Brian Bachofner of InsideView illustrates how the customer is changing and how buying patterns are changing. He emphasizes the importance of understanding and adapting to those changes to remain relevant in the business world.
Marketing’s Holy Grail: the quality lead - Amanda Jobbins, Vice President - T...Demand Generation Summit
With 20 years experience in technology marketing including senior roles at Symantec, IBM and BMC, Amanda shares her insights into driving an effective dialogue with sales leadership and partnering with them on the demand generation challenge.
This presentation outlines the growing differences between sales and marketing strategies that most B2B organizations are missing out. Poorly defined strategies, agreements and marketing-to-sales efforts are creating a deep impact on communication and collaboration to generate successful sales. As a result purchasing cycles of customers are taking time. Sales and marketing teams should come together to produce strategically combined efforts to generate effective networking among themselves. Here are the three effective strategies to align sales and marketing process to enable harmonious sales and marketing alignment. Read on.
Delivered by Dan Malloy, Product Manager with Naked Lime Marketing at Digital Dealer 17. In this presentation, you'll learn:
• The impact of social media on reputation management.
• How a response handling plan makes reputation management more effective.
• Using customer surveys to get ahead of the reputation game.
Marketing’s Holy Grail: the quality lead - Amanda Jobbins, Vice President - T...Demand Generation Summit
With 20 years experience in technology marketing including senior roles at Symantec, IBM and BMC, Amanda shares her insights into driving an effective dialogue with sales leadership and partnering with them on the demand generation challenge.
This presentation outlines the growing differences between sales and marketing strategies that most B2B organizations are missing out. Poorly defined strategies, agreements and marketing-to-sales efforts are creating a deep impact on communication and collaboration to generate successful sales. As a result purchasing cycles of customers are taking time. Sales and marketing teams should come together to produce strategically combined efforts to generate effective networking among themselves. Here are the three effective strategies to align sales and marketing process to enable harmonious sales and marketing alignment. Read on.
Delivered by Dan Malloy, Product Manager with Naked Lime Marketing at Digital Dealer 17. In this presentation, you'll learn:
• The impact of social media on reputation management.
• How a response handling plan makes reputation management more effective.
• Using customer surveys to get ahead of the reputation game.
Carmen Neghina, Alina Oprea, Myriam Suidan - Case study - Marketing and Psychology
Who Influences Decisions?
Who Is in the Buying-Center?
Who Are the Powerful Buyers?
What Do Buyers Want?
Diagnosing Motivation
The Buyers’ Decision-making Process
Possible Outcomes
How Do Buyers Perceive a Company?
1- what is the changes in modern customers, challenge in selling process
2- CCS basics, core concepts
3- buying behavior, how can use tactics to fit in
4- how to develop a sales ready message
5- how to match your selling cycle with customer buying cycle
6- how to calculate opportunities to achieve target.
2020 b2b -Selling in the crisis - Leading remote sales teams - Covid 19RaoulMonks
Overview
The coronavirus pandemic is forcing sales teams to work remotely, but this isn’t the only challenge. Buyers lives are significantly impacted too, so the way your sales team sells needs to be very different.
In turn, the management and motivation of your sales teams is crucial and avoiding critical mistakes is imperative to ensure you come out the other side of this crisis as strongly as you possibly can.
In this webinar, we will explore:
What challenges working remotely creates for sales teams and for you
The biggest mistakes sales leaders can make in these unprecedented times
The rules and approaches to drive and engage your team
Outcome: A strong approach to leading sales teams in this challenging environment
b2b sales - selling in the crisis - pivot to digital revenues RaoulMonks
Overview
The reason client’s invest in events is to connect with the audience in a way they aren’t able to through other platforms, until now. The way the audience is interacting and engaging with digital is going through a seismic shift and the impact clients can have has been exaggerated tenfold, creating an unparalleled channel to work with and influence your potential client base.
In this webinar, we will explore:
• The differences and parallels between events and digital
• The ‘why’ of a digital campaign
• Pivoting from events to digital: risk and opportunity
Outcome: An approach for positioning digital as an alternative to events
Speakers:
Raoul Monks, Founder & Director, Flume Sales Training - Fergus Gregory
Watch the actual webinar here: https://www.crowdcast.io/e/fsz06my9
www.flumetraining.com
2020 b2b - Selling in the crisis - Driving client urgencyRaoulMonks
The media & events market continues to be hit hard by the Covid-19 crisis. Marketing budgets are being cut and remaining spend is being heavily scrutinised. It's harder than ever for your client to say ‘yes' to your solutions.
