Customer Adoption is the new ROI. Creating SOE (Systems of Engagement) is how you maximise customer adoption. The entry point to SOE is the Smart phone. Are you maximising Smart Adoption of your cloud services?
The Cloud creates unparalleled opportunities for those who can deliver compelling Service Propositions, translate them into relevant Business Outcomes and then take those Relevant Business Outcomes to Business Decision Makers. Step 1) Demand Creation followed by Step 2) Demand Capture. Hint: the greater the focus and clarity you can bring to bear on relevant and compelling business outcomes, the easy will be step 2) Demand Capture: sales conversion.
5 Steps to exceptional growth. Sell business outcomes not technology. Change is difficult, but not changing is fatal. Change before you have to change.
The challenge of sustaining growth levels at 35% is not to improve your sales conversion rate (although this is never hurts). The challenge to sustaining stellar growth rates lies in increasing the quality and frequency of your Demand Generation Campaigns.
Digital Disruption = Change = Transformation, Business Transformation. If your customers, Find, Try, Buy and Consume, Cloud Services differently, shouldn't you be selling them differently? 5 Steps to Accelerating Adoption of Your Cloud Services
Adapt or Die. The end of shadow IT. How to leverage Cloud based solutions, applications and tools to provide work environments that engage and inspire Gen Y and tomorrow's Gen C (always Connected users). Give your employees the digital experience they desire and they will do remarkable work in exchange. The CIO's new mindset to deliver the digital workplace: Hybrid thinking, AppStore thinking and Outcomes-based thinking.
Customer Retention Strategies: 5 Steps to Winning and Keeping Customers for LifeSalesChannel International
We all want Revenue Growth? No, we all want profitable Revenue Growth! That means minimising Churn and/or maximising Retention. The challenge is that Retention is not a long-term, sustainable strategy. If the Customer wants out she will find a way. The better long-term, sustainable strategy is finding ways to make them want to stay. The Million dollar question is: How do you make them want to stay?
The Cloud creates unparalleled opportunities for those who can deliver compelling Service Propositions, translate them into relevant Business Outcomes and then take those Relevant Business Outcomes to Business Decision Makers. Step 1) Demand Creation followed by Step 2) Demand Capture. Hint: the greater the focus and clarity you can bring to bear on relevant and compelling business outcomes, the easy will be step 2) Demand Capture: sales conversion.
5 Steps to exceptional growth. Sell business outcomes not technology. Change is difficult, but not changing is fatal. Change before you have to change.
The challenge of sustaining growth levels at 35% is not to improve your sales conversion rate (although this is never hurts). The challenge to sustaining stellar growth rates lies in increasing the quality and frequency of your Demand Generation Campaigns.
Digital Disruption = Change = Transformation, Business Transformation. If your customers, Find, Try, Buy and Consume, Cloud Services differently, shouldn't you be selling them differently? 5 Steps to Accelerating Adoption of Your Cloud Services
Adapt or Die. The end of shadow IT. How to leverage Cloud based solutions, applications and tools to provide work environments that engage and inspire Gen Y and tomorrow's Gen C (always Connected users). Give your employees the digital experience they desire and they will do remarkable work in exchange. The CIO's new mindset to deliver the digital workplace: Hybrid thinking, AppStore thinking and Outcomes-based thinking.
Customer Retention Strategies: 5 Steps to Winning and Keeping Customers for LifeSalesChannel International
We all want Revenue Growth? No, we all want profitable Revenue Growth! That means minimising Churn and/or maximising Retention. The challenge is that Retention is not a long-term, sustainable strategy. If the Customer wants out she will find a way. The better long-term, sustainable strategy is finding ways to make them want to stay. The Million dollar question is: How do you make them want to stay?
• Key challenges Sales People face when selling in a Covid-19 Economy; 销售人员在新冠肺炎经济中的主要挑战;
• How to harness your Value Proposition so that customers want to connect with you? 如何利用你的价值体现,让客户想在无法见到 你的情况下与你联系;
• Questioning skills to find out what the customer is really thinking or feeling; 了解客户的真实想法和感受的提问技巧;
• Following through your sales process without seeing the customers.
如何在不见客户的前提下推进你的销售步骤?
I was very intrigued by the article in the Harvard Business Review, and I wanted to share this with the rest of the world.
If you are in Sales, you definitely want to look at this.
