2024 State of Marketing Report – by HubspotMarius Sescu
https://www.hubspot.com/state-of-marketing
· Scaling relationships and proving ROI
· Social media is the place for search, sales, and service
· Authentic influencer partnerships fuel brand growth
· The strongest connections happen via call, click, chat, and camera.
· Time saved with AI leads to more creative work
· Seeking: A single source of truth
· TLDR; Get on social, try AI, and align your systems.
· More human marketing, powered by robots
ChatGPT is a revolutionary addition to the world since its introduction in 2022. A big shift in the sector of information gathering and processing happened because of this chatbot. What is the story of ChatGPT? How is the bot responding to prompts and generating contents? Swipe through these slides prepared by Expeed Software, a web development company regarding the development and technical intricacies of ChatGPT!
Product Design Trends in 2024 | Teenage EngineeringsPixeldarts
The realm of product design is a constantly changing environment where technology and style intersect. Every year introduces fresh challenges and exciting trends that mold the future of this captivating art form. In this piece, we delve into the significant trends set to influence the look and functionality of product design in the year 2024.
How Race, Age and Gender Shape Attitudes Towards Mental HealthThinkNow
Mental health has been in the news quite a bit lately. Dozens of U.S. states are currently suing Meta for contributing to the youth mental health crisis by inserting addictive features into their products, while the U.S. Surgeon General is touring the nation to bring awareness to the growing epidemic of loneliness and isolation. The country has endured periods of low national morale, such as in the 1970s when high inflation and the energy crisis worsened public sentiment following the Vietnam War. The current mood, however, feels different. Gallup recently reported that national mental health is at an all-time low, with few bright spots to lift spirits.
To better understand how Americans are feeling and their attitudes towards mental health in general, ThinkNow conducted a nationally representative quantitative survey of 1,500 respondents and found some interesting differences among ethnic, age and gender groups.
Technology
For example, 52% agree that technology and social media have a negative impact on mental health, but when broken out by race, 61% of Whites felt technology had a negative effect, and only 48% of Hispanics thought it did.
While technology has helped us keep in touch with friends and family in faraway places, it appears to have degraded our ability to connect in person. Staying connected online is a double-edged sword since the same news feed that brings us pictures of the grandkids and fluffy kittens also feeds us news about the wars in Israel and Ukraine, the dysfunction in Washington, the latest mass shooting and the climate crisis.
Hispanics may have a built-in defense against the isolation technology breeds, owing to their large, multigenerational households, strong social support systems, and tendency to use social media to stay connected with relatives abroad.
Age and Gender
When asked how individuals rate their mental health, men rate it higher than women by 11 percentage points, and Baby Boomers rank it highest at 83%, saying it’s good or excellent vs. 57% of Gen Z saying the same.
Gen Z spends the most amount of time on social media, so the notion that social media negatively affects mental health appears to be correlated. Unfortunately, Gen Z is also the generation that’s least comfortable discussing mental health concerns with healthcare professionals. Only 40% of them state they’re comfortable discussing their issues with a professional compared to 60% of Millennials and 65% of Boomers.
Race Affects Attitudes
As seen in previous research conducted by ThinkNow, Asian Americans lag other groups when it comes to awareness of mental health issues. Twenty-four percent of Asian Americans believe that having a mental health issue is a sign of weakness compared to the 16% average for all groups. Asians are also considerably less likely to be aware of mental health services in their communities (42% vs. 55%) and most likely to seek out information on social media (51% vs. 35%).
AI Trends in Creative Operations 2024 by Artwork Flow.pdfmarketingartwork
This article is all about what AI trends will emerge in the field of creative operations in 2024. All the marketers and brand builders should be aware of these trends for their further use and save themselves some time!
2024 State of Marketing Report – by HubspotMarius Sescu
https://www.hubspot.com/state-of-marketing
· Scaling relationships and proving ROI
· Social media is the place for search, sales, and service
· Authentic influencer partnerships fuel brand growth
· The strongest connections happen via call, click, chat, and camera.
· Time saved with AI leads to more creative work
· Seeking: A single source of truth
· TLDR; Get on social, try AI, and align your systems.
· More human marketing, powered by robots
ChatGPT is a revolutionary addition to the world since its introduction in 2022. A big shift in the sector of information gathering and processing happened because of this chatbot. What is the story of ChatGPT? How is the bot responding to prompts and generating contents? Swipe through these slides prepared by Expeed Software, a web development company regarding the development and technical intricacies of ChatGPT!
Product Design Trends in 2024 | Teenage EngineeringsPixeldarts
The realm of product design is a constantly changing environment where technology and style intersect. Every year introduces fresh challenges and exciting trends that mold the future of this captivating art form. In this piece, we delve into the significant trends set to influence the look and functionality of product design in the year 2024.
