How to See Who Is Coming To Your Copier Dealership' sWebsiteDarrell Amy
Have you ever wondered who is coming to your dealership's website?
Now you can find out!
Every smart copier dealer wants to be at the top of Google search with the goal of driving increasing amounts of traffic to your website. However, only a small percentage of visitors will ever fill out a form--even on the best websites. What about the other visitors?
Imagine if you could know who was coming to your website. Your sales reps could use this intelligence to generate new sales leads and close active opportunities!
In this webinar we'll reveal how smart copier sales teams leverage new technologies to see what companies are visiting their websites!
Smartphones are changing customer and staff behavior. Information needs to be aware from everywhere, at anytime, and from any device. But don't do random acts of mobile - consider instead the strategic role of mobile for your staff and customers.
Michael Franz Harris - Potential Candidate for Software Solution SalesMichael Harris
Proven track record of successfully selling software solutions to clients of all sizes. Regardless of the software, it's about addressing a company's goals & objectives by thoroughly understanding their needs and aligning to them to transform data into a strategic asset for the company
How to See Who Is Coming To Your Copier Dealership' sWebsiteDarrell Amy
Have you ever wondered who is coming to your dealership's website?
Now you can find out!
Every smart copier dealer wants to be at the top of Google search with the goal of driving increasing amounts of traffic to your website. However, only a small percentage of visitors will ever fill out a form--even on the best websites. What about the other visitors?
Imagine if you could know who was coming to your website. Your sales reps could use this intelligence to generate new sales leads and close active opportunities!
In this webinar we'll reveal how smart copier sales teams leverage new technologies to see what companies are visiting their websites!
Smartphones are changing customer and staff behavior. Information needs to be aware from everywhere, at anytime, and from any device. But don't do random acts of mobile - consider instead the strategic role of mobile for your staff and customers.
Michael Franz Harris - Potential Candidate for Software Solution SalesMichael Harris
Proven track record of successfully selling software solutions to clients of all sizes. Regardless of the software, it's about addressing a company's goals & objectives by thoroughly understanding their needs and aligning to them to transform data into a strategic asset for the company
Join this webinar with Peter Armaly, Senior Director and Adviser for Customer Success at Oracle, who will share his experiences, discuss some research, and offer guidance and opinions on the issue of Customer Success programs not being treated equal to its Sales peers.
This presentation is based on the book Sales Growth: Five Proven Strategies from the World's Sales Leaders. Sales Growth focuses on how to drive top line growth. Through interviews with 120 sales leaders from the world’s most successful B2B and B2C companies, the authors have uncovered the stories and innovative practices that drive growth. Sales Growth distills the interviews into a set of practical, real-world insights across five major strategies: Find Growth Before Your Competitors Do; Sell the Way Your Customers Want; Soup up Your Sales Engine; Focus on Your People.
B2B Webinar: Creating Your Digital Roadmap. Why Now?CrossView
Visit: http://pages.crossview.com/B2B-Webinar-1-resources.html for our webinar replay and an exclusive offer from CrossView.
Whether you are taking your first steps down the digital path or you’re refreshing an existing, more complex roadmap for B2B, learn what you need to think about on this journey – today and tomorrow.
Webinar Highlights:
• What are the key factors driving companies to shift to B2B commerce?
• How can digital channels complement – even support – your on-the-ground sales teams?
• What tools and technologies can help with your online B2B transformation?
Sales transformation for the digital age - SydneyMarty Nicholas
Unprecedented changes in B2B buying dynamics are rendering legacy sales models increasingly less effective. With a digitally-empowered buyer firmly in control of the sales process, a new approach must emerge which is more customer-centric, more integrated with other functions and more technologically-enabled in order to secure sustainable growth.
An artificial intelligence bot approach to smb b2 b without animationRahul Razdan
The Small Business (SMB) marketplace is the bedrock driver for economic development and employment. It is a large marketplace (over 25 Million in the US alone) which lags the broader marketplace in terms of core business productivity, and in fact is ripe for a number of cloud-based B2B software applications. However, this market has been traditionally considered to be the “dead end” for these B2B companies because of the difficulties of distribution to the SMB marketplace.
