The document summarizes key points from the #DF16 #SalesSummit conference. It discusses how digital is changing how customers research and buy, with rising expectations of personalized experiences across multiple channels. It also outlines how using digital strategies can help B2B companies grow their customer base, increase retention, reduce costs, scale offerings faster, and prevent disruption. Specific strategies highlighted include leveraging analytics, artificial intelligence, smart partner portals, and predictive capabilities. The document also notes that fast-growing companies invest more in sales training and developing the right skills and talents.
Sales Operations can play a significant role in enabling transformation and driving sales productivity improvement. In particular, Sales Operations leaders can harness the power of advanced analytics capabilities to drive continuous improvement. This is an edited version of the presentation McKinsey's Brian Selby made at Dreamforce 2016.
Marketers are stepping up to drive business results. Creating more networked organizations, targeting above-market growth, and capturing - then using - effective customer insights are core capabilities.
There appears to be a disconnect between what customers care about and what companies talk about. B2B customers across industries recognize that brand influences their decision. For more insights from McKinsey on the B2B space, visit: http://mckinseyonmarketingandsales.com/when-b2b-brand-messages-miss-their-target
The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent
sales growth.
The Consumer Decision Journey (CDJ) helps businesses and marketers focus on the four key battlegrounds to develop critical insights that inform marketing and MROI objectives. In this presentation, McKinsey's Dave Elzinga explores how the CDJ has evolved, and how the digital revolution has made "initial consideration" the must-win battleground for marketers and businesses alike.
The buyer's journey has changed significantly in the past years, close to 60% is completed without input from your Sales Representatives.
Influencing, thought leadership and social listening are more important than ever. In this session we will inspire you on the methodology we LinkedIn calls "Social Selling". Are you a social seller?, check your Social Selling Index at www.linkedin.com/sales/ssi.
Sales Operations can play a significant role in enabling transformation and driving sales productivity improvement. In particular, Sales Operations leaders can harness the power of advanced analytics capabilities to drive continuous improvement. This is an edited version of the presentation McKinsey's Brian Selby made at Dreamforce 2016.
Marketers are stepping up to drive business results. Creating more networked organizations, targeting above-market growth, and capturing - then using - effective customer insights are core capabilities.
There appears to be a disconnect between what customers care about and what companies talk about. B2B customers across industries recognize that brand influences their decision. For more insights from McKinsey on the B2B space, visit: http://mckinseyonmarketingandsales.com/when-b2b-brand-messages-miss-their-target
The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent
sales growth.
The Consumer Decision Journey (CDJ) helps businesses and marketers focus on the four key battlegrounds to develop critical insights that inform marketing and MROI objectives. In this presentation, McKinsey's Dave Elzinga explores how the CDJ has evolved, and how the digital revolution has made "initial consideration" the must-win battleground for marketers and businesses alike.
The buyer's journey has changed significantly in the past years, close to 60% is completed without input from your Sales Representatives.
Influencing, thought leadership and social listening are more important than ever. In this session we will inspire you on the methodology we LinkedIn calls "Social Selling". Are you a social seller?, check your Social Selling Index at www.linkedin.com/sales/ssi.
Procurement is a task that marketers rarely find fun, yet all realize that it needs to be done. Given the strain that many marketing budgets are under, skillful procurement processes--supply management, demand management, and process management--can actually net an extra 5%+ of current marketing budgets. There are important opportunities for closer collaboration between marketing and procurement groups.
Adweek 2019 Data-Driven Marketing at the CrossroadsMark Osborne
Survey of over 300 Marketing Leaders for trends and insights on data-driven marketing, includes trends in technology investment, challenges to implementation of data-driven marketing strategies, prioritization of objectives, challenges with improving the customer experience, impacts of privacy and compliance and forward looking predictions
InsideView Sales and Marketing Alignment - InsideView DriveInsideView
The ultimate, some might say only, goal of sales and marketing leaders is to grow revenue.
Whether you are talking about generating bigger and better pipeline, crushing your quota, or driving better lead- to-close rates...the end goal is always MORE REVENUE.
Being a High Performing Sales Organization Requires a Hard Reset on Conventio...Dennis Stoutjesdijk
Regardless of what has worked in the past, the unintended consequences of both technology advancement and buyer behavior is wreaking havoc on sales organizations. Whether you have a small sales force or a highly complex go to market strategy, there is no avoiding the reality that how we sell has forever changed. Tiffani will challenge conventional thinking, pushing sales to a more customer driven mindset and away from an internal productivity and performance based management style and outline what she thinks the modern sales force will look like in the future.
How the sibling you never wanted, but grow to love: How Sales and Marketing Alignment can make or break your customer experience.