How Race, Age and Gender Shape Attitudes Towards Mental HealthThinkNow
Mental health has been in the news quite a bit lately. Dozens of U.S. states are currently suing Meta for contributing to the youth mental health crisis by inserting addictive features into their products, while the U.S. Surgeon General is touring the nation to bring awareness to the growing epidemic of loneliness and isolation. The country has endured periods of low national morale, such as in the 1970s when high inflation and the energy crisis worsened public sentiment following the Vietnam War. The current mood, however, feels different. Gallup recently reported that national mental health is at an all-time low, with few bright spots to lift spirits.
To better understand how Americans are feeling and their attitudes towards mental health in general, ThinkNow conducted a nationally representative quantitative survey of 1,500 respondents and found some interesting differences among ethnic, age and gender groups.
Technology
For example, 52% agree that technology and social media have a negative impact on mental health, but when broken out by race, 61% of Whites felt technology had a negative effect, and only 48% of Hispanics thought it did.
While technology has helped us keep in touch with friends and family in faraway places, it appears to have degraded our ability to connect in person. Staying connected online is a double-edged sword since the same news feed that brings us pictures of the grandkids and fluffy kittens also feeds us news about the wars in Israel and Ukraine, the dysfunction in Washington, the latest mass shooting and the climate crisis.
Hispanics may have a built-in defense against the isolation technology breeds, owing to their large, multigenerational households, strong social support systems, and tendency to use social media to stay connected with relatives abroad.
Age and Gender
When asked how individuals rate their mental health, men rate it higher than women by 11 percentage points, and Baby Boomers rank it highest at 83%, saying it’s good or excellent vs. 57% of Gen Z saying the same.
Gen Z spends the most amount of time on social media, so the notion that social media negatively affects mental health appears to be correlated. Unfortunately, Gen Z is also the generation that’s least comfortable discussing mental health concerns with healthcare professionals. Only 40% of them state they’re comfortable discussing their issues with a professional compared to 60% of Millennials and 65% of Boomers.
Race Affects Attitudes
As seen in previous research conducted by ThinkNow, Asian Americans lag other groups when it comes to awareness of mental health issues. Twenty-four percent of Asian Americans believe that having a mental health issue is a sign of weakness compared to the 16% average for all groups. Asians are also considerably less likely to be aware of mental health services in their communities (42% vs. 55%) and most likely to seek out information on social media (51% vs. 35%).
AI Trends in Creative Operations 2024 by Artwork Flow.pdfmarketingartwork
This article is all about what AI trends will emerge in the field of creative operations in 2024. All the marketers and brand builders should be aware of these trends for their further use and save themselves some time!
A report by thenetworkone and Kurio.
The contributing experts and agencies are (in an alphabetical order): Sylwia Rytel, Social Media Supervisor, 180heartbeats + JUNG v MATT (PL), Sharlene Jenner, Vice President - Director of Engagement Strategy, Abelson Taylor (USA), Alex Casanovas, Digital Director, Atrevia (ES), Dora Beilin, Senior Social Strategist, Barrett Hoffher (USA), Min Seo, Campaign Director, Brand New Agency (KR), Deshé M. Gully, Associate Strategist, Day One Agency (USA), Francesca Trevisan, Strategist, Different (IT), Trevor Crossman, CX and Digital Transformation Director; Olivia Hussey, Strategic Planner; Simi Srinarula, Social Media Manager, The Hallway (AUS), James Hebbert, Managing Director, Hylink (CN / UK), Mundy Álvarez, Planning Director; Pedro Rojas, Social Media Manager; Pancho González, CCO, Inbrax (CH), Oana Oprea, Head of Digital Planning, Jam Session Agency (RO), Amy Bottrill, Social Account Director, Launch (UK), Gaby Arriaga, Founder, Leonardo1452 (MX), Shantesh S Row, Creative Director, Liwa (UAE), Rajesh Mehta, Chief Strategy Officer; Dhruv Gaur, Digital Planning Lead; Leonie Mergulhao, Account Supervisor - Social Media & PR, Medulla (IN), Aurelija Plioplytė, Head of Digital & Social, Not Perfect (LI), Daiana Khaidargaliyeva, Account Manager, Osaka Labs (UK / USA), Stefanie Söhnchen, Vice President Digital, PIABO Communications (DE), Elisabeth Winiartati, Managing Consultant, Head of Global Integrated Communications; Lydia Aprina, Account Manager, Integrated Marketing and Communications; Nita Prabowo, Account Manager, Integrated Marketing and Communications; Okhi, Web Developer, PNTR Group (ID), Kei Obusan, Insights Director; Daffi Ranandi, Insights Manager, Radarr (SG), Gautam Reghunath, Co-founder & CEO, Talented (IN), Donagh Humphreys, Head of Social and Digital Innovation, THINKHOUSE (IRE), Sarah Yim, Strategy Director, Zulu Alpha Kilo (CA).
