This webinar by Mindmatrix shows the difference between the traditional and modern outlook towards Sales and Sales Enablement with respect to the buyer's journey
Introductory workshop aimed at sales and marketing teams - Build personas, understand channel option and collect relevant metrics linked to improved business performance and overall corporate goals.
Buyer Jouney is a model model to help keep the buyer’s behavior, information needs and problems central to anything sales and marketing does.It empowers marketers to offer Specific content offers are more relevant to buyer’s at specific times during The Buyer’s Journey.
Awareness Stage: The buyer realizes they have a problem.
Consideration Stage: The buyer defines their problem and researches options to solve it.
Decision Stage: The buyer chooses a solution.
B2B Sales & Marketing Trends for the Modern OrganizationSkaledConsultuing
Skaled sales & marketing consulting firm believes in reaching the buyer that exists today - not the one from ten years ago. Follow along as we explain how the landscape has changed in the B2B space and now to navigate it today through outreach, technology, people, and roles.
Introductory workshop aimed at sales and marketing teams - Build personas, understand channel option and collect relevant metrics linked to improved business performance and overall corporate goals.
Buyer Jouney is a model model to help keep the buyer’s behavior, information needs and problems central to anything sales and marketing does.It empowers marketers to offer Specific content offers are more relevant to buyer’s at specific times during The Buyer’s Journey.
Awareness Stage: The buyer realizes they have a problem.
Consideration Stage: The buyer defines their problem and researches options to solve it.
Decision Stage: The buyer chooses a solution.
B2B Sales & Marketing Trends for the Modern OrganizationSkaledConsultuing
Skaled sales & marketing consulting firm believes in reaching the buyer that exists today - not the one from ten years ago. Follow along as we explain how the landscape has changed in the B2B space and now to navigate it today through outreach, technology, people, and roles.
How to Improve Sales Productivity in 5 Steps: Digital Sales CoverageMarketBridge
Your buyers have changed how and when they want to engage with your Sales Team. However, when they do engage, 70% of the time your Sales Reps are not properly prepared for the conversation and only 7% will earn a second conversation.
Join us for a 30 minute webinar to learn about the 5 step approach to Digital Sales Coverage, a tactic that combines digital customer engagement with analytics, enabling sales teams to target, prepare, and engage far more effectively.
This webinar is for Sales AND Marketing leaders, as we'll cover how to:
Improve Lead Quality and Conversion Rates by 20%+
Develop a Scalable Digital Engagement Model for Customers Who are "Not Ready to Buy"
Lower Your Cost-of-Sale to Deliver Revenue More Efficiently
You’re always hearing about the need to adjust your organization’s mindset, but this roundtable isn’t about adjusting your mindset. This roundtable is for digital marketers who want to actually start implementing ABM. We want to guide you and help you get started. The roundtable will focus on building a solid strategy and implementing tactical elements of an ABM philosophy. Our host this month is Net-Results.
What will be discussed:
Brief overview of how account-based marketing works (how it differs from traditional marketing)
Examples of account based marketing
Applying ABM to your organization
Developing a strategy
Tactical methods to execute your strategy
How to align your marketing-driven sales lead processes to better meet sales’...Mac McIntosh
Learn how to get all your sales lead management processes—from lead generation to nurturing, qualification, scoring and routing the leads to the right person in the right sale channel—aligned with the needs of your sales team and channel partners by attending this information-packed workshop
To successfully meet or exceed your company’s sales revenue goals today, you need to make sure your marketing-driven sales lead management processes align with the needs of your sales people and channels. Why? Because qualified, sales-ready leads are harder to find and more expensive than before, and sales costs keep climbing. So you can’t afford to have your salespeople, reps, dealers or distributors wasting their time with prospects that aren’t ready or able to buy.
Multichannel Marketing – Connecting with the New ChannelsThomas Robbins
Today’s customers engage with your organization through a growing variety of channels. Your website is just one of them – don’t forget social media, mobile and e-mail. Understanding the customer journey across these channels is essential to the success of any marketing organization.
With increased competition across multiple channels, small to mid-sized retailers now more than ever must optimize every sale. Leveraging the right POS system can help retailers create distinct customer profiles with unique buyer preferences to increase sales and enable better customer service.
