This document discusses how companies can use data to solve marketing problems and measure success. It provides examples of how two companies - a hardware store and furniture retailer - have used customer data to develop targeted marketing strategies. The hardware store implemented a loyalty card program and seasonal promotions tailored to customer purchase patterns. The furniture retailer used data to identify infrequent large-ticket buyers and timed promotions to when customers enter relocation/renovation cycles. Both companies continuously test marketing initiatives, improve predictive models of customer behavior, and measure ROI to determine what is most effective.
- The presentation discusses attribution, which is measuring the impact and influence of different marketing activities on outcomes like sales and leads.
- It covers the history of attribution models evolving from single-click attribution to statistical models that analyze customer journeys across channels.
- The challenges of attributing the behavior of modern shoppers who research on multiple devices are discussed, as well as how attribution has expanded to measure online impressions and offline influences.
- Rakuten Attribution, formerly known as DC Storm, is positioned as a solution to help companies understand customer journeys and make better marketing budget decisions.
Achieving Success with Account Based SellingNicole Terzic
Learn the LinkedIn sales team's Account Based Selling process to garner results and stay ahead of the curve. Get specific, go-to-market tactics, beginning with selecting and breaking into strategic accounts to providing highly-customized information to close key deals.
Featuring Katie Baudler, Account Executive Manager
This document summarizes research from furniture retailers and consumer research organizations on shopping behaviors and decision-making processes of furniture buyers. Some key findings include:
- 40% of consumers reported shopping for furniture in the past year but did not purchase anything
- Consumers want simple, easy-to-understand information before buying furniture to feel more confident in their decisions
- Women in particular go through 5 stages when planning home decor changes - dreaming, exploring, planning, selection, and enjoyment
- Retailers need strategies to engage customers at each stage and build loyalty to bring them back for future purchases
This document discusses pull marketing, which focuses on attracting customer interest through relevant content and relationships rather than interruptive ads. It notes that pull marketing leads customers to seek out products through exploration, harnessing influence and engineered serendipity. The key aspects of pull marketing are building trust through helpful content, generating leads from that content, nurturing leads, and scoring leads based on content interactions to develop relationships. Pull marketing is effective because it focuses on customer research and needs rather than direct selling, allowing two-way conversations to understand customers. Success requires time, aligned inbound and outbound tactics, engaging unique content offers, and adding value to customers in a clear and helpful way to earn trust.
Sales has-changed! How the Modern Buyer Has Changed The Sales ProcessChris Risner
Presentation (Webinar) on how the modern buyer has changed due to their ability to get information on the internet. Because of this, they control the sales process. Marketing and sales organizations need to change to respond to this.
Marketing Content that Drives Sales: Getting More Content Used to Drive RevenueKnowledgeTree Inc.
Do you know what marketing content actually drives revenue? More than 80% of marketing content goes unused by sales teams. Discover how to get more marketing content used by sales and see what the data tells you about content performance, including which content types win in different sales situations and stages of the sales funnel. Learn how to measure marketing content ROI, and triple the content usage in your sales organization.
Leveraging Call Intelligence for Marketing Domination - Three Day BlindsInvoca
Dan Williams is the CRO of a company that provides custom window treatments and installation services exclusively through in-home purchases and not retail or ecommerce. The marketing challenges include it being a higher-ticket considered purchase without retail stores or ecommerce and not being nationwide. The document discusses how the company is moving from siloed data and consumer experiences to having a 360 degree view through integration beyond digital channels. It also outlines the customer journey from research and prospecting through the branded experience and remarketing/retargeting. The last sections discuss how the company uses dedicated phone numbers and attribution to close the online-offline loop and measures calls and revenue from sources like paid search and Facebook.
Standard Steps To Measure Content Marketing ROIOmnePresent
Content marketing can be immensely powerful if you define your strategy, process for execution and most importantly measurement system to get great results
- The presentation discusses attribution, which is measuring the impact and influence of different marketing activities on outcomes like sales and leads.
- It covers the history of attribution models evolving from single-click attribution to statistical models that analyze customer journeys across channels.
- The challenges of attributing the behavior of modern shoppers who research on multiple devices are discussed, as well as how attribution has expanded to measure online impressions and offline influences.
- Rakuten Attribution, formerly known as DC Storm, is positioned as a solution to help companies understand customer journeys and make better marketing budget decisions.
Achieving Success with Account Based SellingNicole Terzic
Learn the LinkedIn sales team's Account Based Selling process to garner results and stay ahead of the curve. Get specific, go-to-market tactics, beginning with selecting and breaking into strategic accounts to providing highly-customized information to close key deals.
Featuring Katie Baudler, Account Executive Manager
This document summarizes research from furniture retailers and consumer research organizations on shopping behaviors and decision-making processes of furniture buyers. Some key findings include:
- 40% of consumers reported shopping for furniture in the past year but did not purchase anything
- Consumers want simple, easy-to-understand information before buying furniture to feel more confident in their decisions
- Women in particular go through 5 stages when planning home decor changes - dreaming, exploring, planning, selection, and enjoyment
- Retailers need strategies to engage customers at each stage and build loyalty to bring them back for future purchases
This document discusses pull marketing, which focuses on attracting customer interest through relevant content and relationships rather than interruptive ads. It notes that pull marketing leads customers to seek out products through exploration, harnessing influence and engineered serendipity. The key aspects of pull marketing are building trust through helpful content, generating leads from that content, nurturing leads, and scoring leads based on content interactions to develop relationships. Pull marketing is effective because it focuses on customer research and needs rather than direct selling, allowing two-way conversations to understand customers. Success requires time, aligned inbound and outbound tactics, engaging unique content offers, and adding value to customers in a clear and helpful way to earn trust.