Trends In Paid Search: Navigating The Digital Landscape In 2024Search Engine Journal
The search marketing landscape is evolving rapidly with new technologies, and professionals, like you, rely on innovative paid search strategies to meet changing demands.
It’s important that you’re ready to implement new strategies in 2024.
Check this out and learn the top trends in paid search advertising that are expected to gain traction, so you can drive higher ROI more efficiently in 2024.
You’ll learn:
- The latest trends in AI and automation, and what this means for an evolving paid search ecosystem.
- New developments in privacy and data regulation.
- Emerging ad formats that are expected to make an impact next year.
Watch Sreekant Lanka from iQuanti and Irina Klein from OneMain Financial as they dive into the future of paid search and explore the trends, strategies, and technologies that will shape the search marketing landscape.
If you’re looking to assess your paid search strategy and design an industry-aligned plan for 2024, then this webinar is for you.
5 Public speaking tips from TED - Visualized summarySpeakerHub
From their humble beginnings in 1984, TED has grown into the world’s most powerful amplifier for speakers and thought-leaders to share their ideas. They have over 2,400 filmed talks (not including the 30,000+ TEDx videos) freely available online, and have hosted over 17,500 events around the world.
With over one billion views in a year, it’s no wonder that so many speakers are looking to TED for ideas on how to share their message more effectively.
The article “5 Public-Speaking Tips TED Gives Its Speakers”, by Carmine Gallo for Forbes, gives speakers five practical ways to connect with their audience, and effectively share their ideas on stage.
Whether you are gearing up to get on a TED stage yourself, or just want to master the skills that so many of their speakers possess, these tips and quotes from Chris Anderson, the TED Talks Curator, will encourage you to make the most impactful impression on your audience.
See the full article and more summaries like this on SpeakerHub here: https://speakerhub.com/blog/5-presentation-tips-ted-gives-its-speakers
See the original article on Forbes here:
http://www.forbes.com/forbes/welcome/?toURL=http://www.forbes.com/sites/carminegallo/2016/05/06/5-public-speaking-tips-ted-gives-its-speakers/&refURL=&referrer=#5c07a8221d9b
ChatGPT and the Future of Work - Clark Boyd Clark Boyd
Everyone is in agreement that ChatGPT (and other generative AI tools) will shape the future of work. Yet there is little consensus on exactly how, when, and to what extent this technology will change our world.
Businesses that extract maximum value from ChatGPT will use it as a collaborative tool for everything from brainstorming to technical maintenance.
For individuals, now is the time to pinpoint the skills the future professional will need to thrive in the AI age.
Check out this presentation to understand what ChatGPT is, how it will shape the future of work, and how you can prepare to take advantage.
A brief introduction to DataScience with explaining of the concepts, algorithms, machine learning, supervised and unsupervised learning, clustering, statistics, data preprocessing, real-world applications etc.
It's part of a Data Science Corner Campaign where I will be discussing the fundamentals of DataScience, AIML, Statistics etc.
Time Management & Productivity - Best PracticesVit Horky
Here's my presentation on by proven best practices how to manage your work time effectively and how to improve your productivity. It includes practical tips and how to use tools such as Slack, Google Apps, Hubspot, Google Calendar, Gmail and others.
The six step guide to practical project managementMindGenius
The six step guide to practical project management
If you think managing projects is too difficult, think again.
We’ve stripped back project management processes to the
basics – to make it quicker and easier, without sacrificing
the vital ingredients for success.
“If you’re looking for some real-world guidance, then The Six Step Guide to Practical Project Management will help.”
Dr Andrew Makar, Tactical Project Management
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...Applitools
During this webinar, Anand Bagmar demonstrates how AI tools such as ChatGPT can be applied to various stages of the software development life cycle (SDLC) using an eCommerce application case study. Find the on-demand recording and more info at https://applitools.info/b59
Key takeaways:
• Learn how to use ChatGPT to add AI power to your testing and test automation
• Understand the limitations of the technology and where human expertise is crucial
• Gain insight into different AI-based tools
• Adopt AI-based tools to stay relevant and optimize work for developers and testers
* ChatGPT and OpenAI belong to OpenAI, L.L.C.
More than Just Lines on a Map: Best Practices for U.S Bike Routes
This session highlights best practices and lessons learned for U.S. Bike Route System designation, as well as how and why these routes should be integrated into bicycle planning at the local and regional level.
Presenters:
Presenter: Kevin Luecke Toole Design Group
Co-Presenter: Virginia Sullivan Adventure Cycling Association
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...DevGAMM Conference
Has your project been caught in a storm of deadlines, clashing requirements, and the need to change course halfway through? If yes, then check out how the administration team navigated through all of this, relocating 160 people from 3 countries and opening 2 offices during the most turbulent time in the last 20 years. Belka Games’ Chief Administrative Officer, Katerina Rudko, will share universal approaches and life hacks that can help your project survive unstable periods when there seem to be too many tasks and a lack of time and people.