2014 Customer Loyalty ASEAN Conference: Loyalty PrimeJim D Griffin
Kunal Mohiuddin presents an elegant three-step approach for building a future-ready loyalty program capability. Kunal has more than fifteen years in design and execution of loyalty programs and solutions. Based in India, he has been the architect of numerous enterprise-scale programs, located in over 85 countries and powering over 65 brands. Lassu (lassuloyalty.com) is the ASEAN distributor and reseller of Loyalty Prime – a complete enterprise-class loyalty platform that offers full CRM and loyalty management, and excellent integration to backend systems, like POS, reservations, and ERP. With the Loyalty Prime platform, marketers can easily segment their customers, and then build engagement using social, mobile, website, email, SMS and marketing campaign automation.
My Puget Sound AMA Slides on B2B Customer Acquisition StrategiesBrian Hansford
The Puget Sound AMA invited me to present ideas on B2B customer acquisition and demand generation. Paul Judy, Avalara's VP of Customer Marketing presented B2B customer marketing concepts.
Customer Segmentation In eCommerce (11 Used Cases)Pawan Kumar
Segmentation helps you to categorize your subscribers/customers in the small groups with same interests and preferences. It gives you an idea of sending relevant content. But how to do it?
Here are some practical cases of customer segmentation in eCommerce. Let’s dive right in:
Align, Aim, Perform and Grow with Shopper MarketingRick Abens
Shopper marketers are under more scrutiny than ever to accurately forecast and assess ROI.
Foresight ROI is proud to have analyzed over 18,000 shopper marketing events to help Clorox and other leading CPGs:
• Decide levels of investment across demand creation programs
• Better understand shopper marketing impact across the portfolio
• Gain visibility to which plan elements are “working harder” than others
Learn more in this presentation by Rick Abens, Founder and CEO at Foresight ROI, and David Cardona, Director, Shopper Marketing, Category Advisory & Multi-Cultural Capabilities at the Clorox Company, delivered at the Path to Purchase Expo in Rosemont, IL on September 22, 2016.
To learn more contact us at www.foresightroi.com or call us directly at 312-575-0024.
The presentation has an introduction to the fundamental concepts of digital marketing. Immaterial of the tools or techniques used for digital marketing, the concepts presented will help marketers make their marketing effective and efficient.
How to Improve Sales Productivity in 5 Steps: Digital Sales CoverageMarketBridge
Your buyers have changed how and when they want to engage with your Sales Team. However, when they do engage, 70% of the time your Sales Reps are not properly prepared for the conversation and only 7% will earn a second conversation.
Join us for a 30 minute webinar to learn about the 5 step approach to Digital Sales Coverage, a tactic that combines digital customer engagement with analytics, enabling sales teams to target, prepare, and engage far more effectively.
This webinar is for Sales AND Marketing leaders, as we'll cover how to:
Improve Lead Quality and Conversion Rates by 20%+
Develop a Scalable Digital Engagement Model for Customers Who are "Not Ready to Buy"
Lower Your Cost-of-Sale to Deliver Revenue More Efficiently
You’re always hearing about the need to adjust your organization’s mindset, but this roundtable isn’t about adjusting your mindset. This roundtable is for digital marketers who want to actually start implementing ABM. We want to guide you and help you get started. The roundtable will focus on building a solid strategy and implementing tactical elements of an ABM philosophy. Our host this month is Net-Results.
What will be discussed:
Brief overview of how account-based marketing works (how it differs from traditional marketing)
Examples of account based marketing
Applying ABM to your organization
Developing a strategy
Tactical methods to execute your strategy
How to align your marketing-driven sales lead processes to better meet sales’...Mac McIntosh
Learn how to get all your sales lead management processes—from lead generation to nurturing, qualification, scoring and routing the leads to the right person in the right sale channel—aligned with the needs of your sales team and channel partners by attending this information-packed workshop
To successfully meet or exceed your company’s sales revenue goals today, you need to make sure your marketing-driven sales lead management processes align with the needs of your sales people and channels. Why? Because qualified, sales-ready leads are harder to find and more expensive than before, and sales costs keep climbing. So you can’t afford to have your salespeople, reps, dealers or distributors wasting their time with prospects that aren’t ready or able to buy.
