Companies spend hundreds of millions of dollars a year to generate qualified leads for Sales. Sales reps spend countless hours developing those leads to become paying customers. Yet the vast majority of qualified leads never close.
What's more important than closing the sale?
In this webinar you'll learn
-The key reason why sales don't close
-One essential way to close more sales and do that faster
-Specific steps you can take to improve immediately
Trefis is a Boston-based technology company that helps senior leaders and their teams who make decisions of consequence. Trefis technology transforms complex, static analyses-such as Excel-based data models-into easy-to-use, visual interactive experiences that let you develop "what-if" scenarios, assess the risk and reward of any decision, and engage stakeholders in meaningful discussions on the assumptions that matter most.
It’s simple: Plans and forecasts matter
Your firm makes consequential decisions every year based on its plans and forecasts: What markets to enter, what people to hire, where to invest... and many others. Getting it right involves analytical inputs from dozens, hundreds, maybe even thousands of people. Yet many firms still get it wrong.
Here’s an astounding fact. Every quarter, nearly 25% of public companies miss Wall Street earnings expectations, or have to reduce their earnings guidance. And the consequences are huge.
In this presentations, you'll learn:
Why companies miss their forecast
What you can do about it
Next steps you can take
“Why do salespeople love sales tips and quotes so much? It’s probably because we believe in our own potential, our capacity to learn and grow. We’re constantly striving to conquer new sales challenges, close new deals, and shatter old records.” ~ Ken Krogue, InsideSales.com
How to engage with customers in B2B marketsprofpalekar
For B2B businesses there only a few customers and the order size potential of each is high - therefore the way in which B2B companies engage with the customers is very different from what happens in B2C businesses. In B2B businesses it is possible to have both in-depth and frequent interaction with the customers but in B2C business it is just not possible to even see the customers through the multiple layers of distribution let alone interact with them! ,
If you lead, manage or rely on inside sales teams for your business, then this presentation from Deb Brown Sales will give you essential insights and strategies you can use to drive better results from your inside sales efforts.
Better Bidding for Facilities Management Contractschrisdpayne
These slides accompany our online webinar on 'Managing complex bids for facilities management and other support service opportunities'. To attend one of our webinars free of charge, visit our website at www.cssconsultancy.com and register.
It’s simple: Plans and forecasts matter
Your firm makes consequential decisions every year based on its plans and forecasts: What markets to enter, what people to hire, where to invest... and many others. Getting it right involves analytical inputs from dozens, hundreds, maybe even thousands of people. Yet many firms still get it wrong.
Here’s an astounding fact. Every quarter, nearly 25% of public companies miss Wall Street earnings expectations, or have to reduce their earnings guidance. And the consequences are huge.
In this presentations, you'll learn:
Why companies miss their forecast
What you can do about it
Next steps you can take
“Why do salespeople love sales tips and quotes so much? It’s probably because we believe in our own potential, our capacity to learn and grow. We’re constantly striving to conquer new sales challenges, close new deals, and shatter old records.” ~ Ken Krogue, InsideSales.com
How to engage with customers in B2B marketsprofpalekar
For B2B businesses there only a few customers and the order size potential of each is high - therefore the way in which B2B companies engage with the customers is very different from what happens in B2C businesses. In B2B businesses it is possible to have both in-depth and frequent interaction with the customers but in B2C business it is just not possible to even see the customers through the multiple layers of distribution let alone interact with them! ,
If you lead, manage or rely on inside sales teams for your business, then this presentation from Deb Brown Sales will give you essential insights and strategies you can use to drive better results from your inside sales efforts.
Better Bidding for Facilities Management Contractschrisdpayne
These slides accompany our online webinar on 'Managing complex bids for facilities management and other support service opportunities'. To attend one of our webinars free of charge, visit our website at www.cssconsultancy.com and register.