This presentation was designed to provide strategic recommendations for a brand in decline. The deck also incorporates a situational assessment, including a brand identity, positioning, architecture, and portfolio strategy for the Brand.
Presentation originally created for NYU Stern's Brand Strategy course. Design by Erica Santiago & Chris Alexander.
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them wellSaba Software
According to the latest State of the American Manager report from Gallup, employees who have regular meetings with their managers are almost three times as likely to be engaged as those who don’t. These regular check-ins keep managers and employees in sync and aligned. Want to see better manager/employee relationships in your organisation? Then make an all-in commitment to 1:1 meetings. Not sure how? You’ve come to the right place.
In this webinar with Jamie Resker, Founder and Practice Leader for Employee Performance Solutions (EPS), and Teala Wilson, Talent Management Consultant at Saba Software, you’ll get the inside track on how to hold effective 1:1 meetings, including tips for getting managers on board.
• Go beyond discussing the status of everyday work to higher level topics, including recognition, performance, development, and career aspirations
• Learn how to decide meeting frequency, what to cover, as well as roles and responsibilities of the manager and employee
• Understand how managers can build trust and make it comfortable for employees to provide upward feedback
• Unite your organisation with a unified approach to 1:1 meetings
Join us for this 1-hour webinar to get practical tips for building better manager-employee relationships with intention and purpose.
About the Speakers
Jamie Resker - Founder and Practice Leader for Employee Performance Solutions (EPS)
Jamie Resker, Practice Leader and Founder of Employee Performance Solutions, is a recognized innovator in performance management. She is the originator of the-the Performance Continuum Feedback Method® and Conversations to Optimize Employee Performance training program; tools and training that reshape communications between managers and employees to drive and align performance. Jamie is on the faculty for the Northeast Human Resources Association, is a contributor to Halogen Software's Talent Space Blog, and is an editorial advisory board member for HR Examiner.
Teala Wilson - Senior Consultant, Strategic Services, Saba Software
Teala is a Talent Management Consultant at Halogen Software, now a part of Saba Software. She has worked with teams on a national and global level supporting human resources in areas such as performance management, recruitment, employee benefit programs, training and talent development, workforce planning and internal communications. Teala also has a personal passion for visual arts and design.
Want to learn more? Join us for an upcoming Product Tour!
http://bit.ly/2yitfqu
A report by thenetworkone and Kurio.
The contributing experts and agencies are (in an alphabetical order): Sylwia Rytel, Social Media Supervisor, 180heartbeats + JUNG v MATT (PL), Sharlene Jenner, Vice President - Director of Engagement Strategy, Abelson Taylor (USA), Alex Casanovas, Digital Director, Atrevia (ES), Dora Beilin, Senior Social Strategist, Barrett Hoffher (USA), Min Seo, Campaign Director, Brand New Agency (KR), Deshé M. Gully, Associate Strategist, Day One Agency (USA), Francesca Trevisan, Strategist, Different (IT), Trevor Crossman, CX and Digital Transformation Director; Olivia Hussey, Strategic Planner; Simi Srinarula, Social Media Manager, The Hallway (AUS), James Hebbert, Managing Director, Hylink (CN / UK), Mundy Álvarez, Planning Director; Pedro Rojas, Social Media Manager; Pancho González, CCO, Inbrax (CH), Oana Oprea, Head of Digital Planning, Jam Session Agency (RO), Amy Bottrill, Social Account Director, Launch (UK), Gaby Arriaga, Founder, Leonardo1452 (MX), Shantesh S Row, Creative Director, Liwa (UAE), Rajesh Mehta, Chief Strategy Officer; Dhruv Gaur, Digital Planning Lead; Leonie Mergulhao, Account Supervisor - Social Media & PR, Medulla (IN), Aurelija Plioplytė, Head of Digital & Social, Not Perfect (LI), Daiana Khaidargaliyeva, Account Manager, Osaka Labs (UK / USA), Stefanie Söhnchen, Vice President Digital, PIABO Communications (DE), Elisabeth Winiartati, Managing Consultant, Head of Global Integrated Communications; Lydia Aprina, Account Manager, Integrated Marketing and Communications; Nita Prabowo, Account Manager, Integrated Marketing and Communications; Okhi, Web Developer, PNTR Group (ID), Kei Obusan, Insights Director; Daffi Ranandi, Insights Manager, Radarr (SG), Gautam Reghunath, Co-founder & CEO, Talented (IN), Donagh Humphreys, Head of Social and Digital Innovation, THINKHOUSE (IRE), Sarah Yim, Strategy Director, Zulu Alpha Kilo (CA).