From a distribution point-of-view, the SMB marketplace is lodged between the traditional consumer market (over 300M consumer in the US) and the enterprise market (fortune 500 companies). In the enterprise market, the transaction size is such that a dedicated sales channel can be justified. However, for the SMB marketplace, the transaction size is typically much smaller, so a dedicated sales channel is not economically feasible. In the consumer marketplace, the market size is large and broadcast based methods (TV commercials) have been demonstrated to be effective. However, from a point-of-view of market size, reach, and relevance mass broadcast methods are not typically efficient for the SMB marketplace.
In this paper, we describe a technology based solution which uses an Artificial Intelligence Bot (AIB) technique combined with targeted mass market techniques to build an AIB solution which has the sales focus characteristics of a dedicated sales channel in the context of a consumer like mass marketing campaign.
CRM evolution, multi-channel integration and customer response managementrahuls30
From knowing and connecting with the customer to reaching them via multiple channels, we've come a long way. There are views, opinions, feedback and all kinds of data streaming simultaneously from a large number of channels. And with new channels opening up, we are forced to ask "What next?" Presenting an exclusive whitepaper that features the growing challenges of dealing with a multi-channel response interface, streamlining data from various sources and efficiently engaging with your customers…
Jerry Bernhart's presentation:
"Myth Busters: Transitioning from B2C to B2B is not possible!"
Presented at the Internet Retail Conference (IRCE), June 2019
What impact does Customer Management have on Business PerformanceDoug Leather
We know intuitively that managing the customer portfolio well leads to improved business performance. This slide deck shares important insights into what makes customer management work and how to measure it. This is based on research done by QCi (the main players now with The Customer Framework Ltd) and although I put this deck together 6 years ago I was astounded as to how relevant the thinking still is. The sad reality is that Customer Management capability hasn't improved very much over the years (in the majority of cases, hence we are still subject to inconsistent and poor customer experience) yet it remains a topic that is spoken about and focussed upon by many organisations. The difference that I find today versus 7 or 8 years ago is that MORE people talk about customer management than previously, however I don't se much improvement in the understanding of what it involves or much improved capability in operationalizing customer centric business.(this is a generalised statement)
8 steps for excellent B2B CX (customer experience)B2B Marketing
Customer Experience is an increasingly hot topic right now (but like most things) it is far more complex in B2B than it is in B2C, given the length and complexity of the buying process. So what does great CX look like? And how do you set about achieving it? These were questions that we sought to answer as part of our CXcellence report, the findings of which we then unveiled at our November conference.
How to make the most out of Lead Management and CRMIntergen
You’ve implemented Dynamics CRM, you “kind of” manage leads, but you either have no real process or a process that regularly fails. In this session we will find out how to take advantage of Dynamics CRM to manage your leads more effectively and track the conversion of leads to actual opportunities and sales.
Join this webinar with Peter Armaly, Senior Director and Adviser for Customer Success at Oracle, who will share his experiences, discuss some research, and offer guidance and opinions on the issue of Customer Success programs not being treated equal to its Sales peers.
This presentation is based on the book Sales Growth: Five Proven Strategies from the World's Sales Leaders. Sales Growth focuses on how to drive top line growth. Through interviews with 120 sales leaders from the world’s most successful B2B and B2C companies, the authors have uncovered the stories and innovative practices that drive growth. Sales Growth distills the interviews into a set of practical, real-world insights across five major strategies: Find Growth Before Your Competitors Do; Sell the Way Your Customers Want; Soup up Your Sales Engine; Focus on Your People.
B2B Webinar: Creating Your Digital Roadmap. Why Now?CrossView
Visit: http://pages.crossview.com/B2B-Webinar-1-resources.html for our webinar replay and an exclusive offer from CrossView.