A compelling argument for prioritising marketing spend is therefore crucial if you and your clients are to come through these uncertain times in the strongest position possible.
In this webinar, we will explore:
What’s changed for your buyer and audience in this turbulent time
What works and doesn’t work in marketing right now
How to create a business case for your client to prioritise marketing now
Outcome: A business case to convince your client what to market and how to market their way through the crisis.
Watch here: https://www.crowdcast.io/e/driving-client-urgency
For more resources, click here: https://flumetraining.com/covid-19-response/
Prescriptive Sales: Taking the drivers' seat backMariana Hansen
Presentation based on the article The New B2B Sales Imperative (Toman, Adamson and Gomez, 2007) from the Harvard Business Review - https://hbr.org/2017/03/the-new-sales-imperative
How can companies attract and retain the right customers and cultivate strong...Sameer Mathur
Marketing managers must calculate customer lifetime values of their customer base to understand their profit implications. They must also determine ways to increase the value of the customer base.
Numbers Sometimes Lie: Take a Look at Your Sales Pipeline and Sales ProcessLandslide Technologies
In this slideshow, Landslide Technologies hosts Mark Sellers for an eye-opening look into what your sales funnel is really saying and how your decisions on deal prioritization can effect whether you have a very good or very bad 2009.
Loyalty scheme programmes are regulated marketing campaigns by organisations to promote brand loyalty.
You can gain customer’s commitment for loyalty programs in the following ways:
Instant or special discount on select products, Discount as redemption points, Complimentary parking facilities and coupons, Free shipping or home delivery, A relaxed return policy
Carmen Neghina, Alina Oprea, Myriam Suidan - Case study - Marketing and Psychology
Who Influences Decisions?
Who Is in the Buying-Center?
Who Are the Powerful Buyers?
What Do Buyers Want?
Diagnosing Motivation
The Buyers’ Decision-making Process
Possible Outcomes
How Do Buyers Perceive a Company?
1- what is the changes in modern customers, challenge in selling process
2- CCS basics, core concepts
3- buying behavior, how can use tactics to fit in
4- how to develop a sales ready message
5- how to match your selling cycle with customer buying cycle
6- how to calculate opportunities to achieve target.
2020 b2b -Selling in the crisis - Leading remote sales teams - Covid 19RaoulMonks
Overview
The coronavirus pandemic is forcing sales teams to work remotely, but this isn’t the only challenge. Buyers lives are significantly impacted too, so the way your sales team sells needs to be very different.
In turn, the management and motivation of your sales teams is crucial and avoiding critical mistakes is imperative to ensure you come out the other side of this crisis as strongly as you possibly can.
In this webinar, we will explore:
What challenges working remotely creates for sales teams and for you
The biggest mistakes sales leaders can make in these unprecedented times
The rules and approaches to drive and engage your team
Outcome: A strong approach to leading sales teams in this challenging environment
b2b sales - selling in the crisis - pivot to digital revenues RaoulMonks
Overview
The reason client’s invest in events is to connect with the audience in a way they aren’t able to through other platforms, until now. The way the audience is interacting and engaging with digital is going through a seismic shift and the impact clients can have has been exaggerated tenfold, creating an unparalleled channel to work with and influence your potential client base.
In this webinar, we will explore:
• The differences and parallels between events and digital
• The ‘why’ of a digital campaign
• Pivoting from events to digital: risk and opportunity
Outcome: An approach for positioning digital as an alternative to events
Speakers:
Raoul Monks, Founder & Director, Flume Sales Training - Fergus Gregory
Watch the actual webinar here: https://www.crowdcast.io/e/fsz06my9
www.flumetraining.com
2020 b2b - Selling in the crisis - Driving client urgencyRaoulMonks
The media & events market continues to be hit hard by the Covid-19 crisis. Marketing budgets are being cut and remaining spend is being heavily scrutinised. It's harder than ever for your client to say ‘yes' to your solutions.
