How do VC's Work? - Jonathan Hollis
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The document discusses the results of a study on the impact of COVID-19 lockdowns on air pollution. Researchers found that lockdowns led to significant short-term reductions in nitrogen dioxide and fine particulate matter pollution globally as economic activities slowed. However, the impacts on greenhouse gases and long-term air quality improvements remain uncertain without permanent behavior and economic changes.
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1. You can see a 6%+ increase in net retention rate if you have a customer success leader.
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2. Prospecting is an endurance activity - focus on the areas which have the highest impact for you with the least effort. (Test and measure to find the best approach for you)
3. Learn to use ‘The trigger wheel’ to pull out the right emotion with your outbound touchpoints to encourage prospects to follow your CTA
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You Mon is the founder and CEO of ChurnZero, which helps subscription businesses fight churn with a real-time Customer Success platform. Before ChurnZero, he was the CMO of Vocus (now Cision) and CEO of its marketing automation business unit, OutMarket.
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2. Success vs Support vs Account Management = Proactive vs Reactive vs Scheduled.
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4. A simple health score on your account is better than none - use whatever data you have access to and track it. (Subjective & objective and internal & external data)
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Sales Impact Academy Coach, Mark Walker gives a preview of this foundational course.
You will learn:
1. How to identify the real pain points in your target market.
2. Which go-to-market model is best suited to your businesses.
3. Learn about the key success metrics you need to track.
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1. Don’t be a solution in search of a problem - Consider the demand in the market first and then build a product for that pain.
2. Frame your key competitors as villain’s - it is a great way of identifying a problem and rallying people behind your product.
3. Be a pill not a vitamin - Is your product a ‘must have’ or a ‘nice to have’?
4. Your ICP should be narrow enough that you are able to streamline your entire operation and make your capital more efficient - you will have to say no to people.
5. A genuine go-to-market model considers every stage of the funnel.
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Topics Include:-
✔ Product lead growth will change B2B marketing to B2C2B marketing. Going to market through the end-user means you can reach a lot more customers.
✔ Reconsider your organisational design for success. Create Pods to focus on a specific goal.
✔ Analyse your funnel bottom-up and top-down to better understand how to improve at each stage.
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2. Be quick or be dead - companies that are agile and quick to change have a better chance of winning in a crisis.
3. Keep your customers close - You will be remembered for how you reached out to your customers in a pivotal time.
4. Leverage your peer groups and ask other people for best practice and advice for navigating a crisis e.g. recession, low revenue.
5. Outbound still works - tailor your messaging to acknowledge the pandemic’s impact on the SaaS community and wish your prospects well.
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Konrad Sanders leads a charming team of strategic word-slingers who go by the name of The Creative Copywriter. They're known in the biz for blending the science of strategy and psychology with the art of creative thinking, big ideas and 'real talk'. The goal: to help brands with brains get their words right and sell more stuff.
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2. Why differentiation is a must.
3. How (and why) to truly know your audience.
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5. 5 ways to zig.
6. Some ground rules to follow (or else).
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2. Personalising the first email of your sequence will have compound interest.
3. Employing a triple touch strategy will to increase visibility.
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2. Whenever there is a dramatic market shift, the ones who adapt are the ones who survive - ensure you pivot your execution model.
3. When you have high inbound demand you must stay on target - Segment the wave and focus on your target market.
4. Take intelligent risks - the reward must be 3x proportionately higher than the potential downside.
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- There are 2 decision makers in the brain - the rational and the primal brain
- 6 brain buying driver are - emotional personal tangible contrastable memorable and visual
- “The rational brain is great at rationalising what the emotional brain has already decided.” Baba Shiv, Professor of Marketing, Stanford
- Analyse your last 2 weeks of communications and see how many times you used I/we vs You/Your
- Activate the RAS using pattern interruption.
- Cold call top tip: Open with "Hi this is a sales call. Do you want to hang up?"
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- Consider your teams LinkedIn profiles and how well they represent your business.
