The webinar discusses how competitive intelligence collected by salespeople can empower them and grow market share for their company. It explores challenges in collecting and using competitive intelligence from the perspective of salespeople. The webinar suggests that leadership support, clear expectations, recognition, and coaching can help motivate salespeople to collect competitive intelligence. It also notes potential issues like disrupting the sales process, opportunity costs of time spent analyzing intelligence, and risks of relying too heavily on intelligence over customer needs.
How to Measure Strategic Market and Competitive Intelligence PerformanceIntelCollab.com
What is it worth? The question is as old as commerce itself...
Decision-makers want to be sure they are expending the appropriate amount of resources on the right kind of activities to maximize value.
Intense, hyper-competitive environments and stakeholder concerns continue to create pressure on firms to enhance spending efficiency wherever possible. Senior managers expect to see tangible return on their investments and often complain about the lack of understanding of how a given activity like CI, actually contributes to the bottom line. Numbers-driven CEOs and CFOs need to know that CI budgets and activities are efficiently making a tangible contribution to desired performance.
Too many CI executives lack convincing responses when asked by senior executives to justify their budgets or staffing requests, whether it be financial measures like return on investment (ROI) and internal rate of return (IRR), year-on-year productivity improvement indices, or just doing far more with much less. Unfortunately, even after decades of practice and scholarly research on this topic, no accepted industry convention or “plug and play” software application exists to reliably make the case for and connect CI results with organizational ones.
Benefiting from nearly two decades of successful experience in leading several top CI functions, we'll discuss a variety of approaches, philosophies, processes and methods to illuminate discussions about results and performance between intelligence and organizational leadership. Specifically, the session will look at:
- Measurement and valuation approaches and tactics demonstrated to work (as well as those that don’t)
- Critical factors to address in demonstrating CI performance and its impact to the organization when the time comes to ask for more resources
- Quantifiable methods for connecting intelligence results with organizational performance
Slides Dominic Gadoury recently used in his discussion w/ mentees of The Product Mentor.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
Data Strategy for Digital Sales : Case Study & Best PracticeBarry Magee
Citrix Peer Exchange : Indeed.com - Oct 2020 - Barry Magee
I'm an experienced senior business leader focused on how data-driven transformation creates organisational value with deep experience in sales, marketing, strategy, operations, and change management. I’m a recognized industry-leading specialist and academic on effective and systemic innovation using data and analytics to build competitive advantage and tangible results.
https://www.linkedin.com/in/barrymagee/
Chief Marketing Technologists Symbolize Marketing's Changing Role By Laura Mc...MarTech Conference
From the MarTech Conference in Boston, Massachusetts, August 19-20, 2014. SESSION: Chief Marketing Technologists Symbolize Marketing's Changing Role. PRESENTATION: Chief Marketing Technologists Symbolize Marketing's Changing Role - Given by Laura McLellan, @lauramclellan - VP Marketing Strategies, Gartner Research. #MARTECH
Making Marketing Thrive In The Age Of The Customer By Sheryl PattekMarTech Conference
From the MarTech Conference in Boston, Massachusetts, August 19-20, 2014. SESSION: Making Marketing Thrive in the Age of the Customer. PRESENTATION: Making Marketing Thrive in the Age of the Customer - Given by Sheryl Pattek, @sherylpattek - VP & Principal Analyst, Forrester Research
How to Measure Strategic Market and Competitive Intelligence PerformanceIntelCollab.com
What is it worth? The question is as old as commerce itself...
Decision-makers want to be sure they are expending the appropriate amount of resources on the right kind of activities to maximize value.
Intense, hyper-competitive environments and stakeholder concerns continue to create pressure on firms to enhance spending efficiency wherever possible. Senior managers expect to see tangible return on their investments and often complain about the lack of understanding of how a given activity like CI, actually contributes to the bottom line. Numbers-driven CEOs and CFOs need to know that CI budgets and activities are efficiently making a tangible contribution to desired performance.
Too many CI executives lack convincing responses when asked by senior executives to justify their budgets or staffing requests, whether it be financial measures like return on investment (ROI) and internal rate of return (IRR), year-on-year productivity improvement indices, or just doing far more with much less. Unfortunately, even after decades of practice and scholarly research on this topic, no accepted industry convention or “plug and play” software application exists to reliably make the case for and connect CI results with organizational ones.