A compelling argument for prioritising marketing spend is therefore crucial if you and your clients are to come through these uncertain times in the strongest position possible.
In this webinar, we will explore:
What’s changed for your buyer and audience in this turbulent time
What works and doesn’t work in marketing right now
How to create a business case for your client to prioritise marketing now
Outcome: A business case to convince your client what to market and how to market their way through the crisis.
Watch here: https://www.crowdcast.io/e/driving-client-urgency
For more resources, click here: https://flumetraining.com/covid-19-response/
Prescriptive Sales: Taking the drivers' seat backMariana Hansen
Presentation based on the article The New B2B Sales Imperative (Toman, Adamson and Gomez, 2007) from the Harvard Business Review - https://hbr.org/2017/03/the-new-sales-imperative
How can companies attract and retain the right customers and cultivate strong...Sameer Mathur
Marketing managers must calculate customer lifetime values of their customer base to understand their profit implications. They must also determine ways to increase the value of the customer base.
Numbers Sometimes Lie: Take a Look at Your Sales Pipeline and Sales ProcessLandslide Technologies
In this slideshow, Landslide Technologies hosts Mark Sellers for an eye-opening look into what your sales funnel is really saying and how your decisions on deal prioritization can effect whether you have a very good or very bad 2009.
Loyalty scheme programmes are regulated marketing campaigns by organisations to promote brand loyalty.
You can gain customer’s commitment for loyalty programs in the following ways:
Instant or special discount on select products, Discount as redemption points, Complimentary parking facilities and coupons, Free shipping or home delivery, A relaxed return policy
In this presentation, Jack Bender of Microsoft highlights Yammer and the functionality within CRM. Moreover, he emphasizes how social interaction enhances communication throughout the organization and fosters productivity.
A no nonsense presentation for those who want to learn how to start using Twitter. A brief explanation about what Twitter is, who uses Twitter, and how businesses are using it.
Simple slides illustrating how to tweet, reply, & privately message others on Twitter.
Also includes the easiest path to getting started by setting up your profile and finding interesting folks to follow.
The presentation ends with tips for better tweeting and simple ways to gain more followers.
Fertility in India - Government Society and BusinessShikhar Angra
This is a presentation which was prepared and presented by my study group as a part of course in our Core MBA curriculum.
It related with the fertility in India. Describes various measures of fertility - ASFR, TFR, Replacement level fertility and more. Also shows the trends in fertility from 1992 to 2005 across 3 NFHS.
Also helps to understand the effect of population on economic growth, environment and human development by using some data regression.
This was created by fact checking a famous internet chain mail describing the horrors of plastic bags. It appears that most of it was never really linked to any authoritative source. But news papers like the NY times a Boston Globe as fact. It is truely an example of Escience and Ejournalism where research is conducted online and professional standards of fact checking and documentation were abandoned
5 Best Practices of Lead Generation for Facilities Managers Andrew Mason
A massive 81% of clients do not want to be sold to at least before doing the research themselves so outward bound marketing, and cold calling destroys trust with nearly 70% saying that they would usually or always be put off by suppliers that cold call.
The 31% saying that they are never or only sometimes put off by cold calling, you can market this way but the odds are against you as
Clients don’t want to be sold to or interrupted
This deck gives us the 5 best practices of lead generation for Facilities Managers.
When your product is high involvement, your marketing communications becomes high involvement and that is where direct marketing, relationship & personal selling comes into picture .
The insight selling era - live webcast with LinkedIn & CEBKevin Ryan
‘The Insight Selling Era’ – how buyer sophistication is forcing organizations to transform how they sell
Speakers:
Kevin Ryan, Marketing Manager: http://www.linkedin.com/in/kevryan
Matthew Kiel, Senior Director, CEB: http://www.linkedin.com/in/mpkiel
Chapter 1 introduction to sales and distribution managementNishant Agrawal
To understand evolution, nature and importance of sales management
To know role and skills of modern sales managers
To understand types of sales managers
To learn objectives, strategies and tactics of sales management
To know emerging trends in sales management
To understand linkage between sales and distribution management.
Achieve Account-Based Selling Goals Solving the Alignment DilemmaBarbara Giamanco
Presentation delivered on Day 1 of the 3 Day Sales Summit hosted by BrightTalk. The 9 presentations delivered over the 3 days is being delivered by me and my colleagues from The Sales Expert Channel.