Creating and Delivering Differentiated Customer ConversationCorporate Visions
Create a distinct marketing point of view for your complex b2b sales environment. Slides from live executive briefing session by Tim Riesterer. See this presentation live by registering at http://www.corpv.com/events-exec-briefing-sessions.html
This presentation was delivered by Sean Murphy and Scott Sambucci at the 2012 Lean Startup Conference, San Francisco during a 3 hour workshop.
The workshop focused on Customer Development for enterprise selling, with deep discussions around the Customer Buying Process, the Sales Process, 5 Challenges Every Salesperson Faces, and Sales Mapping.
Three value conversations - Seattle Executive Insights session with Tim Riest...Corporate Visions
You can do everything right as a company…design, develop and launch killer products, refashion your go-to-market strategy to seize growth opportunities, and acquire other companies to drive inorganic growth. But there’s a gap between all of these great strategies and your prospects and customers actually agreeing to buy from you. Your salespeople, with their lips moving, are attempting to bridge that gap. Unfortunately, most are failing. According to sales managers surveyed by SiriusDecisions, your salespeople’s inability to articulate value is the #1 reason they’re missing their quota…and you’re missing your growth targets. Learn how companies like ADP, Cisco, GE, Motorola, UPS and DuPont are creating compelling stories and enabling their salespeople to deliver them in a remarkable, memorable way.
See Joel Nicholson the Managing Director of Marketsoft presenting at the ADMA Global Forum 2013 - http://youtu.be/FQtMOzF63kk
Visit our blog at - http://www.marketsoft.com.au/blog/
Presented at the NY & LA 2018 Accounting & Fiance Shows. Learn how to analyze the economics of your business to build a strong and stable startup business model
Some insight into what information VCs are looking for from early stage companies, and why startups themselves should be gathering and focusing on this self-same information
Tim Riesterer Corporate Visions Executive Insights Session 2014 St. LouisCorporate Visions
You can do everything right as a company…design, develop and launch killer products, refashion your go-to-market strategy to seize growth opportunities, and acquire other companies to drive inorganic growth. But there’s a gap between all of these great strategies and your prospects and customers actually agreeing to buy from you. Your salespeople, with their lips moving, are attempting to bridge that gap. Unfortunately, most are failing. According to sales managers surveyed by SiriusDecisions, your salespeople’s inability to articulate value is the #1 reason they’re missing their quota…and you’re missing your growth targets. Learn how companies like ADP, Cisco, GE, Motorola, UPS and DuPont are creating compelling stories and enabling their salespeople to deliver them in a remarkable, memorable way.
Developing virtual selling skills now positions organizations for success in what will prove to be a challenging present and a changed future. Here, we offer guidance for selling in the era of virtual engagement by examining: why it matters, how it happens, and where it is going.
Connection-based Selling (MassChallenge / Skolkovo)Rishi Dean
Slides from my workshop delivered in Moscow to Skolkovo Super League companies, as part of the MassChallenge entrepreneurship "bootcamp". "Connection-based selling" is a framework to think through the sales process, that hinges upon the notion of making emotional connections to the buyer, prior to rational arguments for your product.
Marty Kaszubowski, Old Dominion University. Oops!... Another Startup Did It A...IT Arena
Martin Kaszubowski currently serves as the Executive Director of the Institution for Innovation and Entrepreneurship at Old Dominion University. Marty has over 35 years of experience with a broad spectrum of public- and private-sector organizations promoting new venture formation, early-stage investment, technology commercialization, and innovation-led economic development. Marty has traveled with the CRDF Global STEP team since 2010, having made 12 separate trips to the former Soviet States: Ukraine, Armenia, Azerbaijan, and Georgia. In addition, he has spent significant time with CRDF mentoring entrepreneurs remotely, reviewing program applications, judging entrepreneurship competitions, and working with incubators, accelerators, and others interested in promoting innovation-based entrepreneurship in the region. Marty holds a Bachelor’s Degree in Aerospace Engineering from the University of Michigan, and a Master’s Degree in Technology Management from George Washington University.
Three value conversations - San Francisco, Ca. Executive Insights session wit...Corporate Visions
You can do everything right as a company…design, develop and launch killer products, refashion your go-to-market strategy to seize growth opportunities, and acquire other companies to drive inorganic growth. But there’s a gap between all of these great strategies and your prospects and customers actually agreeing to buy from you. Your salespeople, with their lips moving, are attempting to bridge that gap. Unfortunately, most are failing. According to sales managers surveyed by SiriusDecisions, your salespeople’s inability to articulate value is the #1 reason they’re missing their quota…and you’re missing your growth targets. Learn how companies like ADP, Cisco, GE, Motorola, UPS and DuPont are creating compelling stories and enabling their salespeople to deliver them in a remarkable, memorable way.
