New Business Strategies helps companies increase revenue through strategic consulting. They use a proprietary methodology called the Seller's Compass to understand buyer journeys and align marketing and sales. A case study showed how using this approach helped Good Technology double annual revenue by improving customer engagement, new product adoption, and strategic planning. Attendees were encouraged to start a pilot project focusing on buyer expectations to test and refine the Seller's Compass approach.
The document discusses how companies can adapt to changing consumer behaviors and new technologies. It recommends using a framework called the Sellers' Compass to enable engagement with buyers, establish relationships, and deliver value. The framework involves understanding buyers, aligning marketing and sales, measuring success, and training employees. Implementing this approach can accelerate sales and reduce costs.
This document outlines steps for aligning marketing and sales. It discusses defining alignment, the three stages of alignment from ambiguous to collaborative to aligned. It then provides seven steps to achieve alignment, including determining a company's current stage, securing executive support, establishing a common vocabulary, defining processes and goals, and tying compensation to revenue. The document concludes with two case studies showing how companies improved alignment between their marketing and sales teams.
Webinar presentation the discussed how to leverage the "Buyers Journey" to overcome obstacles, gain insight and better predict outcomes and customer actions. Learn how to plan with foresight by maximizing customer insight and communicate the value of social captivation
This document discusses how companies can improve their customer experience and sales processes. It introduces the Sellers' Compass, a framework that maps the customer journey from the buyer's perspective. The framework identifies common points where sellers disrupt the customer experience. It also provides services to fix issues, learn about customers, align processes to customers, and innovate experiences. Case studies show the framework helped companies increase revenues and marketing ROI by better understanding customers.
This document discusses how to improve content marketing through a journey-based approach. It notes that there is currently a problem of content glut, with most content going unused. The document advocates mapping out customer journeys and personas and identifying the specific content needs at each stage. It recommends conducting a content gap analysis to determine what content is missing and should be prioritized. This analysis will show what existing content should be modified or deleted. The result is a content strategy tailored to individual customer journeys and personas that more effectively meets customer needs.
Christine Crandell of New Business Strategies gave a presentation on aligning marketing and sales strategies with buyer journeys. She discussed researching Fortune 100 companies' buying processes, developing the Sellers' Compass methodology to map buyer journeys, and lessons for generating demand by following the different stages of the buyer journey from initial problem definition to post-purchase support. Crandell emphasized the importance of consistency across marketing, sales, and support in shaping buyers' experiences.
This document discusses developing a customer insights strategy and provides an overview of the key components. It recommends defining a strategic objective and using a customer insights framework to guide activities. The framework involves deepening customer knowledge through research and applying insights across the organization. Examples are provided of how the framework has been used, including predictive modeling and segmentation. An approach is outlined that involves discovery, transition, and operationalizing customer insights over time.
The document discusses how companies can adapt to changing consumer behaviors and new technologies. It recommends using a framework called the Sellers' Compass to enable engagement with buyers, establish relationships, and deliver value. The framework involves understanding buyers, aligning marketing and sales, measuring success, and training employees. Implementing this approach can accelerate sales and reduce costs.
This document outlines steps for aligning marketing and sales. It discusses defining alignment, the three stages of alignment from ambiguous to collaborative to aligned. It then provides seven steps to achieve alignment, including determining a company's current stage, securing executive support, establishing a common vocabulary, defining processes and goals, and tying compensation to revenue. The document concludes with two case studies showing how companies improved alignment between their marketing and sales teams.
Webinar presentation the discussed how to leverage the "Buyers Journey" to overcome obstacles, gain insight and better predict outcomes and customer actions. Learn how to plan with foresight by maximizing customer insight and communicate the value of social captivation
This document discusses how companies can improve their customer experience and sales processes. It introduces the Sellers' Compass, a framework that maps the customer journey from the buyer's perspective. The framework identifies common points where sellers disrupt the customer experience. It also provides services to fix issues, learn about customers, align processes to customers, and innovate experiences. Case studies show the framework helped companies increase revenues and marketing ROI by better understanding customers.
This document discusses how to improve content marketing through a journey-based approach. It notes that there is currently a problem of content glut, with most content going unused. The document advocates mapping out customer journeys and personas and identifying the specific content needs at each stage. It recommends conducting a content gap analysis to determine what content is missing and should be prioritized. This analysis will show what existing content should be modified or deleted. The result is a content strategy tailored to individual customer journeys and personas that more effectively meets customer needs.