- Use max 3 relevant # which makes your posts more searchable.
- 80% of videos are viewed on mute, consider using subtitles.Social selling in the new world
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Video & audio significantly increase response rates
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- Consider your messaging as peoples experiences will shape their interpretation
- Research shows that people are more concerned about friends and family than themselves in regards to Covid19
- While our focus is largely on digital transformation, don't ignore the benefits of offline channels
- Before you respond to Covid19, think about what you want to achieve with your response
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Learn killer techniques for managing sales in a crisis.
- Rebuilding your 2020 budget
- How your unit economics are more important than ever
- Operational plan for rapid hypothesis creation and testing
- Dynamic re-forecasting every week
- Qualification, Qualification, Qualification
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- According to PWC Venture Capital survey 36% of VCs see a 20% price reduction, 30% see a 30% reduction, and a further 30% see >30% price reduction
- Series B investors are more bullish than early-stage investors
- View from corporates is huge financial and operational
distractions which extends sales cycles unless the need is critical
- M&A is happening, cash-rich companies are taking advantage of the 20-30% drop in price. Corporate venture appetite is tied entirely to business performance
- One of the many cashflow management nuggets included "Burn fat, not muscle!" and develop a cash culture
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- TV consumption is up by 30% while TV advertising costs are down 50%
- According to ComScore family & education app usage 290% and desktop usage is up 30%
- You can win significant share of voice if you keep advertising in a recession
- Social media only up 12% but instant messaging is up 49%
- Previously 40% of marketing spend was on events, of that budget around 50% is still being spent mostly on digital
Maintaining Your Culture Remotely
- Show vulnerability and support in your communication
- Align org structures for decision making
- Ensure introverts have a champion for their voice
- The best remote leaders default to open, public comms
- Always assume the best
- When communicating provide clear context, people will always assume the worst
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- Know the difference between KPIs & OKRs
- How to effectively execute the daily OKR
- The pomodoro is the lethal weapon of a successful SDR team
- How building habit is the key to success
- Leaders don't create followers, they create more leaders
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- Allow you to create DEEPLY PERSONALISED engagement with your prospects
- Deeply understand your prospect’s PAIN and VALUE IMPACT of taking that PAIN away
- Enable you to create more compelling PRESENTATIONS, DEMOS and VALUE PROPOSITIONS for your prospects
- Understand the BUYING PROCESS in more detail to ensure you engage with the right PEOPLE within your prospects
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- Define non-negotiables and protect them
- Which character traits support the results you want and identify the ones you need to work on
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- Make an entrance on day 1 of your sequence
- Add a maximum of 15 people to your sequence everyday to avoid wacky spikes and troughs
- Create your buyer persona matrix using high, low, and no priority
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- To reduce the average digital event drop out (avg 30%) - create connection with your audience
- Track meaningful conversations at live-events, don't just limit ROI to booth scans
- Segment your follow-ups to events, VIP prospects should get 1:1 follow ups, even if they didn't show.
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- At Tradeshows make sure your teams are using the event networking apps such as Brello, to lock in meetings before the day
From impossible to inevitable against the current backdrop
- Don't be attached to the outcome
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- Comparing Q1 2019 to Q1 2020, there's been a 42% fall in deal volume from 1517 to 880
- Venture is not the only source of money, you should also consider family offices, HNWs, Angel syndicates and venture debt, along with government support
- VCs who are likely open for business will be those who have recently closed their own new fund, have made recent investments, and their portfolio is not within high risk sectors
- When considering family offices and HNWs, first generation ie. the creators of wealth are more likely to invest than second and third generation who are typically more institutional in their approach
- Valuations follow the public market which is 30-40% down, multiples of 3x-8x have become 2x-5x
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- Show vulnerability and support in your communication
- Align org structures for decision making
- Ensure introverts have a champion for their voice
- The best remote leaders default to open, public comms
- When communicating provide clear context, people will always assume the worst
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- Prioritisation and alignment in this climate is the gift your team needs
- Integrated Marketing is all about getting more bang for your buck and forcing the org to get on the same page
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The case study discusses the potential of drone delivery and the challenges that need to be addressed before it becomes widespread.