Jeff Marcoux, CMO Lead, Microsoft
A strategic framework for evaluating Marketing Technology and building your MarTech Stack. Includes an overview of popular technology for marketing and advertising including DMP, CRM, Attribution, Email Service Providers, Social Media Platforms, Analytics platforms and others
Insight to Action: How Predictive Analytics Accelerates B2B Marketing SuccessDemandbase
B2B Marketers are collecting more data than ever before, but many are not yet successfully using it to drive growth. In this session, Darian Shirazi will share how to use data science and predictive analytics to acquire new accounts and leverage data insights across the funnel, increasing pipeline opportunities and ultimately, revenue.
How marketing can report revenue analytics that don’t lieLeanData
There are some nasty blind curves when you need to show how marketing campaigns impact revenue.
Listen to the 30-minute webcast where you’ll learn:
- How to get your company on the path to revenue reporting
- The surprising obstacles that kill great reporting and how to overcome them
- The cost of only taking half-steps to revenue reporting
- Be successful at Account-Based Marketing
Tom Grubb, the Chief Strategy Officer with Digital Pi will discuss with Dan Ziman his insight on how marketing can report revenue analytics that don't lie.
Data has the potential to be your most valuable marketing resource. With the right data in hand, you can create scalable, repeatable marketing processes. Learn the essentials of data-driven marketing here.
"The State of Revenue Operations" presented by Karen Steele at #FlipMyFunnel ...#FlipMyFunnel
"The State of Revenue Operations" presented by Karen Steele at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
An effective MarTech stack can help you execute, evaluate and expand marketing efforts across the entire customer lifecycle. Listen in to this webinar to how to optimize your MarTech stack.
Penetrating Industries with an Integrated Sales and Marketing Strategy Marketo
Financial Services. Healthcare. Higher Education. Technology. Why is it important to market to industries? Because it’s effective, focused and strategic. By developing and executing on a vertical marketing strategy - from advertising on niche publisher networks to sponsoring industry tradeshows- you can drastically improve your response rates and drive revenue. View our webinar to learn how Marketo utilizes a cross-channel approach to generate interest throughout various stages of the funnel from the right buyers in the right industries.
Four megatrends are shaping business today: increasing power of technology, shifts in demographics, low costs of experimentation, and the importance of user-centricity. For sales organizations to be successful, they now have to use Big Data more effectively, share their pitch early, use technology better, focus on platforms (not just services), and rethink their sales capabilities.
Procurement is a task that marketers rarely find fun, yet all realize that it needs to be done. Given the strain that many marketing budgets are under, skillful procurement processes--supply management, demand management, and process management--can actually net an extra 5%+ of current marketing budgets. There are important opportunities for closer collaboration between marketing and procurement groups.
Adweek 2019 Data-Driven Marketing at the CrossroadsMark Osborne
Survey of over 300 Marketing Leaders for trends and insights on data-driven marketing, includes trends in technology investment, challenges to implementation of data-driven marketing strategies, prioritization of objectives, challenges with improving the customer experience, impacts of privacy and compliance and forward looking predictions
InsideView Sales and Marketing Alignment - InsideView DriveInsideView
The ultimate, some might say only, goal of sales and marketing leaders is to grow revenue.
Whether you are talking about generating bigger and better pipeline, crushing your quota, or driving better lead- to-close rates...the end goal is always MORE REVENUE.
Being a High Performing Sales Organization Requires a Hard Reset on Conventio...Dennis Stoutjesdijk
Regardless of what has worked in the past, the unintended consequences of both technology advancement and buyer behavior is wreaking havoc on sales organizations. Whether you have a small sales force or a highly complex go to market strategy, there is no avoiding the reality that how we sell has forever changed. Tiffani will challenge conventional thinking, pushing sales to a more customer driven mindset and away from an internal productivity and performance based management style and outline what she thinks the modern sales force will look like in the future.
How the sibling you never wanted, but grow to love: How Sales and Marketing Alignment can make or break your customer experience.
Jeff Marcoux, CMO Lead, Microsoft
A strategic framework for evaluating Marketing Technology and building your MarTech Stack. Includes an overview of popular technology for marketing and advertising including DMP, CRM, Attribution, Email Service Providers, Social Media Platforms, Analytics platforms and others
Insight to Action: How Predictive Analytics Accelerates B2B Marketing SuccessDemandbase
B2B Marketers are collecting more data than ever before, but many are not yet successfully using it to drive growth. In this session, Darian Shirazi will share how to use data science and predictive analytics to acquire new accounts and leverage data insights across the funnel, increasing pipeline opportunities and ultimately, revenue.
How marketing can report revenue analytics that don’t lieLeanData
There are some nasty blind curves when you need to show how marketing campaigns impact revenue.