Multichannel Marketing – Connecting with the New ChannelsThomas Robbins
Today’s customers engage with your organization through a growing variety of channels. Your website is just one of them – don’t forget social media, mobile and e-mail. Understanding the customer journey across these channels is essential to the success of any marketing organization.
With increased competition across multiple channels, small to mid-sized retailers now more than ever must optimize every sale. Leveraging the right POS system can help retailers create distinct customer profiles with unique buyer preferences to increase sales and enable better customer service.
2014 Customer Loyalty ASEAN Conference: Loyalty PrimeJim D Griffin
Kunal Mohiuddin presents an elegant three-step approach for building a future-ready loyalty program capability. Kunal has more than fifteen years in design and execution of loyalty programs and solutions. Based in India, he has been the architect of numerous enterprise-scale programs, located in over 85 countries and powering over 65 brands. Lassu (lassuloyalty.com) is the ASEAN distributor and reseller of Loyalty Prime – a complete enterprise-class loyalty platform that offers full CRM and loyalty management, and excellent integration to backend systems, like POS, reservations, and ERP. With the Loyalty Prime platform, marketers can easily segment their customers, and then build engagement using social, mobile, website, email, SMS and marketing campaign automation.
My Puget Sound AMA Slides on B2B Customer Acquisition StrategiesBrian Hansford
The Puget Sound AMA invited me to present ideas on B2B customer acquisition and demand generation. Paul Judy, Avalara's VP of Customer Marketing presented B2B customer marketing concepts.
Customer Segmentation In eCommerce (11 Used Cases)Pawan Kumar
Segmentation helps you to categorize your subscribers/customers in the small groups with same interests and preferences. It gives you an idea of sending relevant content. But how to do it?
Here are some practical cases of customer segmentation in eCommerce. Let’s dive right in:
Align, Aim, Perform and Grow with Shopper MarketingRick Abens
Shopper marketers are under more scrutiny than ever to accurately forecast and assess ROI.
Foresight ROI is proud to have analyzed over 18,000 shopper marketing events to help Clorox and other leading CPGs:
• Decide levels of investment across demand creation programs
• Better understand shopper marketing impact across the portfolio
• Gain visibility to which plan elements are “working harder” than others
Learn more in this presentation by Rick Abens, Founder and CEO at Foresight ROI, and David Cardona, Director, Shopper Marketing, Category Advisory & Multi-Cultural Capabilities at the Clorox Company, delivered at the Path to Purchase Expo in Rosemont, IL on September 22, 2016.
To learn more contact us at www.foresightroi.com or call us directly at 312-575-0024.
The presentation has an introduction to the fundamental concepts of digital marketing. Immaterial of the tools or techniques used for digital marketing, the concepts presented will help marketers make their marketing effective and efficient.
Modern Selling + Modern Learning = Sales GrowthMike Kunkle
These are the slides from my 7/17/2019 SMMConnect.com webinar. You can watch the webinar for free at https://www.smmconnect.com/events/1617?gref=mikek for registering (also free) for the SMMConnect.com website.
Improve your revenue by engaging in true Sales Enablement. This can help you generate and close more leads, faster. Look for a Sales Enablement tool that provides you a 360 degree view of prospects and covers every aspect of sales and marketing including lead generation, demand generation, drip campaign, blogging and social media posting.
This presentation explains how investing in an integrated Marketing Automation and Sales Enablement solution can bring you more leads and close more sales.
Who Owns Social Selling? Bridging the Divide Between Sales &MarketingKrishna Zulkarnain
Digital disruption has revolutionized the sales and marketing landscape--72% of buyers use social media to research before making a purchase, and 81% of buyers are more likely to engage with a strong professional brand. To reach buyers, sales and marketing teams must align themselves to create a compelling social media presence.
Aviva Walsh's demonstration revolved around Inbound Sales and how to implement it in your business. Watch her presentation to learn more about Inbound Sales and the alignment of Sales and Marketing.
