Week4 Presentation to DBS Diploma in Online Marketing, Sales and Digital Strategy covering Content Marketing for the B2B market, Buyer Cycles, Lead Management, Lead Nurturing, Creating Content Marketing Schedules, mapping out content marketing along buyer cycles
Week4 Presentation to DBS Diploma in Online Marketing, Sales and Digital Strategy covering Content Marketing for the B2B market, Buyer Cycles, Lead Management, Lead Nurturing, Creating Content Marketing Schedules, mapping out content marketing along buyer cycles
Getting a Competitive Advantage through Social Selling | #scon11 @sugarconInsideView
“Social media has become massively more important because customers have stopped listening to vendors and analyst/reviewers. Think about that. Most of your marketing and analyst relations and press relations are being trumped by customers talking to customers.”
13 Ways to Make Selling Easy with LinkedInNoah Rickun
I've created "13 Ways to Make Selling Easy with LinkedIn" as a companion to my chapter in Jeffrey Gitomer's latest book, "Social BOOM!" for anyone and everyone wanting to take full advantage of the power of LinkedIn.
This ebook is the key to optimizing your sales activity and to evolving from salesperson to sales pro. These are the strategies I have used to successfully prospect, appoint, connect, uncover, relate, prepare, engage, attract, qualify, close, and stay in touch with customers. These 13 Ways are the ways I out-sell my competition and out-earn my quotas and targets.
Most LinkedIn users are passive users. They sign up, they fill out a few profile details, they connect with a few people they already know, and then they wait.
What are they waiting for? What are YOU waiting for?
And so I give you, 13 Ways to Make Selling Easy with LinkedIn. Read it, try it, use it, profit from it, and then hide it from your competition.
You will learn to:
- Uncover "insider info" in preparation for your next sales call or meeting.
- Build and grow your online reputation.
- Leverage LinkedIn to help land appointments with prospects.
- Join a group.
- Create your own group and become known as a person of value.
- Earn recommendations.
- Stay top-of-mind with your present customers and prospects.
- Impress your prospects with a great first impression.
- Host and promote events.
- Integrate video into your profile.
- Be "in-the-know" about companies in your industry and on your prospect list.
- Use LinkedIn Mobile to your advantage.
Sales 2.0: Is Your Sales Force Ready for the Digital Age?James Burnes
Traditional lead generation and sales processes are rapidly evolving with new technologies. Is your sales force prepared to outmaneuver your competition? You cannot afford to be outwitted or outplayed by competitors who are using these new tools to generate leads and steal market share.
It is time to act. It is time to empower your sales force for the digital age.
Innovation Strategy & Mangement Final Project V1.5coleyperry
This was a final project in an Innovation Strategy & Management class in Graduate School at NU. I applied complex design principles to the B2B selling process. In the last 2 years I have successfully applied these principles to my clients businesses to enable growth, new product development and customer acquisition.
This presentation is a brief summary of many B2B Social Media lead generation presentations I have given. The slide are copy light as that is my presentation style.
The important takeaways are:
*Inbound B2B marketing is lead generation
*Leverage your own blog as a way to optimize calls to action
*Take Facebook Fan Pages to the next level with custom offers and lead generation opportunities.
*Social media can help improve tradeshow ROI
This presentation will focus on the fundamental components of a Sales Strategy for a growing B2B organization. The major components of the session will include:
• Creating the right Value Proposition
• Choosing the best target
• Understand how to reach your partners and customers
• Steps in the Sales Process
• Sales Process tools to help with the close
• Leading the sales team
How Groupon Manages 15 Million Social Relationships Sprinklr
Groupon recently had its fifth birthday. Though still
considered to be a young enterprise, the brand is
valued at more than $6 billion, operates in 48 countries
and is considered one of the fastest growing companies
in history.
The company’s growth is remarkable, but it hasn’t always been easy.
A couple years ago, Groupon acquired an international subsidiary, and in the blink of an eye, this North American startup became a global powerhouse with new customers in dozens of countries.
Groupon needed to find a way to manage consumer relationships, at scale.
Here's how they did it.
Here are 10 good reasons why you should attend Citrix Synergy May 6-8, 2014, in Los Angeles plus one bonus reason that you won't be able to resist!
Citrix Synergy is the premier enterprise mobility conference for organizations seeking solutions that empower people with new ways to work – anywhere, anytime, on any device. Register here: http://bit.ly/1meLPUG
You may be chomping at the bit to get started with contract management, but without the proper building blocks in place, implementations can lead to problems like protracted go-lives, poor system adoption, and runaway project costs. This guide will shed light on the most common implementation pitfalls companies face and suggest strategies and tactics to prevent them.