Learn how to make the number, become a better messenger, and defeat the status quo with Greg Alexander (CEO of Sales Benchmark Index) and Tim Riesterer (CMO of Corporate Visions)
Digital Disruption = Business Transformation = Industry Disruption. Thinking Music: Vinyl -> CD -> mp3 -> Streaming. Owning Assets -> Access to Assets. Think Print: Books -> eBooks -> Digital eBook Libraries. Owning Assets -> Access to Assets. The message is clear "Adapt or Die".
1. Growth Mindset: Direct your focus to what the future will look like. Anticipate likely changes in your customer's needs and preferences to interact with your business.
2. Differentiate or Die: Help your customer understand why and how you are different to other providers in your product/service category.
3. The Customer Adoption Cycle: Create a customer adoption cycle for your business and align all your sales, marketing and support customer interactions at the appropriate steps of the Adoption cycle.
4. Disrupt the Status Quo: People will make key decisions when they face immediate negative consequences. The role of Sales & Marketing’s is to take the customer out of the comfort and complacency of the status quo and let them 'wallow' in the negative future.
5. Tipping the Funnel: Convert your customers into your un-paid sales force.
• Key challenges Sales People face when selling in a Covid-19 Economy; 销售人员在新冠肺炎经济中的主要挑战;
• How to harness your Value Proposition so that customers want to connect with you? 如何利用你的价值体现,让客户想在无法见到 你的情况下与你联系;
• Questioning skills to find out what the customer is really thinking or feeling; 了解客户的真实想法和感受的提问技巧;
• Following through your sales process without seeing the customers.
如何在不见客户的前提下推进你的销售步骤?
I was very intrigued by the article in the Harvard Business Review, and I wanted to share this with the rest of the world.
If you are in Sales, you definitely want to look at this.
Creating and Delivering Differentiated Customer ConversationCorporate Visions
Create a distinct marketing point of view for your complex b2b sales environment. Slides from live executive briefing session by Tim Riesterer. See this presentation live by registering at http://www.corpv.com/events-exec-briefing-sessions.html
This presentation was delivered by Sean Murphy and Scott Sambucci at the 2012 Lean Startup Conference, San Francisco during a 3 hour workshop.
The workshop focused on Customer Development for enterprise selling, with deep discussions around the Customer Buying Process, the Sales Process, 5 Challenges Every Salesperson Faces, and Sales Mapping.
Three value conversations - Seattle Executive Insights session with Tim Riest...Corporate Visions
You can do everything right as a company…design, develop and launch killer products, refashion your go-to-market strategy to seize growth opportunities, and acquire other companies to drive inorganic growth. But there’s a gap between all of these great strategies and your prospects and customers actually agreeing to buy from you. Your salespeople, with their lips moving, are attempting to bridge that gap. Unfortunately, most are failing. According to sales managers surveyed by SiriusDecisions, your salespeople’s inability to articulate value is the #1 reason they’re missing their quota…and you’re missing your growth targets. Learn how companies like ADP, Cisco, GE, Motorola, UPS and DuPont are creating compelling stories and enabling their salespeople to deliver them in a remarkable, memorable way.
See Joel Nicholson the Managing Director of Marketsoft presenting at the ADMA Global Forum 2013 - http://youtu.be/FQtMOzF63kk
Visit our blog at - http://www.marketsoft.com.au/blog/
Presented at the NY & LA 2018 Accounting & Fiance Shows. Learn how to analyze the economics of your business to build a strong and stable startup business model
Some insight into what information VCs are looking for from early stage companies, and why startups themselves should be gathering and focusing on this self-same information
Tim Riesterer Corporate Visions Executive Insights Session 2014 St. LouisCorporate Visions
You can do everything right as a company…design, develop and launch killer products, refashion your go-to-market strategy to seize growth opportunities, and acquire other companies to drive inorganic growth. But there’s a gap between all of these great strategies and your prospects and customers actually agreeing to buy from you. Your salespeople, with their lips moving, are attempting to bridge that gap. Unfortunately, most are failing. According to sales managers surveyed by SiriusDecisions, your salespeople’s inability to articulate value is the #1 reason they’re missing their quota…and you’re missing your growth targets. Learn how companies like ADP, Cisco, GE, Motorola, UPS and DuPont are creating compelling stories and enabling their salespeople to deliver them in a remarkable, memorable way.
