The document discusses how to get customers to "buy now" by understanding the jobs they need to accomplish. It explains that while an organization's purpose drives "buy in", functionality and outcomes are needed to make purchases. The document outlines four categories of customer jobs - behaviors, skills, beliefs, identity - and stresses focusing offers on the most concrete jobs. It emphasizes taking the perspective of the most valued customer to understand what job they want a product to help them complete.
One year after the Covid-19 breakout and now that we’re well into Q1, the question on salespeople’s lips remains, “is outbound sales dead?” The short answer, no. The long answer, like many things, it’s what you make of it. It can either help you fatten your pipeline and scale your business or deplete your resources and waste your time. It all comes down to your execution.
So, what’s your #1 weapon to make it work? Time. Beef up your knowledge with winning tips so you can reach your revenue goals faster. We call it: The fast n’ furious outbound sales plan
https://www.lusha.com/blog/?utm_source=slideshare&utm_medium=post&utm_campaign=blog
Valdis Krebs, Founder and Chief Scientist, orgnet.com 03-24-09 InterviewBetsey Merkel
A conversation about networks with Valdis Krebs
Valdis Krebs shares his insights into what we can learn from corruption networks, some ways to think about building employment networks, and his insights into today's research environment in social network mapping and analysis.
Betsey O'Hagan (Merkel) Recommendation Letter 2000Betsey Merkel
Betsey O'Hagan (Merkel) Recommendation Letter 2000
This is my favorite recommendation written by colleague Dr. Paul Gothard III, Professor of Music, Lake Erie College. Paul and I worked together over many years to build a well loved monthly concert program in combination with regional and international performing artists on the campus of Lake Erie College. Together, the Coryton Ensemble and the LEC Department of Music commissioned and premiered the new works of global and local composers. To the delight of local audiences, the historic and acoustically renowned Morley Music Hall on campus became a welcome performance home for an ensemble of musicians from across Northeast Ohio.
One year after the Covid-19 breakout and now that we’re well into Q1, the question on salespeople’s lips remains, “is outbound sales dead?” The short answer, no. The long answer, like many things, it’s what you make of it. It can either help you fatten your pipeline and scale your business or deplete your resources and waste your time. It all comes down to your execution.
So, what’s your #1 weapon to make it work? Time. Beef up your knowledge with winning tips so you can reach your revenue goals faster. We call it: The fast n’ furious outbound sales plan
https://www.lusha.com/blog/?utm_source=slideshare&utm_medium=post&utm_campaign=blog
Valdis Krebs, Founder and Chief Scientist, orgnet.com 03-24-09 InterviewBetsey Merkel
A conversation about networks with Valdis Krebs
Valdis Krebs shares his insights into what we can learn from corruption networks, some ways to think about building employment networks, and his insights into today's research environment in social network mapping and analysis.
Betsey O'Hagan (Merkel) Recommendation Letter 2000Betsey Merkel
Betsey O'Hagan (Merkel) Recommendation Letter 2000
This is my favorite recommendation written by colleague Dr. Paul Gothard III, Professor of Music, Lake Erie College. Paul and I worked together over many years to build a well loved monthly concert program in combination with regional and international performing artists on the campus of Lake Erie College. Together, the Coryton Ensemble and the LEC Department of Music commissioned and premiered the new works of global and local composers. To the delight of local audiences, the historic and acoustically renowned Morley Music Hall on campus became a welcome performance home for an ensemble of musicians from across Northeast Ohio.
The Art of Earning -- WISE Symposium, Syracuse, NYTara Gentile
You might have learned how to build a business. But have you learned how to earn money?
It's not easy to make the transition from paycheck to entrepreneurship. Learn how to make money beautifully.