This Slideshare presentation is a partial preview of the full business document. To view and download the full document, please go here:
http://flevy.com/browse/business-document/strategic-marketing-and-sales-plan-template-233
This 71-page template is a comprehensive template for a Strategic Marketing and Sales Plan. It is based on the Systems Thinking Approach, and guides the development of the strategic marketing and sales plan in the context of the bigger picture corporate strategies. Using this template will allow the user to follow a rigorous process in developing the marketing plan, that takes into consideration the external business environment, and the internal corporate strategies and goals, then develops clear marketing goals, strategies and action plans to implement effective marketing.
Presentation I have done in a Sloan software class on sales, sales management, and sales strategy. Particularly applicable to companies doing b2b selling.
The Sophisticated Marketer's Guide to LinkedIn: The WebinarLinkedIn
Once you have downloaded the Sophisticated Marketer's Guide to LinkedIn (Free download here: http://lnkd.in/sgm) It's time to put everything into action. The Sophisticated Marketers Guide to LinkedIn: The Webinar is a one hour strategic live webcast with LinkedIn’s senior content marketing manager Jason Miller.
Jason Miller, Sr. Content Marketing Manager at LinkedIn shows you how to tap into the vast opportunities that await your business —increase brand awareness, influence perception, generate leads, and ultimately drive revenue with LinkedIn.
In this exclusive webinar you will learn:
• Why LinkedIn is a necessary part of your businesses integrated marketing strategy.
• How to tap into LinkedIn’s powerful marketing solutions including Company Pages, Company Updates, and gain value immediately.
• How to expand the reach of your content marketing strategies using LinkedIn by sharing relevant targeted content to the world's professionals.
• Go visual or go home. See real world examples and take away key insights for utilizing SlideShare for thought leadership and lead generation.
• And many more tactics that Jason has implemented for social media marketing domination.
Sales Time Mastery - Tips on how to be more productiveMichael Galante
24 actionable tips for Salespeople, Account Managers, or anyone who has to secure new business or generate revenue for their company. Plus a few bonus tips thrown in. Published by Michael J Galante
Step by Step details of how I recruited 5,000 loan originators and builders, Realtors to refer over 67,000 closed customers in 8 Years for over $27,000,000 Revenue
About Scoreinc.com
Scoreinc.com, Inc., headquarter in Mayaguez Puerto Rico USA, with offices in Mobile Alabama, is a leading provider of services to the derogatory credit sector of the financial service industry through its Scoreway® Software Solution and credit report accuracy dispute services. The Scoreway® platform provides an end-to-end management solution that helps the companies that we serve manage the credit review and dispute process and to improve controls and profitability. Scoreinc.com services an ever growing list of mortgage company’s, banks, credit unions, Realtors®, builders and credit service organizations through its innovative technology and credit report accuracy service. Contact Score for more information at 877-876-5921 or by visiting the following pages:
www.scoreinc.com
Credit Repair Merchant Services: http://www.scoreinc.com/getting-paid.php
Fair Debt Collection Practices
http://www.scoreinc.com/fdcpa.php
Credit Repair Business Training http://www.scoreinc.com/members.php
Credit Repair Software:
http://www.scoreinc.com/software.php
Credit Repair Solutions:
http://www.scoreinc.com/score-way.php
Up Your Lead Generation Game - Create a Rockstar SDR TeamAnastasia Valentine
Steady sales are essential for the growth and sustainability of every company. As a marketing or sales leader, you need to ensure the leads your team generates are handled properly through a top-notch process, resulting in happy customers and recurring revenue. What are the best practices for building, scaling, and maintaining an efficient SDR (Sales Development Rep) team? How do you stay human while scaling your marketing and sales department? What is the balance to ensure quality over quantity? All these questions and more are answered in the Up Your Lead Gen Game, Create a Rockstar SDR Team presentation.
Getting from $400k to $4m - the Four Biggest Operational Challenges - Gordan TanMAXfocus
Everyone knows it takes a lot of blood, sweat and tears to grow a managed service business and some are more successful than others. Gordon Tan, owner of R & G Technologies and founder of Client Heartbeat knows this more than most having grown his business from a one man operator, to a four million dollar IT services business. In this not to be missed session, he shares real world insights and practical examples into his four biggest operational challenges over the course of this growth and how he overcame them.
5 Ways to Prepare Your Home Improvement Business for GrowthPME 360
Learn the Top 5 Ways to Prepare for Growth in Your Home Improvement Business. The home improvement market is set to explode. Ryan Paul Adams takes you through some key tips in our recent webinar to help you learn how you can prepare for real growth in your home improvement business and set yourself up for long term success and increased revenue.
CallidusCloud Webinar: 5 Steps to Better Sales Performance ManagementErika Alexander
Recent opinions in leadership articles and blogs have made the statement that you can't necessarily motivate sales people - but you certainly can demotivate them by setting them up for failure. Leaner teams and tighter budgets require sales leaders to deploy coaching and motivation tactics that go beyond basic incentive plans. To stay competitive, best-in-class sales organizations are rolling out data-driven coaching plans paired with gamification. In this webinar, we will cover five areas to ensure your sales reps are set up for success - not failure.