Christine Crandell of New Business Strategies gave a presentation on aligning marketing and sales strategies with buyer journeys. She discussed researching Fortune 100 companies' buying processes, developing the Sellers' Compass methodology to map buyer journeys, and lessons for generating demand by following the different stages of the buyer journey from initial problem definition to post-purchase support. Crandell emphasized the importance of consistency across marketing, sales, and support in shaping buyers' experiences.
This document discusses developing a customer insights strategy and provides an overview of the key components. It recommends defining a strategic objective and using a customer insights framework to guide activities. The framework involves deepening customer knowledge through research and applying insights across the organization. Examples are provided of how the framework has been used, including predictive modeling and segmentation. An approach is outlined that involves discovery, transition, and operationalizing customer insights over time.
Putting customer insight into practice, Peter Gadsdon, Lewisham Councillocalinsight
The document discusses using customer insight to drive service improvement in local government. It provides examples of how one local borough in London used various customer insight methodologies such as interviews, focus groups, and usability testing to better understand customer needs, behaviors, and experiences. They used this insight to redesign services and processes in a way that is more customer-centric. The insight was also used to influence staff culture and achieve buy-in for changes. Case studies describe how customer journey mapping and prototyping led to specific service improvements like reducing homelessness.
The document summarizes several Power BI dashboards and reports created to solve business problems:
1) A PowerPivot dashboard combining data from multiple sources to decrease monthly reporting costs for marketing campaign analysis.
2) A PowerPivot tool applying selection criteria to multiple data sources, delivering partner segmentation for 5% of prior costs.
3) A SQL and Reporting Services solution automating monthly reporting from 3 weeks to 3 days with better data.
The document discusses how to turn clients into advocates by getting more and better referrals. It outlines key learning objectives around differentiating marketing from sales, identifying the right clients, articulating value, and turning more clients into advocates who provide referrals. The workshop then covers topics like developing a client profile, crafting an effective value proposition, using attraction marketing, exceeding client expectations, and implementing a Client Advocacy Process to tap into clients' circles of influence and become a stronger advocate.
Technology Trends Customer Insight, a copy of the presentation delivered by Giles Pavey, Head of Retail Solutions, dunnhumby from the CIM East of England Summer Marketing Conference held on 9 June 2011 at ARU, Chelmsford
More than 70% of B2B purchase cycles are self-directed, trust-based, social — and invisible to vendors and suppliers. Buyers place more importance on the lifetime experience than the purchase, and they expect to realize value long before they purchase your solution. These days, it’s about the journey, not the ultimate purchase.
So how do you reach these 70% to influence their buying decisions – when they haven’t visited your site yet?
On December 6, 2011, Optify and Search Marketing hosted a free webcast on how to market along the buyer’s journey. The live webcast was led by Erez Barak, VP of Products and co-founder at Optify, and Christine Crandell, President of New Business Strategies, a marketing strategy consulting firm. Following the presentation, the speakers participated in a Q&A session gathered from the webinar attendees.
Watch the webcast to learn:
How to identify the stages of the Buyer’s Journey
How to align marketing and sales to the Buyer’s Journey
Why companies can accelerate their revenue cycle with this approach
The full recording and Q&A are available here -http://www.optify.net/webinars/marketing-along-the-buyers-journey/?preview=true&preview_id=28240&preview_nonce=07821c66ee
Quantix Marketing Consulting Romania Corporate OverviewCosmin Nae
This document summarizes Quantix Marketing Consulting, a young company that provides market research and strategic consulting services. It outlines their team of experienced professionals, flexible boutique structure, and partnership business model. Quantix works closely with clients to understand their issues, design appropriate research, ensure valid results, and provide actionable insights. Their goal is to go beyond typical reports and offer bundled research, consulting, and strategic services to help organizations make better decisions with their marketing budgets.
This document discusses relationship strategies for improving customer relationships and selling more now. It provides examples of implementing a relationship process through defining the customer experience, collecting feedback, integrating sales and marketing activities, and using technology for repeatability and scale. Case studies are presented showing how companies have applied relationship strategies to different business problems like beneficiary mailings and trade show follow-up to generate more sales. The presentation emphasizes testing strategies, applying the core elements of the relationship process, and focusing on both short and long-term customer value and profitability.
This presentation provides the basic 5 steps that are used to build a formal sales process that can double your Sales Reps revenue. The key to success lies in the adoption of the designed process. A presentation by Sales Benchmark Index, A Sales Consulting Firm.
Lifepals Global turn key outsourcing services are designed to meet the fast changing needs of new-age businesses and range from one-off marketing projects to end-to-end management of Business, sales and marketing programs and provisioning of outsourced business solutions like back office document, technology solutions, go-to-market for new products and services, new markets entry and management of new or existing business and revenue channels etc.
We are not here to do what they all do, we are here to do what we do.