Trends In Paid Search: Navigating The Digital Landscape In 2024Search Engine Journal
The search marketing landscape is evolving rapidly with new technologies, and professionals, like you, rely on innovative paid search strategies to meet changing demands.
It’s important that you’re ready to implement new strategies in 2024.
Check this out and learn the top trends in paid search advertising that are expected to gain traction, so you can drive higher ROI more efficiently in 2024.
You’ll learn:
- The latest trends in AI and automation, and what this means for an evolving paid search ecosystem.
- New developments in privacy and data regulation.
- Emerging ad formats that are expected to make an impact next year.
Watch Sreekant Lanka from iQuanti and Irina Klein from OneMain Financial as they dive into the future of paid search and explore the trends, strategies, and technologies that will shape the search marketing landscape.
If you’re looking to assess your paid search strategy and design an industry-aligned plan for 2024, then this webinar is for you.
5 Public speaking tips from TED - Visualized summarySpeakerHub
From their humble beginnings in 1984, TED has grown into the world’s most powerful amplifier for speakers and thought-leaders to share their ideas. They have over 2,400 filmed talks (not including the 30,000+ TEDx videos) freely available online, and have hosted over 17,500 events around the world.
With over one billion views in a year, it’s no wonder that so many speakers are looking to TED for ideas on how to share their message more effectively.
The article “5 Public-Speaking Tips TED Gives Its Speakers”, by Carmine Gallo for Forbes, gives speakers five practical ways to connect with their audience, and effectively share their ideas on stage.
Whether you are gearing up to get on a TED stage yourself, or just want to master the skills that so many of their speakers possess, these tips and quotes from Chris Anderson, the TED Talks Curator, will encourage you to make the most impactful impression on your audience.
See the full article and more summaries like this on SpeakerHub here: https://speakerhub.com/blog/5-presentation-tips-ted-gives-its-speakers
See the original article on Forbes here:
http://www.forbes.com/forbes/welcome/?toURL=http://www.forbes.com/sites/carminegallo/2016/05/06/5-public-speaking-tips-ted-gives-its-speakers/&refURL=&referrer=#5c07a8221d9b
ChatGPT and the Future of Work - Clark Boyd Clark Boyd
Everyone is in agreement that ChatGPT (and other generative AI tools) will shape the future of work. Yet there is little consensus on exactly how, when, and to what extent this technology will change our world.
Businesses that extract maximum value from ChatGPT will use it as a collaborative tool for everything from brainstorming to technical maintenance.
For individuals, now is the time to pinpoint the skills the future professional will need to thrive in the AI age.
Check out this presentation to understand what ChatGPT is, how it will shape the future of work, and how you can prepare to take advantage.
A brief introduction to DataScience with explaining of the concepts, algorithms, machine learning, supervised and unsupervised learning, clustering, statistics, data preprocessing, real-world applications etc.
It's part of a Data Science Corner Campaign where I will be discussing the fundamentals of DataScience, AIML, Statistics etc.
Time Management & Productivity - Best PracticesVit Horky
Here's my presentation on by proven best practices how to manage your work time effectively and how to improve your productivity. It includes practical tips and how to use tools such as Slack, Google Apps, Hubspot, Google Calendar, Gmail and others.
The six step guide to practical project managementMindGenius
The six step guide to practical project management
If you think managing projects is too difficult, think again.
We’ve stripped back project management processes to the
basics – to make it quicker and easier, without sacrificing
the vital ingredients for success.
“If you’re looking for some real-world guidance, then The Six Step Guide to Practical Project Management will help.”
Dr Andrew Makar, Tactical Project Management
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...Applitools
During this webinar, Anand Bagmar demonstrates how AI tools such as ChatGPT can be applied to various stages of the software development life cycle (SDLC) using an eCommerce application case study. Find the on-demand recording and more info at https://applitools.info/b59
Key takeaways:
• Learn how to use ChatGPT to add AI power to your testing and test automation
• Understand the limitations of the technology and where human expertise is crucial
• Gain insight into different AI-based tools
• Adopt AI-based tools to stay relevant and optimize work for developers and testers
* ChatGPT and OpenAI belong to OpenAI, L.L.C.
More than Just Lines on a Map: Best Practices for U.S Bike Routes
This session highlights best practices and lessons learned for U.S. Bike Route System designation, as well as how and why these routes should be integrated into bicycle planning at the local and regional level.
Presenters:
Presenter: Kevin Luecke Toole Design Group
Co-Presenter: Virginia Sullivan Adventure Cycling Association
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...DevGAMM Conference
Has your project been caught in a storm of deadlines, clashing requirements, and the need to change course halfway through? If yes, then check out how the administration team navigated through all of this, relocating 160 people from 3 countries and opening 2 offices during the most turbulent time in the last 20 years. Belka Games’ Chief Administrative Officer, Katerina Rudko, will share universal approaches and life hacks that can help your project survive unstable periods when there seem to be too many tasks and a lack of time and people.