Metrics that Motivate webinar - June 2017RESULTS.com
Metrics (also called Key Performance Indicators) are what you use to measure the performance of every functional area of your organization; the things you do every day to create leads, make sales, provide your products and services, keep your customers happy, grow cash and make profits. We call this stuff “Business As Usual”. Once you determine the Metrics for every functional area, you should be able to distill a smaller subset of Metrics that you deem to be “critical success factors” - the most important drivers of your current operating model.
Marketing and Sales alignment is paramount for success with any organization. Learn to create synergy between your teams for maximum impact for your sales. Revenue generation is the objective any effective marketing campaign, so aligning with your sales efforts will lead to a success and sustainability.
Stephen Lynch guides you through the RESULTS.com Quarterly Strategic Review process and shares our proven best-practices to help you review your last quarter, then to assess the current reality and choose your Strategic Projects for the coming quarter
7 Marketing Automation Strategies That Actually Drive Business ResultsThree Deep Marketing
IBM Marketing Cloud and Three Deep Marketing have teamed up for a back-to-school marketing session! Join us as we chat about building bridges between Marketing and IT departments. Here's the slides from our panel discussion on September 22, 2016
What drives effective customer and employee engagement? Why is getting this right supremely important to growth and profitability? Find the right questions and answers here.
Create your Strategic Plan on 1 Page webinarRESULTS.com
RESULTS.com is widely recognized as having one of the best strategic planning templates in the world. In this workshop with our Head of Strategy, Stephen Lynch, you’ll learn a selection of our best practices to create your one-page strategic plan.
Working with thousands of clients, we’ve learned what works and what doesn’t in the real world when it comes to creating and executing business strategy. It’s not about filling in a planning template, it’s about making wise strategic choices that will set your organization up for future success, and cascading your decisions down to every role to align and focus your team using a management software dashboard like RESULTS.com
How can you take advantage of these 7 key business trends in 2017 to grow your business and career?
What you need to know to make 2017 your best year ever!
5 common mistakes with sales incentive systems: Not ensuring that Sales and F...IBM Analytics
What are the most common mistakes in implementing sales performance management systems? Common mistake #2: Not ensuring that sales and finance teams are aligned. Nonalignment of the naturally conflicting priorities between sales and finance can have critical long-term consequences for an organization’s overall sales performance and growth if they are not addressed in the implementation stage of an SPM solution. Overcome SPM implementation mistakes by learning more about incentive compensation: http://ibm.co/incentivecompensation. Then explore IBM Sales Performance Management solutions and resources on our comprehensive webpage: http://ibm.co/spm.
To get the best results from implementing RESULTS.com, we recommend that you start by getting clear on the key numbers that will drive your success.
Research shows that (unfortunately) 92% of companies do a poor job of measuring Key Performance Indicators (KPI's). If that sounds like you, we can definitely help!
What are the key numbers that will drive and predict the success of your current business model? Your teams? Your key people?
\Choosing the right KPI's (and making them visible) tells your people what they need to pay attention to. In other words, KPI's drive the right behaviors.
This workshop will help you choose the key numbers that will help you identify problems early, and solve them fast. If you get these numbers right, they will drive better financial results!
Here's the truth, the majority of marketers FAILat content marketing. Don't believe us, data shows the overwhelming amount of companies openly admit that their content marketing is not meeting their expectations.
Our presentation shares content marketing "do's" and "don'ts" and how content strategy is the foundation for successful content marketing.
Zero to 100 - Part 5: SaaS Business Model & MetricsDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Four Proven Strategies for Inside Sales Teams to Win More DealsSales Hacker
What You'll Learn:
-How to build an effective drip campaign that converts
-How to warm up your accounts
-How to set triggers
-How to close the loop
Visit SalesHacker.com for more actionable and educational sales content.
Describes the steps required to build a Sales and Marketing Machine that is predictable, scalable, automated, well instrumented, and cost efficient.
This was a presentation that I gave at the Lean Startup Circle in Boston on March 24th, 2011.