Vertex | Customer Managerment Outsourcing | OverviewVertex Group
Enhancing business value, improving the customer experience
Your success relies on your customers, which is why we use our expertise, experience, and proven methods to improve your organization’s effectiveness. Whatever the economic climate, we manage the ongoing evolution of your customers’ experience, making your relationships successful and long-term.
Vertex helps you turn your customer interactions into insight, addressing three key areas in customer experience management: resolving customer contacts to create real value, analyzing transactions that don’t add value, and continually improving service effectiveness and efficiency.
The TAS Group is a software company that combines intelligent software automation and deep sales methodology expertise to deliver the Dealmaker solution. Dealmaker is an automated, intelligent predictive sales performance solution that helps customers accelerate sales performance through increased revenue, market share, forecast accuracy, and pipeline visibility. It standardizes, streamlines, and supports the sales process through configurable tools for opportunity management, sales process management, account management, virtual learning, and collaboration. The TAS Group aims to deliver sustainable long-term value to customers by helping them sell smarter and manage better on demand.
This document outlines a 7 step system for marketing success for small businesses. The steps include: 1) Building a marketing foundation with strategy, ideal customer definition, and remarkable difference. 2) Creating educational content. 3) Generating leads through nurture marketing, current customers, referrals, and new prospects. 4) Converting leads through trials and predictable processes. 5) Delighting customers to fuel other marketing engines. 6) Harnessing the internet through social media. 7) Implementing the system through a consistent calendar. The overall system is designed to help small businesses effectively attract and convert prospects at each stage of the customer journey.
Customer Lifecycle Marketing is a software solution with tools to manage data, audiences, technology, and brands. It creates a single view of prospects and customers to understand how they engage with a brand over time. The solution includes marketing automation, scoring and nurturing, campaign management, and analytics. It aims to increase sales opportunities through targeted messaging to different customer stages from suspect to active customer. By understanding customer profiles and engagement, organizations can implement automated nurturing campaigns at each stage to increase sales and retain customers.
The document discusses how The Conroy Group helps clients make the most of their information assets. It summarizes that [1] customers are sharing more information than ever but companies often don't track important metrics or customer journeys, [2] The Conroy Group provides strategic consultancy, data mining capabilities, and help implementing data intelligence into operations to realize financial benefits for clients, and [3] their approach provides rapid insights, short investment cycles, and hands-on governance to design data solutions that improve sales, marketing, operations and management information.
Customer Experience Self-assessment: Belgian Benchmark 2010Geert Martens
What is customer experience? Why have most market leaders been investing in customer experience? How have they aligned their organization to consistently deliver a deliberate customer experience? The "Naïve-to-Natural" model is a maturity assessment that shows organizations to what extent they are capable of delivering a customer experience. This presentation includes a Belgian benchmark study.
The document discusses the principles of lean startup and customer discovery. It introduces the lean canvas as a structured tool to outline a startup's problem, solution, customer segments, value proposition, channels, cost structure, and revenue streams. It emphasizes the importance of testing hypotheses through customer interviews and online market tests to better understand customer problems before building solutions. The goal is to create a minimum viable product to solve validated customer needs and learn through quick iterations.
The document discusses next generation strategies for improving top-line growth. It recommends defining unique value for target customers, executing and measuring lead generation and nurturing programs, and ensuring supply chain and workforce sustainability. The final section encourages defining value, measuring marketing activities, and planning for strong growth in the coming year.
This presentation was done to UNC-Wilmington Cameron School of Business students during their annual business week. It provided the students with a way to think about how they should be doing marketing if they take a job with a small business with low or no budget and few resources.
Pricing cannot follow a one-size-fits-all model and should be customized to the business and products. It requires understanding cost structure and customer value, not just setting prices. There are pitfalls like targeting the wrong groups, strategies, or failing to sustain differential value. Organizations should ask questions about economic impact, price structure, unnecessary discounting, strategy alignment, and controlling negotiations. Determining the right pricing involves comprehending what drives customer value and targeting behaviors across segments.
Customer Ambassadors Final Marketing In The OilfieldBrownja12
The document discusses establishing a customer ambassador program. It recommends understanding the role of ambassadors through focusing on a brand's promise, customer interactions, and building brand equity. It also suggests creating a sense of urgency, forming a guiding coalition of departments, and empowering employees to act as ambassadors through marketing programs, recognizing successes, and establishing short-term goals. Workout sessions are presented as a way to identify key touchpoints and ways for all functions to contribute to the customer experience.