This presentation was designed to provide strategic recommendations for a brand in decline. The deck also incorporates a situational assessment, including a brand identity, positioning, architecture, and portfolio strategy for the Brand.
Presentation originally created for NYU Stern's Brand Strategy course. Design by Erica Santiago & Chris Alexander.
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them wellSaba Software
According to the latest State of the American Manager report from Gallup, employees who have regular meetings with their managers are almost three times as likely to be engaged as those who don’t. These regular check-ins keep managers and employees in sync and aligned. Want to see better manager/employee relationships in your organisation? Then make an all-in commitment to 1:1 meetings. Not sure how? You’ve come to the right place.
In this webinar with Jamie Resker, Founder and Practice Leader for Employee Performance Solutions (EPS), and Teala Wilson, Talent Management Consultant at Saba Software, you’ll get the inside track on how to hold effective 1:1 meetings, including tips for getting managers on board.
• Go beyond discussing the status of everyday work to higher level topics, including recognition, performance, development, and career aspirations
• Learn how to decide meeting frequency, what to cover, as well as roles and responsibilities of the manager and employee
• Understand how managers can build trust and make it comfortable for employees to provide upward feedback
• Unite your organisation with a unified approach to 1:1 meetings
Join us for this 1-hour webinar to get practical tips for building better manager-employee relationships with intention and purpose.
About the Speakers
Jamie Resker - Founder and Practice Leader for Employee Performance Solutions (EPS)
Jamie Resker, Practice Leader and Founder of Employee Performance Solutions, is a recognized innovator in performance management. She is the originator of the-the Performance Continuum Feedback Method® and Conversations to Optimize Employee Performance training program; tools and training that reshape communications between managers and employees to drive and align performance. Jamie is on the faculty for the Northeast Human Resources Association, is a contributor to Halogen Software's Talent Space Blog, and is an editorial advisory board member for HR Examiner.
Teala Wilson - Senior Consultant, Strategic Services, Saba Software
Teala is a Talent Management Consultant at Halogen Software, now a part of Saba Software. She has worked with teams on a national and global level supporting human resources in areas such as performance management, recruitment, employee benefit programs, training and talent development, workforce planning and internal communications. Teala also has a personal passion for visual arts and design.
Want to learn more? Join us for an upcoming Product Tour!
http://bit.ly/2yitfqu
2. If the Boss Said,“ I want 1,000 qualified new prospects
in the pipeline by the end of the week or your fired!
What would you do?
• Have a major anxiety attack.
• Jump on the sales staff and tell them to make 50
cold calls every day.
• Call up the Marketing Department and tell them
to get you 1,000 qualified prospects – fast!
• Politely tell the boss that we need to build an
Enhanced Database(d) Prospecting
System. It will be almost an exact copy of
what is being used by the Fortune 500
companies. It will have the same data
sources, software and methodologies. The
risks are minimal and the costs are low. It is
compatible with any CRM system.
robertjfulmer.com
3. “He who steals from me steals twice.”
Translation: Don’t Re-invent the Wheel
• Trained in Lead Generation as a Consultant for
Sprint Integrated Marketing Services. Custom
database work for 50+ of the Fortune 500 Firms.
• Worked with the Fortune 500 Firms and know how
they find qualified prospects and make money.
• We can copy their methods and even use the same
data sources, software, and data mining models to
get the same positive results. It’s all been tested.
• Use Existing CRM Systems like Salesforce.com
• Copying what works is ethical, legal and pragmatic.
robertjfulmer.com
4. You may not know me – but you know my past clients:
• Sprint Integrated Marketing Services – Database Marketing
Consultant Blue Cross Blue Shield, Fannie Mae, Sony,
Playboy Enterprises, The Washington Post, Cable One TV,
Paralyzed Veterans Association.
• Leading National Advertisers – New York - Vice President of
Marketing and Product Development. Supervised the Custom
Reports Division –Wrote Custom Reports for NBC, ABC,
CBS, CNN, FOX, Hearst, McGraw Hill, New York Times.
• The American Newspaper Publishers Association (ANPA)
Database Marketing Expert for the Newspaper industry.
Supervised all the Circulation Research and wrote case
studies on New Product Development. Built the prototype
AMCIS system for Gannett.
robertjfulmer.com
5. Here are some of the sales problems
that I can solve:
• Lack of enough qualified leads in your sales pipeline.
• Many current leads are not good – wasting sales people’s time.
• Conversion Rate to Sales is bad because of bad credit.
• Not having a steady pipeline of qualified prospects that you sales staff can
work on.