Sales has-changed! How the Modern Buyer Has Changed The Sales ProcessChris Risner
Presentation (Webinar) on how the modern buyer has changed due to their ability to get information on the internet. Because of this, they control the sales process. Marketing and sales organizations need to change to respond to this.
Marketing Content that Drives Sales: Getting More Content Used to Drive RevenueKnowledgeTree Inc.
Do you know what marketing content actually drives revenue? More than 80% of marketing content goes unused by sales teams. Discover how to get more marketing content used by sales and see what the data tells you about content performance, including which content types win in different sales situations and stages of the sales funnel. Learn how to measure marketing content ROI, and triple the content usage in your sales organization.
Leveraging Call Intelligence for Marketing Domination - Three Day BlindsInvoca
Dan Williams is the CRO of a company that provides custom window treatments and installation services exclusively through in-home purchases and not retail or ecommerce. The marketing challenges include it being a higher-ticket considered purchase without retail stores or ecommerce and not being nationwide. The document discusses how the company is moving from siloed data and consumer experiences to having a 360 degree view through integration beyond digital channels. It also outlines the customer journey from research and prospecting through the branded experience and remarketing/retargeting. The last sections discuss how the company uses dedicated phone numbers and attribution to close the online-offline loop and measures calls and revenue from sources like paid search and Facebook.
Standard Steps To Measure Content Marketing ROIOmnePresent
Content marketing can be immensely powerful if you define your strategy, process for execution and most importantly measurement system to get great results
Sales Has Changed: How The Modern Buyer Has Changed The Sales ProcessSean Henri
Learn how the modern buyer has changed the sales game with their ability the tune out interruptions, find their own information and purchase products on their own terms. Slides from live webinar on Feb. 1st, 2017.
Modern marketers aren’t content to just create leads. They play a critical role in driving sales. Not just in the top of the funnel, but the middle and below. Learn the 4 secrets that leading marketing teams — and KnowledgeTree customers — have learned to help drive revenue to close.
Is your Sales Enablement Content going unused, or worse, misused? Learn how to optimize content for sales teams, keep sales reps on message, and understand where to invest further.
The document outlines 5 steps for social selling: 1) Approach the right doors by identifying dream prospects and relationships to reach them, 2) Develop buyer personas with objectives and metrics, 3) Use social listening on LinkedIn and other channels to understand buyers, 4) Refine writing skills with guidelines and test copy, 5) Incorporate social selling on LinkedIn by building networks, getting introductions, publishing content, and tracking metrics. The introduction explains that social selling is important because email open rates and cold call success rates are low, while most B2B decision makers begin with a referral.
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
Measuring the Results of Your Marketing EffortsKevin Barnes
This session on Marketing Metrics was presented to the Southeast Wisconsin Chapter of HCPRMS (the HealthCare Public Relations and Marketing Society) on April 16, 2009.
Achieve Account-Based Selling Goals Solving the Alignment DilemmaBarbara Giamanco
Presentation delivered on Day 1 of the 3 Day Sales Summit hosted by BrightTalk. The 9 presentations delivered over the 3 days is being delivered by me and my colleagues from The Sales Expert Channel.
5 Last Minute Email & SMS Marketing Tips for Black Friday & Cyber Monday Tinuiti
The document provides 5 tips for email and SMS marketing for Black Friday and Cyber Monday. It discusses establishing quality relationships with subscribers, leveraging cross-channel messaging, maximizing sales with SMS campaigns, utilizing cart abandonment campaigns, and focusing on retention and loyalty after the holiday season. The presenters discuss trends like consumers being emotionally worn down from the pandemic and more people shopping online, and emphasize connecting with customers through meaningful messaging across multiple channels.
How to leverage Marketing Automation in your Content MarketingMaciej Ossowski
This document provides tips on how to leverage marketing automation in content marketing. It recommends first creating a content plan that identifies the target audience and goals. It then suggests segmenting the audience into personas based on profiles and behaviors to distribute the right content. The document also advises setting up a lead scoring model to nurture and track engagement with content. The overall message is that combining great content with marketing automation can improve results, but many marketers struggle to implement automation successfully.
Sales enablement technology has been making big waves in the B2B space recently. But do you know how to get the most ROI from your investment? Learn 10 ways that sales enablement can add value to sales and marketing processes and impact the bottom line!
B2BCamp Session (Part 1): Account Based Selling Meets Accont Based MarketingB2BCamp
Brought to us by Peter Isaacson, Demandbase, CMO
Session on Account Based Marketing (ABM) and Account Based Sales Development (ABSD) or together ABM&SD. These two concepts are exploding on the scene but also have been around probably as long as “peanut butter and jelly” or at least “peanut butter jelly time with a baseball bat”. This session is going to get “nutty”! Learn about the new normal.
Elevate the Sales Process: B2B sales intelligence with LinkedIn Social Sellin...John Chao
The use of big data intelligence for sales development is still in its infancy stages. At LinkedIn, we use big data to push the envelope in the sales development process. Traditional methods of sales development are less data driven and little has been done to quantitatively understand an accounts propensity to purchase. We develop a set of full funnel b2b sales models that incorporates both company and individuals information and synthesize such information to dynamically inform our sales team on how to best manage their sales development. We are able to produce an information machine that decides which firms to target, who to target within each firm, understand each individual's propensity change in real time during the sales process so that the sales team is better equipped to win business deals. - See more at: https://ieondemand.com/divisions/analytics/presentations/elevate-the-sales-process-b2b-sales-intelligence-with-linkedin-social-selling-data#sthash.yILVhWId.dpuf
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
7 Pillars of Modern Marketing, Presented by ReachLocal Chief Marketing Officer Todd Ebert at CeBIT Australia 2014. This presentation provides an overview of seven successful marketing strategies businesses need to take advantage of.