Understanding Continuous Design in F/OSS ProjectsBetsey Merkel
By authors Les Gasser1,2
gasser@uiuc.edu
Gabriel Ripoche1, 3
gripoche@uiuc.edu
Walt Scacchi2
wscacchi@ics.uci.edu
Bryan Penne1
bpenne@uiuc.edu
Abstract
Open Source Software (OSS) is in regular widespread use supporting critical
applications and infrastructure, including the Internet and World Wide Web themselves. The communities of OSS users and developers are often interwoven. The deep engagement of users and developers, coupled with the openness of systems lead to community-based system design and re-design activities that are continuous. Continuous redesign is facilitated by communication and knowledge-
sharing infrastructures such as persistent chat rooms, newsgroups, issue-
reporting/tracking repositories, sharable design representations and many kinds of
"software informalisms." These tools are arenas for managing the extensive, varied,
multimedia community knowledge that forms the foundation and the substance of
system requirements. Active community-based design processes and knowledge repositories create new ways of learning about, representing, and defining systems that challenge current models of representation and design. This paper presents several aspects of our research into continuous, open, community-based design
practices. We discuss several new insights into how communities represent
knowledge and capture requirements that derive from our qualitative empirical
studies of large (ca. 2GB+) repositories of problem-report data, primarily from the
Mozilla project.
What is the power of prayer and meditation to help each of us navigate our deficiencies and strengthen connectivity between mind and self? This paper begins to explore these intersections in parallel with scientific imaging of the functional brain.
Presenter: Betsey Merkel, The Institute for Open Economic Networks (I-Open) at the COINs-collaborative innovation networks Conference 2010, hosted by the Savannah College of Art & Design in Savannah, Georgia USA on October 7-9, 2010.
Title: Contextual Transmedia Communications: Content and Creativity in Complexity
Presenter: Betsey Merkel, The Institute for Open Economic Networks (I-Open) at the COINs-collaborative innovation networks Conference 2010, hosted by the Savannah College of Art & Design in Savannah, Georgia USA on October 7-9, 2010.
From the Abstract and a Presentation Overview: The human race is faced with engaging in exponential levels of complexity resulting from expanding populations, limited natural resources, and maturating cycles of the World Wide Web. Habits of capacity building - that of inventory, meaning, and experimentation -- remain at levels suited to an industrial age of linear scarcity. The results of this mismatch can be seen in widespread U.S. unemployment, poverty, and exponential natural systems failure. Disruptions such as these will continue to diminish our collective creative abilities to advance innovative enterprise unless we think and act differently. How and what we communicate affects the economic impact of creativity.
Paper by MUSICIAN 2.0, 3.0, 4.0...
Developing Music
Careers in Uncertain Times
A Psycho-Spiritual-Musical Manifesto
Paper by Peter Spellman recommended by Gerd Leonhard.
About the author:
COINS: An Economic Development Tool for Education, Economic, and Workforce Development in Open Source Economic Development
Betsey Merkel, Co-Founder, Director, The Institute for Open Economic Networks (I-Open) contributed this paper to the COINS 2009 conference at the Savannah College of Art & Design (SCAD) October 8- 11, 2009.
More http://www.coins2009.com/
This paper describes I-Open's approach to a higher level of organization, process, and tools needed to build networked collaborative communities from our experience working in the "Civic Space" (everywhere outside the four walls of any organization) over a six year period from 2003 to 2009. It offers a starting point for us to take a closer look at how to integrate COINS and apply CONDOR, an analytic and mapping software tool, to improve creativity, collaboration, and communications to accelerate Open Source Economic Development.
We're suggesting an accelerated networked model of Civic Forums hosted in collaboration with colleges, universities, and libraries. Let us know if you or your organization is interested in collaborating to build a three to five site Civic Forum model to advance creativity, collaboration, and communication.
You can learn more about COINS and Condor on the Swarm Creativity blog and workspaces http://swarmcreativity.blogspot.com/ and http://www.swarmcreativity.net/
Please add your comments and suggestions! Thanks!
