This best practices guide will walk you through a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.
Make every customer conversation count: Power your 21st Century Sales Warrior to make an impact in every deal - with easy collaboration, agility and meaningful insight
This best practices guide will walk you through a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.
Make every customer conversation count: Power your 21st Century Sales Warrior to make an impact in every deal - with easy collaboration, agility and meaningful insight
Interaction Bridges: Strategic Tool for Keeping Customer PromisesClearAction
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How to overcome communication gaps with different personality types, to collectively meet customer commitments for great customer experience. See http://ClearActionCX.com Contact us at OptimizeCX@ClearActionCX.com
Intelligent retail business transformationKelvin Tai
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โIn the world of excess supply of goods, the customer has too much choice to choose from when they want to buy. Whether shopping for daily necessities or for fashion clothing, todayโs empowered consumers are looking for clear and compelling differences among retailers. This challenges Retailer to develop a clear and compelling Branding Image and needs some measurable marketing tool to convert the store traffic into sales as well as they are able to proactively targeting their customer wants and needs to attract the return revisit.
Retailer should learn from Retail Bank which have started to build their โCardโ system as their core competence from 80โs century. Prepaid Card solution would be the same โCardโ weapons which are for Retailer to leverage. This book is to discuss why and how Retailer should use different type of prepaid card for different business needs.
This event will provide Senior Managers, Entrepreneurs, Sales Managers, Human Resources Managers and Recruiters with the knowledge, insights, tools and techniques required to consistently recruit effective salespeople.
This will typically provide greater than 90% hiring accuracy, reduce staff churn by at least 30% and increase average annual sales per salesperson by 20-40%.
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Recorded webinar from Sales Benchmark Index: Designing organizational models for inside sales. Links, downloads and registration for future presentations are included.
Interaction Bridges: Strategic Tool for Keeping Customer PromisesClearAction
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How to overcome communication gaps with different personality types, to collectively meet customer commitments for great customer experience. See http://ClearActionCX.com Contact us at OptimizeCX@ClearActionCX.com
Intelligent retail business transformationKelvin Tai
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Retailer should learn from Retail Bank which have started to build their โCardโ system as their core competence from 80โs century. Prepaid Card solution would be the same โCardโ weapons which are for Retailer to leverage. This book is to discuss why and how Retailer should use different type of prepaid card for different business needs.
This event will provide Senior Managers, Entrepreneurs, Sales Managers, Human Resources Managers and Recruiters with the knowledge, insights, tools and techniques required to consistently recruit effective salespeople.
This will typically provide greater than 90% hiring accuracy, reduce staff churn by at least 30% and increase average annual sales per salesperson by 20-40%.
Alexander Group 2012 SaaS Benchmarking Study SaaS sales leaders looking for actionable insights to inform their 2012 strategy will receive a comprehensive set of metrics, including information on sales coverage, job roles, sales productivity, customer acquisition and retention, and sales compensation.
Sales & Marketing alignment: Happy marriage or forced coexistence?B2B Marketing Forum
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De B2B marketingwereld is drastisch veranderd. B2B kopers hebben meer dan ooit tevoren controle over hun koopproces en ze hebben tegenwoordig veel, en op een totaal andere wijze, contact met leveranciers. Daarnaast moet de huidige marketeer sterke technische en analytische vaardigheden hebben en innovatief zijn in het vormgeven van een effectieve samenwerking met hun collegaโs van sales. Marketeers moeten uitzoeken hoe ze hun marketingvaardigheden kunnen uitbouwen, hoe ze hun interne marketingdiensten kunnen samenvoegen en de samenwerking tussen corporate en upstream marketing kunnen versterken, evenals de samenwerking met sales.
Your Essential Guide to Proving ABM ValueAndy Bacon
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Use the Account Based Marketing Pyramid and KPI Index to manage and exceed your stakeholder expectations. Your Practical guide on how to build an effective ABM programme from the ground up.
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Recorded webinar from Sales Benchmark Index: Designing organizational models for inside sales. Links, downloads and registration for future presentations are included.
Set your company on a path to lead generation success. Learn how to generate more cross sell leads from your top accounts, run effective marketing campaign inside the base and grow wallet share. These slides are from the Sales Benchmark Index webinar presentation by Vince Koehler.
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presented by Rob Bentley and Paul Reiman of Hewitt Associates at the TrueConnection 2008 Sales Performance Management Conference, hosted by Callidus Software
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By benchmarking producer behaviors and results, we were able to determine the driving forces behind this high
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In this eye-opening presentation, learn how to use marketing automation to nurture, score and deliver greater numbers of qualified leads to your sales team and to drive revenue faster.
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Ways to develop relationships with prospects that are not sales ready
Practical steps for developing your lead nurturing plan, how to get started with a lead nurturing programme in your company and the ROI of lead nurturing
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A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
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Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
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Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
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Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
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[Note: This is a partial preview. To download this presentation, visit:
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Designing organizational models for inside sales webinar slides
1. View & listen to the recorded webinar here!
June 14, 2012
2. Logistics for todayโs callโฆ.
๏ At the conclusion of the presentation, the moderator
will facilitate the โQuestion & Answerโ session utilizing
the โQuestionsโ feature.
2
3. Logistics for todayโs callโฆ.
๏ Additional questions can be sent directly to:
ryan.tognazzini@salesbenchmarkindex.com
Join us for our next Webinarโฆ.