A High Growth SaaS Playbook - 12 Metrics to Drive SuccessSaaStock
Keynote by David Skok, ForEntrepreneurs Blog & General Partner, Matrix Partners, at SaaStock on Tour New York, 20th June 2018, KnockDown Center, Maspeth, NYC
Ipdc training 2014 leadership training for managers and supervisorsBun Sucento
Indonesia Professional Development Center (IPDC) - a subsidiary of PT. IPDC Consulting & Advisory
IPDC was developed in 2000. Since then we grow becoming one of the leading and well-recognized training and people development firm in Indonesia. Presently, we are supported by dozens of experienced and skillful full-time staff to support our daily operation and more than 100 part-time experienced training facilitators and lead consultants. We are also supported by some of representatives staff at Bandung,, Jogyakarta and Denpasar.
At Indonesia Professional Development Center (IPDC), we offer over 350 different training programs year-round in each year. Individuals participating in these programs benefit from working with a cross-section of peers from different industries. They are also able to share common problems and experiences that enhance their learning and expand their know-how.
IPDC's programs are offered in various formats to suit individual schedules and needs, from intensive 2-4 day classroom sessions to a customized sessions. At IPDC, we believe that all learning should be of direct, practical business use, which is why we deliver everyday skills and processes that can be taken back to the workplace and applied immediately.
Contact Us at:
Rasuna Office Park 2/QO-08.
Jl. HR. Rasuna Said
Jakarta 12960 Indonesia
Ph (+6221) 8378 6465 ; 8378 6477 ; 8378 6389
Fax (+6221) 8378 6478
E-mail : training@ipdc.co.id; registration@ipdc.co.id
www.ipdc.co.id
Metrics that Motivate webinar - June 2017RESULTS.com
Metrics (also called Key Performance Indicators) are what you use to measure the performance of every functional area of your organization; the things you do every day to create leads, make sales, provide your products and services, keep your customers happy, grow cash and make profits. We call this stuff “Business As Usual”. Once you determine the Metrics for every functional area, you should be able to distill a smaller subset of Metrics that you deem to be “critical success factors” - the most important drivers of your current operating model.
Marketing and Sales alignment is paramount for success with any organization. Learn to create synergy between your teams for maximum impact for your sales. Revenue generation is the objective any effective marketing campaign, so aligning with your sales efforts will lead to a success and sustainability.
Stephen Lynch guides you through the RESULTS.com Quarterly Strategic Review process and shares our proven best-practices to help you review your last quarter, then to assess the current reality and choose your Strategic Projects for the coming quarter
7 Marketing Automation Strategies That Actually Drive Business ResultsThree Deep Marketing
IBM Marketing Cloud and Three Deep Marketing have teamed up for a back-to-school marketing session! Join us as we chat about building bridges between Marketing and IT departments. Here's the slides from our panel discussion on September 22, 2016
What drives effective customer and employee engagement? Why is getting this right supremely important to growth and profitability? Find the right questions and answers here.
Create your Strategic Plan on 1 Page webinarRESULTS.com
RESULTS.com is widely recognized as having one of the best strategic planning templates in the world. In this workshop with our Head of Strategy, Stephen Lynch, you’ll learn a selection of our best practices to create your one-page strategic plan.
Working with thousands of clients, we’ve learned what works and what doesn’t in the real world when it comes to creating and executing business strategy. It’s not about filling in a planning template, it’s about making wise strategic choices that will set your organization up for future success, and cascading your decisions down to every role to align and focus your team using a management software dashboard like RESULTS.com
How can you take advantage of these 7 key business trends in 2017 to grow your business and career?
What you need to know to make 2017 your best year ever!
5 common mistakes with sales incentive systems: Not ensuring that Sales and F...IBM Analytics
What are the most common mistakes in implementing sales performance management systems? Common mistake #2: Not ensuring that sales and finance teams are aligned. Nonalignment of the naturally conflicting priorities between sales and finance can have critical long-term consequences for an organization’s overall sales performance and growth if they are not addressed in the implementation stage of an SPM solution. Overcome SPM implementation mistakes by learning more about incentive compensation: http://ibm.co/incentivecompensation. Then explore IBM Sales Performance Management solutions and resources on our comprehensive webpage: http://ibm.co/spm.