Key takeaways:
Drone delivery is in its early stages: Amazon's trial in the UK demonstrates the potential for faster deliveries, but it's still limited by regulations and technology.
Regulations are a major hurdle: Safety concerns around drone collisions with airplanes and people have led to restrictions on flight height and location.
Other challenges exist: Who will use drone delivery the most? Is it cost-effective compared to traditional delivery trucks?
Discussion questions:
Managerial challenges: Integrating drones requires planning for new infrastructure, training staff, and navigating regulations. There are also marketing and recruitment considerations specific to this technology.
External forces vary by country: Regulations, consumer acceptance, and infrastructure all differ between countries.
Demographics matter: Younger generations might be more receptive to drone delivery, while older populations might have concerns.
Stakeholders for Amazon: Customers, regulators, aviation authorities, and competitors are all stakeholders. Regulators likely hold the greatest influence as they determine the feasibility of drone delivery.
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Sam Nelson - The Agoge Sequence: Getting in front of High-Priority Prospects
1. Cunnigham's Law states "the best way to get the right answer on the internet is not to ask a question; its to post the wrong"
2. Personalising the first email of your sequence will have compound interest.
3. Employing a triple touch strategy will to increase visibility.
4. Prove you're not a robot in the first line of every email.
5. When to spend personalising, and when so save time using templates.
Chris Haddow - Learning from the Past to Build for the Future
Chris Haddow from SwapCard is joined the broadcast to talk about maintaining an outbound strategy whilst being overwhelmed with inbound.
1. Focus on your base - build your foundation of revenue in your core market
2. Whenever there is a dramatic market shift, the ones who adapt are the ones who survive - ensure you pivot your execution model.
3. When you have high inbound demand you must stay on target - Segment the wave and focus on your target market.
4. Take intelligent risks - the reward must be 3x proportionately higher than the potential downside.
5. Don't get too comfortable with the inbound model during Covid19. Look to the future and hire accordingly.
Tae Hea Nahm - Surfing to Go-To-Market Fit
Some B2B enterprises struggle to unlock growth despite having happy customers and Product-Market-Fit.
In his talk, Tae Hea Nahm explained why a company needs to find Go-To-Market Fit to unlock growth. So how do you find GTM Fit?
His method is called “Surfing to GTM Fit.” Why surfing? Unlocking growth feels like the transition from paddling to surfing. Surfing is a three step process:
1. Catch the wave (finding the urgent customer pain to get leads).
2. Riding the wave (executing a playbook to find and close the same type of customers).
3. Having the right surfboard (personalising your GTM model).
Selling To The Mind: An Intro To NeuroSelling
- 90% of decision making is in the subconscious
- There are 2 decision makers in the brain - the rational and the primal brain
- 6 brain buying driver are - emotional personal tangible contrastable memorable and visual
- “The rational brain is great at rationalising what the emotional brain has already decided.” Baba Shiv, Professor of Marketing, Stanford
- Analyse your last 2 weeks of communications and see how many times you used I/we vs You/Your
- Activate the RAS using pattern interruption.
- Cold call top tip: Open with "Hi this is a sales call. Do you want to hang up?"
In a time rich environment, develop deeper relationships with your prospects ...
In a time rich environment, develop deeper relationships with your prospects ...Sales Impact Academy
Slides from our SIA In This Together Series. Social Selling Guru Daniel Disney webinar. Key highlights:
- LinkedIn usage and engagement has been surging over the past month
- Lead from the front, if you want people to use LI, you should be demonstrating best practices yourself.
- Consider your teams LinkedIn profiles and how well they represent your business.
- Use max 3 relevant # which makes your posts more searchable.