Transforming Marketing Data into a Useful Sales PitchSugarCRM
Marketing automation technology offers a myriad of tools for marketers that facilitate lead generation and marketing optimization. As a stand alone technology, MAP's provide a strong value proposition to any company. However, when closely aligned with sales, and properly integrated at a deep level with CRM, a MAP can drive meaningful sales engagement and assist sales in connecting with the right prospective buyers at the right time. This session will highlight five common ways MAP's accomplish this.
Similar to Webinar- An Integrated Sales Enablement and Marketing Automation Platform (20)
In the B-to-B world, long registration forms that require visitors to enter too much information too soon are the “pushy salespeople” of Web site conversion. In contrast, progressive profiling is the astute merchant who offers a more positive experience, which makes shoppers more apt to return. This brief shares the benefits of progressive profiling as well as the strategies and technology required for its success.
Download this Research Brief to learn:
- Why one-and-done profiling is ineffective and ultimately reduces conversion rates
- What is Progressive profiling
- What is needed to achieve a progressive profiling end state.
The Coronavirus crisis is taking a toll on businesses all over the world and financial experts have already warned that it won’t be easy for businesses to get back on their feet even when the situation eases.
While it will be challenging to revert to the pre-outbreak stage, enterprising vendors can put their channel partners ahead of the competition with channel marketing automation. Download our whitepaper to learn how channel marketing automation tools can ensure your channel partners hit the ground running when all of this mess clears up.
Channel conflict tends to evolve over time, stemming from partnerships that lack clear guidelines. At the root of a do-nothing strategy is often a lack of understanding of the underlying causes of channel conflict, and a series of strategies and processes in place to resolve each. This brief categorizes these causes into our SiriusDecisions Channel Conflict Model, and share specifics on each.
As organizations strive to sell more solutions, their reps will increasingly face off against a variety of senior- level buying roles. To improve these interactions, sales leaders should adopt a systematic process to help reps. This brief introduces and examines the components of ONE process for selling to senior executives, and explores the options of segmenting the sales force and/or leveraging subject matter experts (SMEs) when looking to reach these buyers.
For Mindmatrix, 2019 was marked by industry-wide recognition as a top player in the channel and sales enablement sphere, introduction of new features and enhancements to its platform and extensive collaboration with industry thought leaders.
B-to-b channel leaders, whether they oversee large multi-tier reseller programs or alliance partner programs, should use standard program metrics to track their progress and detect signs of upcoming opportunities or trouble. This brief describes metrics that can help channel leaders monitor and manage the success of six channel program areas.
B-to-b partner account managers must acquire a range of skills, which should be adapted to the types of partners they work with (e.g. reseller, distributor, OEM, alliance, referral). This brief describes nine key topic areas that should be used to adapt training content to the unique requirements of a supplier organization’s partner account managers, and outline specific elements within each area.
Within a b-to-b organization, the mission of an evangelist for a product or technology is to amplify external awareness and excitement and drive market adoption. However, companies also should consider the need for internal evangelism to support business objectives. This brief describes how channel leaders can craft a presentation to evangelize the value of channel for internal audiences.
Within a b-to-b organization, the mission of an evangelist for a product or technology is to amplify external awareness and excitement and drive market adoption. However, companies also should consider the need for internal evangelism to support business objectives. This brief describes how channel leaders can craft a presentation to evangelize the value of channel for internal audiences.
Sales training organizations are challenged when trying to measure the impact of specific choices on behavior change, just like a weight scale can’t tell you how much you have benefitted from skipping the fries and how much was due to a new walking program. This brief describes how coupling training investment with coaching and measurement helps to enhance its overall impact.
A scenario where what was promised isn’t delivered is all too common in the b-to-b channel world when suppliers fail to properly align with and train partners that have been brought into the fold to deliver a range of pre-sale and post-sales services. This brief defines four pillars of best-in-class service channel relationships and shares the components that make up each.
Leading MSP & hi-tech channel enablement solution provider, Mindmatrix, will be at the IT Industry’s premier conference for collaboration, education and networking in Las Vegas, NV. #ChannelCon19
When b-to-b suppliers fail to effectively engage and collaborate with large service provider partners, these relationships fall short of their potential. Suppliers must use five program components to choreograph partner engagement. This brief explains how to apply each of these components to engage large service provider partners.