Listen to the 30-minute webcast where you’ll learn:
- How to get your company on the path to revenue reporting
- The surprising obstacles that kill great reporting and how to overcome them
- The cost of only taking half-steps to revenue reporting
- Be successful at Account-Based Marketing
Tom Grubb, the Chief Strategy Officer with Digital Pi will discuss with Dan Ziman his insight on how marketing can report revenue analytics that don't lie.
Data has the potential to be your most valuable marketing resource. With the right data in hand, you can create scalable, repeatable marketing processes. Learn the essentials of data-driven marketing here.
"The State of Revenue Operations" presented by Karen Steele at #FlipMyFunnel ...#FlipMyFunnel
"The State of Revenue Operations" presented by Karen Steele at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
An effective MarTech stack can help you execute, evaluate and expand marketing efforts across the entire customer lifecycle. Listen in to this webinar to how to optimize your MarTech stack.
Penetrating Industries with an Integrated Sales and Marketing Strategy Marketo
Financial Services. Healthcare. Higher Education. Technology. Why is it important to market to industries? Because it’s effective, focused and strategic. By developing and executing on a vertical marketing strategy - from advertising on niche publisher networks to sponsoring industry tradeshows- you can drastically improve your response rates and drive revenue. View our webinar to learn how Marketo utilizes a cross-channel approach to generate interest throughout various stages of the funnel from the right buyers in the right industries.
Four megatrends are shaping business today: increasing power of technology, shifts in demographics, low costs of experimentation, and the importance of user-centricity. For sales organizations to be successful, they now have to use Big Data more effectively, share their pitch early, use technology better, focus on platforms (not just services), and rethink their sales capabilities.
Digitization is evolving at a rapid pace for the U.S. economy. The implications for companies, governments, and individuals are enormous. Those who are already successfully riding the wave are achieving faster growth in revenue, productivity, and profit margins. Those who opt out risk being swept away.
New trends have moved marketing the cusp of a new golden age. To deliver on the promise, marketing needs to execute on the 5S approach: science, simplicity, substance, speed, and story. This presentation walks through what marketers and business leaders need to get right to execute all of them. This presentation is based on a public webinar given by McKinsey partners Jonathan Gordon and Jesko Perrey.
Four megatrends are defining today's and tomorrow's sales landscape: Technology, demographic shifts, economics of experimenting, and the power of the user. This speech by McKinsey's Jennifer Stanley explores the trends, and lays out the five things that sales executives need to do now to adapt. For more on McKinsey's megatrends, be sure to check out: http://www.mckinseyonmarketingandsales.com/megatrends-for-sales-organizations
Big Data and advanced analytics are critical topics for executives today. But many still aren't sure how to turn that promise into value. This presentation provides an overview of 16 examples and use cases that lay out the different ways companies have approached the issue and found value: everything from pricing flexibility to customer preference management to credit risk analysis to fraud protection and discount targeting. For the latest on Big Data & Advanced Analytics: http://mckinseyonmarketingandsales.com/topics/big-data
Women Matter 2012: Making the breakthrough, examines the gender-diversity programs of 235 large European companies. The report investigates what initiatives companies are taking, what is working well or less well, and why.
The research found that most companies are now taking gender diversity issues extremely seriously, devoting real resources to redressing the gender imbalance. But many companies also expressed frustration that their efforts do not always create the expected impact.
For companies to be successful today, they have to plan for customer journeys not just customer experiences. In the digital age where engaging with customers across the entire purchase process, the experience with the brand can as important - if not more so - than the product itself. The best companies are aligned on their customer journey strategy, are truly omnichannel, get and keep the right talent, know what their return on marketing investment is, have campaigns tailored to their customers, and are agile. David Edelman made this presentation at the Financial Times Future of Marketing Summit.
Companies need to understand the full range of the multichannel consumer decision journey to understand how to best influence potential and current customers. Scenarios and data from this McKinsey presentation show how consumers are making their decisions today - particularly in the UK and France - and how brands can turn those insights into profits.
The best companies boost revenues by not just building advanced pricing analytics programs but also developing relevant capabilities - people, processes, tools. A successful revenue growth program is a journey, and this presentation highlights the four areas where companies need to focus to become leaders. Brian Elliott (CEO of McKinsey Periscope) gave a version of this presentation at the Professional Pricing Society event in Oct., 2014.
Why do companies need to manage the entire customer experience? New analysis reveals that the entire customer journey - the series of interactions with a brand - is more important than any single touchpoint experience. Leading companies identify and effectively manage a few "key journeys." When companies perfect managing the entire customer journey, they reap significant benefits—including enhanced customer and employee satisfaction, reduced customer churn, increased revenue, lower costs, improved organizational collaboration, and competitive advantage. Presented at the Harvard Business Review webinar. For more on customer decision journeys: http://mckinseyonmarketingandsales.com/topics/customer-decision-journey
Companies that want to turn excellent customer experience into growth need to master Customer Journeys. Customer Journeys (the set of interactions a customer has with a brand to complete a task) and less moments of truth are what matter for a customer. Companies that master not only see an improvement in customer experience, loyalty, and operational productivity; they also see above-market growth.