The document discusses how businesses can improve their marketing strategies and response rates during turbulent economic times. It recommends using intelligent personalized uniform resource locators (PURLs) to build personalized relationships with customers and drive them to the company website. By capturing customer information on the website and sending relevant follow-up communications across multiple channels, businesses can improve conversion rates from 1% to closer to 10-12 touchpoints. The key is understanding individual customer preferences and allowing them to control the buying process through opting into communications on their own schedule.
This document discusses why cross-selling often fails and provides recommendations for improving it through engaging customers with relevant content. It notes that technology is causing customers to be more remote from financial institutions. It recommends leveraging branches and digital channels to engage customers in meaningful ways around life events when they are more open to buying products. Content should be broad, branded, easy to understand and navigate. It should be professionally created and compliance reviewed. The document suggests using an interactive delivery platform to initiate dialogs and connect customers to people who can help meet their needs. Emotionally engaging content focusing on benefits like saving money or protecting loved ones is recommended. Various channels for delivering this content are proposed, including branches, websites, email, social media and
Axis Global Partners and Leading Results hosted a webinar on social media marketing strategies. Dan Kraus of Leading Results discussed how marketing has changed from outbound interruption to inbound attraction. He emphasized the importance of using new tools like social media, blogs, and content to attract potential customers and get them to know, like, and trust a business. Kraus also stressed listening on social media to find leads, enhance credibility, and monitor competitors, providing examples of tools to use for social listening. The presentation concluded with next steps businesses can take to start engaging on key social media sites.
Maximizing the Impact of Sales Enablement with Content & LearningMindTickle
This document summarizes a webinar about maximizing the impact of sales enablement through content and learning. The webinar discussed challenges modern sellers face in preparing for customer interactions and understanding buyer needs. It also outlined how sales enablement can address these challenges through continuous training, just-in-time content access, and knowledge certification. Combining sales enablement platforms with content management systems was presented as an ideal solution, promising benefits like reduced ramp time, increased productivity and pipeline. The webinar emphasized the importance of aligning sales and marketing and using technology to scale enablement programs.
The document provides an overview of key marketing concepts including identifying and understanding customers, creating personas, explaining the differences between features, benefits, and advantages, and how to plan a marketing communication strategy. It discusses gaining an understanding of marketing, identifying the right target customers, creating customer personas, explaining the difference between features, benefits, and advantages, communicating benefits effectively, differences in marketing services, and how to plan marketing communications.
SPIN selling is a consultative sales methodology that focuses on asking questions to understand a customer's situation, problems, implications, and needs in order to develop tailored solutions. It is based on research with over 35,000 sales calls and has been adopted by 90% of Fortune 500 companies. The SPIN methodology structures sales calls around asking targeted questions to uncover customer needs rather than describing products. Effective SPIN selling helps salespeople understand customer problems at a deeper level to build value for solutions and increase sales.
Connect2Innovation: Sales- are you selling comfortable?Glenn Thorogood
What makes a good sales proposition?
•Are there different selling styles
•What does a professional buyer expect from you?
•Larger organisations
•Lead Generation –is your process robust enough?
Sales Has Changed: How The Modern Buyer Has Changed The Sales ProcessSean Henri
Learn how the modern buyer has changed the sales game with their ability the tune out interruptions, find their own information and purchase products on their own terms. Slides from live webinar on Feb. 1st, 2017.
Modern marketers aren’t content to just create leads. They play a critical role in driving sales. Not just in the top of the funnel, but the middle and below. Learn the 4 secrets that leading marketing teams — and KnowledgeTree customers — have learned to help drive revenue to close.
Is your Sales Enablement Content going unused, or worse, misused? Learn how to optimize content for sales teams, keep sales reps on message, and understand where to invest further.
The document outlines 5 steps for social selling: 1) Approach the right doors by identifying dream prospects and relationships to reach them, 2) Develop buyer personas with objectives and metrics, 3) Use social listening on LinkedIn and other channels to understand buyers, 4) Refine writing skills with guidelines and test copy, 5) Incorporate social selling on LinkedIn by building networks, getting introductions, publishing content, and tracking metrics. The introduction explains that social selling is important because email open rates and cold call success rates are low, while most B2B decision makers begin with a referral.
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
Measuring the Results of Your Marketing EffortsKevin Barnes
This session on Marketing Metrics was presented to the Southeast Wisconsin Chapter of HCPRMS (the HealthCare Public Relations and Marketing Society) on April 16, 2009.
Achieve Account-Based Selling Goals Solving the Alignment DilemmaBarbara Giamanco
Presentation delivered on Day 1 of the 3 Day Sales Summit hosted by BrightTalk. The 9 presentations delivered over the 3 days is being delivered by me and my colleagues from The Sales Expert Channel.
5 Last Minute Email & SMS Marketing Tips for Black Friday & Cyber Monday Tinuiti
The document provides 5 tips for email and SMS marketing for Black Friday and Cyber Monday. It discusses establishing quality relationships with subscribers, leveraging cross-channel messaging, maximizing sales with SMS campaigns, utilizing cart abandonment campaigns, and focusing on retention and loyalty after the holiday season. The presenters discuss trends like consumers being emotionally worn down from the pandemic and more people shopping online, and emphasize connecting with customers through meaningful messaging across multiple channels.