Whether you are taking your first steps down the digital path or you’re refreshing an existing, more complex roadmap for B2B, learn what you need to think about on this journey – today and tomorrow.
Webinar Highlights:
• What are the key factors driving companies to shift to B2B commerce?
• How can digital channels complement – even support – your on-the-ground sales teams?
• What tools and technologies can help with your online B2B transformation?
Sales transformation for the digital age - SydneyMarty Nicholas
Unprecedented changes in B2B buying dynamics are rendering legacy sales models increasingly less effective. With a digitally-empowered buyer firmly in control of the sales process, a new approach must emerge which is more customer-centric, more integrated with other functions and more technologically-enabled in order to secure sustainable growth.
An artificial intelligence bot approach to smb b2 b without animationRahul Razdan
The Small Business (SMB) marketplace is the bedrock driver for economic development and employment. It is a large marketplace (over 25 Million in the US alone) which lags the broader marketplace in terms of core business productivity, and in fact is ripe for a number of cloud-based B2B software applications. However, this market has been traditionally considered to be the “dead end” for these B2B companies because of the difficulties of distribution to the SMB marketplace.
From a distribution point-of-view, the SMB marketplace is lodged between the traditional consumer market (over 300M consumer in the US) and the enterprise market (fortune 500 companies). In the enterprise market, the transaction size is such that a dedicated sales channel can be justified. However, for the SMB marketplace, the transaction size is typically much smaller, so a dedicated sales channel is not economically feasible. In the consumer marketplace, the market size is large and broadcast based methods (TV commercials) have been demonstrated to be effective. However, from a point-of-view of market size, reach, and relevance mass broadcast methods are not typically efficient for the SMB marketplace.
In this paper, we describe a technology based solution which uses an Artificial Intelligence Bot (AIB) technique combined with targeted mass market techniques to build an AIB solution which has the sales focus characteristics of a dedicated sales channel in the context of a consumer like mass marketing campaign.
CRM evolution, multi-channel integration and customer response managementrahuls30
From knowing and connecting with the customer to reaching them via multiple channels, we've come a long way. There are views, opinions, feedback and all kinds of data streaming simultaneously from a large number of channels. And with new channels opening up, we are forced to ask "What next?" Presenting an exclusive whitepaper that features the growing challenges of dealing with a multi-channel response interface, streamlining data from various sources and efficiently engaging with your customers…
Jerry Bernhart's presentation:
"Myth Busters: Transitioning from B2C to B2B is not possible!"
Presented at the Internet Retail Conference (IRCE), June 2019
What impact does Customer Management have on Business PerformanceDoug Leather
We know intuitively that managing the customer portfolio well leads to improved business performance. This slide deck shares important insights into what makes customer management work and how to measure it. This is based on research done by QCi (the main players now with The Customer Framework Ltd) and although I put this deck together 6 years ago I was astounded as to how relevant the thinking still is. The sad reality is that Customer Management capability hasn't improved very much over the years (in the majority of cases, hence we are still subject to inconsistent and poor customer experience) yet it remains a topic that is spoken about and focussed upon by many organisations. The difference that I find today versus 7 or 8 years ago is that MORE people talk about customer management than previously, however I don't se much improvement in the understanding of what it involves or much improved capability in operationalizing customer centric business.(this is a generalised statement)
8 steps for excellent B2B CX (customer experience)B2B Marketing
Customer Experience is an increasingly hot topic right now (but like most things) it is far more complex in B2B than it is in B2C, given the length and complexity of the buying process. So what does great CX look like? And how do you set about achieving it? These were questions that we sought to answer as part of our CXcellence report, the findings of which we then unveiled at our November conference.
How to make the most out of Lead Management and CRMIntergen
You’ve implemented Dynamics CRM, you “kind of” manage leads, but you either have no real process or a process that regularly fails. In this session we will find out how to take advantage of Dynamics CRM to manage your leads more effectively and track the conversion of leads to actual opportunities and sales.