In recent years loyalty programs that reward buyers for sticking with the brand have steadily grown in popularity. Between 2008 and 2012, U.S. loyalty memberships increased by 10 percent per year – reaching over 23 memberships per household. But for all their growth and popularity, do loyalty programs really pay off for the companies that offer them? A recent McKinsey study suggests that on average, they do not – and may in fact destroy value for program owners. For more on loyalty, visit: http://www.mckinseyonmarketingandsales.com/topics/loyalty
This presentation is based on the book Sales Growth: Five Proven Strategies from the World's Sales Leaders. Sales Growth focuses on how to drive top line growth. Through interviews with 120 sales leaders from the world’s most successful B2B and B2C companies, the authors have uncovered the stories and innovative practices that drive growth. Sales Growth distills the interviews into a set of practical, real-world insights across five major strategies: Find Growth Before Your Competitors Do; Sell the Way Your Customers Want; Soup up Your Sales Engine; Focus on Your People.
For ten years or more, China has been a uniquely powerful engine of the global economy, regularly posting high single-figure or even double-digit annual increases in GDP. More recently, growth has slowed, prompting sharp falls in international commodity prices and casting a shadow over the near-term prospects for developed and emerging markets.
What will happen next? Pessimists struggle to see what China can do for an encore after what they say was an extraordinary, one-off period of catching up. Optimists believe that during the next 10 to 15 years, China has the potential to continue to outperform the rest of the world and to take its place as a full-fledged advanced economy (see summary infographic, “What’s next for China?”).
7 Traits of Highly Effective Digital Commerce OrganizationsSameer Khan
Commerce technology spending is up across the board. Retailers are significantly bolstering their capital investment programs. 85% will increase their spend on commerce technology in 2015. Is your organization prepared for the next generation of digital business?
IAB Netherlands report: Report on Digital Marketing Innovation IAB Europe
With this survey, IAB Netherlands charts the digital innovation agenda of leading marketers in the Netherlands. In cooperation with Deloitte Digital we had interviews with 22 top marketers about the state of digital marketing in their organizations and we spoke about their expectations for the coming 3 years.
Digitize to Win: 3 Strategies for Manufacturers Digabit
The manufacturing industry is going through a revolution, and companies that don't modernize their business practices are going to be left behind.
This presentation covers how manufacturers can capture the aftermarket, improve efficiency and provide better customer service using cloud-based technologies.
To survive and thrive in the age of the customer,
businesses must become digital. While many
firms believe they have a digital strategy, few
are thinking about truly digitizing their business
strategy. Yet the pioneers of the digital revolution,
be they B2B or B2C firms, are driving increased
revenues through a superior digital customer
experience and are increasing efficiency and agility
through digital operational excellence. This report
outlines the driving forces behind digital business.
This is an update of a previously published report;
Forrester reviews and updates it periodically for
continued relevance and accuracy. We revised
this edition to factor in new ideas and data.
Our new report is here!
eCommerce Trends is our annual report, we've been doing for 6 years. This year we reached out to 10k eCommerce Managers and asked them to fill in our survey. Of those asked, 150 responded and we created this report based on the results.
What's inside?
Market Overview
B2C eCommerce Sales
Top eRetailers (Based on Revenue)
Top eCommerce Sites (Based on Traffic)
Capital Market
eCommerce Startups to Watch
Survey Results
eCommerce Investments 2018
eCommerce Investments 2019
Changes in Investments 2018-2019
Which Investments Had the Biggest ROI in 2018?
Most Impactful eCommerce Trends for the Next 5 years
Trends Matrix
Inspirations
Marketplaces: Better Prices, Free or Discounted Shipping and a Broader Selection
Voice Interfaces
Big Data & Business Intelligence: IoT as a Source
Chatbots: Growing Popularity
Microservices & Headless: Micro Frontends
Content Marketing & Digital Content
CRM: AI & Social CRM
Mobile CRO
Free Shipping/Returns
Mobile Approach: PWA
Personalization: Hyper-Personalization
Social Commerce: See. Tap. Shop.
Customer Lifetime Value and Referral Programs
Methodology
Research Methodology
Demography
TL;DR - Quick Summary of the Report
Content Marketing: Still Important
Personalization & Loyalty for the Win
Cryptocurrencies and the GDPR: Things of the Past
Content Marketing With the Biggest ROI
Voice Interfaces & Big Data Revolutionize eCommerce
Quick Wins vs. Highest ROI
What do experts say?