Hear about best practices in:
- On-boarding
- Effective territory & quota planning
- Coaching and appraisals
- Compensation and rewards
- Gamification techniques
How Clients think: From SMB to EnterpriseRobin Leonard
An exploration into how Clients think from a digital agency perspective, across Small to Medium, Mid-Market/Corporate and Enterprise. What are their problems, and what can agencies offer them? This presentation was originally given at the Digital Agency Summit 2017 - http://digitalagencysummit.com/
Sovereign Insurance - Goal Setting for RESULTS - SovNetRESULTS.com
Goal Setting for RESULTS - Lessons learned from working with thousands of SMB clients
Stephen Lynch is the Head of Strategy and Consulting at RESULTS.com. He is a “Kiwi” (New Zealander) living in San Francisco.
RESULTS.com’s software gives them unique and privileged insights into the day to day operations of thousands of small-medium sized growth firms. We see what really works and what doesn’t in terms of strategy execution, goal setting, tracking performance, running effective meetings, engaging employees and holding them accountable.
To save you from spending several lifetimes trying to figure it all out for yourself, you can access these powerful (and often counter intuitive) insights in this presentation.
Similar to Formula for B2B Sales With Activities Management (20)
2. • Low high impact activities. (Scheduled call, proposals, demos,
assessments)
• Low amount of follow up to customers in current sales cycles
• No planning for the following week, month, quarter, year
• Only engages current customers
• Does not pre call plan
• In the office more than in field
• Does not use tools provided
• Doesn't strive to learn – knowledge
• Works the bare minimum
• Sells products not solutions
• Does things based on personal need not customer need. Doesn't
solve customer issues
• Doesn't contribute to the organization data base.
• Does not track results and customer
• Focus's on problems not SOLUTIONS!
• Keeps doing the same thing over and over!
Unsuccessful B2B Account Manager
3. Your sales territory is your cheque book
What you write out of account
depends on you!
4. So you think you are coving your territory?
What’s usually happens
2000 establishments in a average B2B territory
253 selling days per year – 15 holidays - 52 Fridays Admin – 12 days for training, out of the field = 171 selling days
per year
Account Manager Average Calls = 40 calls per week / 10 calls per day
10 calls * 171 days = 1710 face to face calls per year
1710 calls - 2000 establishments = Territory Coverage .855 times per year
You are not even covering your whole territory in one year based off your current activities
What Outside Representatives Should be Completing
2000 establishments in a average B2B territory
253 selling days per year – 15 holidays - 52 Fridays Admin – 12 days for training, out of the field = 171 selling days
per year
Outside Sales Rep Industry Target 80 customer calls per week / 20 calls per day (4 day week)
20 calls * 171 days = 3420 face to face calls per year
3420 calls - 2000 establishments = Coverage of customers 1.7 times per year
Source: TeleNet and Ovation Sales Groups – It takes 8 cold call attempts to reach a
prospect
6. Successful Rep High Impact Activities Goals
High Impact Activities Weekly Goal
Scheduled Meetings – (Needs
Proposal Meeting, Assessment Meeting,
Training, Installation – anything physically
booked with a customer)
16
Unscheduled Meetings – (Cold calls, drop
ins, quick customer care)
64
Proposals or Pricing 8
Product Demos 2
Needs Assessments 1
7. Successful Rep Week
Mon – Thurs
8:00 – 9:00 – Administration
9:00 – 9:30 – Scheduled call
9:30 – 11:00 - Unscheduled calls (6 calls)
11:00 – 11:30 – Scheduled call
11:30 – 12:00 – Unscheduled Calls(2 calls)
12:00 – 1:00 - Lunch/Follow Up Calls
1:00 – 1:30 - Scheduled Call
1:30 – 3:00 - Unscheduled calls (6 calls)
3:00 – 3:30 - Scheduled Call
3:30 – 4:00 – Unscheduled calls (2 calls)
4:00 – 5:00 Admin/Follow up
Fri
8 am – 5 pm – Customer follow up, Admin, Meet
with Manager, Phone calls, Phone Blitz
Sales is not an 8-5 position – Reps that spend extra time to prospect, plan, fine tune proposals earn
more $$$ = 100 K per year – This is your business – no entrepreneur works 40 hours per week and
expects to earn a better than average wage.
8. • High impact activities. (Scheduled call, proposals & pricing, product
demos, assessments)
• Follow up to customers in current sales cycles
• Plans effectivity following week, month, quarter, year
• Engages all customers
• Pre call plans with large deals
• Out in the field
• Utilized tools and support
• Constantly learning
• Works long hours to be the best
• Solution selling
• Problem Solving
• Logs all contacts and activities
• Tracks results
• Focus's on SOLUTIONS
• Adapts to change
Successful B2B Account Manager