- 80% of videos are viewed on mute, consider using subtitles.Social selling in the new world
Consistency is key - 10 mins of activity per day
Your LinkedIn profile should not just be your CV
Engage in conversations, don't just use LinkedIn as a marketing platform
Readers consume content as they scroll, not left to right
Video & audio significantly increase response rates
Life after corona
- Consider your messaging as peoples experiences will shape their interpretation
- Research shows that people are more concerned about friends and family than themselves in regards to Covid19
- While our focus is largely on digital transformation, don't ignore the benefits of offline channels
- Before you respond to Covid19, think about what you want to achieve with your response
Managing sales targets in uncertain times and its impact on your runway
Learn killer techniques for managing sales in a crisis.
- Rebuilding your 2020 budget
- How your unit economics are more important than ever
- Operational plan for rapid hypothesis creation and testing
- Dynamic re-forecasting every week
- Qualification, Qualification, Qualification
PwC - Investment and Corporate Insight's for SIA's In This Together Series
- According to PWC Venture Capital survey 36% of VCs see a 20% price reduction, 30% see a 30% reduction, and a further 30% see >30% price reduction
- Series B investors are more bullish than early-stage investors
- View from corporates is huge financial and operational
distractions which extends sales cycles unless the need is critical
- M&A is happening, cash-rich companies are taking advantage of the 20-30% drop in price. Corporate venture appetite is tied entirely to business performance
- One of the many cashflow management nuggets included "Burn fat, not muscle!" and develop a cash culture
Revisiting Your Marketing Mix
- TV consumption is up by 30% while TV advertising costs are down 50%
- According to ComScore family & education app usage 290% and desktop usage is up 30%
- You can win significant share of voice if you keep advertising in a recession
- Social media only up 12% but instant messaging is up 49%
- Previously 40% of marketing spend was on events, of that budget around 50% is still being spent mostly on digital
Maintaining Your Culture Remotely
- Show vulnerability and support in your communication
- Align org structures for decision making
- Ensure introverts have a champion for their voice
- The best remote leaders default to open, public comms
- Always assume the best
- When communicating provide clear context, people will always assume the worst
Sharpening Your Sales Skills to Maximise Impact - Using Daily OKRs
- Know the difference between KPIs & OKRs
- How to effectively execute the daily OKR
- The pomodoro is the lethal weapon of a successful SDR team
- How building habit is the key to success
- Leaders don't create followers, they create more leaders
Using Discovery to Maximise Deal Momentum
- Build and maintain MOMENTUM in your deals
- Allow you to create DEEPLY PERSONALISED engagement with your prospects
- Deeply understand your prospect’s PAIN and VALUE IMPACT of taking that PAIN away
- Enable you to create more compelling PRESENTATIONS, DEMOS and VALUE PROPOSITIONS for your prospects
- Understand the BUYING PROCESS in more detail to ensure you engage with the right PEOPLE within your prospects
The Art of Self Coaching
- We have 12,000 - 60,000 thoughts on average a day of which 80% are negative, this is not ok!
- Would you be ok with other people hearing the way that you speak to yourself?
- How to move quickly from the "fear it" to the "f*ck it phase"
- Define non-negotiables and protect them
- Which character traits support the results you want and identify the ones you need to work on
Prioritization and Sequence Strategy from Outreach
- Poor prioritisation is the SDRs deathspiral!
- Make an entrance on day 1 of your sequence
- Add a maximum of 15 people to your sequence everyday to avoid wacky spikes and troughs
- Create your buyer persona matrix using high, low, and no priority
- Learn the way to deal with the "contact me in 3 months" prospects that works shockingly well
- Learn the basics of the agoge sequence strategy that got Outreach to over $100 million in ARR
Outbound and Event Marketing Masterclass
- Marketing to the customer is just as important as marketing to a stranger
- To reduce the average digital event drop out (avg 30%) - create connection with your audience
- Track meaningful conversations at live-events, don't just limit ROI to booth scans
- Segment your follow-ups to events, VIP prospects should get 1:1 follow ups, even if they didn't show.