Building community in the civic space 2011Betsey Merkel
Building Collaborative Communities in the Civic Space
Accelerating innovation
in Open Source Economic Development
Updated May 2011
Created by Betsey Merkel, Co-Founder & Director, The Institute for Open Economic Networks (I-Open)
, Cleveland, Ohio USA 44103
http://i-open.posterous.com/
As an individual, you are who you are, with your own uniqueness, talents, achievements, dreams and your own irreplaceable brilliance. The key point is ...
Agile Tour Toronto 2013 - Communication Styles - Employing and Enjoying our Differences - presentation by Sue Johnston - Everyone is different, that's true, but we're different in some predictable ways. Knowing your communication style and that of others helps you interact more effectively and improve your relationships at work and in life.
This presentation Teaches you how you can become a successful entrepreneur in the Global market however there lots of diversity in the business market which seems to be pretty much occupied.
You’ve been retrenched, how to find a jobjune_parker
Information about how to find a job, create a CV (resume) network and tap into the hidden job market. Work with recruiters and be proactive. No need for an outplacement provider
The Art of Earning -- WISE Symposium, Syracuse, NYTara Gentile
You might have learned how to build a business. But have you learned how to earn money?
It's not easy to make the transition from paycheck to entrepreneurship. Learn how to make money beautifully.
Understanding Continuous Design in F/OSS ProjectsBetsey Merkel
By authors Les Gasser1,2
gasser@uiuc.edu
Gabriel Ripoche1, 3
gripoche@uiuc.edu
Walt Scacchi2
wscacchi@ics.uci.edu
Bryan Penne1
bpenne@uiuc.edu
Abstract
Open Source Software (OSS) is in regular widespread use supporting critical
applications and infrastructure, including the Internet and World Wide Web themselves. The communities of OSS users and developers are often interwoven. The deep engagement of users and developers, coupled with the openness of systems lead to community-based system design and re-design activities that are continuous. Continuous redesign is facilitated by communication and knowledge-
sharing infrastructures such as persistent chat rooms, newsgroups, issue-
reporting/tracking repositories, sharable design representations and many kinds of
"software informalisms." These tools are arenas for managing the extensive, varied,
multimedia community knowledge that forms the foundation and the substance of
system requirements. Active community-based design processes and knowledge repositories create new ways of learning about, representing, and defining systems that challenge current models of representation and design. This paper presents several aspects of our research into continuous, open, community-based design
practices. We discuss several new insights into how communities represent
knowledge and capture requirements that derive from our qualitative empirical
studies of large (ca. 2GB+) repositories of problem-report data, primarily from the
Mozilla project.
What is the power of prayer and meditation to help each of us navigate our deficiencies and strengthen connectivity between mind and self? This paper begins to explore these intersections in parallel with scientific imaging of the functional brain.
Presenter: Betsey Merkel, The Institute for Open Economic Networks (I-Open) at the COINs-collaborative innovation networks Conference 2010, hosted by the Savannah College of Art & Design in Savannah, Georgia USA on October 7-9, 2010.
Title: Contextual Transmedia Communications: Content and Creativity in Complexity
Presenter: Betsey Merkel, The Institute for Open Economic Networks (I-Open) at the COINs-collaborative innovation networks Conference 2010, hosted by the Savannah College of Art & Design in Savannah, Georgia USA on October 7-9, 2010.
From the Abstract and a Presentation Overview: The human race is faced with engaging in exponential levels of complexity resulting from expanding populations, limited natural resources, and maturating cycles of the World Wide Web. Habits of capacity building - that of inventory, meaning, and experimentation -- remain at levels suited to an industrial age of linear scarcity. The results of this mismatch can be seen in widespread U.S. unemployment, poverty, and exponential natural systems failure. Disruptions such as these will continue to diminish our collective creative abilities to advance innovative enterprise unless we think and act differently. How and what we communicate affects the economic impact of creativity.
Paper by MUSICIAN 2.0, 3.0, 4.0...
Developing Music
Careers in Uncertain Times
A Psycho-Spiritual-Musical Manifesto
Paper by Peter Spellman recommended by Gerd Leonhard.
