US real estate equity builder Kansas City (usreeb) takes pride in the timely delivery of highly efficient services that are largely result driven.The team attributes their success to a team, impeccable planning, strong business acumen and a passion for providing satisfying services.
US real estate equity builder Kansas City (usreeb) takes pride in the timely delivery of highly efficient services that are largely result driven.The team attributes their success to a team, impeccable planning, strong business acumen and a passion for providing satisfying services.
Get a glimpse of what happens behind the scenes during a merger or acquisition and restructuring through a collection of short stories.
The truth can hurt. Many change management guides will suggest line managers as the preferred messenger. Managers who have not been “people managers” will find it particularly challenging to initiate difficult conversations. They have no starting point … and they will not admit it. They just know it will
be awkward to start having those conversations when times are rough.
Leaders need to be clear what types of managers they have. That is critical to developing the communication and change management plan. Allow yourself to experience the emotions and contemplate what it means to be G.R.A.C.I.O.U.S. when it matters the most.
The interest in buyer personas has exploded, but the need to understand them hasn’t changed. In fact, at the Buyer Persona Institute we hear from marketers every day who lost their way as they attempted to build or leverage this important tool.
In this completely updated edition of The Buyer Persona Manifesto, Adele Revella, founder and CEO of Buyer Persona Institute, explains ...
- How to move beyond the buyer’s picture and capture her voice, focusing precisely on the narratives that are crucial to the marketing mission
- How buyer personas differ based on the amount of consideration a buyer gives to the buying decision
- How to avoid the traps of too many buyer personas that reveal too little in the way of insights
- How to interview buyers, including who to interview and what to ask
- How to put buyer personas to work for marketing and sales enablement
Need efficiency increase in your cold calling? Want your team to be more successful with cold calling? Cannot get better than this. Take a look at this presentation to get more success out of cold calling
Pitches are a reality for agencies. But do you ever consider the true cost of pitching in terms of quality of work and client-vendor relationships? This whimsical presentation helps point out some of the hidden costs of pitching -and provides some solutions to help clients and agencies pitch smarter!
Double your appointments in just 15 minutes!
...by using the 7 simple steps in this very special action plan designed to get you more meetings by phone.
Data science + design thinking a perfect blend to achieve the best user expe...Michael Radwin
As data scientists, we invest much of our time on the business problem, the data, the statistics, the algorithm, and the model. But we can’t afford to overlook one very important component: the customer. A great AI and ML model with a poorly designed user experience is ultimately is going to fail. The world’s best data products are born from a perfect blend of data science and amazing user experience. Design thinking is a methodology for creative problem solving developed at the Stanford d.school and is used by world-class design firms like IDEO and many of the world’s leading brands like Apple, Google, Samsung, and GE.
Michael Radwin prepares a recipe for applying design thinking to the development of AI/ML products. You’ll discover deep customer empathy and fall in love with the customer’s problem (not the team’s solution), and you’ll learn to go broad and narrow, focusing on what matters most to customers. Michael shows you how to get customers involved in the development process by running rapid experiments and quick prototypes. These lessons blending data science and design thinking can be applied to products that leverage supervised and unsupervised machine learning models, as well as “old-school” AI expert systems.
What you'll learn
Discover deep customer empathy for the customer’s problem (not the team’s solution)
Learn to go broad and narrow, focusing on what matters most to customers and how to get customers involved in the development process by running rapid experiments and quick prototypes
Get a glimpse of what happens behind the scenes during a merger or acquisition and restructuring through a collection of short stories.
The truth can hurt. Many change management guides will suggest line managers as the preferred messenger. Managers who have not been “people managers” will find it particularly challenging to initiate difficult conversations. They have no starting point … and they will not admit it. They just know it will
be awkward to start having those conversations when times are rough.
Leaders need to be clear what types of managers they have. That is critical to developing the communication and change management plan. Allow yourself to experience the emotions and contemplate what it means to be G.R.A.C.I.O.U.S. when it matters the most.
The interest in buyer personas has exploded, but the need to understand them hasn’t changed. In fact, at the Buyer Persona Institute we hear from marketers every day who lost their way as they attempted to build or leverage this important tool.
In this completely updated edition of The Buyer Persona Manifesto, Adele Revella, founder and CEO of Buyer Persona Institute, explains ...