To get the best results from implementing RESULTS.com, we recommend that you start by getting clear on the key numbers that will drive your success.
Research shows that (unfortunately) 92% of companies do a poor job of measuring Key Performance Indicators (KPI's). If that sounds like you, we can definitely help!
What are the key numbers that will drive and predict the success of your current business model? Your teams? Your key people?
\Choosing the right KPI's (and making them visible) tells your people what they need to pay attention to. In other words, KPI's drive the right behaviors.
This workshop will help you choose the key numbers that will help you identify problems early, and solve them fast. If you get these numbers right, they will drive better financial results!
Here's the truth, the majority of marketers FAILat content marketing. Don't believe us, data shows the overwhelming amount of companies openly admit that their content marketing is not meeting their expectations.
Our presentation shares content marketing "do's" and "don'ts" and how content strategy is the foundation for successful content marketing.
Zero to 100 - Part 5: SaaS Business Model & MetricsDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Four Proven Strategies for Inside Sales Teams to Win More DealsSales Hacker
What You'll Learn:
-How to build an effective drip campaign that converts
-How to warm up your accounts
-How to set triggers
-How to close the loop
Visit SalesHacker.com for more actionable and educational sales content.
Describes the steps required to build a Sales and Marketing Machine that is predictable, scalable, automated, well instrumented, and cost efficient.
This was a presentation that I gave at the Lean Startup Circle in Boston on March 24th, 2011.
A High Growth SaaS Playbook - 12 Metrics to Drive SuccessSaaStock
Keynote by David Skok, ForEntrepreneurs Blog & General Partner, Matrix Partners, at SaaStock on Tour New York, 20th June 2018, KnockDown Center, Maspeth, NYC
Ipdc training 2014 leadership training for managers and supervisorsBun Sucento
Indonesia Professional Development Center (IPDC) - a subsidiary of PT. IPDC Consulting & Advisory
IPDC was developed in 2000. Since then we grow becoming one of the leading and well-recognized training and people development firm in Indonesia. Presently, we are supported by dozens of experienced and skillful full-time staff to support our daily operation and more than 100 part-time experienced training facilitators and lead consultants. We are also supported by some of representatives staff at Bandung,, Jogyakarta and Denpasar.
At Indonesia Professional Development Center (IPDC), we offer over 350 different training programs year-round in each year. Individuals participating in these programs benefit from working with a cross-section of peers from different industries. They are also able to share common problems and experiences that enhance their learning and expand their know-how.
IPDC's programs are offered in various formats to suit individual schedules and needs, from intensive 2-4 day classroom sessions to a customized sessions. At IPDC, we believe that all learning should be of direct, practical business use, which is why we deliver everyday skills and processes that can be taken back to the workplace and applied immediately.
Contact Us at:
Rasuna Office Park 2/QO-08.
Jl. HR. Rasuna Said
Jakarta 12960 Indonesia
Ph (+6221) 8378 6465 ; 8378 6477 ; 8378 6389
Fax (+6221) 8378 6478
E-mail : training@ipdc.co.id; registration@ipdc.co.id
www.ipdc.co.id
Sink or Swim? Supporting the Transition to New Manager - Webinar 03.27.14BizLibrary
60% of frontline managers fail within the first two years in their role. 26% felt they were not ready for the role, and 58% reported receiving no management training. What can you do to turn these numbers around?
This one-hour webinar is best suited to people who need to develop specific strategies and tactics to help new managers succeed. A crucial element to success is training as your newly promoted managers transition to roles that require new, and frequently unfamiliar, skills and competencies.
Topics we'll discuss:
•Change Management
•Leadership
•Communication
•Coaching
•Collaboration
•Supervision and Legal Awareness
21st Century Talent Management: The New Ways Companies Hire, Engage, and LeadJosh Bersin
How are world-class companies managing their people in 2014 and beyond? This detailed research-based presentation overviews the new solutions for talent acquisition, leadership development, engagement, building Millenial leadership and employee capability development.