Cross-Selling & Up-Selling with Miller Heimansarahlmilligan
These slides were originally presented by Rich Blakeman, sales vice president for Miller Heiman, in a presentation, Cross-Selling & Up-Selling:Uncovering Hidden Opportunities, to the San Francisco Chamber of Commerce, Tuesday, July 14, 2009.
Whether you sell to other businesses or to consumers, or whether your product is simple or complex, better qualification skills will reduce your frustration and improve your sales effectiveness. Why? Effective qualification lowers risk. It increases productivity. It enables you to focus your limited time on the opportunities most likely to produce the results you seek.
Summary - Lead Generation For The Complex Sale - Brian J. CarrolJohn Kivit
Summary of "Lead Generation For The Complex Sale" by Brian J. Carrol produced by John Kivit (www.multiscope.nl). Useful for your B2B marketing & sales knowledge!
This white paper discusses why small businesses are experiencing a decline in lead volume and quality, and acts as a step-by-step guide for lead generation in "the new normal".
Highlights of the Business Analytics seminar by Gary Cokins from October 21, 2014 presentation with Illinois CPA Society.
Gary Cokins is an internationally recognized expert, speaker, and author in performance improvement systems and cost management.
http://www.GaryCokins.com
We are seeing a massive change in how organizations identify, procure, and implement solutions. This changes the role of the B2B sales rep. Learn how to be ready for the change.
Content analytics is using rules, mathematical, statistical, and semantic models to automate how content is captured, analyzed, and governed over its lifecycle
This presentation explains Information Governance. Learn what it takes to improve the value of information, manage information risks, and reduce information costs.
Riding the wave of socal media to grow your businessAtle Skjekkeland
This presentation will guide you through some tips and tricks for engaging in the social media world, with the intention of growing your business, not just sharing your photos and what you ate last night.
This presentation describes how you can use social technologies to transform key business processes, but also required governance to reduce risks. For more information www.aiim.org
Become a Certified Information Professional (CIP), AIIM's newly-launched certification. Earning this designation demonstrates your ability to solve an organization's existing information-related problems as well as plan for the future.
This presentation provides you with an overview of how to implement Electronic Records Management (ERM) according to ISO15489. The slides are from AIIM's ERM Specialist and Master Certificate Programs. For more information visit www.aiim.org/training
This presentation provides you with an overview of Electronic Records Management (ERM). The slides are from the AIIM ERM Certificate Program covering technologies and global best practices for managing electronic records.
In his public lecture, Christian Timmerer provides insights into the fascinating history of video streaming, starting from its humble beginnings before YouTube to the groundbreaking technologies that now dominate platforms like Netflix and ORF ON. Timmerer also presents provocative contributions of his own that have significantly influenced the industry. He concludes by looking at future challenges and invites the audience to join in a discussion.
Observability Concepts EVERY Developer Should Know -- DeveloperWeek Europe.pdfPaige Cruz
Monitoring and observability aren’t traditionally found in software curriculums and many of us cobble this knowledge together from whatever vendor or ecosystem we were first introduced to and whatever is a part of your current company’s observability stack.
While the dev and ops silo continues to crumble….many organizations still relegate monitoring & observability as the purview of ops, infra and SRE teams. This is a mistake - achieving a highly observable system requires collaboration up and down the stack.
I, a former op, would like to extend an invitation to all application developers to join the observability party will share these foundational concepts to build on:
zkStudyClub - Reef: Fast Succinct Non-Interactive Zero-Knowledge Regex ProofsAlex Pruden
This paper presents Reef, a system for generating publicly verifiable succinct non-interactive zero-knowledge proofs that a committed document matches or does not match a regular expression. We describe applications such as proving the strength of passwords, the provenance of email despite redactions, the validity of oblivious DNS queries, and the existence of mutations in DNA. Reef supports the Perl Compatible Regular Expression syntax, including wildcards, alternation, ranges, capture groups, Kleene star, negations, and lookarounds. Reef introduces a new type of automata, Skipping Alternating Finite Automata (SAFA), that skips irrelevant parts of a document when producing proofs without undermining soundness, and instantiates SAFA with a lookup argument. Our experimental evaluation confirms that Reef can generate proofs for documents with 32M characters; the proofs are small and cheap to verify (under a second).
