar, we will demonstrate how you can use a single workflow to:
Create a campaign using Mailchimp with merge tags/fields
Send an interactive Slack channel message (using buttons)
Have the message received by managers and peers along with a test email for review
But there’s more:
In a second workflow supporting the same use case, you’ll see:
Your campaign sent to target colleagues for approval
If the “Approve” button is clicked, a Jira/Zendesk ticket is created for the marketing design team
But—if the “Reject” button is pushed, colleagues will be alerted via Slack message
Join us to learn more about this new, human-in-the-loop capability, brought to you by Integration Service connectors.
And...
Speakers:
Akshay Agnihotri, Product Manager
Charlie Greenberg, Host
Builder.ai Founder Sachin Dev Duggal's Strategic Approach to Create an Innova...Ramesh Iyer
In today's fast-changing business world, Companies that adapt and embrace new ideas often need help to keep up with the competition. However, fostering a culture of innovation takes much work. It takes vision, leadership and willingness to take risks in the right proportion. Sachin Dev Duggal, co-founder of Builder.ai, has perfected the art of this balance, creating a company culture where creativity and growth are nurtured at each stage.
Accelerate your Kubernetes clusters with Varnish CachingThijs Feryn
A presentation about the usage and availability of Varnish on Kubernetes. This talk explores the capabilities of Varnish caching and shows how to use the Varnish Helm chart to deploy it to Kubernetes.
This presentation was delivered at K8SUG Singapore. See https://feryn.eu/presentations/accelerate-your-kubernetes-clusters-with-varnish-caching-k8sug-singapore-28-2024 for more details.
UiPath Test Automation using UiPath Test Suite series, part 4DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 4. In this session, we will cover Test Manager overview along with SAP heatmap.
The UiPath Test Manager overview with SAP heatmap webinar offers a concise yet comprehensive exploration of the role of a Test Manager within SAP environments, coupled with the utilization of heatmaps for effective testing strategies.
Participants will gain insights into the responsibilities, challenges, and best practices associated with test management in SAP projects. Additionally, the webinar delves into the significance of heatmaps as a visual aid for identifying testing priorities, areas of risk, and resource allocation within SAP landscapes. Through this session, attendees can expect to enhance their understanding of test management principles while learning practical approaches to optimize testing processes in SAP environments using heatmap visualization techniques
What will you get from this session?
1. Insights into SAP testing best practices
2. Heatmap utilization for testing
3. Optimization of testing processes
4. Demo
Topics covered:
Execution from the test manager
Orchestrator execution result
Defect reporting
SAP heatmap example with demo
Speaker:
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
GDG Cloud Southlake #33: Boule & Rebala: Effective AppSec in SDLC using Deplo...James Anderson
Effective Application Security in Software Delivery lifecycle using Deployment Firewall and DBOM
The modern software delivery process (or the CI/CD process) includes many tools, distributed teams, open-source code, and cloud platforms. Constant focus on speed to release software to market, along with the traditional slow and manual security checks has caused gaps in continuous security as an important piece in the software supply chain. Today organizations feel more susceptible to external and internal cyber threats due to the vast attack surface in their applications supply chain and the lack of end-to-end governance and risk management.
The software team must secure its software delivery process to avoid vulnerability and security breaches. This needs to be achieved with existing tool chains and without extensive rework of the delivery processes. This talk will present strategies and techniques for providing visibility into the true risk of the existing vulnerabilities, preventing the introduction of security issues in the software, resolving vulnerabilities in production environments quickly, and capturing the deployment bill of materials (DBOM).
Speakers:
Bob Boule
Robert Boule is a technology enthusiast with PASSION for technology and making things work along with a knack for helping others understand how things work. He comes with around 20 years of solution engineering experience in application security, software continuous delivery, and SaaS platforms. He is known for his dynamic presentations in CI/CD and application security integrated in software delivery lifecycle.
Gopinath Rebala
Gopinath Rebala is the CTO of OpsMx, where he has overall responsibility for the machine learning and data processing architectures for Secure Software Delivery. Gopi also has a strong connection with our customers, leading design and architecture for strategic implementations. Gopi is a frequent speaker and well-known leader in continuous delivery and integrating security into software delivery.