How to leverage Marketing Automation in your Content MarketingMaciej Ossowski
This document provides tips on how to leverage marketing automation in content marketing. It recommends first creating a content plan that identifies the target audience and goals. It then suggests segmenting the audience into personas based on profiles and behaviors to distribute the right content. The document also advises setting up a lead scoring model to nurture and track engagement with content. The overall message is that combining great content with marketing automation can improve results, but many marketers struggle to implement automation successfully.
Sales enablement technology has been making big waves in the B2B space recently. But do you know how to get the most ROI from your investment? Learn 10 ways that sales enablement can add value to sales and marketing processes and impact the bottom line!
B2BCamp Session (Part 1): Account Based Selling Meets Accont Based MarketingB2BCamp
Brought to us by Peter Isaacson, Demandbase, CMO
Session on Account Based Marketing (ABM) and Account Based Sales Development (ABSD) or together ABM&SD. These two concepts are exploding on the scene but also have been around probably as long as “peanut butter and jelly” or at least “peanut butter jelly time with a baseball bat”. This session is going to get “nutty”! Learn about the new normal.
Elevate the Sales Process: B2B sales intelligence with LinkedIn Social Sellin...John Chao
The use of big data intelligence for sales development is still in its infancy stages. At LinkedIn, we use big data to push the envelope in the sales development process. Traditional methods of sales development are less data driven and little has been done to quantitatively understand an accounts propensity to purchase. We develop a set of full funnel b2b sales models that incorporates both company and individuals information and synthesize such information to dynamically inform our sales team on how to best manage their sales development. We are able to produce an information machine that decides which firms to target, who to target within each firm, understand each individual's propensity change in real time during the sales process so that the sales team is better equipped to win business deals. - See more at: https://ieondemand.com/divisions/analytics/presentations/elevate-the-sales-process-b2b-sales-intelligence-with-linkedin-social-selling-data#sthash.yILVhWId.dpuf
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
7 Pillars of Modern Marketing, Presented by ReachLocal Chief Marketing Officer Todd Ebert at CeBIT Australia 2014. This presentation provides an overview of seven successful marketing strategies businesses need to take advantage of.
The document discusses how businesses can improve their marketing strategies and response rates during turbulent economic times. It recommends using intelligent personalized uniform resource locators (PURLs) to build personalized relationships with customers and drive them to the company website. By capturing customer information on the website and sending relevant follow-up communications across multiple channels, businesses can improve conversion rates from 1% to closer to 10-12 touchpoints. The key is understanding individual customer preferences and allowing them to control the buying process through opting into communications on their own schedule.
This document discusses why cross-selling often fails and provides recommendations for improving it through engaging customers with relevant content. It notes that technology is causing customers to be more remote from financial institutions. It recommends leveraging branches and digital channels to engage customers in meaningful ways around life events when they are more open to buying products. Content should be broad, branded, easy to understand and navigate. It should be professionally created and compliance reviewed. The document suggests using an interactive delivery platform to initiate dialogs and connect customers to people who can help meet their needs. Emotionally engaging content focusing on benefits like saving money or protecting loved ones is recommended. Various channels for delivering this content are proposed, including branches, websites, email, social media and
Axis Global Partners and Leading Results hosted a webinar on social media marketing strategies. Dan Kraus of Leading Results discussed how marketing has changed from outbound interruption to inbound attraction. He emphasized the importance of using new tools like social media, blogs, and content to attract potential customers and get them to know, like, and trust a business. Kraus also stressed listening on social media to find leads, enhance credibility, and monitor competitors, providing examples of tools to use for social listening. The presentation concluded with next steps businesses can take to start engaging on key social media sites.
Maximizing the Impact of Sales Enablement with Content & LearningMindTickle
This document summarizes a webinar about maximizing the impact of sales enablement through content and learning. The webinar discussed challenges modern sellers face in preparing for customer interactions and understanding buyer needs. It also outlined how sales enablement can address these challenges through continuous training, just-in-time content access, and knowledge certification. Combining sales enablement platforms with content management systems was presented as an ideal solution, promising benefits like reduced ramp time, increased productivity and pipeline. The webinar emphasized the importance of aligning sales and marketing and using technology to scale enablement programs.
The document provides an overview of key marketing concepts including identifying and understanding customers, creating personas, explaining the differences between features, benefits, and advantages, and how to plan a marketing communication strategy. It discusses gaining an understanding of marketing, identifying the right target customers, creating customer personas, explaining the difference between features, benefits, and advantages, communicating benefits effectively, differences in marketing services, and how to plan marketing communications.
SPIN selling is a consultative sales methodology that focuses on asking questions to understand a customer's situation, problems, implications, and needs in order to develop tailored solutions. It is based on research with over 35,000 sales calls and has been adopted by 90% of Fortune 500 companies. The SPIN methodology structures sales calls around asking targeted questions to uncover customer needs rather than describing products. Effective SPIN selling helps salespeople understand customer problems at a deeper level to build value for solutions and increase sales.
Connect2Innovation: Sales- are you selling comfortable?Glenn Thorogood
What makes a good sales proposition?
•Are there different selling styles
•What does a professional buyer expect from you?
•Larger organisations
•Lead Generation –is your process robust enough?
Alp Mimaroglu gave a presentation on harnessing data and AI to enhance customer experience. He discussed how Amazon achieves strong customer experience through personalization, easy to use interfaces, fast delivery and returns. He emphasized that businesses should focus on incrementality and value creation when assessing digital advertising effectiveness. Personalized marketing works best for customers with little purchase history rather than frequent buyers. Proper evaluation of digital targeting requires considering whether customers would purchase without advertising. Strong customer experience builds valuable brands that can charge price premiums and capture more economic value over time.