- How to move beyond the buyer’s picture and capture her voice, focusing precisely on the narratives that are crucial to the marketing mission
- How buyer personas differ based on the amount of consideration a buyer gives to the buying decision
- How to avoid the traps of too many buyer personas that reveal too little in the way of insights
- How to interview buyers, including who to interview and what to ask
- How to put buyer personas to work for marketing and sales enablement
Need efficiency increase in your cold calling? Want your team to be more successful with cold calling? Cannot get better than this. Take a look at this presentation to get more success out of cold calling
Pitches are a reality for agencies. But do you ever consider the true cost of pitching in terms of quality of work and client-vendor relationships? This whimsical presentation helps point out some of the hidden costs of pitching -and provides some solutions to help clients and agencies pitch smarter!
Double your appointments in just 15 minutes!
...by using the 7 simple steps in this very special action plan designed to get you more meetings by phone.
Data science + design thinking a perfect blend to achieve the best user expe...Michael Radwin
As data scientists, we invest much of our time on the business problem, the data, the statistics, the algorithm, and the model. But we can’t afford to overlook one very important component: the customer. A great AI and ML model with a poorly designed user experience is ultimately is going to fail. The world’s best data products are born from a perfect blend of data science and amazing user experience. Design thinking is a methodology for creative problem solving developed at the Stanford d.school and is used by world-class design firms like IDEO and many of the world’s leading brands like Apple, Google, Samsung, and GE.
Michael Radwin prepares a recipe for applying design thinking to the development of AI/ML products. You’ll discover deep customer empathy and fall in love with the customer’s problem (not the team’s solution), and you’ll learn to go broad and narrow, focusing on what matters most to customers. Michael shows you how to get customers involved in the development process by running rapid experiments and quick prototypes. These lessons blending data science and design thinking can be applied to products that leverage supervised and unsupervised machine learning models, as well as “old-school” AI expert systems.
What you'll learn
Discover deep customer empathy for the customer’s problem (not the team’s solution)
Learn to go broad and narrow, focusing on what matters most to customers and how to get customers involved in the development process by running rapid experiments and quick prototypes
What did you think SALES WAS? It is a handbook which is written by AJIL A L, in which he has faced a lot of challenges while along with corporate sales. This is a handbook for people who are struggling to make sales and have been underconfident about the work which they have been. Once upon reading the book, you would get an idea of how and what are the key features of making sales. Go through the chapters and implement them in your work and daily life to be successful in life. Success doesn't mean that you are earning millions, success means you took the first step rather than looking at the road how long it is.
This Leadership Mashup features sage advice straight from the experiences of an innovative and successful entrepreneur, G.L. Hoffman, CEO at JobDig. Hope you enjoy!
Startup Selling: How to sell if you really, really have to and don't know how...SalesQualia
Are you a start-up CEO? A technical founder with a great product that you need to start selling now? An engineer at a start-up that's been asked to pitch in with the company's sales? Then this book is for you.
While you’re sitting at your desk coding or productizing, the phone might ring every so often or you receive occasional "request for information" emails from your website. Perhaps you’re lucky enough to gain an introduction from your venture capital partner or friends in the industry. What do you do with that new prospect? How do you move from product development to revenue?
This book teaches your about the basic aspects of the sales process, and provides everyday sales strategies you can utilize immediately in your business. It's practical advice that you can start using right now. In the next 20 minutes. Today. This book will make a difference in your business. You will immediately see how inbound callers respond differently and how you're able to decode the decision process. Before you know it, you might actually begin to like sales...
The author is a 10-year veteran in Silicon Valley with more than 15 years of sales experience. You'll love his candid writing style - loaded with specific questions to ask on sales calls and example conversations that you can implement immediately into your customer interactions.
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
As a business owner in Delaware, staying on top of your tax obligations is paramount, especially with the annual deadline for Delaware Franchise Tax looming on March 1. One such obligation is the annual Delaware Franchise Tax, which serves as a crucial requirement for maintaining your company’s legal standing within the state. While the prospect of handling tax matters may seem daunting, rest assured that the process can be straightforward with the right guidance. In this comprehensive guide, we’ll walk you through the steps of filing your Delaware Franchise Tax and provide insights to help you navigate the process effectively.
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
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Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
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[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...