Putting customer insight into practice, Peter Gadsdon, Lewisham Councillocalinsight
The document discusses using customer insight to drive service improvement in local government. It provides examples of how one local borough in London used various customer insight methodologies such as interviews, focus groups, and usability testing to better understand customer needs, behaviors, and experiences. They used this insight to redesign services and processes in a way that is more customer-centric. The insight was also used to influence staff culture and achieve buy-in for changes. Case studies describe how customer journey mapping and prototyping led to specific service improvements like reducing homelessness.
The document summarizes several Power BI dashboards and reports created to solve business problems:
1) A PowerPivot dashboard combining data from multiple sources to decrease monthly reporting costs for marketing campaign analysis.
2) A PowerPivot tool applying selection criteria to multiple data sources, delivering partner segmentation for 5% of prior costs.
3) A SQL and Reporting Services solution automating monthly reporting from 3 weeks to 3 days with better data.
The document discusses how to turn clients into advocates by getting more and better referrals. It outlines key learning objectives around differentiating marketing from sales, identifying the right clients, articulating value, and turning more clients into advocates who provide referrals. The workshop then covers topics like developing a client profile, crafting an effective value proposition, using attraction marketing, exceeding client expectations, and implementing a Client Advocacy Process to tap into clients' circles of influence and become a stronger advocate.
Technology Trends Customer Insight, a copy of the presentation delivered by Giles Pavey, Head of Retail Solutions, dunnhumby from the CIM East of England Summer Marketing Conference held on 9 June 2011 at ARU, Chelmsford
More than 70% of B2B purchase cycles are self-directed, trust-based, social — and invisible to vendors and suppliers. Buyers place more importance on the lifetime experience than the purchase, and they expect to realize value long before they purchase your solution. These days, it’s about the journey, not the ultimate purchase.
So how do you reach these 70% to influence their buying decisions – when they haven’t visited your site yet?
On December 6, 2011, Optify and Search Marketing hosted a free webcast on how to market along the buyer’s journey. The live webcast was led by Erez Barak, VP of Products and co-founder at Optify, and Christine Crandell, President of New Business Strategies, a marketing strategy consulting firm. Following the presentation, the speakers participated in a Q&A session gathered from the webinar attendees.
Watch the webcast to learn:
How to identify the stages of the Buyer’s Journey
How to align marketing and sales to the Buyer’s Journey
Why companies can accelerate their revenue cycle with this approach
The full recording and Q&A are available here -http://www.optify.net/webinars/marketing-along-the-buyers-journey/?preview=true&preview_id=28240&preview_nonce=07821c66ee
Quantix Marketing Consulting Romania Corporate OverviewCosmin Nae
This document summarizes Quantix Marketing Consulting, a young company that provides market research and strategic consulting services. It outlines their team of experienced professionals, flexible boutique structure, and partnership business model. Quantix works closely with clients to understand their issues, design appropriate research, ensure valid results, and provide actionable insights. Their goal is to go beyond typical reports and offer bundled research, consulting, and strategic services to help organizations make better decisions with their marketing budgets.
This document discusses relationship strategies for improving customer relationships and selling more now. It provides examples of implementing a relationship process through defining the customer experience, collecting feedback, integrating sales and marketing activities, and using technology for repeatability and scale. Case studies are presented showing how companies have applied relationship strategies to different business problems like beneficiary mailings and trade show follow-up to generate more sales. The presentation emphasizes testing strategies, applying the core elements of the relationship process, and focusing on both short and long-term customer value and profitability.
This presentation provides the basic 5 steps that are used to build a formal sales process that can double your Sales Reps revenue. The key to success lies in the adoption of the designed process. A presentation by Sales Benchmark Index, A Sales Consulting Firm.
Lifepals Global turn key outsourcing services are designed to meet the fast changing needs of new-age businesses and range from one-off marketing projects to end-to-end management of Business, sales and marketing programs and provisioning of outsourced business solutions like back office document, technology solutions, go-to-market for new products and services, new markets entry and management of new or existing business and revenue channels etc.
We are not here to do what they all do, we are here to do what we do.
Vertex | Customer Managerment Outsourcing | OverviewVertex Group
Enhancing business value, improving the customer experience
Your success relies on your customers, which is why we use our expertise, experience, and proven methods to improve your organization’s effectiveness. Whatever the economic climate, we manage the ongoing evolution of your customers’ experience, making your relationships successful and long-term.
Vertex helps you turn your customer interactions into insight, addressing three key areas in customer experience management: resolving customer contacts to create real value, analyzing transactions that don’t add value, and continually improving service effectiveness and efficiency.