Paper: https://eprint.iacr.org/2023/1886
SAP Sapphire 2024 - ASUG301 building better apps with SAP Fiori.pdfPeter Spielvogel
Building better applications for business users with SAP Fiori.
• What is SAP Fiori and why it matters to you
• How a better user experience drives measurable business benefits
• How to get started with SAP Fiori today
• How SAP Fiori elements accelerates application development
• How SAP Build Code includes SAP Fiori tools and other generative artificial intelligence capabilities
• How SAP Fiori paves the way for using AI in SAP apps
Welcome to the first live UiPath Community Day Dubai! Join us for this unique occasion to meet our local and global UiPath Community and leaders. You will get a full view of the MEA region's automation landscape and the AI Powered automation technology capabilities of UiPath. Also, hosted by our local partners Marc Ellis, you will enjoy a half-day packed with industry insights and automation peers networking.
📕 Curious on our agenda? Wait no more!
10:00 Welcome note - UiPath Community in Dubai
Lovely Sinha, UiPath Community Chapter Leader, UiPath MVPx3, Hyper-automation Consultant, First Abu Dhabi Bank
10:20 A UiPath cross-region MEA overview
Ashraf El Zarka, VP and Managing Director MEA, UiPath
10:35: Customer Success Journey
Deepthi Deepak, Head of Intelligent Automation CoE, First Abu Dhabi Bank
11:15 The UiPath approach to GenAI with our three principles: improve accuracy, supercharge productivity, and automate more
Boris Krumrey, Global VP, Automation Innovation, UiPath
12:15 To discover how Marc Ellis leverages tech-driven solutions in recruitment and managed services.
Brendan Lingam, Director of Sales and Business Development, Marc Ellis
GDG Cloud Southlake #33: Boule & Rebala: Effective AppSec in SDLC using Deplo...James Anderson
Effective Application Security in Software Delivery lifecycle using Deployment Firewall and DBOM
The modern software delivery process (or the CI/CD process) includes many tools, distributed teams, open-source code, and cloud platforms. Constant focus on speed to release software to market, along with the traditional slow and manual security checks has caused gaps in continuous security as an important piece in the software supply chain. Today organizations feel more susceptible to external and internal cyber threats due to the vast attack surface in their applications supply chain and the lack of end-to-end governance and risk management.
The software team must secure its software delivery process to avoid vulnerability and security breaches. This needs to be achieved with existing tool chains and without extensive rework of the delivery processes. This talk will present strategies and techniques for providing visibility into the true risk of the existing vulnerabilities, preventing the introduction of security issues in the software, resolving vulnerabilities in production environments quickly, and capturing the deployment bill of materials (DBOM).
Speakers:
Bob Boule
Robert Boule is a technology enthusiast with PASSION for technology and making things work along with a knack for helping others understand how things work. He comes with around 20 years of solution engineering experience in application security, software continuous delivery, and SaaS platforms. He is known for his dynamic presentations in CI/CD and application security integrated in software delivery lifecycle.
Gopinath Rebala
Gopinath Rebala is the CTO of OpsMx, where he has overall responsibility for the machine learning and data processing architectures for Secure Software Delivery. Gopi also has a strong connection with our customers, leading design and architecture for strategic implementations. Gopi is a frequent speaker and well-known leader in continuous delivery and integrating security into software delivery.
Why You Should Replace Windows 11 with Nitrux Linux 3.5.0 for enhanced perfor...SOFTTECHHUB
The choice of an operating system plays a pivotal role in shaping our computing experience. For decades, Microsoft's Windows has dominated the market, offering a familiar and widely adopted platform for personal and professional use. However, as technological advancements continue to push the boundaries of innovation, alternative operating systems have emerged, challenging the status quo and offering users a fresh perspective on computing.