Download full version: https://go.divante.co/ecommerce-trends-2019/
For all the Buzz about #BigData, who are the content marketers that are actually making money out of them? Who’s successfully scratching the surface of “Marketing’s $200 Billion Opportunity”? Swipe in and find out.
Get content. Get sQills: http://www.sqills.be, info@sqills.be
Data-Driven Marketing and Marketing Technologies in Modern Marketing - Travis...Travis Wright, Author 📚🤔
With over 2000 marketing technologies in over 40 categories, choosing the right technologies for your data-driven marketing technology stack is imperative. Do you buy a "marketing cloud" from the tools acquired and pieced together by established tech giants? Or do you build your own custom "Open Marketing Cloud", which may allow for greater flexibility and openness?
This keynote will explore the pros and cons of each potential solution as well as insights the vendors won't tell you. It will highlight the key data you need to understand and uncover some tools that can impact the build of your perfect custom marketing cloud for you business needs. No one size fits all in the marketing technology space. Join Travis for this unique, entertaining, and action-packed presentation to learn where MarTech is headed and how to roll with the changes.
The world of B2B marketing has changed dramatically with the advent of internet and the increased connectivity in today's world. Traditional marketing methods are getting increasingly ineffective as buyers become more informed and highly aware of the products or solutions they need.
Informe de eMarketer sobre las tendencias en Marketing Technology para 2016. Da buenas pistas para entender por donde se mueve internet y que áreas son las relevantes para la industria de media.
Transact: eCommerce strategies & tactics to drive salesInsivia
eCommerce is predicted to hit $4.8 trillion by 2021 and continues to be a key strategy for product and service companies alike. Winning at eCommerce requires the combination of a smart go-to-market strategy, powerful platform, integrated demand generation, and constant optimization.
Zinnov Zones rating for Digital in Retail. The report provides a snapshot of a digitally enabled modern retail enterprise and how digital technologies such as big data, analytics, robotics, machine learning, virtual reality etc. are transforming operations as well as impacting customers’ experience. Zinnov estimates a total digital spending of ~ $70B by retailers globally in 2016; with the market expected to reach $150B by 2020, growing at over 20% per annum.
Spanish consumers are pessimistic about the economy. Rising prices, unemployment, and the invasion of Ukraine are top concerns, and consumers are trading down.
In Spain, consumers are most concerned about rising prices, unemployment, and the invasion of Ukraine. Their views of the current and future state of the economy remain pessimistic, at a level comparable to attitudes in the early months of the COVID-19 pandemic. Spend for groceries and gasoline soared, while consumers reduced money directed to savings and spent less on non-essentials. Of the 80 percent of consumers who have assumed new shopping behaviors in the last three months in search of value for money, more than half tried private labels. Trade-down in retailers visited and brands is evident, with the key drivers of choice being prices and value for money. However, 39 percent of consumers say they plan to splurge in 2022.
UK consumers are pessimistic about the economy. Rising prices and the invasion of Ukraine are top concerns, and consumers are trading down significantly.
In the United Kingdom, consumers are most concerned about rising prices and the invasion of Ukraine. Their views of the current and future state of the economy are extremely pessimistic, worse than throughout the entire COVID-19 pandemic. Spend for groceries and gasoline soared, while consumers reduced spend in non-essential categories. Almost two-thirds of consumers have assumed new shopping behaviors in the last four to six weeks, with more than four out of ten trying private label. Trade-down in retailers visited and brands is evident, with the key drivers of choice being prices and value for money.
COVID-19 is no longer among Italian consumers’ top concerns. Consumers remain pessimistic about economic recovery and inflation; many aim to reduce their spend.
Italian consumers are increasingly worried about the effects of rising prices and the invasion of Ukraine. Unemployment is a number-two concern for respondents in Gen Z, millennials, and the low-income group. Almost six out of ten share a negative view of Italy’s current economic state; hopes for an economic recovery are lower than during the entire COVID-19 pandemic. Consumers observed the highest price increases in groceries and gasoline. To cope with inflation, Italian consumers are changing their purchase behavior, shifting toward discounters and private labels. The leading factors for these choices are prices and value for money.
German consumers are pessimistic about the economy. Rising prices and the invasion of Ukraine are top concerns, and we see a significant down-trade in shopping.
In Germany, consumers’ top concerns are rising prices and the invasion of Ukraine, followed by climate change and COVID-19. Pessimism about the current and future state of the economy has eased but remains at a level comparable to attitudes in the early months of the COVID-19-pandemic. As spend for groceries and gasoline soared, consumers reduced money directed to savings and spent less on non-essentials. Of the 70 percent of consumers who have assumed new shopping behaviors in the last three months, more than four out of ten tried private labels. Trade-down in stores visited and brands is clearly visible, with the key drivers of choice being prices and value for money. However, 46 percent of consumers say they plan to splurge in 2022.