The TAS Group is a software company that combines intelligent software automation and deep sales methodology expertise to deliver the Dealmaker solution. Dealmaker is an automated, intelligent predictive sales performance solution that helps customers accelerate sales performance through increased revenue, market share, forecast accuracy, and pipeline visibility. It standardizes, streamlines, and supports the sales process through configurable tools for opportunity management, sales process management, account management, virtual learning, and collaboration. The TAS Group aims to deliver sustainable long-term value to customers by helping them sell smarter and manage better on demand.
This document outlines a 7 step system for marketing success for small businesses. The steps include: 1) Building a marketing foundation with strategy, ideal customer definition, and remarkable difference. 2) Creating educational content. 3) Generating leads through nurture marketing, current customers, referrals, and new prospects. 4) Converting leads through trials and predictable processes. 5) Delighting customers to fuel other marketing engines. 6) Harnessing the internet through social media. 7) Implementing the system through a consistent calendar. The overall system is designed to help small businesses effectively attract and convert prospects at each stage of the customer journey.
Customer Lifecycle Marketing is a software solution with tools to manage data, audiences, technology, and brands. It creates a single view of prospects and customers to understand how they engage with a brand over time. The solution includes marketing automation, scoring and nurturing, campaign management, and analytics. It aims to increase sales opportunities through targeted messaging to different customer stages from suspect to active customer. By understanding customer profiles and engagement, organizations can implement automated nurturing campaigns at each stage to increase sales and retain customers.
The document discusses how The Conroy Group helps clients make the most of their information assets. It summarizes that [1] customers are sharing more information than ever but companies often don't track important metrics or customer journeys, [2] The Conroy Group provides strategic consultancy, data mining capabilities, and help implementing data intelligence into operations to realize financial benefits for clients, and [3] their approach provides rapid insights, short investment cycles, and hands-on governance to design data solutions that improve sales, marketing, operations and management information.
Customer Experience Self-assessment: Belgian Benchmark 2010Geert Martens
What is customer experience? Why have most market leaders been investing in customer experience? How have they aligned their organization to consistently deliver a deliberate customer experience? The "Naïve-to-Natural" model is a maturity assessment that shows organizations to what extent they are capable of delivering a customer experience. This presentation includes a Belgian benchmark study.
The document discusses the principles of lean startup and customer discovery. It introduces the lean canvas as a structured tool to outline a startup's problem, solution, customer segments, value proposition, channels, cost structure, and revenue streams. It emphasizes the importance of testing hypotheses through customer interviews and online market tests to better understand customer problems before building solutions. The goal is to create a minimum viable product to solve validated customer needs and learn through quick iterations.
The document discusses next generation strategies for improving top-line growth. It recommends defining unique value for target customers, executing and measuring lead generation and nurturing programs, and ensuring supply chain and workforce sustainability. The final section encourages defining value, measuring marketing activities, and planning for strong growth in the coming year.
This presentation was done to UNC-Wilmington Cameron School of Business students during their annual business week. It provided the students with a way to think about how they should be doing marketing if they take a job with a small business with low or no budget and few resources.
Pricing cannot follow a one-size-fits-all model and should be customized to the business and products. It requires understanding cost structure and customer value, not just setting prices. There are pitfalls like targeting the wrong groups, strategies, or failing to sustain differential value. Organizations should ask questions about economic impact, price structure, unnecessary discounting, strategy alignment, and controlling negotiations. Determining the right pricing involves comprehending what drives customer value and targeting behaviors across segments.
Customer Ambassadors Final Marketing In The OilfieldBrownja12
The document discusses establishing a customer ambassador program. It recommends understanding the role of ambassadors through focusing on a brand's promise, customer interactions, and building brand equity. It also suggests creating a sense of urgency, forming a guiding coalition of departments, and empowering employees to act as ambassadors through marketing programs, recognizing successes, and establishing short-term goals. Workout sessions are presented as a way to identify key touchpoints and ways for all functions to contribute to the customer experience.
Clearworks provides messaging and positioning services to help companies craft compelling messages using customer insights. Their methodology includes reviewing existing materials, conducting secondary research and customer interviews, facilitating workshops, drafting frameworks, and testing messages. Customer research is essential to understand pain points and desired benefits, uncover differentiators, and ensure messaging resonates. Clearworks leverages experience in research and product messaging to quickly develop effective strategies and plans.
Customer Process Management allows companies to tackle major marketing challenges and increase competitiveness. It involves understanding the customer voice, reducing waste, building advantages, aligning channels, and defining roles. Customer Process Management projects focus on marketing and surrounding organizations to create a customer-centric structure with clear roles, responsibilities, and processes. Processes are key to translating objectives into results. Customer experience is the current competitive battleground.
We help clients in practical and cost effective ways to define, measure and deliver a differentiated customer experience.