One such alternative that has garnered significant attention and acclaim is Nitrux Linux 3.5.0, a sleek, powerful, and user-friendly Linux distribution that promises to redefine the way we interact with our devices. With its focus on performance, security, and customization, Nitrux Linux presents a compelling case for those seeking to break free from the constraints of proprietary software and embrace the freedom and flexibility of open-source computing.
Alt. GDG Cloud Southlake #33: Boule & Rebala: Effective AppSec in SDLC using ...James Anderson
Effective Application Security in Software Delivery lifecycle using Deployment Firewall and DBOM
The modern software delivery process (or the CI/CD process) includes many tools, distributed teams, open-source code, and cloud platforms. Constant focus on speed to release software to market, along with the traditional slow and manual security checks has caused gaps in continuous security as an important piece in the software supply chain. Today organizations feel more susceptible to external and internal cyber threats due to the vast attack surface in their applications supply chain and the lack of end-to-end governance and risk management.
The software team must secure its software delivery process to avoid vulnerability and security breaches. This needs to be achieved with existing tool chains and without extensive rework of the delivery processes. This talk will present strategies and techniques for providing visibility into the true risk of the existing vulnerabilities, preventing the introduction of security issues in the software, resolving vulnerabilities in production environments quickly, and capturing the deployment bill of materials (DBOM).
Speakers:
Bob Boule
Robert Boule is a technology enthusiast with PASSION for technology and making things work along with a knack for helping others understand how things work. He comes with around 20 years of solution engineering experience in application security, software continuous delivery, and SaaS platforms. He is known for his dynamic presentations in CI/CD and application security integrated in software delivery lifecycle.
Gopinath Rebala
Gopinath Rebala is the CTO of OpsMx, where he has overall responsibility for the machine learning and data processing architectures for Secure Software Delivery. Gopi also has a strong connection with our customers, leading design and architecture for strategic implementations. Gopi is a frequent speaker and well-known leader in continuous delivery and integrating security into software delivery.
DevOps and Testing slides at DASA ConnectKari Kakkonen
My and Rik Marselis slides at 30.5.2024 DASA Connect conference. We discuss about what is testing, then what is agile testing and finally what is Testing in DevOps. Finally we had lovely workshop with the participants trying to find out different ways to think about quality and testing in different parts of the DevOps infinity loop.
Removing Uninteresting Bytes in Software FuzzingAftab Hussain
Imagine a world where software fuzzing, the process of mutating bytes in test seeds to uncover hidden and erroneous program behaviors, becomes faster and more effective. A lot depends on the initial seeds, which can significantly dictate the trajectory of a fuzzing campaign, particularly in terms of how long it takes to uncover interesting behaviour in your code. We introduce DIAR, a technique designed to speedup fuzzing campaigns by pinpointing and eliminating those uninteresting bytes in the seeds. Picture this: instead of wasting valuable resources on meaningless mutations in large, bloated seeds, DIAR removes the unnecessary bytes, streamlining the entire process.
In this work, we equipped AFL, a popular fuzzer, with DIAR and examined two critical Linux libraries -- Libxml's xmllint, a tool for parsing xml documents, and Binutil's readelf, an essential debugging and security analysis command-line tool used to display detailed information about ELF (Executable and Linkable Format). Our preliminary results show that AFL+DIAR does not only discover new paths more quickly but also achieves higher coverage overall. This work thus showcases how starting with lean and optimized seeds can lead to faster, more comprehensive fuzzing campaigns -- and DIAR helps you find such seeds.
- These are slides of the talk given at IEEE International Conference on Software Testing Verification and Validation Workshop, ICSTW 2022.
Accelerate your Kubernetes clusters with Varnish CachingThijs Feryn
A presentation about the usage and availability of Varnish on Kubernetes. This talk explores the capabilities of Varnish caching and shows how to use the Varnish Helm chart to deploy it to Kubernetes.