Benefiting from nearly two decades of successful experience in leading several top CI functions, we'll discuss a variety of approaches, philosophies, processes and methods to illuminate discussions about results and performance between intelligence and organizational leadership. Specifically, the session will look at:
- Measurement and valuation approaches and tactics demonstrated to work (as well as those that don’t)
- Critical factors to address in demonstrating CI performance and its impact to the organization when the time comes to ask for more resources
- Quantifiable methods for connecting intelligence results with organizational performance
Slides Dominic Gadoury recently used in his discussion w/ mentees of The Product Mentor.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
Data Strategy for Digital Sales : Case Study & Best PracticeBarry Magee
Citrix Peer Exchange : Indeed.com - Oct 2020 - Barry Magee
I'm an experienced senior business leader focused on how data-driven transformation creates organisational value with deep experience in sales, marketing, strategy, operations, and change management. I’m a recognized industry-leading specialist and academic on effective and systemic innovation using data and analytics to build competitive advantage and tangible results.
https://www.linkedin.com/in/barrymagee/
Chief Marketing Technologists Symbolize Marketing's Changing Role By Laura Mc...MarTech Conference
From the MarTech Conference in Boston, Massachusetts, August 19-20, 2014. SESSION: Chief Marketing Technologists Symbolize Marketing's Changing Role. PRESENTATION: Chief Marketing Technologists Symbolize Marketing's Changing Role - Given by Laura McLellan, @lauramclellan - VP Marketing Strategies, Gartner Research. #MARTECH
Making Marketing Thrive In The Age Of The Customer By Sheryl PattekMarTech Conference
From the MarTech Conference in Boston, Massachusetts, August 19-20, 2014. SESSION: Making Marketing Thrive in the Age of the Customer. PRESENTATION: Making Marketing Thrive in the Age of the Customer - Given by Sheryl Pattek, @sherylpattek - VP & Principal Analyst, Forrester Research
Frailty—a syndrome of weakness, fatigue, and declining physical activity—is one of the major contributors to seniors’ loss of independence. There are different causes of frailty for different people. A health crisis, like a heart attack or stroke, may be responsible. In other seniors, weight loss and falls may signal frailty.
The Golden Rule of ethics must re-balance our economy. At present, those with the gold make the rules. “Any economic system should serve people, not the other way around” (Pope Francis).
According to economist Thomas Piketty’s recent “Inequality of Capital,” the top income earners now have 60% of our national income. From 1942 to 1980, however, the same high income people had only 34%. I will show what happened after 1980 to bring about our present income inequality. It has contributed to the unexpected political success of Donald Trump and Bernie Sanders.
Gestão por Processos - BPM - foco em resultadosCompanyWeb
Nosso objetivo é responder algumas questões dos executivos e apresentar de forma didática os caminhos (roadmap) para tirarmos o melhor da Gestão por Processos.
Principais tópicos que são apresentados:
Redução de custos, foco na margem de contribução;
Gestão de Riscos;
Gestão através de indicadores;
Maturidade dos processos e resultados através do ganho de performance e aumento de capacidade;
Roadmap para fazer um projeto.
Acesso o vídeo deste material: https://youtu.be/ULCFdgaazBY
Acesse o Blog BPM, origem deste conteúdo: http://bpm.companyweb.com.br/video-gestao-por-processos-bpm-foco-em-resultados/
Visualização e download: http://pt.slideshare.net/companyweb/gestao-por-processos-viso-executiva
Download:
http://www.companyweb.com.br/downloads/
Cód. 126 | Gestão por Processos - BPM - foco em resultados
How to Challenge Assumptions and Surface Hidden Advantages Using a Cross-Func...IntelCollab.com
Securing a sustainable competitive advantage is typically the stated aim of most organizations, yet why is it so difficult to achieve?
For many firms, enjoying an intermittent period of competitive advantage would be heaven; sustainable is out of the question. The most unique source of competitive advantage nearly always comes from within. It is almost a “Zen moment” when your leadership realizes just how much valuable insight resides within the various elements of the firm if only you could find a way of integrating it. Unique information, tailored to your competitive landscape and appropriate to your business model is lying undiscovered. So how do you find this valuable insight? This presentation outlines how a firm can organize its efforts around a cross-functional insight team and presents a case illustration of one organization which has successfully derived both intangible and tangible results from so doing.