This presentation outlines the growing differences between sales and marketing strategies that most B2B organizations are missing out. Poorly defined strategies, agreements and marketing-to-sales efforts are creating a deep impact on communication and collaboration to generate successful sales. As a result purchasing cycles of customers are taking time. Sales and marketing teams should come together to produce strategically combined efforts to generate effective networking among themselves. Here are the three effective strategies to align sales and marketing process to enable harmonious sales and marketing alignment. Read on.
- The document discusses how startups can retool their business to target larger enterprise customers by focusing on three key areas: (1) repositioning to change market perception, (2) reengineering go-to-market strategies to match buyer considerations, and (3) retooling internal systems and processes to prioritize speed, data-driven decisions, and cross-functional alignment.
- It provides examples of positioning problems enterprises may have and strategies like clarifying value propositions, updated messaging, and internal documentation.
- Advice on reengineering sales motions includes tailoring approaches based on buyer types and consideration levels, as well as optimizing channels, tripwires, and balancing short and long-
The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...Jason Evanish
An outline of the key parts of the first two steps of Steve Blank's Four Steps to the Epiphany as well as how to do customer development interviews.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
This document outlines a sales training workshop delivered by Russell Cummings. The workshop covers high performance sales topics including the changing sales environment, spot buying trends, developing a challenger sales mindset, building resilience, and time management strategies. Cummings emphasizes adopting a growth mindset, using a challenger sales process of teaching customers, tailoring the message, and taking control of discussions. Exercises encourage participants to assess their own sales competencies and develop tailored packages to overcome potential objections. The workshop aims to help participants shift their sales approach to succeed in today's business environment.
This document outlines a sales training workshop conducted by Russell Cummings. The workshop covered various topics related to high performance sales such as the changing sales environment, spot buying trends, the challenger sales model, building trust and resilience. It also provided exercises for participants to assess their own sales competencies, time management, and creating an action plan. The workshop emphasized developing a growth mindset and emphasized the importance of teaching customers, tailoring the message to individual needs, and taking control of the sales process.
This document outlines a sales training workshop conducted by Russell Cummings. The workshop covered topics such as the changing sales environment, spot buying trends, high performance sales skills and building sales resilience. It provided exercises for participants to assess their business environment, identify their competitive advantages, craft discovery questions and build sales packages. Cummings emphasized developing a challenger sales mindset and using a tailored, consultative sales approach focused on teaching customers. Participants were encouraged to strengthen competencies like customer knowledge and develop personal resilience strategies.
This document is a pre-course evaluation for a marketing management course. It outlines the learning objectives, which include assessing current marketing plans, understanding target markets, and creating a value proposition. It also details the marketing process and various modules that will be covered, including research, positioning, marketing mix, implementation and controls. The goal is to help participants attract and retain customers through effective marketing strategies.
This document is a pre-course evaluation for a marketing management course. It outlines the learning objectives, which include assessing current marketing plans, understanding target markets, and creating a value proposition. It also details the marketing process and various modules that will be covered, including research, positioning, marketing mix, implementation and controls. The goal is to help participants attract and retain customers through effective marketing strategies.
This document provides an overview of a marketing management course, including modules on research and segmentation, target markets, positioning, and marketing mix. The learning objectives are to assess marketing plans and efforts, understand customers to maximize return on investment, select target markets, and create a value proposition. Key topics covered include customer profiling, target market selection strategies, competitive analysis, and developing value propositions and marketing mix activities.
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.
This document discusses how fast-moving consumer goods (FMCG) companies can use digital media to better engage with and understand customers. It notes that digital media allows companies to measure engagement, understand diverse audiences, and have conversations. A case study shows how an FMCG company used its website to learn more about customers than point-of-sale information revealed. The document recommends considering an engagement phase online to align with branding, understanding one's audience beyond assumptions, and creating measurable digital experiences.
Finding out what triggers your customerLode Lauwers
The document discusses real-time versus right-time triggered marketing. It argues that real-time marketing focuses too much on immediate clicks and triggers over-communication that irritates customers. Right-time marketing uses predictive models to anticipate the optimal time to reach out to a customer based on their journey and life changes. An example shows how understanding a customer's family changes could trigger more relevant promotions. The key is finding the right context and channels to grow customers through personalized, omnichannel communication.
The document describes Ray Leone's Sales Funnel® process, which is a 3-dimensional, scientifically designed selling system. It focuses on engaging customers before they fully understand their needs through deficit questions that uncover latent pain. The process emphasizes defining problems accurately rather than just providing solutions. It has helped companies increase their closing averages dramatically, from 14% to over 70% in one case. The document advocates training salespeople in this process rather than intuition-based selling approaches.
What is Digital Marketing: A Comprehensive GuideV-tech Marketing
Digital technologies have transformed marketing. Traditional methods like print and TV ads are giving way to digital strategies, reshaping how brands connect with consumers online. Welcome to the era of digital marketing, where engagement in the digital realm is key. Let's delve into what digital marketing entails in our interconnected world.
This document was submitted as part of interview process for Content Strategist position at Viapulsa, an Indonesian tech company which offers service to convert/transfer mobile credits into bank account.
THE STORY COMMUNICATION Credential 2024.pptxhuyenngo62
The Story Communication là công ty quảng cáo truyền thông tích hợp (IMC) được xây dựng trên thế mạnh về Digital & Performance.