About the author:
COINS: An Economic Development Tool for Education, Economic, and Workforce Development in Open Source Economic Development
Betsey Merkel, Co-Founder, Director, The Institute for Open Economic Networks (I-Open) contributed this paper to the COINS 2009 conference at the Savannah College of Art & Design (SCAD) October 8- 11, 2009.
More http://www.coins2009.com/
This paper describes I-Open's approach to a higher level of organization, process, and tools needed to build networked collaborative communities from our experience working in the "Civic Space" (everywhere outside the four walls of any organization) over a six year period from 2003 to 2009. It offers a starting point for us to take a closer look at how to integrate COINS and apply CONDOR, an analytic and mapping software tool, to improve creativity, collaboration, and communications to accelerate Open Source Economic Development.
We're suggesting an accelerated networked model of Civic Forums hosted in collaboration with colleges, universities, and libraries. Let us know if you or your organization is interested in collaborating to build a three to five site Civic Forum model to advance creativity, collaboration, and communication.
You can learn more about COINS and Condor on the Swarm Creativity blog and workspaces http://swarmcreativity.blogspot.com/ and http://www.swarmcreativity.net/
Please add your comments and suggestions! Thanks!
Building community in the civic space 2011Betsey Merkel
Building Collaborative Communities in the Civic Space
Accelerating innovation
in Open Source Economic Development
Updated May 2011
Created by Betsey Merkel, Co-Founder & Director, The Institute for Open Economic Networks (I-Open)
, Cleveland, Ohio USA 44103
http://i-open.posterous.com/
As an individual, you are who you are, with your own uniqueness, talents, achievements, dreams and your own irreplaceable brilliance. The key point is ...
Agile Tour Toronto 2013 - Communication Styles - Employing and Enjoying our Differences - presentation by Sue Johnston - Everyone is different, that's true, but we're different in some predictable ways. Knowing your communication style and that of others helps you interact more effectively and improve your relationships at work and in life.
This presentation Teaches you how you can become a successful entrepreneur in the Global market however there lots of diversity in the business market which seems to be pretty much occupied.
You’ve been retrenched, how to find a jobjune_parker
Information about how to find a job, create a CV (resume) network and tap into the hidden job market. Work with recruiters and be proactive. No need for an outplacement provider
Fall in Love with Your Business, Again. See the Future, Together.Kazuki Sato
If you are a owner of a small or medium sized business, you painfully know that time is more than precious. There is barely enough time for you to make sure that your business is profitable. If you have employees, who are supposed to make your life easier by helping you free up some of your time, you may feel betrayed by finding them doing exactly the opposite; take up more of your time.
You may have heard or read about the importance of having and defining a clear corporate vision, but who has the time for that?! Besides, how does that help me free up my time or make my business profitable, you might ask.
This presentation will illustrate how clear corporate visions can help businesses become more profitable, the business owners have more time, and the employees make more effective contributions to the business. It is intended to inspire business owners to rekindle their passions for their own business.
Growing your channels and engagement on a budgetCharityComms
Shirin Zaid, digital communications manager, Young Minds
Visit the CharityComms website to view slides from past events, see what events we have coming up and to check out what else we do: www.charitycomms.org.uk
It’s not About the Job; it’s About Your Life!Ford Myers
When it comes to job search and career development, I think 99% of the population has it wrong and “does it backwards.” This realization comes from my more than 20 years of experience as a Career Coach, and after working with literally thousands of clients.
BERTology @ SEOkomm 2019 - Kai Spriestersbach - eology GmbHSEARCH ONE
Das größte Google Update seit 5 Jahren kommt. Was du jetzt wissen musst! Der Vortrag BERTology von der SEOkomm 2019 von Kai Spriestersbach, eology GmbH.
Wir begeben uns für diesen Vortrag in die Welt der Computerlinguistik auf Englisch: Natural Language Processing. Oder auch Natural Language Understanding.