Dr. Sheila Wright is Director of Strategic Partnerships Ltd. Since its inception in 1989, executive education, competitive intelligence, competitive analysis and business development projects have been undertaken in UK, USA, Germany, Italy, France, S. Africa, Spain and UAE. Sheila has managed projects for the World Bank, United Nations Industrial Development Organization, Food & Agriculture Organization and UK Government Ministries. Sheila’s interests lie in securing improved competitive performance and decision making in firms, an area in which her publications have been widely cited. She achieved an MBA from the University of Warwick, and a PhD in Competitive Intelligence & Insight Management. Dr. Wright will present 30 minutes of thought-provoking ideas on how you, too, can utilize a cross-functional team to deliver a competitive advantage, and will be joined by webinar moderator Dr. Craig S. Fleisher, Chief Learning Officer for Aurora WDC.
Frailty—a syndrome of weakness, fatigue, and declining physical activity—is one of the major contributors to seniors’ loss of independence. There are different causes of frailty for different people. A health crisis, like a heart attack or stroke, may be responsible. In other seniors, weight loss and falls may signal frailty.
The Golden Rule of ethics must re-balance our economy. At present, those with the gold make the rules. “Any economic system should serve people, not the other way around” (Pope Francis).
According to economist Thomas Piketty’s recent “Inequality of Capital,” the top income earners now have 60% of our national income. From 1942 to 1980, however, the same high income people had only 34%. I will show what happened after 1980 to bring about our present income inequality. It has contributed to the unexpected political success of Donald Trump and Bernie Sanders.
Gestão por Processos - BPM - foco em resultadosCompanyWeb
Nosso objetivo é responder algumas questões dos executivos e apresentar de forma didática os caminhos (roadmap) para tirarmos o melhor da Gestão por Processos.
Principais tópicos que são apresentados:
Redução de custos, foco na margem de contribução;
Gestão de Riscos;
Gestão através de indicadores;
Maturidade dos processos e resultados através do ganho de performance e aumento de capacidade;
Roadmap para fazer um projeto.
Acesso o vídeo deste material: https://youtu.be/ULCFdgaazBY
Acesse o Blog BPM, origem deste conteúdo: http://bpm.companyweb.com.br/video-gestao-por-processos-bpm-foco-em-resultados/
Visualização e download: http://pt.slideshare.net/companyweb/gestao-por-processos-viso-executiva
Download:
http://www.companyweb.com.br/downloads/
Cód. 126 | Gestão por Processos - BPM - foco em resultados
How to Challenge Assumptions and Surface Hidden Advantages Using a Cross-Func...IntelCollab.com
Securing a sustainable competitive advantage is typically the stated aim of most organizations, yet why is it so difficult to achieve?
For many firms, enjoying an intermittent period of competitive advantage would be heaven; sustainable is out of the question. The most unique source of competitive advantage nearly always comes from within. It is almost a “Zen moment” when your leadership realizes just how much valuable insight resides within the various elements of the firm if only you could find a way of integrating it. Unique information, tailored to your competitive landscape and appropriate to your business model is lying undiscovered. So how do you find this valuable insight? This presentation outlines how a firm can organize its efforts around a cross-functional insight team and presents a case illustration of one organization which has successfully derived both intangible and tangible results from so doing.
Dr. Sheila Wright is Director of Strategic Partnerships Ltd. Since its inception in 1989, executive education, competitive intelligence, competitive analysis and business development projects have been undertaken in UK, USA, Germany, Italy, France, S. Africa, Spain and UAE. Sheila has managed projects for the World Bank, United Nations Industrial Development Organization, Food & Agriculture Organization and UK Government Ministries. Sheila’s interests lie in securing improved competitive performance and decision making in firms, an area in which her publications have been widely cited. She achieved an MBA from the University of Warwick, and a PhD in Competitive Intelligence & Insight Management. Dr. Wright will present 30 minutes of thought-provoking ideas on how you, too, can utilize a cross-functional team to deliver a competitive advantage, and will be joined by webinar moderator Dr. Craig S. Fleisher, Chief Learning Officer for Aurora WDC.
How War Games Can Help Strengthen a Competitive Intelligence ProgramIntelCollab.com
How can War Games help strengthen a Competitive Intelligence program's contribution to the success of every company?
Many CI programs struggle to gain exposure and recognition within their organization and, as a result, are left vulnerable to cutbacks when external competitive forces or market conditions drive cost-cutting. How ironic that, the more threatening externalities become for a company, its CI program seems to diminish in value? Management's reflex is simple: cut "fat" processes lacking clear, tangible, difference-making impacts on decisions. Consequentially, however, they can injure the "muscle" of an otherwise productive intelligence team.