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team Daniel Nilsson
How Can You Grow & Develop Your Sales Pipe If You Don’t Know What You’re Doing? Learn how to design your B2B sales process and increase conversion, get bigger deals and close your deals in less time. I will give you the key steps, the right focus and example of tools that will take your sales team to a new level.
You should read this presentation if you believe in your own and your team's growth.
Personally, I have a deep passion for Growth and I created this presentation after doing extensive research on how I could grow sales into new levels. The data I have reviewed are from marketing experts, sales experts, Gartner, reports and my own personal experience defining sales processes in multiple verticals.
Please feel welcome to share your thoughts, insights or comments. I love feedback. You can send an email to info@daniel-one.com or visit my webpage www.daniel-one.com. I look forward to hearing from you.
Hi All,
Now you can download my Presentation easily. I changed my Privacy setting.. I wish I can make more presentations for the young salesmen, but I am so busy these days and couldn't reply everyone who need my presentation. So here you can download now and present it to your teams etc.
Regards,
Shahzad Chohan
Presented by Richard Brooks at the ALC conference in Las Vegas NV. Explores the realtionship/importance of strategic sales management, marketing and key account management. Moves on to present models around the life-time value of clients to an organisation and how this changes as firms develop.
Music Education: Management and Innovation Conference Jodie Vickerstaff
Neil Farnworth, Enrich Training and Consultancy at Paritor's Music Education: Management and Innovation Conference 2011.
About the conference:
This is a national conference and will focus on the relationship between new business practices and a future vision of music education management.
It will take place over one day and bring together prominent leaders in both the field of music education and business in order to provide a comprehensive overview of this rapidly evolving area.
The role of music education is changing with funding uncertain and the added opportunity of becoming the core of the music hub it is time
to be equipped for the future. The aim of the conference is to present music educators with the modern and innovative practices as well as a
structure for management assisting them in their quest to future proof!
The Experience Audit is one of my favorite tools because it is a completely new perspective in which to look at your customer strategy. In doing the work, you will be better prepared to have more meaningful conversations with your internal teams.
The Experience Audit ask you to look at existing customer behaviors and outcomes because behavior is the end all, be all, of profitable business. Behavior is the proof that your product is meeting needs, that you are delivering meaningful value. Behavior doesn’t lie. It doesn’t say things are worse than they are and it doesn’t sugar coat because they really like the person, but hate the product.
You can have significant financial impact if you focus your efforts on shifting more of your customers toward the attributes and behaviors of your most profitable and naturally satisfied customers. You can create sustainable, measurable results while at the same time reducing the sometimes overwhelming effort involved.
The Experience Audit is one of my favorite tools because it is a completely new perspective in which to look at your customer strategy. By completing the audit you will be better prepared to have more meaningful conversations with your internal teams.
The Experience Audit ask you to look at existing customer behaviors and outcomes because behavior is the end all, be all, of profitable business. Behavior is the proof that your product is meeting needs, that you are delivering meaningful value. Behavior doesn’t lie. It doesn’t say things are worse than they are and it doesn’t sugar coat because they really like the person, but hate the product.
You can have significant financial impact if you focus your efforts on shifting more of your customers toward the attributes and behaviors of your most profitable and naturally satisfied customers. You can create sustainable, measurable results while at the same time reducing the sometimes overwhelming effort involved.
Are you desperately seeking highly qualified, competent sales people? In today’s world, recruiting world class talent is a big challenge. The investment made in hiring and onboarding is significant. How can you maximize the return on that investment each time you extend an offer and bring a professional onto your sales team?
This is a Futurelab Action Guide I wrote up on the topic of customer centricity.
Before you criticise the small fonts: it's designed for use on a small/computer screen only :-)
Why Good Service isn’t Good Enough: Shift Your Mindset- Before They Shift The...Integrity Solutions
Practical strategies for financial services organizations to shift to a customer-focused mindset. Five critical dimensions of sales success that are often overlooked. Tips for escalating attitudes towards selling.