PHP Frameworks: I want to break free (IPC Berlin 2024)Ralf Eggert
In this presentation, we examine the challenges and limitations of relying too heavily on PHP frameworks in web development. We discuss the history of PHP and its frameworks to understand how this dependence has evolved. The focus will be on providing concrete tips and strategies to reduce reliance on these frameworks, based on real-world examples and practical considerations. The goal is to equip developers with the skills and knowledge to create more flexible and future-proof web applications. We'll explore the importance of maintaining autonomy in a rapidly changing tech landscape and how to make informed decisions in PHP development.
This talk is aimed at encouraging a more independent approach to using PHP frameworks, moving towards a more flexible and future-proof approach to PHP development.
LF Energy Webinar: Electrical Grid Modelling and Simulation Through PowSyBl -...DanBrown980551
Do you want to learn how to model and simulate an electrical network from scratch in under an hour?
Then welcome to this PowSyBl workshop, hosted by Rte, the French Transmission System Operator (TSO)!
During the webinar, you will discover the PowSyBl ecosystem as well as handle and study an electrical network through an interactive Python notebook.
PowSyBl is an open source project hosted by LF Energy, which offers a comprehensive set of features for electrical grid modelling and simulation. Among other advanced features, PowSyBl provides:
- A fully editable and extendable library for grid component modelling;
- Visualization tools to display your network;
- Grid simulation tools, such as power flows, security analyses (with or without remedial actions) and sensitivity analyses;
The framework is mostly written in Java, with a Python binding so that Python developers can access PowSyBl functionalities as well.
What you will learn during the webinar:
- For beginners: discover PowSyBl's functionalities through a quick general presentation and the notebook, without needing any expert coding skills;
- For advanced developers: master the skills to efficiently apply PowSyBl functionalities to your real-world scenarios.
Slack (or Teams) Automation for Bonterra Impact Management (fka Social Soluti...Jeffrey Haguewood
Sidekick Solutions uses Bonterra Impact Management (fka Social Solutions Apricot) and automation solutions to integrate data for business workflows.
We believe integration and automation are essential to user experience and the promise of efficient work through technology. Automation is the critical ingredient to realizing that full vision. We develop integration products and services for Bonterra Case Management software to support the deployment of automations for a variety of use cases.
This video focuses on the notifications, alerts, and approval requests using Slack for Bonterra Impact Management. The solutions covered in this webinar can also be deployed for Microsoft Teams.
Interested in deploying notification automations for Bonterra Impact Management? Contact us at sales@sidekicksolutionsllc.com to discuss next steps.
Slack (or Teams) Automation for Bonterra Impact Management (fka Social Soluti...
Cold calling is stone cold dead
1. point of view
Cold Calling Is
Stone Cold Dead
Authored by
Jeffrey Baker
Professional salespeople and sales managers react Today, however, it’s more challenging than ever to find
passionately to this provocative headline, easily joining in those high-quality prospects. Buyers now want to know
the debate. The meteoric rise of Web 2.0, the explosion individual salespeople and their company before buyers
of social media tools, and marketers rapidly adopting will make contact with them. Buyers at all levels of an
these tools to drive lead generation are offered by many organization use search engines and other information
as evidence for the demise of cold calling. On the other tools to find and evaluate possible suppliers well before
hand, many sales veterans and some younger salespeople they talk with them directly.
stubbornly insist that only through the time-tested According to a 2009 Forbes/Google study, the internet
discipline of a cold calling strategy supported by dogged is the C-suite’s top information resource, with six out of
determination and thorough preparation can salespeople ten executives conducting more than six searches a day
generate a sufficient flow of new customer opportunities. (“The Rise of the Digital C-Suite: How Executives Locate
Forum sees this is as a false choice, diverting sales and Filter Business Information”). Moreover, the entire
professionals’ attention from more profitable lines of social media world, alive with an exchange of ideas,
thought. Our client experience tells us that the need for perspectives, and potential solutions for every possible
salespeople to initiate contact with prospective buyers need, is a constant source of education to potential
will not end in the foreseeable future—at least not for buyers, who are increasingly online via many different
salespeople who have responsibility to generate new methods, communicating with others who share their
customer business. These salespeople must still get to business interests.