For consumers in France, inflation eclipses other sources of concern. It triggers changes in shopping behaviors as consumers seek better value for money.
French consumers’ optimism regarding the economic recovery is stable at around 14 percent—a level last seen in the depths of COVID-19 lockdowns. Top sources of concern are rising prices (cited by 54 percent), followed by the invasion of Ukraine (13 percent) and climate change (10 percent) and far ahead of COVID-19 (4 percent). Nine out of ten survey respondents perceive high price inflation in the country. These trends have implications for brand and retailer loyalty: of the 73 percent of respondents saying they have tried new shopping behaviors in the last three months, 40 percent say they purchased private labels. Household products remain the category most affected by this trading-down trend.
Japanese consumers’ behaviors and finances are gradually recovering to normal, though their responses indicate a slight increase in pessimism. The long-lasting impact of COVID-19 is prolonging Japanese consumers’ intent to stay conservative about spending across categories. In a further sign of cautiousness, the trend of shrinking pessimism over the past few years reversed for the first time. Meanwhile, people’s demand for travel is rising, considering the next seasonal vacations.
Australian consumers, in view of the omicron variant, are feeling less optimistic about economic recovery than last year and remain cautious on spending.
In Australia, optimism about economic recovery has declined since the November 2020 pulse survey but remains higher than at the onset of the COVID-19 pandemic. Six in ten consumers predict routines will return to normal only after June 2022; two-thirds do not plan to splurge in 2022. Although Australian households increased their spending in the past month, net intent to spend remains negative. Digital and omnichannel adoption continues in most categories, and intent to use out-of-home services rose. Seventy-five percent of consumers have addressed the rise of omicron by changing how they engage in out-of-home activities. Most consumers have tried a different brand or retailer, especially to switch brands in pursuit of value.
Indian consumers’ optimism has remained high since October 2021 and has reached the highest levels across other Asian markets since COVID-19 started.
Nearly three-quarters of India’s consumers are optimistic about economic recovery, and net intent to spend is growing and positive across many categories. Omnichannel usage continues across the majority of categories, and social-media influence is high, especially for Gen Z and millennials. More than 90 percent are engaging in social media and entertainment platforms. There is an upward trend for new technology, such as crypto and augmented reality/virtual reality, and consumers intend to continue digital activities as the COVID-19 crisis subsides.
About 40 percent of consumers are engaging in out-of-home activities, especially among the vaccinated segment. Most consumers have tried new shopping behaviors such as new retail outlets and new brands.
Indonesian consumers remain optimistic on the economy, expecting higher incomes and spending. Many tried and plan to keep using digital services and omnichannel methods.
In Indonesia, optimism about future economic conditions increased more than 25 percent over September 2020 from an already high base, boosted by planning for the upcoming holiday season. Eight out of ten consumers say they will dine out, shop for gifts, and redecorate. Out-of-home activities are generally rising but remain far below prepandemic levels. Optimism about the economy is tempered by views of household finances; half predict finances won’t return to normal before June. The loyalty shake-up continues, with 60 percent citing value as their primary reason to try a new brand. New digital behaviors are starting to show evidence of stickiness: 60 percent say they intend to use new shopping methods when the pandemic subsides.
Most Korean consumers expect that normalcy will return to routines only after June 2022, yet there are signs of pre-COVID-19 routines returning.
Korean customers have been less optimistic than those in other countries about the economic recovery. But optimism in Korea is much higher now than two years ago. Half of consumers indicate a desire to splurge, with intent to do so being the strongest in Gen Z and millennials. One-eighth of consumers say they have returned to out-of-home activities.
As inflation rises, French consumer hopes for economic recovery wane, with optimism sinking back to the lows of lockdown.
Optimism regarding the economic recovery has decreased to 14 percent in France—levels last seen in the depths of COVID-19 lockdown. Top sources of concern are rising prices, the invasion of Ukraine, and political uncertainty. Nine out of ten survey respondents perceive high price inflation in the country, and 60 percent expect prices to rise further over the next year. These trends have implications for loyalty: in the search for higher purchasing power, 69 percent of respondents have tried new shopping behaviors in the last four to six weeks. Household products remain the most impacted category, with 65 percent of consumers switching for cheaper options.
Pessimism about recovery is at an all-time high in the United Kingdom. Rising prices are the top concern, with consumers significantly trading down in stores and products. UK consumers are feeling great economic uncertainty. With energy and transport costs eating away at consumer savings and non-food spend, the top reasons given by survey participants for economic anxiety are the gas supply, supply-chain shortages, and energy issues. Consumers report the highest perceived price increases in groceries and household supplies, with two-thirds becoming more conscious about energy usage. Half of consumers changed their grocery brands in the last four to six weeks, with trading down a clear trend: price and value were the strongest drivers here.