• Response rate to tele prospecting, email, direct mail is not good.
• Metrics are distorted because of bad data in CRM System.
• Sales campaigns are not working well – need troubleshooting.
• Sales Staff needs help in tele prospecting scripts, offers and pre-calll
communication, sales training, appointment setting.
6. If your sales are flat the first thing you need is a list of qualified
prospects that closely match your “good” customers. When the
Fortune 500 need customers that data-mine first and then sell them.
• You may not like it but every business and consumer exists
in multiple compiled databases and they have tons of data
on you and your business.
• 17 Million Businesses and 230 Million Consumers.
• Business Database has SIC or NAIC Codes, number of
employees, key executives Names, Titles, 27 million email
addresses, annual revenue, credit Score, 25 Spending
Categories and anything else they can capture.
• Consumer Databases can have 250+ fields of data.
• When big businesses need more customers, they data mine
first to find the best qualified prospects and then allocate
their marketing resources correctly.
robertjfulmer.com
7. My background includes data mining and I can handle this for
you. There are only 2 outcomes and we want businesses that
match the profile of the positive outcomes = good customers.
• Positive Outcomes
• Positive Dependent
Variable:
• Closed Sale
• Prospect Paid their Bill
• Prospect Bought Again
and Referrals
• Negative Outcomes:
• Negative Dependent
Variable
• No Sale
• Bad Pay Customer
• Bad Reference
• Bad Review on Internet
robertjfulmer.com
8. Predictive Modeling Got is Start in Epidemiology
in the 1930’s with the US Government
• Positive Dependent Variable:
The Patient Got Better
Positive Independent/Predictor
Variables:
The Hospital
The Doctor
The Drugs and Dosages
Other Treatment variables
Patient Age, Gender, Weight
• Negative Dependent Variable:
The Patient Died
Negative Independent/Predictor
Variables:
The Hospital
The Doctor
The Drugs and Dosages
Other Treatment variables
Patient Age, Gender, Weight
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9. Prospects that closely match or are exact
opposites of your positive customer profile are
the easiest to identify.
Predictive Power of Models
Strong
Negative
Average Strong
Positive
Correlation +1.0-1.0 Correlation
Positive
Customer
Profile
Negative
Customer
Profile
.
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10. Database Marketing Selection of Best Qualified Prospects Most
Likely to Buy and Pay their Bill from Compiled Databases
Find the prospects
most likely to
respond by using a
data mining model based
on your good customer’s
profile.
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11. Before the “big data firms” will touch your customer file they
have to clean, de-duplicate and correct the addresses. The
bad data in your file can be hurting your sales efforts.
• Most sales people are bad at data entry.
• 42% of organizations have made no effort to measure or
monitor the quality of their data.
•
• 33% Rate the quality of data as poor only 4% rate their
quality as excellent.
• 63% Have no Idea what the quality of their data may be
costing them.
• 17% Have no plans to implement a data quality initiative.
• State of Data Quality Today – Research Study Sponsored by
Pitney Bowes – Info USA Source
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CRM Database and
Mailing lists are
Probably Dirty
12. “Raw” Leeds come from multiple sources – Marketing, Sales and Data-
Mining. It must be cleaned and standardized before “Big Data” will touch it.
Advertising &
Public Relations
Web Site &
Internet
Reviews by 3rd Party
CRM
Database
Mobile Web Site
Social Media
Blogs - Interactive
Data Mined
Prospects
Sales Generated
Prospects
Sales Call
Proposal +Close
Referrals/Channels
Networking
robertjfulmer.com
Push = SalesPull = Marketing Cross Channel Analytical Reports
Can be Generated by Data Firms
13. The Internal Customer Database and the External Databases
Have Different Kinds of Information and must work together.
• CRM System
• All your Customers and Prospects with
Contact History
• Company Names, Address, Contact
Names, Gatekeeper Names
• Objections, Competitive Information,
Current Vendors, Proposals, Notes, emails
• Customer Purchasing History
• Many other variables and data points
• Can be measured with Metrics of all kinds
• May have Analytical Software
• Compiled Database
• 95% of All Businesses
• Company Information
• Contact Information
• Spending Data
• 27 Million Email Addresses
• 140 Geo Demographic Clusters
• Over 10,000 Proprietary Lists
• Full Analytical Department with
Statisticians and Data Mining Experts
• Latest Software for Database(d)
Marketing and Cross Channel Analytical
modeling
robertjfulmer.com
Internal Data External Data
14. The internal CRM database is sent to the “Big Data Firm” where they clean it,
build data mining models and return an enhanced file.