Xperience Associates has worked with clients in industry sectors to implement successful customer experience transformation programmes into over 30 countries. Having stood in client shoes we understand both the opportunity and the challenges. Our proven recipes enable clients to move faster and implement a consistent approach across markets:
1. Define - a compelling customer programme and a roadmap to achieve it
2. Engage - stakeholders at all levels
3. Measure - how customers and partners rate your brand experience
4. Improve - what matters most to customers, grow advocacy + your business
At Xperience Associates we believe if you create a great experience, you’ll keep more existing customers and attract new ones through word of mouth.
The Value Engagement Series is a skills blueprint created by The TAS Group to help sales professionals engage with customers to discover their needs, access the right decision makers, and deliver the preferred solution in a way that highlights the company's unique value. It includes modules on discovering customer requirements, connecting with stakeholders, and presenting value in a personalized manner. When used by InfoMentis salespeople, it led to higher win rates, improved forecasting, increased revenue and customer satisfaction. The TAS Group provides the series through an online automation platform to facilitate sustained, measurable results.
Ebg Qualifications Info And Case Studies 7 12 12valpeck
East Bay Group is a marketing and CRM consulting firm with over 20 years of experience. They focus on developing marketing and CRM strategies and ensuring execution through tactical implementation. Their approach involves assessing clients' organizations, creating customer journey maps, developing initiatives to close gaps, and generating requirements and managing bid processes for marketing technology solutions. They help clients improve processes, leverage data insights, and drive growth through optimized marketing and customer relationship programs.
The document provides guidance on creating and maintaining effective business partnerships in the information technology industry, outlining strategies for establishing relationships with key decision makers, leveraging sales teams, developing engagement plans, and tracking partnerships using a relationship management system to identify problems and generate revenue leads. It also includes examples of IBM's approach to sales, marketing, communications, and channel enablement to support partnerships. The goal is to help technology providers identify partners' capabilities and competitively pursue major procurements.
The document summarizes a study conducted to measure the brand equity of Colgate toothpaste using a modified version of the Winning Brands model of brand equity measurement. The study measured consumer loyalty, ability to charge a price premium, and brand leveragability. It found that Colgate has the highest Brand Equity Index of 6.415 out of 10, compared to indexes of 3.703 for Pepsodent and 2.421 for Dabur. Colgate's strong brand equity is attributed to its high consumer loyalty and ability to charge a price premium, though it is not considered a highly leveragable brand.
Beckett Advisors is a business strategy consulting firm that specializes in helping companies identify growth opportunities through analyzing internal and external information. They use quantitative research methods to uncover stakeholder perceptions that clients may miss. This reveals opportunities and strengthens strategies. Clients in various industries have experienced increased market share, profits, and bottom lines through Beckett's strategic planning, branding, pricing, and sales system improvements. Their goal is to provide market intelligence to enable sustainable growth.
This document provides an overview of the Customer Value Map process used by the company to gain insights into customers' challenges, needs, and drivers. The process involves interviewing internal and external stakeholders at different levels, discerning key trends and highlights, identifying opportunities, scoring opportunities based on fit and feasibility, and providing recommendations and results aimed at growth and increased profitability through refined messaging, product improvements, new products/services, and new markets/channels. Customer Value Mapping can also provide visibility into customers' entire buying journey to better meet their needs at each step.
How to Turn Your Customers into your sales team - TEC 401Iven Frangi
Customer Exprerience presentation called "How to turn your customers into your sales team' by Iven Frangi - April 09. Contact Iven to speak or coach you in customer experience creation and installation in your business. iven@cxm.com.au
Saa s sales and marketing lilia shirman_marketngcamp-for webPaul Wcislo
The document discusses how to market software-as-a-service products, noting that 24% of new business software purchases will be service-enabled. It outlines the differences between marketing products versus services, and how to impact important metrics for as-a-service products like conversion rate, customer acquisition cost, average recurring revenue, and churn rate through strategies like increasing trial conversion, reducing sales touches, and focusing on adoption and ongoing value.
Marketing is a waste of time – focus on business developmentLeading Results, Inc
The document discusses business development strategies. It argues that marketing is a waste of time and businesses should instead focus on business development. It provides an overview of Dan Kraus and his company Leading Results, which provides business development coaching and consulting. It then outlines the key aspects of an effective business development system, including having a clear strategy and purpose, differentiating your business to attract ideal customers, and creating a "digital flywheel" where existing customers and new customers acquired through referrals drive ongoing business.