The channel marketing strategies research brief defines three channel marketing concierge service models and explains how to determine which model fits best on the basis of a supplier’s level of partner marketing support and channel marketing resources.
A scenario where what was promised isn’t delivered is all too common in the b-to-b channel world when suppliers fail to properly align with and train partners that have been brought into the fold to deliver a range of pre-sale and post-sales services. This brief defines four pillars of best-in-class service channel relationships and shares the components that make up each.
Driving successful initiatives in any sales organization begins with first- line manager. The performance of sales reps is directly tied to the ability of these managers to play multiple roles effectively. This brief explores the importance of first-line managers in executing sales initiatives and the roles they must play in today’s b-to-b environment.
B-to-b channel leaders, whether they oversee large multi-tier reseller programs or alliance partner programs, should use standard program metrics to track their progress and detect signs of upcoming opportunities or trouble. This brief describes metrics that can help channel leaders monitor and manage the success of six channel program areas.
More from Mindmatrix Partner Relationship Manager (20)
2. How the Buyer’s Journey has Changed and
Impacted Sales Enablement…
EMPOWERED BUYERS
SHORTER SALES CYCLE
THE INTERNET
THE NEW PHASE OF SALES
ENABLEMENT
3. The traditional sales cycle
• Buyers actively contacted sellers
• Purchase decision was made based on information provided by salespersons
• Sales and marketing teams’ roles were clearly demarcated
4. The modern sales cycle
• Empowered buyers with access to product/service reviews on the internet
• Buyers pretty much make up their mind even before contacting the seller
• Interacts with the seller via multiple touch points
• All through this new buying process, salespeople get very little time and hardly any chance to
make an impact
57% of the buyer’s journey
is completed before the
buyer talks to sales -
Corporate Executive Board
81% of shoppers research
online before making a
purchase
40% of smartphone
owners compare prices in-store
on their mobile
device
90% of buying decisions
are influenced by reviews
available online
5. What does this mean for channel sales?
The need to change on-boarding, training and sales support tools and
processes
6. On-boarding: Then Vs. Now
Traditional sales on-boarding
• Focuses on the salesperson , sales
tactics and the company’s
offering
• Provides the salesperson with
documented best practices , sales
scripts, sales process, demo
recordings, checklists, etc. which
may or may not have been
updated
• Salesperson is given a lot of
‘ramp-up’ time
Next-generation sales on-boarding
• Focuses on prospects and
customers , helping the
salesperson understand the buyer
persona
• Involves providing the
salesperson with latest and ‘live’
versions of key assets such as
playbooks, case-studies, process
documents, checklists etc.
• The concept of ramp-up time is
virtually non-existent due to the
new, compressed sales cycle
7. Training: Then Vs. Now
Traditional sales training
• Looks at selling in isolation and the
responsibility of closing a lead is
purely on sales
• Salesperson is urged to SELL and
gaining prospect’s trust is not on the
agenda
• Aim is to ensure the sales target are
met, maintaining relationship with
customer post-sales is not stressed
upon
• Assumes that the buyer will go
through all the stages of the typical
sales cycle and provides the
salesperson with standard sales
collateral for those stages
Next-generation sales training
• Adopts a holistic , company-wide
approach to selling—sales is not just
the salesperson’s job
• Focuses on how the salesperson can
build a relationship with the prospect
by becoming a trusted advisor and
subject matter expert
• Aim is to ensure that the salesperson
is able to match steps with the
modern buyer
• Teaches the salesperson to anticipate
prospect moves and adapt their sales
strategy and communication
accordingly
8. Sales tools: Then Vs. Now
Traditional sales tools
• Traditional sales tools were very basic
and not very sales-specific or user-friendly
• Salespersons were given access to
spreadsheets, word processors and
presentation software programs to
use as sales tools
• Salespersons would use a CRM tool
to manage their leads—that’s the
closest they came to automation
• The traditional sales tools gave
salespersons little or no flexibility in
terms of sales collateral creation
• Made sales heavily reliant on
marketing
Next-generation sales tools
• Truly empower the salesperson by
giving them control over various
elements of the sales process such as
sales collateral creation, lead
management and segmentation,
prospecting, etc.