Developing virtual selling skills now positions organizations for success in what will prove to be a challenging present and a changed future. Here, we offer guidance for selling in the era of virtual engagement by examining: why it matters, how it happens, and where it is going.
Connection-based Selling (MassChallenge / Skolkovo)Rishi Dean
Slides from my workshop delivered in Moscow to Skolkovo Super League companies, as part of the MassChallenge entrepreneurship "bootcamp". "Connection-based selling" is a framework to think through the sales process, that hinges upon the notion of making emotional connections to the buyer, prior to rational arguments for your product.
Marty Kaszubowski, Old Dominion University. Oops!... Another Startup Did It A...IT Arena
Martin Kaszubowski currently serves as the Executive Director of the Institution for Innovation and Entrepreneurship at Old Dominion University. Marty has over 35 years of experience with a broad spectrum of public- and private-sector organizations promoting new venture formation, early-stage investment, technology commercialization, and innovation-led economic development. Marty has traveled with the CRDF Global STEP team since 2010, having made 12 separate trips to the former Soviet States: Ukraine, Armenia, Azerbaijan, and Georgia. In addition, he has spent significant time with CRDF mentoring entrepreneurs remotely, reviewing program applications, judging entrepreneurship competitions, and working with incubators, accelerators, and others interested in promoting innovation-based entrepreneurship in the region. Marty holds a Bachelor’s Degree in Aerospace Engineering from the University of Michigan, and a Master’s Degree in Technology Management from George Washington University.
Three value conversations - San Francisco, Ca. Executive Insights session wit...Corporate Visions
You can do everything right as a company…design, develop and launch killer products, refashion your go-to-market strategy to seize growth opportunities, and acquire other companies to drive inorganic growth. But there’s a gap between all of these great strategies and your prospects and customers actually agreeing to buy from you. Your salespeople, with their lips moving, are attempting to bridge that gap. Unfortunately, most are failing. According to sales managers surveyed by SiriusDecisions, your salespeople’s inability to articulate value is the #1 reason they’re missing their quota…and you’re missing your growth targets. Learn how companies like ADP, Cisco, GE, Motorola, UPS and DuPont are creating compelling stories and enabling their salespeople to deliver them in a remarkable, memorable way.
Learn how to make the number, become a better messenger, and defeat the status quo with Greg Alexander (CEO of Sales Benchmark Index) and Tim Riesterer (CMO of Corporate Visions)
Digital Disruption = Business Transformation = Industry Disruption. Thinking Music: Vinyl -> CD -> mp3 -> Streaming. Owning Assets -> Access to Assets. Think Print: Books -> eBooks -> Digital eBook Libraries. Owning Assets -> Access to Assets. The message is clear "Adapt or Die".
1. Growth Mindset: Direct your focus to what the future will look like. Anticipate likely changes in your customer's needs and preferences to interact with your business.
2. Differentiate or Die: Help your customer understand why and how you are different to other providers in your product/service category.
3. The Customer Adoption Cycle: Create a customer adoption cycle for your business and align all your sales, marketing and support customer interactions at the appropriate steps of the Adoption cycle.
4. Disrupt the Status Quo: People will make key decisions when they face immediate negative consequences. The role of Sales & Marketing’s is to take the customer out of the comfort and complacency of the status quo and let them 'wallow' in the negative future.
5. Tipping the Funnel: Convert your customers into your un-paid sales force.
How can you transform your business to align with tomorrow's digitally savvy decision makers? Here are 7 steps to take your business down the road to growth in the digitally transformed world.
Understanding the customer must lie at the foundation of your Business Strategy, your Business Model(s) resulting in Competitive Advantage. Not understanding the customer accounts for everything else we do in business.
Big Data = Big Business Problem. Big Business Problem = Big Business Opportunity. The Cloud Changes the way Customers adopt services and the Channel doesn't provide what the cloud requires (today). 3 things that you can do the accelerate adoption of your Cloud based Business Continuity Services.
Success is a moving target. In the post disrupted digital world the rules of the game have changed. What made your successful in the past will not make you successful in the future. 5 steps that will transform your business and prepare the foundations of growth.
David Ednie, President and CEO of SalesChannel Europe presented this slide at an exclusive Jelastic session at WHD.global. This is the first time that Jelastic have held an internal session for partners and it was a great success!
Five steps for hosting providers to capture more cloud customers.
SAP / SOHO HOUSE / SILICON BEACH : Building For Large EnterprisesJames Sinclair
Why the large enterprise market is ripe for disruption and is welcoming startups to innovate. The advantages of building on the SAP platform.