Leveraging the modern purchasing funnel is one of the most powerful ways of maximising business ROI from your brand and marketing spend. Do you really know what the purchasing funnel is for your category, how you are performing against your competitors, where the holes are in your funnel, and how many customers you are really losing?
Sales has-changed! How the Modern Buyer Has Changed The Sales ProcessChris Risner
Presentation (Webinar) on how the modern buyer has changed due to their ability to get information on the internet. Because of this, they control the sales process. Marketing and sales organizations need to change to respond to this.
Edgewater Insurance Consulting practice director Stacey Cheese presented on The Changing World of Consumers in the life insurance industry, and the impact of millennials use of technology.
Integrating Analytics for Value-Based HealthcareEdgewater
Edgewater Healthcare Consulting presented at the Boston Society for Information Management (SIM) with client Southcoast Health on Integrating Analytics for Value-Based Healthcare
Changing Face of Consumer in the Life Insurance IndustryEdgewater
Edgewater Consulting presentation to the Life Insurers Council and at life insurance forums on the purchasing habits of Gen Y, and what insurance carriers need to do to stay relevant
Automate business processes using SharePoint Designer WorkflowsEdgewater
Edgewater (www.edgewater-consulting.com) presented "Automating business processes using SharePoint Designer Workflows" at multiple SharePoint Saturdays. This presentation covers the types of workflows available, best practices, and common issues.
Edgewater Consulting presented the Guiding Principles for Process Improvement at the Acord Loma Life Insurers Council (LIC) bi-annual Operations Committee meeting
Beyond Portals in LIfe and Final Expense InsuranceEdgewater
The evolution of customer portals in the life insurance and final expense insurance industries. Presented by Edgewater Consulting at Accord Loma Life Insurers Council (LIC) Technology Committee meeting.
A survey of connectivity options available to folks who want to leverage their favorite business collaboration platform interacting with their favorite mobile client. Wverything from "non-app" solutions (stuff already in the smartphone) to C#/CSOM with a few alternatives in between.
The key to unleashing the full potential of SharePoint lies in its workflows functionality. Jeff MacKenzie, Director of Technology at Edgewater Consulting, is a recognized expert in the planning and execution of SharePoint workflows. In this webinar, Jeff will share his experience working with multiple companies to leverage SharePoint for automating business workflows to make the entire organization more efficient.
Automated, Standardized Reporting of Patient Safety and Quality Measures to E...Edgewater
Edgewater and UPenn presented on "Moving from Volume to Value Based Care" at The World Congress 10th Annual Healthcare Quality Congress, August 2-3, 2012.
National Patient Safety Foundation 2012 Dashboard DemoEdgewater
Edgwater attended the NPSF 2012 Patient Safety Congress in order to showcase our proven expertise in developing Patient Safety & Quality systems and processes. This presentation highlights some Edgewater client success stories as well as a demonstration of dashboards developed as part of our projects.
SharePoint Social: The business case for collaborationEdgewater
Edgewater Technology's Ori Fishler, Director of Web Solutions, explores the business case for taking the leap into social and the benefits companies are seeing internally and externally. Ori also highlights:
• Business case studies from working
implementations
• ROI of social implementation
• Social features available in SharePoint 2010
• How to bring social features to the forefront
• Other tools and add-ons that can be used to
create an effective “Facebook/Twitter”
style experience
• How to drive adoption for the social network
• Governance required to control and ensure
compliance
Best Practices in Marketing Campaign TrackingEdgewater
Best Practices in Marketing Campaign Tracking: Measure multichannel campaign ROI and address advanced analytical issues from integration to attribution. This webcast illustrates how to get started with building campaign tracking and measuring multichannel marketing ROI using web analytics tools.
In this webinar, Edgewater's experts cover: Campaign Lifecycle and measuring marketing ROI
Campaign Reporting Basics
Setting up multichannel campaign tracking
Common challenges and how to address them
Improving report readability
Going Beyond Basic Campaign Reporting
Trending & External KPI integration
Offline Conversion Tracking / Offline data integration
Attribution Models
Campaign reporting as an essential tool for measuring marketing ROIGetting started with campaign reporting
Beyond the basics:
Improving usability with lookup tables
Trending
Adding cost information for real ROI
Addressing campaign attribution issues
Encryption in Microsoft 365 - ExpertsLive Netherlands 2024Albert Hoitingh
In this session I delve into the encryption technology used in Microsoft 365 and Microsoft Purview. Including the concepts of Customer Key and Double Key Encryption.