Internal Customer Database
Dirty File
Enhanced Customer Database
Clean File
• Save all your Customer and Prospect Data
• Cleaned File with Corrected Addresses
• Flag Out of Business Prospects and Bad Credit
• Append Spending Data for your Product Category
• Use Data Mining Algorithm to Select Best Prospects
• Create a file of missing “Best Prospects”
• Create a file of “Underperforming Customers”
• Append Contact Name, Title and Email when Possible
• Append Other Helpful Data – only as neededrobertjfulmer.com
15. Enhanced Database(d) Prospecting
Identify
Qualified
Prospects
Communicate
to Qualified
Prospects
Appointments
With Qualified
Prospects
Number
of Active
Deals
Sale Made
Prospect
Market
Enhanced Database(d) Prospecting
improves the efficiency at the “top” of
the sales efficiency slide...
...by augmenting and
amplifying the lead
generation of the sales staff
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16. The Sales Efficiency Slide
• Inefficiency comes from
– Chasing non-qualified
prospects
– Spending too much time
finding and qualifying
prospects
• Sales efficiency increases as
you make your way down the
slide
Tele-Prospect
Qualified
Prospects
Pre-Call
Communication
Set Appointment
Appointments
With Qualified
Prospects
Number
of Active
Deals
Sale Made
Prospect
Market
robertjfulmer.com
17. With Enhanced Database(d) Prospecting there are
3 Primary Sources for Leads
Marketing Leads Sales Department Leads Data Mined Leads
They are contacting you
They know some things about
the company and your products
Tele-qualify
Set Appointment
They may not know you
They are not calling you
Pre-Call Research is needed
Pre-Call Communication
Get Past Gatekeepers
Tele-Qualify and Set Appointment
They may not know you
They are not calling you
Pre-Call Research is needed
Pre-Call Communication
Get Past Gatekeepers
Tele-Qualify and Set Appointment
Hot Leads
Easy to Sell
Business Demographics may
be good or bad.
Often are the largest customers
Require work to sell
Business Demographics are usually
good – they are qualified on this.
Often are the medium and small
customers that sales has missed
Require work to sell
18. Now that you have 1,000+ Qualified “Raw” Prospects
You have to figure out how to sell each one – they are all unique
• These are raw prospects that you have to tele-prospect.
Ideally many of these decision makers are different than the
names that are “over-sold by” the lead services.
• Start with information on your enhanced CRM Database.
• Go the prospect's website and do some more research.
• Call the prospect only to ask permission to send information
and sound like a data entry clerk so you can confirm or
correct the name and title of multiple decision makers.
• Research the decision makers on Google and LinkedIn.
• Determine if you want to use Pre Call Communication.
• Set the appointment - Don’t screw it up!
• Apply your version of the “Power Prospecting Model”
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19. Most of this presentation has been high tech
However, selling is up close and personal
Setting appointments and Selling are skills
Convince the prospect to meet with you
Establish Rapport with the prospect
Get them to tell you their pain or needs
Customize your presentation to what they need
Identify objections - overcome objections
Create Urgency and build desire
Ask for the order and close the sale
Button up the sale and process the order.
20. Read “Power Prospecting” by Patrick Hansen
The Power Prospecting Model – Page 96
(This book tells you how to set quality appointments)
• Unique Selling Proposition
– A message based on the most unique product feature, service offering, or
benefit capability.
• Power Benefit Statement
– The opening statement of a tele prospecting call that gains attention,
generates interest and advances the sale.
• DNA Selling Method
– A questioning methodology that follows a rational probing sequence for
qualification based cold calls.
• Commitment Based Close
– A closing strategy that gains mutual agreement to specific action and
establishes the next step of the sales process.
robertjfulmer.com
21. It All Comes Back to Sales Efficiency
• Create a Pipe Line of high quality leads
from marketing, sales and data mining
that can be cleaned up and turned over to
the sales staff.
• Dig up your own leads that have not been
over-sold by the lead services.
• Can vary the number of leads to meet
sales force needs.
• Apply Power Prospecting Methods to Pre-
Qualified Prospects generating real
appointments with real buyers. Customize
the message and sell like a professional.
• This will create a larger umber of active
deals. You should get some of the hidden
prospects that have not requested
multiple RFP’s.
robertjfulmer.com
22. Don’t Forget the 80 – 20 Rule and the 90 – 10 Rule!
Make Sure you have enough good deals to be able to walk away from
the bad customers. Qualified prospecting can protect your firm.
• 20% of your customers probably account for
80% of your revenue.
• 10% of your customers are the low margin
customers with bad credit and or bad manners
which can account for 90% of your problems.
• Stay away from the really bad deals and people!
!
robertjfulmer.com
23. It all comes down to money.
You may like to have me selling and generating
new business for you either as a consultant or full time.
• Executive Sales
• Sales Management and Sales Training
• Lead Generation Systems
• Business Development
• fulmerrobert@verizon.net
• 240- 328-5846
robertjfulmer.com