Similar to Improve B2B Close Rates with this Sales Technique (20)
Essentials of Automations: Optimizing FME Workflows with ParametersSafe Software
Are you looking to streamline your workflows and boost your projects’ efficiency? Do you find yourself searching for ways to add flexibility and control over your FME workflows? If so, you’re in the right place.
Join us for an insightful dive into the world of FME parameters, a critical element in optimizing workflow efficiency. This webinar marks the beginning of our three-part “Essentials of Automation” series. This first webinar is designed to equip you with the knowledge and skills to utilize parameters effectively: enhancing the flexibility, maintainability, and user control of your FME projects.
Here’s what you’ll gain:
- Essentials of FME Parameters: Understand the pivotal role of parameters, including Reader/Writer, Transformer, User, and FME Flow categories. Discover how they are the key to unlocking automation and optimization within your workflows.
- Practical Applications in FME Form: Delve into key user parameter types including choice, connections, and file URLs. Allow users to control how a workflow runs, making your workflows more reusable. Learn to import values and deliver the best user experience for your workflows while enhancing accuracy.
- Optimization Strategies in FME Flow: Explore the creation and strategic deployment of parameters in FME Flow, including the use of deployment and geometry parameters, to maximize workflow efficiency.
- Pro Tips for Success: Gain insights on parameterizing connections and leveraging new features like Conditional Visibility for clarity and simplicity.
We’ll wrap up with a glimpse into future webinars, followed by a Q&A session to address your specific questions surrounding this topic.
Don’t miss this opportunity to elevate your FME expertise and drive your projects to new heights of efficiency.
Smart TV Buyer Insights Survey 2024 by 91mobiles.pdf91mobiles
91mobiles recently conducted a Smart TV Buyer Insights Survey in which we asked over 3,000 respondents about the TV they own, aspects they look at on a new TV, and their TV buying preferences.
Slack (or Teams) Automation for Bonterra Impact Management (fka Social Soluti...Jeffrey Haguewood
Sidekick Solutions uses Bonterra Impact Management (fka Social Solutions Apricot) and automation solutions to integrate data for business workflows.
We believe integration and automation are essential to user experience and the promise of efficient work through technology. Automation is the critical ingredient to realizing that full vision. We develop integration products and services for Bonterra Case Management software to support the deployment of automations for a variety of use cases.
This video focuses on the notifications, alerts, and approval requests using Slack for Bonterra Impact Management. The solutions covered in this webinar can also be deployed for Microsoft Teams.
Interested in deploying notification automations for Bonterra Impact Management? Contact us at sales@sidekicksolutionsllc.com to discuss next steps.
Software Delivery At the Speed of AI: Inflectra Invests In AI-Powered QualityInflectra
In this insightful webinar, Inflectra explores how artificial intelligence (AI) is transforming software development and testing. Discover how AI-powered tools are revolutionizing every stage of the software development lifecycle (SDLC), from design and prototyping to testing, deployment, and monitoring.
Learn about:
• The Future of Testing: How AI is shifting testing towards verification, analysis, and higher-level skills, while reducing repetitive tasks.
• Test Automation: How AI-powered test case generation, optimization, and self-healing tests are making testing more efficient and effective.
• Visual Testing: Explore the emerging capabilities of AI in visual testing and how it's set to revolutionize UI verification.
• Inflectra's AI Solutions: See demonstrations of Inflectra's cutting-edge AI tools like the ChatGPT plugin and Azure Open AI platform, designed to streamline your testing process.
Whether you're a developer, tester, or QA professional, this webinar will give you valuable insights into how AI is shaping the future of software delivery.
UiPath Test Automation using UiPath Test Suite series, part 3DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 3. In this session, we will cover desktop automation along with UI automation.
Topics covered:
UI automation Introduction,
UI automation Sample
Desktop automation flow
Pradeep Chinnala, Senior Consultant Automation Developer @WonderBotz and UiPath MVP
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
The Art of the Pitch: WordPress Relationships and SalesLaura Byrne
Clients don’t know what they don’t know. What web solutions are right for them? How does WordPress come into the picture? How do you make sure you understand scope and timeline? What do you do if sometime changes?