Consulting pitch – win big contracts
1. Some of us have had opportunities to pitch our companies or services to clients. Almost all of us have
had opportunities to sit through sales pitches from vendors and consultants. Author had the privilege of
attending atleast 75 vendor or consultant presentations. He says, It is amazing how often they turn out
to be sad cases of hara kari.
Since very few vendors actually ask for feedback after their presentation, fewer still actually get
anything even if they ask, here is my humble feedback on what to do right, or more precisely what not
to do, in order to win that next big contract. If you think this is of any value to you I will accept
tchotchkes in exchange. : )
[While it might not seem like it by the time you are done reading it, and you are a consultant, this does
come from a place of love – I want to give helpful feedback. While it might seem such experiences are
an anomaly, they are not. While this might seem hard, I am sure you’ll agree large $$$ are worth an
extra amount of effort.]
# 9 Manage your time efficiently: It probably took you a lot of persuasion to get into the building and
make the pitch. Now you probably just have an hour or less to make the pitch. You probably have any
where from five to ten client employees in the conference room. Please manage your time efficiently.
I am stunned that vendors have 30 slides and this is how the flow works 80% of the time: first five slides
about the company’s greatness covered in the first half hour, then five more in the next twenty
mins and then last twenty slides in ten mins.
This leaves no time for any decent understanding of your capabilities and no time for questions.
It shows a tremendous amount of respect for your client’s time and investment for you to cover all you
wanted to and leave 20 mins in the end for questions.
# 8 Maximum of 12 slides per hour of time: This is a really hard one to do, even for me if I do a
presentation. But I can’t think of a better way to force the evaluation of what your core value
proposition is and initiate the kind of conversation you need to win the contract. This recommended
number includes your intro slides and client list.
This number also encourages you to figure out what it is that your client really wants or cares about. It
mandates a pre-presentation phone call / conversation with your “sponsor” in the client company to
understand as much context, hot buttons and concerns as you can so that you can actually produce 12
slides that they care about (if you can pull it off cut a few of those slides and do a real living breathing
demo).
I understand that this is a delicate balance because you want to tell them what you want to tell them.
# 7 Your client does not care what you think of yourself: A higher than preferred number of pitches
start with the vendor “superstar” person (usually with the highest rank/title) spending the first 10 mins
extolling their personal qualifications, organizations they are members of, newspapers they have been
interviewed for, conferences they have spoken at and the fact that they have five horses.
2. No one usually cares. And you are eating into your limited time.
If you are important enough trust me your client has heard of you.
Spend 30 seconds on your background, three mins on your company history and offer to provide more
information after the presentation if your client wants. Move on to the benefits you can bring to your
client and how you can make the client insanely successful.
# 6 Be honest about your numbers (and in reply to tough questions): Vendor – agency – consulting
pitches routinely involve stating how many clients they have, what the growth rate is, what the
projected increase in head count is, how much share of market you have etc. This sounds obvious but be
honest and transparent about your assumptions and context.
You definitely want to come across in the best light. But it is really lame to say you have 98% market
share but not saying that it is market share in clients with only women employees or that your growth
rate is 70% year over year but only for just one of your business lines or you have 9,000 customers but
not saying only 12 are currently active, etc.
Remember that any half decent client will do many reference checks and they’ll find out and you’ll look
bad.
We recently had someone walk in and in reply to our tough question “why did you lose your last three
clients” the agency gave an amazingly honest answer and said what they are doing to fix the issue. You
bet your bottom we are going to work with this agency.
# 5 Make sure you understand the questions: This is a small tip on numbers or questions in general
from your audience. Wait until the question is asked, then make sure you understand it, if you don’t, ask
for clarifications, then answer.
Two great benefits: 1) It shows clarity of thought on your end, that you ask for context and want to do a
good job of understanding what is being asked. 2) It will make sure you answer the question correctly
and you’ll look good.
Because typically the vendor thinks they can anticipate the questions, and they have done the pitch a
thousand times they start talking before the question is even finished.
# 4 Don’t be a jerk: Most vendor presenters are sales folks, usually high up in their sales organization. In
their little space they know everyone in the industry, have exceeded their sales quotas at every
company and are Mr or Ms Slick Wille personified. This gives them a touch of (or usually a full coat of )
arrogance.