Also mal langsam der Reihe nach…
BERT ist ein technologisch gesehen wegweisendes Modell zur Verarbeitung natürlicher Sprache. BERT kommt vom Google AI Team aus dem Jahre 2018
und hat die NLP-Welt im Sturm erobert!
BERT ist beispielsweise so gut im Beantworten von Fragen,
dass es das Squad 2 Leaderboard anführt.
Das ist quasi die Bundesligatabelle der NLP-Algorithmen.
Squad ist das Stanford Question Answering Dataset.
Rachel Krider is a personal development and life coach who has made millions in a sales job. Rachel talks about how she found her success through sales, and provides tips to help you become successful.
3. Our agenda:
• Understand the difference between "buy in" and "buy
now."
• Learn how your big Why might be getting in the way of
more sales.
• Discover the 4 categories of value and how to use them to
better communicate with your prospects.
• Apply your customer's perspective to create offers that sell
easily & messages that spread rapidly.
• Question & Answer
#getajob
11. Let’s figure out what
those jobs might be.
It starts with a conversation.
#getajob
12. Understand the market:
“
“Markets are conversations. Conversations
among human beings sound human. The
human voice is typically open, natural, and
uncontrived. People recognize each other
by the sound of this voice.”
-- The Cluetrain Manifesto
#getajob
13. Understand the market:
How would your client talk
about their needs or
questions to their friends,
colleagues, or spouse?
#getajob
14. Understand the market:
Take the perspective of your
Most Valued Customer. Write
down everything you imagine
her thinking on this topic.
Only use 1st person.
#getajob
16. Ask yourself:
“
“What are people going to stop doing once
they start using your product?
What does your product replace? What are they
switching from? How did they do the job before
your product came along?”
-- Jason Fried, 37Signals
#getajob
17. Jobs fall into 4 categories.
Behaviors
“I want to change
the way I act from
this to that.”
#getajob
18. Jobs fall into 4 categories.
Behaviors
Skills
“I want to change
“I want to learn
the way I act from
how to do this.”
this to that.”
#getajob
19. Jobs fall into 4 categories.
Behaviors
Skills
“I want to change
“I want to learn
the way I act from
how to do this.”
this to that.”
Beliefs
“I want to change
the way I think
about this.”
#getajob
20. Jobs fall into 4 categories.
Behaviors
Skills
“I want to change
“I want to learn
the way I act from
how to do this.”
this to that.”
Beliefs
Identity
“I want to change
“I want to change
the way I think
who I am.”
about this.”
#getajob
21. The more concrete the job, the easier it is to sell.
Identity
“I want to change who I am.”
Beliefs
“I want to change the way
I think about this.”
Skills
“I want to learn how to do this.”
Behaviors
“I want to change the way I act from this to that.”
#getajob
22. What’s the job?
Name the one job your
customer wants to complete
by putting it into one of the 4
categories: behaviors, skills,
beliefs, identity.
#getajob
26. What’s the job?
The key to successful product
development: taking the
perspective of your MVC &
understanding the job she is
trying to accomplish because
they’ve bought into your vision.
#getajob
27. What’s the job?
Look at your current product or
service offerings:
Do they represent clear jobs
your customers are trying to
accomplish on the path to
achieving your vision?
#getajob
28. Recap:
• Use your big Why when you’re trying to achieve “buy
in”
• Speak to the jobs your customer is trying to get done
when you want to achieve “buy now”
• Use your customer’s language to identify the job she
needs to complete.
• Jobs fall into 4 categories: behaviors, skills, beliefs,
and identity.
#getajob
29. • Identify opportunities based on your
customers’ needs & desires in a way that
leads to massive impact
• Evaluate your marketing, sales copy, and
offers from your customers’ point of view
to ensure success
• Communicate in a way that allows your
message to spread rapidly and easily
• Apply your learning to content strategy,
strategic partnerships, and your business
model to create sustainable business
growth
bit.ly/nathaliecpp