Formalise a follow-up plan and hold people accountable for their leads
- At Tradeshows make sure your teams are using the event networking apps such as Brello, to lock in meetings before the day
From impossible to inevitable against the current backdrop
- Don't be attached to the outcome
- We discussed PE firm Sagemount’s playbook to triple company valuations in three years
- Don't copy phrases from other people, be authentic in your communication
- Aaron's Playbook for Systematic Growth: Start at the beginning, Specialise roles, Nail your niche, ensure your pipeline is predictable
Which VCs Are Actually Investing in Europe?
- Comparing Q1 2019 to Q1 2020, there's been a 42% fall in deal volume from 1517 to 880
- Venture is not the only source of money, you should also consider family offices, HNWs, Angel syndicates and venture debt, along with government support
- VCs who are likely open for business will be those who have recently closed their own new fund, have made recent investments, and their portfolio is not within high risk sectors
- When considering family offices and HNWs, first generation ie. the creators of wealth are more likely to invest than second and third generation who are typically more institutional in their approach
- Valuations follow the public market which is 30-40% down, multiples of 3x-8x have become 2x-5x
How to be an Emotionally Intelligent Remote Leader
- Show vulnerability and support in your communication
- Align org structures for decision making
- Ensure introverts have a champion for their voice
- The best remote leaders default to open, public comms
- When communicating provide clear context, people will always assume the worst
Integrated Marketing - What Is It and Why Do You Need It
- Prioritisation and alignment in this climate is the gift your team needs
- Integrated Marketing is all about getting more bang for your buck and forcing the org to get on the same page
- Learn about the power of the alignment and prioritisation matrix
- Campaigns integrating 4 or more digital channels will outperform single channel campaigns by 300%
- There's a trend of specialisation in marketing but this also leads to silo's
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Case Analysis - The Sky is the Limit | Principles of Management
The case study discusses the potential of drone delivery and the challenges that need to be addressed before it becomes widespread.
Key takeaways:
Drone delivery is in its early stages: Amazon's trial in the UK demonstrates the potential for faster deliveries, but it's still limited by regulations and technology.
Regulations are a major hurdle: Safety concerns around drone collisions with airplanes and people have led to restrictions on flight height and location.
Other challenges exist: Who will use drone delivery the most? Is it cost-effective compared to traditional delivery trucks?
Discussion questions:
Managerial challenges: Integrating drones requires planning for new infrastructure, training staff, and navigating regulations. There are also marketing and recruitment considerations specific to this technology.
External forces vary by country: Regulations, consumer acceptance, and infrastructure all differ between countries.
Demographics matter: Younger generations might be more receptive to drone delivery, while older populations might have concerns.
Stakeholders for Amazon: Customers, regulators, aviation authorities, and competitors are all stakeholders. Regulators likely hold the greatest influence as they determine the feasibility of drone delivery.
Senior Project and Engineering Leader Jim Smith.pdf
I am a Project and Engineering Leader with extensive experience as a Business Operations Leader, Technical Project Manager, Engineering Manager and Operations Experience for Domestic and International companies such as Electrolux, Carrier, and Deutz. I have developed new products using Stage Gate development/MS Project/JIRA, for the pro-duction of Medical Equipment, Large Commercial Refrigeration Systems, Appliances, HVAC, and Diesel engines.
My experience includes:
Managed customized engineered refrigeration system projects with high voltage power panels from quote to ship, coordinating actions between electrical engineering, mechanical design and application engineering, purchasing, production, test, quality assurance and field installation. Managed projects $25k to $1M per project; 4-8 per month. (Hussmann refrigeration)
Successfully developed the $15-20M yearly corporate capital strategy for manufacturing, with the Executive Team and key stakeholders. Created project scope and specifications, business case, ROI, managed project plans with key personnel for nine consumer product manufacturing and distribution sites; to support the company’s strategic sales plan.