Rising prices and the Ukraine invasion are top concerns for German consumers, fueling a general slide into economic pessimism.
German consumers are experiencing intense unease regarding the state of the economy and its future outlook—with public sentiment sinking lower than at any time during the COVID-19 pandemic. Survey participants felt the greatest concern about rising prices and the invasion of Ukraine. Spend on groceries and gasoline has soared, even as consumers cut spending in non-essential categories. Almost two-thirds have assumed new shopping behaviors in the last four to six weeks, with more than forty percent trying private-label brands. There’s a clear trade-down trend in stores visited and brands chosen, with prices and value for money as key drivers.
Across the continent, the pattern holds: Europeans are anxious about the state of their countries’ economies, and worried about the future. Russia’s invasion of Ukraine and price inflation overshadow other concerns, and consumer anxieties in turn are impacting confidence in household finances and national economies, especially among vulnerable populations.
Worried about spending more on food, transport and fuel, consumers report cutting back on less essential items. Most say they’ve changed their shopping behaviors in recent months, trading down to more affordable brands and retailers. With no relief clearly in sight, 2022 continues to prove a challenging year for the continental consumer.
Spanish consumers are primarily concerned about inflation and the invasion of Ukraine, and are becoming increasingly pessimistic about the economy.
Only 14 percent of Spanish consumers are optimistic about economic recovery, with concerns focused on inflation and the invasion of Ukraine. Four in ten have an increasingly negative sense of the economic outlook—mostly due to petrol and supply-chain shortages, as well as unemployment. Price-increase Perceptions of price increases are particularly high regarding groceries (at 95 percent) and other household products. In these categories, more than half of respondents have reacted to inflation by trying less costly brands. Over the last six weeks, half have tried a private-label brand, 30 percent have switched brands, and a quarter have tried out a different retailer.
Italian consumers are increasingly pessimistic about the economy, with many aiming to reduce spending and modify consumption habits.
Italian consumers are increasingly worried about the effects of rising prices, as well as the invasion of Ukraine. Of Italians surveyed, six in ten expressed a negative view of the current economy; hopes for an economic recovery are lower than they were throughout the entire COVID-19 pandemic. Consumers perceived the highest price increases in groceries and fuel, along with strong increase in spend. These sentiments have translated into reduced consumption. Changed consumer behavior is also apparent, with a shift towards discounters and private-label brands. Price, value for money and availability are the biggest drivers of these choices.
Rising prices and the Ukraine invasion are top concerns for German consumers, fueling a general slide into economic pessimism.
German consumers are experiencing intense unease regarding the state of the economy and its future outlook—with public sentiment sinking lower than at any time during the COVID-19 pandemic. Survey participants felt the greatest concern about rising prices and the invasion of Ukraine. Spend on groceries and gasoline has soared, even as consumers cut spending in non-essential categories. Almost two-thirds have assumed new shopping behaviors in the last four to six weeks, with more than forty percent trying private-label brands. There’s a clear trade-down trend in stores visited and brands chosen, with prices and value for money as key drivers.
As inflation rises, French consumer hopes for economic recovery wane, with optimism sinking back to the lows of lockdown. Optimism regarding the economic recovery has decreased to 14 percent in France—levels last seen in the depths of COVID-19 lockdown. Top sources of concern are rising prices, the invasion of Ukraine, and political uncertainty. Nine out of ten survey respondents perceive high price inflation in the country, and 60 percent expect prices to rise further over the next year. These trends have implications for loyalty: in the search for higher purchasing power, 69 percent of respondents have tried new shopping behaviors in the last four to six weeks. Household products remain the most impacted category, with 65 percent of consumers switching for cheaper options.
Pessimism about recovery is at an all-time high in the United Kingdom. Rising prices are the top concern, with consumers significantly trading down in stores and products. UK consumers are feeling great economic uncertainty. With energy and transport costs eating away at consumer savings and non-food spend, the top reasons given by survey participants for economic anxiety are the gas supply, supply-chain shortages, and energy issues. Consumers report the highest perceived price increases in groceries and household supplies, with two-thirds becoming more conscious about energy usage. Half of consumers changed their grocery brands in the last four to six weeks, with trading down a clear trend: price and value were the strongest drivers here.
Spanish consumers are primarily concerned about inflation and the invasion of Ukraine, and are becoming increasingly pessimistic about the economy.