A monthly gathering at SoHo House Los Angeles of LA tech entrepreneurs.
Disruption proceeds transformation. Digital disruption proceeds Digital transformation. Business transformation will follow digital transformation. Two major trends to consider: the rise of the Corporate Consumer and the emergence of the Social Enterprise, which will create enormous opportunities for some and existential threats for others.
The new Golden Rule in Sales is: "Give your customers the ability to do what they can’t currently do but would want to if they only knew it was possible." That means you need to lift your customers out of their status quo by challenging their thinking with business and industry insights. Think like an Entrepreneur and focus on the future and future business outcomes that your customers want to achieve. Entrepreneurs sell business outcomes. Entrepreneurial selling: 5 Secrets to Sales Success
Disruptive Scalability – Leap Growth for Exponential Returns | Scott Hamilton...UCICove
About UCI Applied Innovation:
UCI Applied Innovation is a dynamic, innovative central platform for the UCI campus, entrepreneurs, inventors, the business community and investors to collaborate and move UCI research from lab to market.
About the Cove @ UCI:
To accelerate collaboration by better connecting innovation partners in Orange County, UCI Applied Innovation created the Cove, a physical, state-of-the-art hub for entrepreneurs to gather and navigate the resources available both on and off campus. The Cove is headquarters for UCI Applied Innovation, as well as houses several ecosystem partners including incubators, accelerators, angel investors, venture capitalists, mentors and legal experts.
Follow us on social media:
Facebook: @UCICove
Twitter: @UCICove
Instagram: @UCICove
LinkedIn: @UCIAppliedInnovation
For more information:
cove@uci.edu
http://innovation.uci.edu/
Organisations that thrive are putting their customers in the driving seat, delivering greater value and ensuring an easy, delightful customer experience, leading to an expanding and loyal customer base and improved, continuous profits.
Similar to Digital Disruption: 5 Steps to Growth with Cloud OS (20)
“How do you stay ahead of ever-rising customer expectations? There’s no single way to do it - it’s a combination of many things.”
- Jeff Bezos. Start by mastering Moments of Truth in the Customer Journey. Design for Customer Experience and you will maximize Customer Adoption. The Ultimate MOT is Customer Advocacy. When customers spontaneously recommend your products or services you effectively have an "unpaid sales force."
A Growth Mindset. Your Job is Selling Change. Sell the problem, not the Solution. Marketing Today Becomes Sales Tomorrow. What Great Salespeople Do Differently. Closing with Confidence: Personal Sales Skills Action Plan
Success in the Cloud requires 3 things:
1) A Compelling Value Proposition
2) Creating Competitive Separation
3) Strategy vs Execution. Making it happen requires execution
Le succès est une cible mouvante. Dans le monde numérique de poste perturbé les règles du jeu ont changé. Que fait votre succès dans le passé ne vous fera pas de succès à l'avenir. 5 étapes qui vont transformer votre entreprise et préparer les bases de la croissance.
Creating a Growth Culture: 5 Keys to Winning in an Increasingly Competitive D...SalesChannel International
1. Future Focused: Let go of the past. Take a higher level view and anticipate the "next wave".
2. Mindset Shift: Adapt to opportunity. Change is difficult, but not changing is fatal. Organisations don't change - people do. A new mindset precedes new results.
3. Managing Two Businesses: Execute vs Explore. Success in the existing business is all about Execution. Success in the new business is all about being responsive and adaptive to change. As the dynamics of the two businesses are fundamentally different consider managing them separately.
4. Ambidextrous Thinking: How to use "AND Thinking" as a tool to discover new solutions, approaches and ideas that fly in the face of the established way of doing things.
5. Experimental Mindset: Embrace the certainty of failure using a “Disciplined Experiment” mindset. Gamify your thinking and gamify your business.
Success in sales means selling the way tomorrow's customers want to buy. Necessary, but not sufficient. You must provoke your customers out of their comfort zones and their status quo using your business insights that will challenge their thinking and move them to take positive action.
The key to growth is winning more new business and the key to winning new customers is sales (with support from marketing of course). 3 key ideas to grow your business through Sales Performance Motivation
Your mindset is your competitive advantage. It is what separates you from everyone else in business.Your mindset is above all an attitude and attitude is a choice.
Building Your Employer Brand with Social MediaLuanWise
Presented at The Global HR Summit, 6th June 2024
In this keynote, Luan Wise will provide invaluable insights to elevate your employer brand on social media platforms including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok. You'll learn how compelling content can authentically showcase your company culture, values, and employee experiences to support your talent acquisition and retention objectives. Additionally, you'll understand the power of employee advocacy to amplify reach and engagement – helping to position your organization as an employer of choice in today's competitive talent landscape.