All these questions and more will be explored as we talk about matching clients’ needs with what your agency offers without pulling teeth or pulling your hair out. Practical tips, and strategies for successful relationship building that leads to closing the deal.
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.
UiPath Test Automation using UiPath Test Suite series, part 4DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 4. In this session, we will cover Test Manager overview along with SAP heatmap.
The UiPath Test Manager overview with SAP heatmap webinar offers a concise yet comprehensive exploration of the role of a Test Manager within SAP environments, coupled with the utilization of heatmaps for effective testing strategies.
Participants will gain insights into the responsibilities, challenges, and best practices associated with test management in SAP projects. Additionally, the webinar delves into the significance of heatmaps as a visual aid for identifying testing priorities, areas of risk, and resource allocation within SAP landscapes. Through this session, attendees can expect to enhance their understanding of test management principles while learning practical approaches to optimize testing processes in SAP environments using heatmap visualization techniques
What will you get from this session?
1. Insights into SAP testing best practices
2. Heatmap utilization for testing
3. Optimization of testing processes
4. Demo
Topics covered:
Execution from the test manager
Orchestrator execution result
Defect reporting
SAP heatmap example with demo
Speaker:
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
Transcript: Selling digital books in 2024: Insights from industry leaders - T...BookNet Canada
The publishing industry has been selling digital audiobooks and ebooks for over a decade and has found its groove. What’s changed? What has stayed the same? Where do we go from here? Join a group of leading sales peers from across the industry for a conversation about the lessons learned since the popularization of digital books, best practices, digital book supply chain management, and more.
Link to video recording: https://bnctechforum.ca/sessions/selling-digital-books-in-2024-insights-from-industry-leaders/
Presented by BookNet Canada on May 28, 2024, with support from the Department of Canadian Heritage.
When stars align: studies in data quality, knowledge graphs, and machine lear...
Improve B2B Close Rates with this Sales Technique
1. IMPROVE CLOSE RATES
WITH THIS SALES TECHNIQUE
Presenters:
David Levy, CMO, Trefis
Larry Gorkin, Managing Director
Corporate Solutions, Trefis
2. OUR MISSION IS TO TRANSFORM DATA AND ANALYSIS
INTO EXPERIENCES THAT INSPIRE VISION AND ACTION
3. David Levy, CMO
He began his career as an editor at Reader’s Digest before jumping
into the world of digital marketing and direct response. More than
twenty-five years later he brings to Trefis a unique mix of editorial
experience, agency acumen and B2B marketing savvy. Before
joining Trefis in 2015, David spent five years as a marketing
consultant to enterprise software companies.
Larry Gorkin, Managing Director, Corporate Solutions
Throughout his career, Larry has learned what it means to help
companies grow and he helps our corporate customers use Trefis to
do just that. His line executive experience includes stints at Procter
& Gamble, MCI and GE Capital. As a consultant–at McKinsey &
Company and Stonebridge Consulting Group–Larry has guided
clients such as IBM, MasterCard Worldwide, and Baxter Health
Care.
4. TODAY’S WEBINAR IS ALL ABOUT
HELPING COMPANIES CLOSE
MORE SALES AND CLOSE THEM
FASTER
5. 1 2
What
you can do to
improve your
own success
3
How
you can take
immediate
action
Why
most sales
don’t close
WE’LL COVER THREE THINGS TODAY
7. THAT’S AN AVERAGE WE’VE CALCULATED
BASED ON A RANGE OF ESTIMATES REPORTED
ON THE INTERNET. THE MOST OPTIMISTIC
DATA WE SAW WAS A 29% CLOSE RATE
REPORTED BY THE RESEARCH FIRM
ABERDEEN GROUP. MOST PESSIMISTIC WAS
A 6% CLOSE RATE REPORTED BY
IMPLISIT, THE CRM SOFTWARE COMPANY.