Some CI professionals have discovered that War Games (and related competitive strategy simulations) can make a tremendous difference in the way executives recognize, appreciate and reward CI's contributions to company success.
We'll discuss three ways War Games can help strengthen a competitive intelligence program. Specifically, the session will look at examples of War Games as a way to:
- Prioritize tasking and monitoring of key intelligence topics and questions
- Forecast possible future scenarios confronting the company in the market and industry
- Simulate the actions and reactions of competitors or other actors on strategic, tactical and operational decisions
Intelcollab webinar on how to craft better management presentations, especially market and competitive intelligence or critical business events and trends.
How Energy & Utilities Must Adopt Intelligence Best Practices to Compete Agai...IntelCollab.com
How Energy & Utilities Must Adopt Intelligence Best Practices to Compete Against Disruptive Developments. This episode of the IntelCollab webinar series aired on May 25, 2016.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challengesHolger Mueller
Holger Mueller of Constellation Research shares his key takeaways from SAP's Sapphire confernece, held in Orlando, June 3rd till 5th 2024, in the Orange Convention Center.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
Top mailing list providers in the USA.pptxJeremyPeirce1
Discover the top mailing list providers in the USA, offering targeted lists, segmentation, and analytics to optimize your marketing campaigns and drive engagement.
Recruiting in the Digital Age: A Social Media MasterclassLuanWise
In this masterclass, presented at the Global HR Summit on 5th June 2024, Luan Wise explored the essential features of social media platforms that support talent acquisition, including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok.
Auditing study material for b.com final year students
How Competitive Rumors and Customer Insights Empower the Sales Force to Grow Market Share
1. How Competitive Rumors and
Customer Insights Empower
the Sales Force to Grow Market
Share
A Complimentary Webinar from Aurora WDC
12:00 Noon Eastern /// 2 October 2013
~ featuring ~
Dr. Raj Agnihotri
The Intelligence Collaborative
http://IntelCollab.com #IntelCollab
Dr. Craig Fleisher
Powered by
2. Questions, Commentary & Content
α
α
α
α
The Intelligence Collaborative
http://IntelCollab.com #IntelCollab
Use the Questions pane on your
GoToWebinar control panel and all questions
will be answered in the second half of the
hour.
You are welcome to tweet any comments on
Twitter where we are monitoring the
hashtag #IntelCollab or eavesdrop via
http://tweetchat.com/room/IntelCollab
Slides will be available after the webinar for
embedding and sharing via
http://slideshare.net/IntelCollab
To view the recording and download the PPT
file, please register for a trial membership at
http://IntelCollab.com.
Powered by
3. Dr. Raj Agnihotri
Dr. Raj Agnihotri, a winner of several recent prestigious awards for his
research examining CI, marketing and sales, is currently a marketing
professor at Ohio University. At OHIO, he also serves as a Director of
Research at the Schey Sales Centre. Before entering academia, he has held a
number of sales and marketing positions with start-up ventures to major
corporations. His work has been published in leading scholarly journals and
has been presented at numerous national and international conferences. Dr.
Agnihotri actively supports the professional development programs involving
training, consulting, and research aimed to provide the sustainable sales and
sales leadership results. Regularly quoted in professional media outlets, and
is also a contributor to the Harvard Business Review blog network. Dr.
Agnihorti presents 30 minutes on how salesperson CI can impact business
performance and will be joined by webinar moderator Dr. Craig S. Fleisher,
Chief Learning Officer at Aurora WDC.
Email: agnihotr@ohio.edu
The Intelligence Collaborative is the online learning and networking
community powered by Aurora WDC, our clients, partners and other friends
and dedicated to exploring how to apply intelligence methods to solve realworld business problems.
Apply for a free 30-day trial membership at http://IntelCollab.com or learn
more about Aurora at http://AuroraWDC.com – see you next time!
The Intelligence Collaborative
http://IntelCollab.com #IntelCollab
Powered by
4. Agenda
► Explore CI from sales force point of view
► Performance implications
► What are the challenges and how to address them
► Summary, Q&A and Discussion
The Intelligence Collaborative
http://IntelCollab.com #IntelCollab
Powered by
5. Sales Context
Selling strategies should be based upon reps’ understanding
of the market environment
Salespeople, if want to secure the deal, must account for
and respond to the tactics waged by their competitors
Customers want their sales reps to distinguish offerings from
competitors by drawing clear and objective comparisons
The Intelligence Collaborative
http://IntelCollab.com #IntelCollab
Powered by
6. Salesforce as a Resource
► Research recognizes sales force, among a firm’s
employees, as the single best internal source of
information regarding market, customer, and
competitor information.