#Assemble #Integrity #Transformation #Initiative
Embark on style journeys Indian clothing store denver guide.pptxOmnama Fashions
Finding the perfect "Indian Clothing Store Denver" is essential for those seeking vibrant, authentic, and culturally rich attire in the heart of Colorado. Denver, a city known for its diverse culture and eclectic fashion scene, offers a variety of options for those in search of traditional and contemporary Indian clothing. Whether you're preparing for a wedding, festival, or cultural event, or simply wish to incorporate the elegance and beauty of Indian fashion into your wardrobe, discovering the right store can make all the difference.
From Subreddits To Search: Maximizing Your Brand's Impact On RedditSearch Engine Journal
The search landscape is undergoing a seismic shift, and Reddit is at the epicenter. Google's Helpful Content Update and its $60 million deal with Reddit, coupled with OpenAI's partnership, have catapulted Reddit's real-time content to unprecedented heights.
Check out this insightful webinar exploring the newfound importance of Reddit in the digital marketing landscape. Learn how these changes make Reddit an essential platform for getting your brand and content in front of evolving search audiences.
You’ll hear:
- The evolution of Reddit as a major influencer on SERPS over the years.
- The impact of recent changes and partnerships on Reddit’s place in search.
- A comprehensive look at Reddit, how it works, and how to approach it.
- Unique engagement opportunities presented by Reddit.
With Brent Csutoras, a Reddit expert with over 18 years of experience on the platform, we’ll delve into the intricacies of Reddit's communities, known as Subreddits, and how to leverage their power without compromising authenticity or violating community guidelines in the age of AI-driven search experiences.
Don't miss this opportunity to stay ahead of the curve and leverage Reddit for your brand's success.
AI Best Practices for Marketing HUG June 2024Amanda Farrell
During this presentation, the Nextiny marketing team reviews best practices when adopting generative AI into content creation. Join our HUG community to register for more events https://events.hubspot.com/sarasota/
What Software is Used in Marketing in 2024.Ishaaq6
This paper explores the diverse landscape of marketing software, examining its pivotal role in modern marketing strategies. It provides a comprehensive overview of various types of marketing software tools and platforms essential for enhancing efficiency, optimizing campaigns, and achieving business objectives. Key categories discussed include email marketing software, social media management tools, content management systems (CMS), customer relationship management (CRM) software, search engine optimization (SEO) tools, and marketing automation platforms.
The paper delves into the functionalities, benefits, and examples of each type of software, highlighting their unique contributions to effective marketing practices. It explores the importance of integration and automation in maximizing the impact of these tools, addressing challenges and strategies for seamless implementation across different marketing channels.
Furthermore, the paper examines emerging trends in marketing software, such as AI and machine learning applications, personalization strategies, predictive analytics, and the ethical considerations surrounding data privacy and consumer rights. Case studies illustrate real-world applications and success stories of businesses leveraging marketing software to achieve significant outcomes in their marketing campaigns.
In conclusion, this paper provides valuable insights into the evolving landscape of marketing technology, emphasizing the transformative potential of software solutions in driving innovation, efficiency, and competitive advantage in today's dynamic marketplace.
This description outlines the scope, structure, and focus of the paper, giving readers a clear understanding of what to expect and why the topic of marketing software is important and relevant in contemporary marketing practices.
How to Start Affiliate Marketing with ChatGPT- A Step-by-Step Guide (1).pdfSimpleMoneyMaker
Discover the power of affiliate marketing with ChatGPT! This comprehensive guide takes you through the process of starting and scaling your affiliate marketing business using the latest AI technology. Learn how to leverage ChatGPT to generate content ideas, create engaging articles, and connect with your audience through personalized interactions. From building your strategy and optimizing conversions to analyzing performance and staying updated with industry trends, this eBook provides everything you need to know to succeed in affiliate marketing. Whether you're a beginner looking to start your online business or an experienced marketer wanting to take your efforts to the next level, this guide is your roadmap to success in the world of affiliate marketing.
A brief analysis of SHEIN's digital transformation.
SHEIN’s business model:
1. D2C cross-border ecommerce: SHEIN integrate the manufactures from Guanzhou to make clothes and deliver direct to customers.
2. Digital marketing: Data driven online marketing for user acquisition.
3. Digital transforming vendor chain: the most core of the revolution to shorten the innovation and lead time.
4. Outstanding user experience: International delivery in high efficiency
Leverage four parts of the user satisfaction process and integrate related resource and information flow, which making SHEIN an international leading D2C ecommerce company.
• Keeping utilizing data in all process is another core capability. From the page click, sales metrics, fabric sourcing to manufacturing time, all data is integrated for decision making, leading an upward customer preference and much efficient business decision making process.
Boost your brand with top-notch digital marketing services in New York! Our expert team specializes in SEO, social media marketing, PPC advertising, and email campaigns to drive engagement and increase your online presence. Partner with us to reach your target audience, track performance, and achieve measurable results. Transform your digital strategy and stay ahead in the competitive NYC market. Contact us today!
3 Best “Add to Calendar” Link Generator Tools (2024)Y
“Add to Calendar” link generator tools allow users to create links that add events directly to digital calendars like Google Calendar, Apple Calendar, and Outlook.
These tools simplify event scheduling by generating short URLs or QR codes that, when clicked or scanned, automatically insert event details into a user’s calendar.
They are ideal for streamlining the promotion of events in emails, websites, and social media, enhancing engagement and ensuring attendees don’t miss important dates.
These tools are designed to cater to diverse needs, from personal event planning to professional event promotion, ensuring your attendees can easily add events to their preferred calendar.
Cal.et is a versatile and user-friendly tool that allows you to create “Add to Calendar” links for seamless event scheduling and promotion.
We’ve entered a new era in digital. Search and AI are colliding, in more ways than one. And they all have major implications for marketers.