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
Buy Verified PayPal Account | Buy Google 5 Star Reviewsusawebmarket
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Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
11. Where are you on the curve?
Where are you on the curve -ahead or behind, which is the essence of strategy.
Behind:
If you are behind the curve and chasing the market then you have ceded a great deal of control and you must have the ability to execute and be very agile in execution. Your bets are defined. Your strategic posture is reactive and defensive.
Ahead:
If you are ahead of the curve you are trying to drive the market, which requires a very different agility - there you require a set of controlled bets in execution with the ability to constantly probe the frontier and execute on success. Here you are reacting to yourself and your direction instead of where others have been.
12. Disruptive Opportunity Matrix
Extend
WhiteSpace
Defend
Extend
Current
New
Current
New
Source: Create Marketplace Disruption by Adam Hartung, Pearson Education, Inc. 2009
Products
Customers
15. The old Golden Rule in Sales was:
Find out what your customers want, and give it to them.
16. Give your customers the ability to do what they can’t currently do but would want to if they only knew it was possible.
The new Golden Rule in Sales is:
23. -Geoffrey A. Moore
“Well, first off, realize you are in afight for your life. The new businessmodel is not a competitive threat, itis an existential threat.”
43. Fixed Mindset
Growth Mindset
Intelligence is static
Intelligence can be developed
Leads to a desire to look smartand therefore a tendency to:
Leads to a desire to learnand therefore a tendency to:
avoid challenges
embrace challenges
give up easily due to obstacles
persist despite obstacles
see effort as fruitless
see effort as path to mastery
ignore useful feedback
learn from criticism
be threatened by others’ success
be inspired by others' success
Mindset Shift
*source: Carol S. Dweck, Ph.D
44. Growth Mindset
1
Differentiate or Die
2
Marketing Today = Sales Tomorrow
3
The Customer Adoption Cycle
4
Tipping the Funnel
5
49. Basic Product/Service:
•Technology
•Price performance
•Product quality
E2E Customer Experience:
•People
•Perceived value
•High touch
•Exceed customer expectations
•Delight and astound customers
1
2
Support Services
3
E2ECustomer Experience
Differentiation: 3 Levels of Perceived Value
Basic
Product/Service
Support Services:
•Levels of support
•Quality of service
•Systems
•Processes
Your Cloud Services
65. source: www.corporatevisions.com
1
3
2
Marketing Today = Sales Tomorrow
•Challenge them
•Destabilise them
•Challenge the status quo
•Get them out of comfort zone
•Take them to the negative future
•Sell your insights
•Provide evidence
•Cost justify
•Lead them through the process
•Take them to the beach
•Sell your insights
•Sell your experience
•Take them to the negative future
•Create a sense of urgency
•Monetise the cost of delay
•Take them to the beach
•Guide them to take action
•Take the order
66. Growth Mindset
1
Differentiate or Die
2
Marketing Today = Sales Tomorrow
3
The Customer Adoption Cycle
4
Tipping the Funnel
5
72. 1.Growth Mindset
2.Differentiate or Die
3.Marketing Today = Sales Tomorrow
4.The CustomerAdoption Cycle
5.Tipping the Funnel
Quick Review:
4Ps => S A V E
Differentiation: 3 Levels of Perceived Value
Turn customers into your unpaid sales force
Align all Sales & Marketing actions
Predictive -> Adaptive Thinking= Business agility
Competing to remain relevant to tomorrow’s customers
73. 73
•The client has changed
•The buying process has changed
•The Sales Cycle -> The Customer’s Journey
•Market segmentation -> Buyer personas
Moving to the Cloud means Business Transformation
•Marketing -> Digital
-> Social Media
-> Social Influence -> Social Selling
•Demand Generation
•User Value Proposition and Persona Messaging
•Marketing Manger -> Community Manager
•Internal Alignment
•Execution
•Sales Channel alignment
•Multi-channel touchpointexperience
•E2E Customer Experience
Rethink the Customer
Rethink Sales & Marketing
Rethink your Organisation
Business Transformation
Channel Transformation
The Cloud = Massive Change
85. www.flickr.com/photos/horacio/3781750
David R Ednie
President & CEO
SalesChannel Europe
Ph: +33 676 60 09 25 (FRA)
Email: david@saleschannel-europe.com
Website: www.saleschannel-europe.com