The document summarizes Deloitte's perspective on customer insights and analytics. It discusses how clients are asking questions about re-engaging customers, attracting new customers, leveraging tools to target customers, and more. Case studies show how analytics helped clients increase revenue, reduce costs, and improve the online experience. It also outlines how analytical capabilities can deliver deeper customer insights over time, from basic reporting to predictive modeling and innovation. Finally, it discusses how the changing marketing landscape increases the need for advanced analytics and describes the components of a turnkey marketing platform.
Kolota Creative Marketing provides innovative marketing and communications solutions through a full range of services. They can help solve marketing problems at any level in an organization through three service modules tailored for senior leadership, functional managers, and product/program managers. With over 25 years of experience, Kolota has developed marketing solutions for 35 companies across multiple business sectors. Their approach involves immersing themselves to understand a client's "Brand DNA" and position them for maximum marketing returns.
B2B Marketing and Lead Generation for Technology Vendors - by MarketXpanderMarketXpander Services
MarketXpander provides B2B marketing and lead generation services focused on technology vendors. Their services include creating and executing marketing plans to generate qualified leads, nurturing leads through content development and email marketing, recruiting channel partners, and providing inside sales support. MarketXpander's engagement process involves discovering client needs, establishing a marketing strategy and detailed execution plan, and then executing campaigns while continuously measuring and improving results. They combine strategy, sales talent, defined processes, and technology like CRM and marketing automation to deliver sales outcomes for clients.
OpsStars 2019 - Using Customer Journeys to Supercharge your Revenue Engine R...Christine Crandell
The key to optimizing revenue is to keep sales, marketing and customer success teams aligned to customer journeys. And yet, journeys are not static. Keeping all teams aligned to revenue cycles means staying on top of constantly shifting customer expectations and behaviors. And CX expectations begin well before - and continue long after - the point of purchase!
In this session, join award-winning CX strategy expert and author Christine Crandell to learn how to spot and use key customer micro-moments to keep your Revenue Ops model always at peak performance. And how to use journey maps to optimize your go-to-market model for truly differentiated customer experiences that result in faster revenue cycles.
This document discusses how to build a customer-centric culture. It begins by introducing Christine Crandell, the president of NBS Consulting Group, who is an expert in customer experience. It then defines what a customer-centric culture is and provides examples of what it looks like. The document discusses why building such a culture is difficult and outlines a three stage model of cultural evolution. It then provides five steps for building a customer-centric culture, beginning with developing a deep understanding of customers through journey mapping.
This document discusses creating customer-centric sales and marketing experiences. It emphasizes the importance of understanding customers' expectations from their perspective. It also discusses concepts like journey mapping customer interactions, co-creating experiences with customers, and using data and technology to improve experiences. The document provides lessons for companies looking to start prioritizing their customers, including starting small, treating it as change management, and getting internal support.
This document provides a summary of initiatives and projects undertaken by the Office of Marketing and Communications at Santa Clara University in fiscal year 2016. It discusses the launch of a new content management system, redesigned university website and digital magazine, creation of crisis communication manuals, growth in social media engagement and followers, and awards won for publications and campaigns. Key metrics on website traffic, number of clients served, and print jobs are also presented.
The document discusses creating content that converts buyers in a business-to-business context. It introduces the Sellers' Compass framework for aligning marketing, sales, support, and operations with the buyer's journey. A four-step process is outlined for developing a customer-driven content strategy: 1) understanding the buyer's journey, 2) cleaning up existing content, 3) defining a strategy aligned to journey steps and tollgates, and 4) measuring conversion rates. Developing content specifically tailored to buyer needs at each stage is presented as key to driving higher conversion rates.
The document discusses aligning sales and marketing processes with the customer journey. It recommends documenting customer journey maps to understand expectations at each stage. A customer roundtable can then define enablement tools needed. Finally, sales playbooks should be revised to match the customer journey and experience expectations. The approach aims to increase win rates, quota attainment, and shorter sales cycles.
New Business Strategies is a customer experience and strategy consulting firm that helps companies connect customer experience to revenue. It uses a proprietary Sellers' Compass methodology to deliver excellent customer experiences. The methodology maps customer journeys and identifies 30 ways journey maps can be used, such as lead scoring, content strategy, sales playbooks, and account strategies. Clients praise how the methodology guides them to effectively engage customers and establish enduring relationships.
New Business Strategies is a customer experience and strategy consulting firm led by Christine Crandell. They help companies connect customer experience to revenue. Their proprietary Sellers' Compass methodology delivers excellent customer experiences. They have deep expertise in research, strategy, and change management. They also provide practical tools and training to help clients sustain success in improving customer experience and increasing revenue.