Resist the temptation to be a jerk, and if you don’t know if you are a jerk, give immunity to the person
with the smallest job title you bring with you and ask him / her, they will tell you.
3. Vendors / agencies / consultants come in routinely and bad mouth their competitors, their rival
methodologies, their rival tools, and their rival folks they don’t get along with etc etc. It is as if they can
possibly make themselves look good just because someone / something else is bad or worse.
We had one guy come in recently and bad mouth all other vendors, a consultant we had been working
with for months (and whom we liked) and he slammed two industry experts that are well regarded (who
we have worked with in the past). All in a span of six minutes.
This vendor person was not stupid, he was really smart. But he left such a bad taste that we will never
work with this company if we can help it (not now and not ever in the future in any place that employs
me or any one else who was in that room).
Even if you think you are god’s gift to the industry (and it is true), even if you think you are right and
everyone else is wrong, apply basic social skills and resist the urge and don’t be a jerk. Assume we,
potential clients, know all vendors and people in the industry personally and will take offense.
# 3 Relentlessly focus on your unique value proposition: Logical recommendation after the above.
Remember we don’t care about you, we don’t care how much of an expert you are. Throughout your
pitch you should constantly and relentlessly focus on how your company, methodology, people, process
provide a unique value proposition to us the client. Remember it is all about us.
Use real life examples, tie it to our company and unique business if you can, tell us why you are better
than the other guy (without beating up the other guy), tell us how you can make us money, tell us how
you can get us more customers and happier customers. Show a demo, give us reports, share industry
comparisons, give us references.
At the end of the hour most people in the room will remember one or two things about you (because
whether you like it or not you and your competitors have a large overlap in what each of you can do for
us). Look at the deck you are pitching, is there one, or at most two, things that help you stand out. What
is your unique and special value proposition?
# 2 Assume you are pitching to smart people: An astounding amount of vendors / consultants aim their
pitches to the lowest common denominator, worse still they assume they are pitching to babies. This is
wrong. Depending on who is listening to you it will appear to be either a waste of time, condescending,
silly or that you have not done your homework.
Assuming you are presenting to smart people will ensure that your pitch is high quality, it will show
differentiation and it will show tremendous respect for people you are pitching to. It will mean that you
will anticipate tough questions and be ready for them (I have to admit a guilty pleasure is to pause a
vendor in the middle of a deck, ask a very tough question and watch them get thrown totally off track, if
they get back on track, and some do, it usually indicates quality thinking).
A small tip that is very effective here. Get your VP/CEO/Big Person With Title to kick off the meeting, set
context and then hand off the presentation to your execution (smart) person. It looks rather silly that for
every question that is a bit deep, even simple ones, the VP/CEO looks at the smart person (usually with a
4. much smaller title). Just let them present the detailed slides, you’ll look good and the presentation will
go faster.
# 1 Remember clients don’t buy software / services, they buy relationships: Human beings don’t buy
software or, worse, “solutions”. We are social beings, even in professional engagements we “buy”
relationships. Sometimes it really does not matter how magnificent your software is (or for that matter
how great you are and your accomplishments have been). Come prepared to deal with this.
While we are indeed buying software or service we will be dealing with your company and its people
and tech support and email and all things human. Show that you will excel at the social part and be a
great relationship for us to have.
This means being nice, this means bringing your employees we would want to work with, this means
showing that our engagement will not be a bad first date, this means being charming and sharing real
stories about how you have gone the extra step for other clients. If your client “likes” you, chances are
that you will end up with a deal.
This of course means that if you get the contract you also have to deliver, but if due to any chances your
software or service fails to deliver 100% or later there are bumps, the strong relationship will mean that
the engagement will survive.
And as always here is a bonus recommendation…….
# 0 Under promise and over deliver: I worked for a few years at DHL in Saudi Arabia and this was an
unofficial motto for us. Always under promise and over deliver, you can never go wrong.
The tendency in a sales pitch is to over promise (the answer to every “can you do this” is “yes”) because
you do want to win the contract. But for a long term sustainable engagement you have to have
something in the back pocket to wow your client. Promise to deliver the package before nine AM every
day but do it at eight thirty AM every day and you have a customer for life.
I would love to hear from all of you as to what you think of this list, especially if you are a vendor. Is this
helpful in any way? Do you already do this? Does this even feel real?