their prospective buyer at the opportune moment to offer a
Prior to purchase buyers took the following actions:
compelling value proposition against a probable need. The
requirement to make contact effectively is nothing new. „„ 48 percent followed industry conversations on their topic
The question is: How? „„ 44 percent conducted anonymous research on a select
group of suppliers
Traditional cold calling has always been terribly inefficient,
often requiring a salesperson to initiate hundreds of „„ 37 percent posted questions on a social networking site
contacts to find a dozen leads that might be worth looking for suggestions/feedback
developing into strong prospects. Books on selling cite a „„ >20 percent connected directly with potential solution
formula that borders on religious conviction: that is, any providers via social networking channels
salesperson in any given industry must make a set number After a purchase, 59 percent of buyers shared their
of cold calls to yield a set percentage of qualified leads research and buying process with others via:
to advance to a percentage of proposals that result in a „„ One-on-one discussions
percentage of successful closes. Increase the number of
cold calls, and the formula will invariably yield higher win „„ Blog postings
rates, or so the belief goes. But many sales professionals „„ Participation in discussion forums
and researchers, including the highly regarded Neil „„ Tweeting about their experience
Rackham (see interview in Entrepreneur.com), argue
“Inside the Mind of the B2B Buyer,” a 2010 study by The
that the prospecting “numbers game” is a myth and DemandGen Report (www.demandgenreport.com)
recommend that smart salespeople shift their focus from
sheer volume to focused high quality.
2. point of view
On the plus side, as more buyers use social media, 1. Every salesperson crafts and keeps current a
salespeople have the opportunity to find and listen to them professional profile online. Any number of social
as they exchange information in cyber space, revealing media sites can serve this purpose, including LinkedIn,
their business and organizational challenges, interests, Facebook, Baidu Space, and Orkut. Your profile
and needs. Listening online to well-qualified prospects enables customers to check you out before they talk
enables sellers to see “trigger events” as they unfold— with you. It can also be the platform from which you
any significant change to the status quo; for example, it expand your presence in the market through blogging,
could be something big, such as an acquisition of another links to useful sites and discussion groups, links to
company or consolidation of divisions; or something useful papers published by your company and others,
smaller, such as the individual buyer taking on new and so forth.
responsibilities or the emergence of a new competitor 2. Salespeople follow target customers or target markets
to the buying organization. Any event or change in online. Listen and learn what is top of mind and
circumstances that compels a buyer to respond is a trigger trending for prospective customers. Follow any
for the seller to call on that buyer to explore needs and postings that target customers make, such as a blog
potentially offer services. Sometimes, smart salespeople or tweet. Follow industry or trade group sites and
can see how an event might impact the buyer before the discussion groups that are relevant to your prospects.
buyer understands what is happening. This is a wonderful
opportunity to bring insight to a buyer to help him or her 3. Participate appropriately in sites prospective
shape an effective response to changing circumstances. customers frequent. Build personal presence and
professional credibility by interacting with others on
As social media causes the hunters to become the hunted the sites. Pitching products in discussion groups
companies must have an online presence, so buyers and community of interest sites is a major no-no.
can find them and they can find buyers. Marketing Many find it repulsive, and it destroys the credibility
departments are generally of whoever is pitching. Contribute value by offering
“... the hunters tasked with handling this. useful information. Answer a question, offer a link to a
Less obvious is the new
become the competitive requirement for
credible resource, and offer referrals to others. Asking
a thought-provoking question in a discussion group to
individual salespeople to
hunted ...” create a personal presence
stimulate new thinking is another way to add value.
online as a way to increase 4. Keep learning and growing. Experiment with different
the likelihood that potential buyers will find them, and approaches, share best practices with colleagues. The
as a way to establish credibility and to differentiate from technology continues to advance. Savvy users have
competitors. to continue to evolve, too.
Professional presence on the web is anything but static.
It is not a digital yellow pages ad with your name and
In online dating, it is
company capabilities on it. It is a regular, dynamic
interaction with others, giving and receiving points of
advised that to find the
view and relevant information. Your presence, generated perfect mate, be the perfect
through frequent, purposeful interaction, enables you to
nurture and cultivate relationships with the contacts you mate so that your beloved
have targeted. In doing so, you increase the likelihood that
when a contact has a need you can address they will either may find you. Similarly, in
reach out to you or will be open to receiving your call to
them (when you notice the trigger event). selling today, to find your
High-performing business developers must now devote
some amount of regular time to using social media just as
ideal customer, establish
they have always done with the telephone. At a minimum,
salespeople and sales executives should ensure:
yourself online as an ideal
supplier so your customer
may find you.
2