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.
The Art of the Pitch: WordPress Relationships and SalesLaura Byrne
Clients don’t know what they don’t know. What web solutions are right for them? How does WordPress come into the picture? How do you make sure you understand scope and timeline? What do you do if sometime changes?
All these questions and more will be explored as we talk about matching clients’ needs with what your agency offers without pulling teeth or pulling your hair out. Practical tips, and strategies for successful relationship building that leads to closing the deal.
Epistemic Interaction - tuning interfaces to provide information for AI supportAlan Dix
Paper presented at SYNERGY workshop at AVI 2024, Genoa, Italy. 3rd June 2024
https://alandix.com/academic/papers/synergy2024-epistemic/
As machine learning integrates deeper into human-computer interactions, the concept of epistemic interaction emerges, aiming to refine these interactions to enhance system adaptability. This approach encourages minor, intentional adjustments in user behaviour to enrich the data available for system learning. This paper introduces epistemic interaction within the context of human-system communication, illustrating how deliberate interaction design can improve system understanding and adaptation. Through concrete examples, we demonstrate the potential of epistemic interaction to significantly advance human-computer interaction by leveraging intuitive human communication strategies to inform system design and functionality, offering a novel pathway for enriching user-system engagements.
Software Delivery At the Speed of AI: Inflectra Invests In AI-Powered QualityInflectra
In this insightful webinar, Inflectra explores how artificial intelligence (AI) is transforming software development and testing. Discover how AI-powered tools are revolutionizing every stage of the software development lifecycle (SDLC), from design and prototyping to testing, deployment, and monitoring.
Learn about:
• The Future of Testing: How AI is shifting testing towards verification, analysis, and higher-level skills, while reducing repetitive tasks.
• Test Automation: How AI-powered test case generation, optimization, and self-healing tests are making testing more efficient and effective.
• Visual Testing: Explore the emerging capabilities of AI in visual testing and how it's set to revolutionize UI verification.
• Inflectra's AI Solutions: See demonstrations of Inflectra's cutting-edge AI tools like the ChatGPT plugin and Azure Open AI platform, designed to streamline your testing process.
Whether you're a developer, tester, or QA professional, this webinar will give you valuable insights into how AI is shaping the future of software delivery.
Smart TV Buyer Insights Survey 2024 by 91mobiles.pdf91mobiles
91mobiles recently conducted a Smart TV Buyer Insights Survey in which we asked over 3,000 respondents about the TV they own, aspects they look at on a new TV, and their TV buying preferences.
GraphRAG is All You need? LLM & Knowledge GraphGuy Korland
Guy Korland, CEO and Co-founder of FalkorDB, will review two articles on the integration of language models with knowledge graphs.
1. Unifying Large Language Models and Knowledge Graphs: A Roadmap.
https://arxiv.org/abs/2306.08302
2. Microsoft Research's GraphRAG paper and a review paper on various uses of knowledge graphs:
https://www.microsoft.com/en-us/research/blog/graphrag-unlocking-llm-discovery-on-narrative-private-data/
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.
Generating a custom Ruby SDK for your web service or Rails API using Smithyg2nightmarescribd
Have you ever wanted a Ruby client API to communicate with your web service? Smithy is a protocol-agnostic language for defining services and SDKs. Smithy Ruby is an implementation of Smithy that generates a Ruby SDK using a Smithy model. In this talk, we will explore Smithy and Smithy Ruby to learn how to generate custom feature-rich SDKs that can communicate with any web service, such as a Rails JSON API.