This document discusses how buyers have taken control of the purchasing process and outlines a methodology called the Buyers' Social Framework to engage with customers. It notes that 70% of buying decisions are made before a sales representative is engaged. The framework involves discovering buyers at different stages like defining needs, evaluating options, and nurturing long-term relationships. The document provides examples of how to operationalize the framework at each stage through relevant marketing, content, and calls to action.
IMPACT Silver is a pure silver zinc producer with over $260 million in revenue since 2008 and a large 100% owned 210km Mexico land package - 2024 catalysts includes new 14% grade zinc Plomosas mine and 20,000m of fully funded exploration drilling.
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.AnnySerafinaLove
This letter, written by Kellen Harkins, Course Director at Full Sail University, commends Anny Love's exemplary performance in the Video Sharing Platforms class. It highlights her dedication, willingness to challenge herself, and exceptional skills in production, editing, and marketing across various video platforms like YouTube, TikTok, and Instagram.
Tata Group Dials Taiwan for Its Chipmaking Ambition in Gujarat’s DholeraAvirahi City Dholera
The Tata Group, a titan of Indian industry, is making waves with its advanced talks with Taiwanese chipmakers Powerchip Semiconductor Manufacturing Corporation (PSMC) and UMC Group. The goal? Establishing a cutting-edge semiconductor fabrication unit (fab) in Dholera, Gujarat. This isn’t just any project; it’s a potential game changer for India’s chipmaking aspirations and a boon for investors seeking promising residential projects in dholera sir.
Visit : https://www.avirahi.com/blog/tata-group-dials-taiwan-for-its-chipmaking-ambition-in-gujarats-dholera/
Industrial Tech SW: Category Renewal and CreationChristian Dahlen
Every industrial revolution has created a new set of categories and a new set of players.
Multiple new technologies have emerged, but Samsara and C3.ai are only two companies which have gone public so far.
Manufacturing startups constitute the largest pipeline share of unicorns and IPO candidates in the SF Bay Area, and software startups dominate in Germany.
Zodiac Signs and Food Preferences_ What Your Sign Says About Your Tastemy Pandit
Know what your zodiac sign says about your taste in food! Explore how the 12 zodiac signs influence your culinary preferences with insights from MyPandit. Dive into astrology and flavors!
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
Part 2 Deep Dive: Navigating the 2024 Slowdownjeffkluth1
Introduction
The global retail industry has weathered numerous storms, with the financial crisis of 2008 serving as a poignant reminder of the sector's resilience and adaptability. However, as we navigate the complex landscape of 2024, retailers face a unique set of challenges that demand innovative strategies and a fundamental shift in mindset. This white paper contrasts the impact of the 2008 recession on the retail sector with the current headwinds retailers are grappling with, while offering a comprehensive roadmap for success in this new paradigm.
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
Top mailing list providers in the USA.pptxJeremyPeirce1
Discover the top mailing list providers in the USA, offering targeted lists, segmentation, and analytics to optimize your marketing campaigns and drive engagement.
Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...my Pandit
Explore the fascinating world of the Gemini Zodiac Sign. Discover the unique personality traits, key dates, and horoscope insights of Gemini individuals. Learn how their sociable, communicative nature and boundless curiosity make them the dynamic explorers of the zodiac. Dive into the duality of the Gemini sign and understand their intellectual and adventurous spirit.
Taurus Zodiac Sign: Unveiling the Traits, Dates, and Horoscope Insights of th...my Pandit
Dive into the steadfast world of the Taurus Zodiac Sign. Discover the grounded, stable, and logical nature of Taurus individuals, and explore their key personality traits, important dates, and horoscope insights. Learn how the determination and patience of the Taurus sign make them the rock-steady achievers and anchors of the zodiac.
Structural Design Process: Step-by-Step Guide for BuildingsChandresh Chudasama
The structural design process is explained: Follow our step-by-step guide to understand building design intricacies and ensure structural integrity. Learn how to build wonderful buildings with the help of our detailed information. Learn how to create structures with durability and reliability and also gain insights on ways of managing structures.
17. Thank You
and
Questions?
Christine.crandell@newbizs.com
+1.415.309.7017
www.christinecrandell.com
Forbes Blog:
blogs.forbes.com/christinecrandell
LinkedIn:
http://www.linkedin.com/in/christinecrandell
Twitter: @chriscrandell
Editor's Notes
The seeds of Loyalty and churn begin long before the point of purchase….at the 1st disruptor point.4th disruptor is when the sellers begins to be successful penetrating the organization or increases the rate of repeat sales. Often sellers start to get lazy here or are unable to adapt to new political, cultural and expectations of new internal customers (division, LOBs, etc.) This disrupts the experience and results in two things: loss of face for the buyer champion and thereby loss of credibility, and lack of support for the seller by the new buyers.