► Salespeople, as boundary spanners, have access
to information unreachable to many others in
the firm.
The Intelligence Collaborative
http://IntelCollab.com #IntelCollab
Powered by
7. The Challenge
“There is a widespread notion among
salespeople that CI is a long-term organizational
process that involves bureaucratic hurdles. Given
the tactical nature of sales, this long-term
strategic process does not provide salespeople
with any immediate value. Salespeople perceive
that their time can be better utilized doing other
selling tasks rather than collecting and reporting
CI back to the organization.”
(Agnihotri and Rapp 2010)
The Intelligence Collaborative
http://IntelCollab.com #IntelCollab
Powered by
8. CI From Sales Force Point Of View
TIME ORIENTATION
Sales
rep
Future Sales
Interactions
Prospects/
Customers
Tactical
Strategic
Organizational
Response
Social
Interactions
Collection
The Intelligence Collaborative
http://IntelCollab.com #IntelCollab
----------
Determination
Application
Powered by
9. Bring Social into Sales
► Social Networks
Social networks (Facebook, LinkedIn, etc.)
Discussion/review forums
Wikis
► Social Content
Blogs
Audio, video & photo sharing
Micro blogging (Twitter)
The Intelligence Collaborative
http://IntelCollab.com #IntelCollab
Powered by
10. It’s More About Protecting Competitive
Advantage
False buzz
Bogus likes
Fake product reviews
Trick announcements
The Intelligence Collaborative
http://IntelCollab.com #IntelCollab
Powered by
11. CI Impact
LEADERSHIP
Salesperson
• Gathering CI
• Using CI
Competitive
Approach
The Intelligence Collaborative
http://IntelCollab.com #IntelCollab
Behaviors
• Information
Sharing
• Adaptive
Engagement
• Satisfaction
• Loyalty
• Retention
Customer
Relationship
Performance
Powered by
12. Leadership Role
Over 500
salespoeople who
participated in the survey
with avergae age around
38 years
and average sales job
experience of
13 years
The Intelligence Collaborative
http://IntelCollab.com #IntelCollab
i) Reps with conflicting roles, ambiguous
expectations will not be motivated towards
CI collection efforts
ii) Rep’s job involvement and level of
identification with the firm will have a
positive effect on CI collection efforts
iii) Recognition from managers will play a key
role
iv) Reps will be able to enhance their
performance by using CI if it is coupled with
coaching from managers.
Powered by
13. Cautionary Notes
► Sales Process Disruption
Reps trying to gather intelligence may lose track of
regular sales routine.
► Opportunity Cost
Reps trying to sift through information gathered could
end up spending immense amount of time, thereby
having less time for other activities.
The Intelligence Collaborative
http://IntelCollab.com #IntelCollab
Powered by
14. Cautionary Notes
► Point of Inflection
An inflection point concerning the quantity of
information, causing overload and making it difficult for
reps to sort it through and meet the client’s needs
efficiently.
► Imperial Intelligence
For reps, especially less-experienced ones, CI may
become the overriding factor in decision making.
► Unethical Approach
There exists a threat of not knowing when one has
crossed the line between right and wrong.
The Intelligence Collaborative
http://IntelCollab.com #IntelCollab
Powered by
16. Thank you! Now how about a
little Q&A?
Email: agnihotr@ohio.edu
Dr. Raj Agnihotri
The Intelligence Collaborative is the online learning and networking
community powered by Aurora WDC, our clients, partners and other friends
and dedicated to exploring how to apply intelligence methods to solve realworld business problems.
Apply for a free 30-day trial membership at http://IntelCollab.com or learn
more about Aurora at http://AuroraWDC.com – see you next time!
The Intelligence Collaborative
http://IntelCollab.com #IntelCollab
Powered by
Editor's Notes
Our argumentalso evokes the idea that relatively less-experienced salespeopleare more likely to be victims of “imperial intelligence,” that is,when intelligence becomes the overriding factor in decisionmaking (Shulsky 1993
Our argumentalso evokes the idea that relatively less-experienced salespeopleare more likely to be victims of “imperial intelligence,” that is,when intelligence becomes the overriding factor in decisionmaking (Shulsky 1993