Over 15 years of experience managing and developing cost improvement projects with key Stakeholders, site Manufacturing Engineers, Mechanical Engineers, Maintenance, and facility support personnel to optimize pro-duction operations, safety, EHS, and new product development. (BioLab, Deutz, Caire)
Experience working as a Technical Manager developing new products with chemical engineers and packaging engineers to enhance and reduce the cost of retail products. I have led the activities of multiple engineering groups with diverse backgrounds.
Great experience managing the product development of products which utilize complex electrical controls, high voltage power panels, product testing, and commissioning.
Created project scope, business case, ROI for multiple capital projects to support electrotechnical assembly and CPG goods. Identified project cost, risk, success criteria, and performed equipment qualifications. (Carrier, Electrolux, Biolab, Price, Hussmann)
Created detailed projects plans using MS Project, Gant charts in excel, and updated new product development in Jira for stakeholders and project team members including critical path.
Great knowledge of ISO9001, NFPA, OSHA regulations.
User level knowledge of MRP/SAP, MS Project, Powerpoint, Visio, Mastercontrol, JIRA, Power BI and Tableau.
I appreciate your consideration, and look forward to discussing this role with you, and how I can lead your company’s growth and profitability. I can be contacted via LinkedIn via phone or E Mail.
Jim Smith
678-993-7195
jimsmith30024@gmail.com
一比一原版杜克大学毕业证(Duke毕业证)成绩单留信认证
毕业原版【微信:41543339】【杜克大学毕业证(Duke毕业证)】【微信:41543339】成绩单、外壳、offer、留信学历认证（永久存档真实可查）采用学校原版纸张、特殊工艺完全按照原版一比一制作（包括：隐形水印，阴影底纹，钢印LOGO烫金烫银，LOGO烫金烫银复合重叠，文字图案浮雕，激光镭射，紫外荧光，温感，复印防伪）行业标杆！精益求精，诚心合作，真诚制作！多年品质 ,按需精细制作，24小时接单,全套进口原装设备，十五年致力于帮助留学生解决难题，业务范围有加拿大、英国、澳洲、韩国、美国、新加坡，新西兰等学历材料，包您满意。
【我们承诺采用的是学校原版纸张（纸质、底色、纹路），我们拥有全套进口原装设备，特殊工艺都是采用不同机器制作，仿真度基本可以达到100%，所有工艺效果都可提前给客户展示，不满意可以根据客户要求进行调整，直到满意为止！】
【业务选择办理准则】
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三、进国企，银行，事业单位，考公务员等等，这些单位是必需要提供真实教育部认证的，办理教育部认证所需资料众多且烦琐，所有材料您都必须提供原件，我们凭借丰富的经验，快捷的绿色通道帮您快速整合材料，让您少走弯路。
留信网认证的作用:
1:该专业认证可证明留学生真实身份
2:同时对留学生所学专业登记给予评定
3:国家专业人才认证中心颁发入库证书
4:这个认证书并且可以归档倒地方
5:凡事获得留信网入网的信息将会逐步更新到个人身份内，将在公安局网内查询个人身份证信息后，同步读取人才网入库信息
6:个人职称评审加20分
7:个人信誉贷款加10分
8:在国家人才网主办的国家网络招聘大会中纳入资料，供国家高端企业选择人才
留信网服务项目：
1、留学生专业人才库服务（留信分析）
2、国（境）学习人员提供就业推荐信服务
3、留学人员区块链存储服务
→ 【关于价格问题（保证一手价格）】
我们所定的价格是非常合理的，而且我们现在做得单子大多数都是代理和回头客户介绍的所以一般现在有新的单子 我给客户的都是第一手的代理价格，因为我想坦诚对待大家 不想跟大家在价格方面浪费时间
对于老客户或者被老客户介绍过来的朋友，我们都会适当给一些优惠。
选择实体注册公司办理，更放心，更安全！我们的承诺：客户在留信官方认证查询网站查询到认证通过结果后付款，不成功不收费！
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