๏ Sneak Preview of Sales Benchmark Indexโs annual
research study, โMake the Number: How Sales
Leaders Plan to Allocate People, Time, and Money
in 2013โ
๏ Thursday, July 12th
๏ Speaker: Greg Alexander, CEO Sales Benchmark Index
๏ 1:00 p.m. Central
๏ 30 minutes
๏ Register at the Link Here!
3
4. Ryan Tognazzini
Brief Bio
โข Associate Principal at Sales
Benchmark Index
โข Prior to SBI, spent 10 years with Cintas
Corporation, a $4B business services
company:
โข Ran a $20M business as a GM in San
Francisco
โข Managed a $5M portfolio as a Key
Account Manager in the healthcare
vertical
โข 13 years of experience in sales and
marketing, compensation planning and
building and enabling sales organizations
5. Buyer Behavior Has Changed
Customer Purchase Decision Timeline
57% Complete
Customer Customerโs Purchase
Begins Due First Decision
Diligence Contact
with Sales
Customerโs largely deciding on
their needs, leaving suppliers to
compete on price
Source โ Sales Executive Council
6. What the Buyer Wants
What is the primary way you would like to conduct business
with us?
$550M
Software
(SaaS)
Company
$6B
Information
Mgmt.
Company
$3B
Transportation
Svcs. Company
7. Strategic Relevance of Inside Sales
8.95%
Average
71% of unemployment in
Primary focus
companies the US in 2011
on expanding
planned to
the inside sales
expand in 2011
force
8. Acquisition Cost vs. Sales Complexity
High Touch
Light Field Sales
Freemium No-Touch Inside Field Sales
Touch with SEs
Sales
Customer Acquisition Cost Estimates
$100- $ 1000- $2500- $20,000-
$0-50 $75,000+
1000 2500 10,000 75,000
โข Cost of acquisition increases roughly 10X with the increase of sales
complexity
โข Where are you on the spectrum?
โข What is cost to acquire?
โข How much should it cost?
โข What roles does sales play (inside vs. outside)
Source โ Matrix Partners
9. Inside Sales Structure Options
Stratification Activity Geography
Top 1%
Develop Hunter Farmer
Long Tail
Buying Roles Product Industry Vertical
Accounting
Securities & Banking & Advertising
& Govt
Radian 3 Electroline Venture Investing Credit & Comm
Consulting
CEO CFO CSO
Flux Strategic
Neptune C3PO Institutional Consumer Agencies Pharma
Capacitor
Boutique
CMO COO HR PRCC WatchBright Anti Cloning
Private Mkts Investment PR Firms Commercial
Big 5 Acct
Firms
10. Inside Sales Structure Options
Stratification Activity Geography
Top 1%
Develop Hunter Farmer
Long Tail
Hybrid
Buying Roles Product Industry Vertical
Accounting
Securities & Banking & Advertising
& Govt
Radian 3 Electroline Venture Investing Credit & Comm
Consulting
CEO CFO CSO
Flux Strategic
Neptune C3PO Institutional Consumer Agencies Pharma
Capacitor
Boutique
CMO COO HR PRCC WatchBright Anti Cloning
Private Mkts Investment PR Firms Commercial
Big 5 Acct
Firms
11. How Does It Work?
Phase 1 Phase 2 (Design) Phase 3
Ideal Structure &
People Support
Requirements
Work Flow: Lead
Conduct
Process qualification โ Execution
Discovery
Sales Process
Means 1. Program Management
& Communication
1. Exec Interviews
Process 2. Field Integration
2. Documentation Technology
Automation 3. Sales Program Design -
Review
tactical level
3. Expert Panel
4. Business & Sales
4. Metric Data 1. People โ Ideal Structure; 3. Technology - CRM, Process
5. Customer Surveys centralized / decentralized, Marketing Automation, 5. Reporting & Metrics
6. Sales Rep and Partner hunter, farmer, product Social Networking, account
6. Enablers, Technology &
rep Survey specialist , etc transition tracking, Tools
7. Sales Rep DILO 2. Process โ Sales Process, reporting, etc.
7. Recruiting & Training
8. Mystery Shop lead management process, 8. Campaign Program (s)
9. Sales Mgmt. Survey onboarding, training,
9. Customer Transition
10. Prospect Survey account transitioning, etc
10. Audit Schedule & QBR
12. Key Takeaways โ Designing Inside Sales
๏ The buyer climate is changing
๏ Use Outside-In Thinking
๏ Disciplined Approach
๏ Want help? Connect with me at:
ryan.tognazzini@salesbenchmarkindex.com
http://www.linkedin.com/in/ryantognazzini
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13. View & listen to the recorded webinar with Q&A here!
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14. Further interestโฆ.
Sign-up for a free Inside Sales planning consultation by:
E-mailing info@salesbenchmarkindex.com
Sales Benchmark Index willโฆ.
๏ Have copy of webinar slides available for download here
๏ Additional questions can be sent directly to:
Ryan.Tognazzini@salesbenchmarkindex.com
Join us for our next Webinarโฆ.
๏ Sneak Peak of Sales Benchmark Indexโs annual research study, โMake the Number:
How Sales Leaders Plan to Allocate People, Time, and Money in 2013โ
๏ Speaker: Greg Alexander, CEO Sales Benchmark Index
๏ Thursday, July 12th
๏ 1:00 p.m. Central
๏ 30 minutes
๏ Register at the Link Here!
Thank-You for attendingโฆ 14