This presentation was delivered at K8SUG Singapore. See https://feryn.eu/presentations/accelerate-your-kubernetes-clusters-with-varnish-caching-k8sug-singapore-28-2024 for more details.
Epistemic Interaction - tuning interfaces to provide information for AI supportAlan Dix
Paper presented at SYNERGY workshop at AVI 2024, Genoa, Italy. 3rd June 2024
https://alandix.com/academic/papers/synergy2024-epistemic/
As machine learning integrates deeper into human-computer interactions, the concept of epistemic interaction emerges, aiming to refine these interactions to enhance system adaptability. This approach encourages minor, intentional adjustments in user behaviour to enrich the data available for system learning. This paper introduces epistemic interaction within the context of human-system communication, illustrating how deliberate interaction design can improve system understanding and adaptation. Through concrete examples, we demonstrate the potential of epistemic interaction to significantly advance human-computer interaction by leveraging intuitive human communication strategies to inform system design and functionality, offering a novel pathway for enriching user-system engagements.
Elevating Tactical DDD Patterns Through Object CalisthenicsDorra BARTAGUIZ
After immersing yourself in the blue book and its red counterpart, attending DDD-focused conferences, and applying tactical patterns, you're left with a crucial question: How do I ensure my design is effective? Tactical patterns within Domain-Driven Design (DDD) serve as guiding principles for creating clear and manageable domain models. However, achieving success with these patterns requires additional guidance. Interestingly, we've observed that a set of constraints initially designed for training purposes remarkably aligns with effective pattern implementation, offering a more ‘mechanical’ approach. Let's explore together how Object Calisthenics can elevate the design of your tactical DDD patterns, offering concrete help for those venturing into DDD for the first time!
Climate Impact of Software Testing at Nordic Testing DaysKari Kakkonen
My slides at Nordic Testing Days 6.6.2024
Climate impact / sustainability of software testing discussed on the talk. ICT and testing must carry their part of global responsibility to help with the climat warming. We can minimize the carbon footprint but we can also have a carbon handprint, a positive impact on the climate. Quality characteristics can be added with sustainability, and then measured continuously. Test environments can be used less, and in smaller scale and on demand. Test techniques can be used in optimizing or minimizing number of tests. Test automation can be used to speed up testing.
Climate Impact of Software Testing at Nordic Testing Days
How to sell solutions
1. How to Sell Solutions
According to AIIM, Harvard Business Review, Forbes, and Sirius Decisions research
Atle Skjekkeland
Chief Operating Officer
AIIM
askjekkeland@aiim.org
www.aiim.org
AIIM – The Global Community of Information Professionals
3. www.aiim.org/training
Change The Way You Sell
“A recent Corporate Executive Board
study of more than 1,400 B2B
customers found that those
customers completed, on average,
nearly 60% of a typical purchasing
decision—researching solutions,
ranking options, setting requirements,
benchmarking pricing, and so on—
before even having a conversation
with a supplier”
Implications? You need to create
relationships with an organization
before the customer requirements
are set.
Source: http://hbr.org/2012/07/the-end-of-solution-sales/ar/1
3
4. www.aiim.org/training
Change Your Marketing (1)
The Buyer’s Journey is what counts – Understanding buying roles
and stages critical
1. Educate - Change the game by engaging new customers at the
beginning of the buying cycle
2. Take Control - Nurture the leads with educational webinars,
whitepapers, etc.
3. Tailor - Document how your solution meets the customers
requirements with solution briefs, vendor comparisons, etc.
The technology has changed – In-bound marketing, nurturing,
multi-touch.
Exploding options for content delivery – Videos, podcasts, blogs,
Twitter.
Thought leadership counts – It’s more than selling.