2. Results of Research
• The biggest challenges sales people have is…
– Getting in the door
– Building support within the organization
– Closing the deal
• Biggest emotional driver in sales is Winning
• Customer see us in the Vendor category
• Differentiators are Insight and Connections
3. The Problem: The Buyer Has Changed
Buyers are impatient
with sellers
u
v
Insight Research is time
consuming and difficult
w
Customer
Churn/turnover is
increasing
Leads
Opportunities
4. Major market shifts…require change in CRM
Sales: from vendor driven to buyer driven process
Marketing: from outbound to inbound marketing
Buyers: from un-informed to very informed
Channels: from few to countless channels
Campaigns: from months/weeks to minutes
CRM Intelligence is imperative to successful CRM
SLIDE : 4
5. Declining Effectiveness
Sales & Marketing 1.0 Becoming Ineffective
SLIDE : 5
of Buyers Deflect Calls and Emails92%
Buyer Behavior Has Changed
6. The evolving Buyer
SLIDE : 6
Campaign
Enrich
Convert and Win
Retain and Grow
Relationship
Manager
RECOMMEND
Lead
Enrich
Sales
2013
Campaign
Enrich
Convert and Win
Retain and Grow
Relationship
Manager
RECOMMEND
Lead
Enrich
Sales
MARKETING
SALES
Awareness
and Interest
Decision
Action
Retain and Grow
RECOMMEND
57%
7. Challenge 2: Organizational Change is Primary Driver
Source: Mikael Blaisdell, Leading Authority on Customer Retention, Editor, The HotLine Magazine, 2012
0% 10% 20% 30%
People Changes - Loss of Sponsor
Lack of Adoption
Business Downturn
Competing Product
Customer Acquired/Merged
25% - 30%
20% - 25%
15% - 20%
10% - 15%
10% - 15%
8. Additional Problem: Insight Research is Not Easy…
Initial Insight Research
50 Accounts x 55 Mins/Account
= 45 hours
Time Consuming
Update Insight Research
50 Accounts x 10 Mins/Account
= 8 hours
Overwhelming
Media
Editorial
Social
9. How Does An Average Rep Spend Their Day?
Productivity and Effectiveness
Researching
the largest
non-selling activity
2011 CSO Insights Sales Optimization Study
10. Discussion
• What are you doing today to overcome these challenges?
Whiteboard Session
… and it all stems from the evolution in how buyers think and act now. Quite differently than 5 years ago.#1 Buyers carry shields, to deflect unsolicited inbound calls and emails! Bigger ones than they used to. It’s because they are much more proactive than they were 5 years ago. Leading the charge in defining their problems and scoping their requirements. Often 60% - 80% through their buying cycle before wanting to talk to vendors. And they pick which ones to call.#2 With this proactivity, they are growing very impatient with traditional relationships selling or solution selling. They don’t want to slow down to help the sellers catch up. Why would they? The one thing that DOES lower their shields is when they hear unique insights about their business, help them reframe their problem and consider other solution ideas.#3 Buyers need the support of their troops. It pretty surprising, given their proactivity and leadership in defining the solution. Buyers are actually significantly more risk averse and they are not willing to sign major deals without consensus among the key users and influencers.TRANSITION: Go straight to next slide.
2. The Biggest DRIVER of Customer Churn is Organizational Change! The top 5 drivers of customer churn are [read them off…]The biggest driver is People Changes – the most important being a change in your sponsor in the organization. Also critical is the arrival of new senior management (CEO, CMO, CF), who bring new ideas and new vendor relationships.[The SOURCE of this data is Mikael Blaisdell, the leading authority on Customer Success Management and Editor of “The HotLine Magazine”.]
In order to solve the three problems I just covered, your sales reps need to do Insight-quality research…And that’s a Big Problem: Insight-based research is NOT easy. [Build slide][Click] First it’s OverwhelmingIn the last 10 years, web traffic has grown 30,000 Percent commensurate with the growth of content on the web.And the biggest change in the last 5 years is the growth of user generated content and social media, rich with insights on people and companies (there is pressure now for executives to “have a point of view” and share it actively on Twitter and their own blogs).[Click] Secondly, it’s Time Consuming!Assuming each sales rep has 50 targets. It takes a minimum of 55 minutes to do Insight-level research on each account. And this only gets you HALF the insight value of an sales intelligence system gets you. That’s 45 hours of research. Just to get going. [This includes in order of time Company Website, LinkedIn, Relevant Trade Journal, Google News, Company 10K, Quarterly Call Report…]Then to keep current on it, it’s another 8 hours of update research – every week? Twice a week?90000