• SEOs now use AI to optimize content.
• Google now uses AI to generate answers.
• Users are skipping search completely. They can now use AI to get answers. So AI has changed everything …or maybe not. Our audience hasn’t changed. Their information needs haven’t changed. Their perception of quality hasn’t changed. In reality, the most important things haven’t changed at all. In this session, you’ll learn the impact of AI. And you’ll learn ways that AI can make us better at the classic challenges: getting discovered, connecting through content and staying top of mind with the people who matter most. We’ll use timely tools to rebuild timeless foundations. We’ll do better basics, but with the most advanced techniques. Andy will share a set of frameworks, prompts and techniques for better digital basics, using the latest tools of today. And in the end, Andy will consider - in a brief glimpse - what might be the biggest change of all, and how to expand your footprint in the new digital landscape.
Key Takeaways:
How to use AI to optimize your content
How to find topics that algorithms love
How to get AI to mention your content and your brand
INTRODUCTION TO SEARCH ENGINE OPTIMIZATION (SEO).pptxGiorgio Chiesa
This presentation is recommended for those who want to know more about SEO. It explains the main theoretical and practical aspects that influence the positioning of websites in search engines.
Digital Marketing Company in India - DIGI BrooksDIGI Brooks
This infographic provides guidance on marketing analytics, helping businesses grow using tools like Google Analytics and AI, measuring ROI, and analysing future trends to track business development.
https://digibrooks.com/digital-marketing-services/
1. HOW TO ACT ON DATA
Strategizing marketing solutions
through measurement
2. BRIAN WIBORG
Vice President of Marketing
bwiborg@theroomplace.com
MICHAEL MORIN
Executive Vice President
michaelm@yaffe.com
3. WHY DATA MATTERS
“Many businesses are collecting data,
but they don’t know what to do with it,
or if they know what to do with it,
they’re not doing it.”
– Fred Newell
5. WHAT WE’LL COVER TODAY
Solves marketing problems
HOW
DATA
Determines customer target marketing strategies
Is used to sell furniture
Measures success
8. HOW DATA SOLVES MARKETING PROBLEMS
Your challenge is to
UNLOCK
INSIGHTS
PREDICT
CUSTOMER
BEHAVIOR
CUSTOMER
PREFERENCES
WHEN
TO REACH
CUSTOMERS
HOW
TO REACH
CUSTOMERS
PROVE
VALUE
10. The story data tells us about customers:
HARDWARE BUYERS
FURNITURE BUYERS
Frequent
Infrequent
Small purchase
Short Cycle
VS.
Big Ticket
Long Cycle
11. The story data tells us about customers:
HARDWARE BUYERS
FURNITURE BUYERS
Men 25-54
Women 25-54
Buys 10-12 x per year
Cash & Carry
VS.
Buys every 6-8 years
Delivery & Financing
12. THE HARDWARE STORY: One to One
How data capture and analysis led to a unique marketing program
• Here’s a relevant reason to buy
• Thanks for buying – here’s
your reward
• We miss you – here’s a
reason to buy
Loyalty Card
01201020100120100
Cardholder Name
13. THE HARDWARE STORY: One to One
How data capture and analysis led to a unique marketing program
Seasonal patterns
• Spring, summer, fall, winter
• Product category patterns
Spring
treatment
15% OFF!
14. THE FURNITURE STORY: Speed Up the Cycle
How data capture and analysis led to specific marketing targets
SALE!
Saturday
ONLY!
15. THE FURNITURE STORY: Customers buy infrequently
Customer enters purchase cycle
(Relocation or renovation)
We maintain
communication
16. THE FURNITURE STORY: Customers buy infrequently
of our business
comes from
RETURNING
customers
That’s
grown from
38%
by tactics
in the last
5 years
35%
of customers return
to buy within a
year, so we
communicate
frequently
WITH
43%
Bounce Back Offers
Email Reminders
6 Holiday Events
19. PROBLEM:
When does
customer buy?
SOLUTION:
Predictive behavior analysis
to identify cycles.
• Detectible time period
• Low-priced and
• Presence of kids
• Target prospects through TV
• Lower and upper
• Email click-thrus and those
between purchases
socio-economic groups
• Length of residence
high-priced homes
with homes for sale
20. PROBLEM:
When does your
customer buy?
SOLUTION:
Predictive behavior analysis
to identify cycles.
• How are you using
modeling?
• What attributes have you
found predictable?
?
21. PROBLEM:
What’s the most
effective way to
reach customers?
SOLUTION:
Data analysis for each
segment to identify
medium, message and timing.
• Ethnic consumer
• Families with kids
• People living in homes recently listed
25. BEST PRACTICES: Tales from the front
Focus on basics
1
Set up system
to easily track
and compare
factors like
Sales, response
rate, ROI,
2
Measure every
direct marketing
initiative, look at
model, look at
offer/promotion
3
Continue to
improve the
models you're
using, determine
outside influencing
factors, integrate
digital hand raisers
4
Continue
to test
offers
5
Continue to
identify new
ways to do
things like
data co-ops
and tools like
Rentrak
We’ll talk about him being the father of one-to-one marketing, the writer of 4 books and being a real visionary. Books include: The New Rules of Marketing - How to Use One-to-One Relationship Marketing to be the Leader in Your Industry - 1997Loyalty.com - Customer Relationship Management in the New Era of Internet Marketing – 2000.
We’ll talk about how essential technology is to what we do, but analyzing and acting on the data is what impacts the business. For instance, we’ve been trying for a long time to improve response from our tertiary customer groups and in our last two events we saw a 50% lift in response
We’ll ask, How many are in marketing for B-to-C/retailing or B-to-B companies?