Only 14 percent of Spanish consumers are optimistic about economic recovery, with concerns focused on inflation and the invasion of Ukraine. Four in ten have an increasingly negative sense of the economic outlook—mostly due to petrol and supply-chain shortages, as well as unemployment. Price-increase Perceptions of price increases are particularly high regarding groceries (at 95 percent) and other household products. In these categories, more than half of respondents have reacted to inflation by trying less costly brands. Over the last six weeks, half have tried a private-label brand, 30 percent have switched brands, and a quarter have tried out a different retailer.
Memorandum Of Association Constitution of Company.pptseri bangash
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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:
Contents of Memorandum of Association:
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.
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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.
https://seribangash.com/promotors-is-person-conceived-formation-company/
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.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
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.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
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2. #SalesSummit #DF16
75%
of global consumption growth will be
driven by individuals spending more (vs.
population growth) by 2030
18%
Proportion of digital potential that the
U.S. economy as a whole is realizing
>1.5 billion
number of social networking users
globally
$11.1 trillion
Estimated economic value from linking
digital and physical worlds by 2025
4.7%
Expected annual growth for emerging
markets through 2025
45%
Proportion of activities people are paid to
perform that could be automated
3. #SalesSummit #DF16
1. Sell the way customers
want to buy
4. Put together
the
A-team
3. Build
smart analytics
as a norm
2. Power
growth through
digital sales
1. Sell the way
customers
want to buy
2. Power
growth through
digital sales
3. Build
smart analytics
as a norm
4. Put together
the
A-team
4. #SalesSummit #DF16
The sales experience is changing dramatically
60%
increased purchasing centralization
to get better negotiating leverage
2x
Speed is 2x more important than
price in a buying experience
46%
of buyers rate comparison as their
biggest pain point
6+
different channels for purchasing
85%
of B2B buyers prefer Digital GTM for
purchase of exact same product
74%
use Twitter for business
70%
use online video to understand
suppliers
43%
B2B customers would purchase, self-
directed, on supplier’s website
90%
use search to make buying decisions
• Digital changing how
customers research and buy
• Proliferation of channels to
meet customer varying needs
and occasions
• Rising expectation of
personalized experience
• From companies to individuals
6. #SalesSummit #DF16
B2B companies that embed Digital GTM do better…
40-60%
Reductions in cost to serve
…but most struggle
<10%
of B2B companies say they
have a compelling mobile
strategy – 3X lower than top-
performing B2C companies
10%
said digital GTM was a
top investment priority
<15%
of B2B companies use
test-and-learn approaches
that accelerate how to
prioritize digital
<20%
of B2B companies say they
understand key omni
channel journeys
13.5%
EBITDA growth (vs -1.8% for
less digitally able)
30%
Higher acquisition efficiency
5x
Faster growth rates
B2B companies that embed digital
go-to-market do better…
7. #SalesSummit #DF16
Five sources of value from digital go-to-market
Grow
customer
base
Increase
value and
retention of
current
customers
Reduce
cost to
serve
Ramp up
and scale
offerings
faster
Pre-empt
competitive
disruption
9. #SalesSummit #DF16
How fast growth companies use analytics:
76%
to identify opportunities
for specific customers
(vs. 59%)
73%
to gain deal-level insights,
such as profitability
(vs. 61%)
53%
to make decisions
(vs. 37%)
76%
to manage post-
sales accounts
(vs. 56%)
How fast-growth companies use analytics:
10. #SalesSummit #DF16
Build a technological advantage in sales:
AI - Lead generation
Pairing predictive lead analytics with natural language processing
to automate many of the early lead-generation activities
Smart partner portal
rapid responses to partner requests, such as new business price
requirements
Next product to buy CRM recommendation based
on customers’ needs and company’s strongest value proposition
Predictive pipeline analytics
increase the accuracy of pipeline prediction by 2-3x using big
data analysis, resulting in cost reduction and increase in sales
11. #SalesSummit #DF16
48%
spend significant
resources on sales
force training
(vs. 29%)
51%
believe they have the
right sales talent and
capabilities
(vs. 33%)
38%
bring new hires to
steady state
productivity as quickly
as possible
39%
use tailored training
programs by sales
role (vs. 22%)
Fast growers invest in their people
12. #SalesSummit #DF16
Selling outcomes is a different game High Medium
Drivers of performance
Skills
Curiosity ProactivityOpennessExtraversion
85 767871
60 556562
Resource
management
Product
knowledge
Understand-
ing customer
needs
Prospecting
Intrinsics
13. #DF16 #SalesSummit
salesforce.com/sales-summit
Stay connected
Lareina Yee
Senior Partner, San Francisco
Lareina_Yee@mckinsey.com
@LareinaYee
McKinsey on Marketing & Sales
Maria Valdivieso de Uster
Director of Knowledge, Americas M&S, Miami
Maria_Valdivieso@mckinsey.com
@M_Valdivieso1