• Since these tools are meant to be
used by salespersons and have very
specific purpose, they are more user-friendly,
flexible and effective than
traditional make-shift sales
applications such as Excel or Word
• Integrate seamlessly with the CRM
that is in use
• Cater to modern customer touch-points
such as social media and SMS
9. Sales enablement: Then Vs. Now
Traditional sales enablement
• Focused primarily on automating
sales collateral creation
• Entailed investing in a sales portal
that served as a storage vault for all
sales collateral
• Salespersons are given access to
standard sales materials and as a
result they take the pains to
‘personalize’ them to suit their
prospects
• Adopted a top-down approach to
sales enablement providing
salespersons with collateral the
management considered was
essential
Next-generation sales enablement
• Encompasses a lot more than just
sales collateral creation to include
content/assets, process, people &
skills, technology and measurement
• The sales portal is on the cloud
allowing any-time access to sales
materials
• Has better version control tools so
that the sales team has access only to
the latest collateral
• Adopts a bottoms-up approach to
sales enablement taking into account
past buyer experiences and input
from frontline salespersons, industry
trends and competitors
10. Sales enablement: Then Vs. Now
Traditional sales enablement
• Follows an inside-out approach to
sales collateral storage where-in the
assets are stored based on date
created or file-type
• Often times results in salespersons
sending irrelevant materials to
prospects
• Looks at each prospect interaction in
isolation and this often results in
fragmented communication between
the sales team and prospects
Next-generation sales enablement
• Follows and outside-in approach to
sales collateral storage which maps
sales collateral to buyers’ journey and
position in the sales cycle
• Studies buyer persona and buying
stage and optimizes the sales
collateral automatically, in real-time,
ensuring only relevant content is
shared with prospects throughout
their buying journey
• Uses a 360° prospect view to adopt a
holistic approach to prospect
interaction ensuring consistency and
unification of content across all
channels
11. Impact of the internet on consumer education at
pre-sale stage
• 59% of U.S. smartphone owners use their devices to research an item before
purchasing it
• Mobile devices will account for 30 percent of global retail e-commerce
spending by 2018
• After they make purchases, 26 percent of smartphone shoppers comment on
their purchases using social media.
• 70% of mobile searches lead to online action within an hour
Companies now have zero control over the sales cycle. It is the buyer
calling the shots now
Buyers know what they are looking for, conduct web searches, study the
various options available, compare them and then decide where to invest
Thanks to this power-shift, sales and marketing teams have little
opportunity to add value to the prospect at this stage or to influence their
purchase decision in this new sales cycle
12. Need for a smarter sales team that is more
connected with the buyer
• With buyers becoming smarter, thanks to the wide availability of information
at their disposal and the newly compressed sales cycle, the need for a smarter
sales team is being increasingly felt
More and more companies are realizing that
despite their high investment in their sales teams
and sale channels, the returns are not really
measuring up…
13. Internet has changed the selling landscape
• Need of the hour…A sales team that is connected to the prospects at
every stage of the purchase cycle, through every medium
14. Did you know…?
81% prospects are willing to
pay more for a superior
prospect experience—Oracle
70% of buying
experiences are based
on how the customer
feels they are being
treated--Source:
McKinsey
78% of consumers have
bailed on a transaction
or not made an
intended purchase
because of a poor
service experience.--
Source: American
Express Survey
3 in 5 Americans (59%)
would try a new brand or
company for a better
service experience--
American Express Survey
86% of
consumers quit
doing business
with a
company
because of a
bad customer
experience--
Source:
Customer
Experience
Impact Report
by Harris
Interactive
15. Customer experience is the key
• In the new sales cycle, it is not just
about price, quality or product/service--
now it is all the about the prospect
experience
• Making the prospects happy and
building a personal relationship with
them
• Customer delight is the key to closing
sales in this new sales cycle
16. Prospects demand an unified experience across all
touch-points
• Today’s buyer interacts with seller
through multiple touch-points
• Chances are, the seller is caught
unaware of this interaction Eg.