We’ll talk about getting more out of this session if you are willing to share some of your personal best practices along the way. We’ll be inviting your participation, please join in.
We’ll say something like you’re not a hamster on wheel, you’re a strategic partner. Marketing is more about strategic planning and not the production of an ad or the building of a database. In order to prove value you need to agree up front what to measure, measure it and gain insight to improve.
(We’ll talk about needing to start with a marketing database. Ask, what data are you collecting to enhance your knowledge of your customer? How are you collecting it and what tools are you using to collect it?) (We’ll continue with, knowing the customer’s persona is most important. It drives everything. For a furniture retailer in Chicago, demographics, especially ethnicity, is very important. It will guide strategy and media buys, medium, potential partners, language.) (We’ll continue to talk about knowing your customer is the most important information you can have. Analyzing this data is the key to making it profitableData drives everything.)(We’ll talk about using the knowledge we have about our customer to buy media. We know the trade area of a store for circular distribution, the demographics of our customer, the programs they watch on TV. And as Chris Wilson showed us earlier, we have opportunities to do it better today because of improvements in technology. We always start with a marketing database that is a repository of transactional information, demographics, responses to marketing, indications of hand raising, etc.)
(We’ll say something like: in the furniture business, everything is delivered so you have customer information—name, address, phone, email, etc. Hardware is a cash and carry type of business so it’s hard to get customer contact information. That’s why so many retailers use a customer loyalty card, which is scanned at the cash register, to capture data. Then you know the frequency of visit, amount of sale, what was bought. It’s tied to customer data like email, address, etc. so you can communicate with them via email/ mail. Try to do things smarter by understanding the customer base. Track who bought, how often, what are the transactions like? If you haven’t bought in a while, we send a “We miss you” campaign so you’ll be encouraged to come back in. Get customer to stretch by using incentives to get them to next purchase threshold. Look at variables, like seasonal purchases, i.e. lawn fertilizer. If you wow them when they come in, then hit them the next fertilizer season again with a targeted message, you will capture that fertilizer buy every year.)
(We’ll say something like: in the furniture business, everything is delivered so you have customer information—name, address, phone, email, etc. Hardware is a cash and carry type of business so it’s hard to get customer contact information. That’s why so many retailers use a customer loyalty card, which is scanned at the cash register, to capture data. Then you know the frequency of visit, amount of sale, what was bought. It’s tied to customer data like email, address, etc. so you can communicate with them via email/ mail. Try to do things smarter by understanding the customer base. Track who bought, how often, what are the transactions like? If you haven’t bought in a while, we send a “We miss you” campaign so you’ll be encouraged to come back in. Get customer to stretch by using incentives to get them to next purchase threshold. Look at variables, like seasonal purchases, i.e. lawn fertilizer. If you wow them when they come in, then hit them the next fertilizer season again with a targeted message, you will capture that fertilizer buy every year.)
(We’ll say something like: when was the last time you saw a tire ad?Selling furniture is like selling tires.Our marketing efforts are aimed at people who are thinking about buying, we try to get more than our share by giving them a compelling reason to by today. We call that speeding up the market.
(We’ll say something like: Furniture is unlike most of other categoriesCustomers buy infrequentlyBuying cycle is typically every 6-8 yearsOnce a buyer is in cycle, they are more likely to come back for additional purchases. If they are involved in a home move/for sale, or a project at home, we will tap them several times to get the most from this buying cycle. We send communications to stay connected: “Thank you, do you need something else?” Take advantage of need/likelihood for additional items.)
(We’ll say something like: Our direct marketing efforts are aimed at getting our existing customers to return to buy and increasing the frequency of purchase. 43% of our business comes from returning customers, 57% from new. That's grown from 38% by our tactics over the last 5 years. We know that 35% of our customers return to buy within a year, so we aim our efforts at communicating more frequently with them. We start by mailing multiple bounce back offers, that get followed up with email reminders, and then we add 6 major holiday events.)
(We’ll say something like: Customers think the best time to buy are holidays, so we target them. We moved from arbitrarily chosen events throughout the year to focusing on the holidays and we've been able to increase our ROI. People are going to buy during 6 holiday times. New Years, President’s Day, Memorial Day, Labor Day, Thanksgiving and Christmas. The shoppers are out there, the challenge for us is that we need to grab a lot of market share during those times. We want them to do the shopping that we know they are going to do with us. We use the data to make sure we are on the top of the consideration list for those shoppers. We have a data list of 1.4 or 1.5 million that we are going to tap to get them into our stores. Now it’s about being loud and getting them in the store.)
(We’ll say something like: we all have limited budgets, so our data insight helps us determine where to allocate resources.Our program is a test and learn situation. You have a sales hypothesis, then test out it out in segments and compare against your control groups. Sometimes surprising what is best segment response. The data proves quickly what is right and wrong. It’s a constant Test/learn, test/learn, test/learn cycle.)
(We’ll say something like: we all have limited budgets, so our data insight helps us determine where to allocate resources.Our program is a test and learn situation. You have a sales hypothesis, then test out it out in segments and compare against your control groups. Sometimes surprising what is best segment response. The data proves quickly what is right and wrong. It’s a constant Test/learn, test/learn, test/learn cycle.)
(We’ll say something like: Prove value. Agree in advance what you want to know, what needle needs to move, and what you need to track so what you are doing can be counted as valuable. For us were more interested in ROI and Sales. We measure clicks but we want to know that they turned into a sale.)
We’ll talk about getting more out of this session if you are willing to share some of your personal best practices along the way. We’ll be inviting your participation, please join in.