Source: Sirius Decisions
5. www.aiim.org/training
Change Your Marketing (2)
Old Approach
New Approach
Prospects get their information
from you
Prospects get most of their information before
they even talk to you
Focus groups
Analytics
One-to-many
One-to-one
Trade shows
Niched conferences
Presentations describe YOU
Presentations that educate THEM
Single use analyst white papers
Multi-use content assets
Product leadership
Thought leadership
Mass e-mail
Segmented and automated drip
Print or print-like delivery
Videos, podcasts, blogs, ebooks
6. www.aiim.org/training
Provide New & Unique Insights (1)
Provocation-Based Selling:
Compels project investments
outside an existing budget
Challenges the prevailing point of
view
Addresses unacknowledged angst
Targets strategic problems
Begins with the business case and
then provides technical proof
Starts an executive-level dialogue
Uses an insightful hypothesis to
provoke a response
Is proactive in leading, and forcing
issues out
Source: http://hbr.org/2009/03/in-a-downturn-provoke-your-customers/ar/1
6
7. www.aiim.org/training
Provide New & Unique Insights (2)
What are the two
biggest factors that
would make you
amenable to a
discussion with a
sales
representative from
a non-incumbent
at any time in the
cycle? (Max TWO)
7
8. www.aiim.org/training
Tailor Your Approach
Identifying the actual decision makers.
Identify purchase initiator, gatekeepers,
influencers, deciders, purchaser and the
user.
Determining how buyers view their selfinterest.
All buyers act selfishly, but they sometimes
miscalculate.
Identify financial, product or service, social
or political, and personal benefits
Gathering and applying psychological
intelligence.
Make sure that sales calls are highly
productive and informative
Listen to the sales force
Reward rigorous fact gathering, analysis,
and execution
Source: http://hbr.org/2006/07/major-sales-who-really-does-the-buying/ar/6
9. www.aiim.org/training
Leverage Social Media
“According to a recent study by
InsideView, over 90% of CEO’s said
they NEVER respond to cold emails
or calls.”
“Replacing the decline in cold
calling is the warmth of social
engagement. Buyers are far more
responsive to social media
messages around relevant topics
initiated by the sales person or the
buyer.”
“Selling through social channels is
the closest thing to being a fly on
the wall in your customer’s,
prospect’s and competitor’s world.”
Source:
http://www.forbes.com/sites/markfidelman/2012/11/05/t
10. www.aiim.org/training
Become a Challenger
According to a global study of sales
rep productivity among 6,000 reps
across nearly 100 companies by the
Sales Executive Council:
1. Every sales professional falls into
one of five distinct profiles.
Relationship Builders
Hard Workers
Lone Wolves
Reactive Problem Solvers
Challengers
2. Challengers dramatically
outperform the other profiles,
particularly Relationship Builders.
10
Source: http://blogs.hbr.org/cs/2011/09/selling_is_not_about_relatio.html
11. www.aiim.org/training
Drive B2B Customer Loyalty
Customers value the Challenger
approach according to
research; The biggest driver of
B2B customer loyalty is a
supplier’s ability to deliver new
insights.
Source: Corporate Executive Board
12. www.aiim.org/training
Reduce Uncertainty / Increase Value
In the most general and
fundamental sense, what the
professional service organization
really has to offer to corporate clients
is the reduction or minimization of
uncertainty.
Clients look at the following 3
uncertainties when buying
professional services:
1. Identifying uncertainty
2. Confronting concrete problems
3. Identifying true professionals
Source: http://hbr.org/1966/03/how-to-buysell-professional-services/ar/1
12
14. www.aiim.org/training
Improve Sales Effectiveness
Challenge
Solution
Identifying more opportunities for selling
solutions and services in different
verticals
Get ahead of the RFP by engaging
customers early in the buying cycle
Get sales reps and channel partners to
become more pro-active, not just wait
for leads
Close more business by better
demonstrating the importance of taking
action
Get new staff and channel partners
quickly up and running to produce
results
89% of AIIM trained solution and
service providers claim the
training made their staff more
effective at identifying and
engaging prospects
78% found AIIM training to be
very or extremely effective at
showing how their solution
matches the customer
requirements
89% say that AIIM training
improved their staff ability to
demonstrate the importance of
taking action