Website visit, social mentions,
etc.
• Even if the seller tracks the
interaction across multiple
channels, many a times the
information is stored in silos,
where-in prospect data from one
source doesn’t talk to another
• Having a single, consolidated,
360-degree prospect view is key
to ensuring a smooth, consistent
and positive buyer experience
Store walk-ins Tradeshows/Events
360° prospect view is a must to
ensure a consolidated, positive
prospect experience
Asset
Download
Past
purchases emails Website
Landing
page
Mobile Social
media
PPCs Form fills Call
center
17. The power of personalization
• The modern buyer doesn’t
tolerate irrelevant/unsolicited
marketing and sales campaigns
• Sellers need to reach out to
prospects with relevant messaging
and product/services
• There is a need to optimize sales
and marketing content to suit the
prospects
• Personalization of sales
communications based on
prospect data allows the seller to
build a strong personal
relationship with prospects that is
based on mutual trust
• A survey by Wharton Business
School and its research associates
revealed that personalization can
shorten the sales cycle and
increases customer retention and
revenue by over 40%
• Retail giant Macy’s managed to
reduce its unsubscribe rates by
20% with a simple shift from
generic to more targeted email
marketing
• Over 90% of email subscribers
unsubscribe in a few a months
18. Takeaways…
• The traditional sales cycle has undergone a paradigm shift that is
characterized by the new, empowered buyer
• Mobile internet enabled devices are playing a key role in today’s sales
cycle
• The new sales cycle is shorter and the seller has lesser opportunities to
influence the buyer
• All of these call for drastic change in sales on-boarding, training and
enablement processes and tools
• Buyers should focus on creating a personalized, positive buyer experience
across all channels
• At the end of the day, a sales team that is truly connected with the buyer
in real-time, across all touch-points will emerge as the winner
20. About us
• Founded in 1998, Mindmatrix is the
leading provider of Sales Enablement and
Automation tools
• Sales Enablement is using technology to
empower the sales team and reduce their
research efforts allowing them to spend
more time “selling”
• Sales Enablement is providing the sales
team with the content to make them
independent of the marketing team; yet
at the same time promote a seamless
marketing-sales alignment that improves
sales effectiveness
21. What do we do
• Mindmatrix enables sales and marketing teams to be more effective
through a combination of asset management, automation, sales
enablement and channel enablement functionality
• Mindmatrix empowers sales and marketing teams to engage with
customers and prospects through both direct and indirect channels
and seamlessly across a combination of online, social, mobile and
offline media
23. How Mindmatrix can assist you
• Increase Revenue by running corporate ad
campaigns with local lead capture
• Increase sales productivity by providing sales
and product coaching
• Leverage social selling to connect to buyers
earlier in buying process
• Onboarding new sales people
• Internal and External New Product Introductions
• Make more of your leads by optimizing follow
through from events
• Leverage mobile to be more effective
announcing new products
• Improve communication with channels by using
mobile for weekly updates
• Increase close rates by automating routine sales
and marketing processes
• Improve your giveaways and contests by using
mobile
• Increase revenues by using mobile retail sales
alerts
• Increase Warranty Renewals with Personalized
Messaging
• Reduce printing costs with personalized product
catalogs
• Use customer data to target new products and
cross sell
• Local Marketing With National Brand Control
• Save money by decreasing the workload on
marketing
• Increase revenues by improving sales processes
• Save money by making local marketing easier
• Get more out of your marketing time by
optimizing Marketing’s Time
• Assist channel partners with centralized local
marketing
• Close more business with 5 Minute response
time to incoming leads
• Increase the amount of time sales spends selling
• Make it easier to run event campaigns
• Automate your nurturing of leads
• Automate the capture of customer referrals and
testimonials
• Create sales enablement in a box
• Automate the capture of feedback
• Deliver the right leads to sales at the right time
24. Thank you
Mindmatrix
2403 Sidney Street, Suite 150, Pittsburgh, PA 15203
Phone: 412.381.0230, Fax: 412.774.1992