8. WHETHER YOU TAKE THE OPTIMISTIC OR
PESSIMISTIC VIEW, THEY’RE BOTH ALARMING
GIVEN THE MILLIONS OF DOLLARS
COMPANIES SPEND TO NURTURE AND
DEVELOP LEADS.
THAT DOESN’T EVEN BEGIN TO MEASURE THE
HUGE WORK AND TIME INVESTED BY
INDIVIDUAL REPS AND TEAMS TO MAKE IT
HAPPEN.
11. Company costs
• Missed forecasts
• Lost profits
• Negative impacts on
• Inventory
• Capital spending
• Competitive positon
• Stock values
Human costs
• Hiring slowdowns
• Job cuts
• Reduced salaries and
bonuses
• Heads roll
• Stress
HIGH COSTS TO LOW CLOSE RATES
16. “THE REAL ENEMY OF
SALESPEOPLE TODAY ISN’T THEIR
ARCHRIVALS;
IT’S NO DECISION.”
HARVARD BUSINESS REVIEW, PROFESSOR STEVE W. MARTIN, PROFESSOR AT THE USC
MARSHALL SCHOOL OF BUSINESS
18. OF THESE FIVE CONCERNS ONLY
ONE—”CHOICE”—HAS ANYTHING TO
DO WITH THE PRODUCT ITSELF.
THE OTHERS ARE ALL ESSENTIALLY
EMOTIONAL CONCERNS.
19. REACTIVE SELLING
2
Shallow
Approach
RFP Process
Limited Interaction
Q&A Pattern
RFPs
The long process including extensive product
evaluations and detailed worksheets are used to
reduce these stressors
Limited interaction with the prospect
It’s common that vendors are prohibited from dealing
directly with the business owner
Reactive Q&A pattern
Questions are funneled through procurement or
similar gatekeeper. They ask. You answer.
20. DESPITE THE EFFORT TO REDUCE
FEAR, UNCERTAINTY & DOUBT
SOMEONE ON THE BUYER SIDE WILL
RAISE ANOTHER
CONCERN…LEADING TO NEW
STRESS AND INERTIA.
21. 3
Failed
Business Case
Rote Exercise
Black Box Model
Limited Interaction
ROI NOT ESTABLISHED
Rote Exercise
A low value exercise since customers know you will
paint the most positive picture
Black Box ROI Model
You present your results but not your reasoning,
which leads to mistrust
Limited interaction
Because the ROI case is presented as a complete
analysis, there is little opportunity to discuss with the
customer
24. RECAP: WHY MOST DEALS DON’T CLOSE
1 2 3
Failed
Business Case
Rote exercise
Black Box Model
Limited Interaction
Shallow
Approach
RFP Process
Limited Interaction
Q&A Pattern
Worried
Customers
Money
Stewardship
Peers
Choice
Information
28. OPEN YOUR ROI MODELS TO
DISCUSSION AND ALLOW CUSTOMERS TO
PROPOSE THEIR OWN SET OF
ASSUMPTIONS. TOGETHER, EXPLORE
MULTIPLE SCENARIOS IN REAL-TIME.
LET THEM DEFINE ONE THEY ARE
COMFORTABLE WITH
31. CUSTOMERS BUILD CONVICTION WHEN
THE BUSINESS CASE AND
ASSUMPTIONS ARE THEIRS, GIVING
THEM GREATER CONFIDENCE TO MAKE A
BUY RECOMMENDATION OR DECISION.
35. UNEXPECTED BENEFIT
REPS WHO USE THIS APPROACH GAIN A
MUCH GREATER UNDERSTANDING AND
APPRECIATION OF THE FINANCIAL VALUE
THEIR PRODUCTS CREATE FOR
CUSTOMERS… WHICH HELPS THEIR
OVERALL SELLING EFFECTIVENESS.
36. 1
Define
Your Value
Detail Each Source
Quantify with Finance
Translate to Profitability
BUILD A STANDARD ROI MODEL
Detail Each Source
Identify the sources of value for each product or
service
Quantify with Finance
Verify your assumptions with your finance partner, but
have them provide you the spreadsheet
Translate to Profitability
Make sure you can explain and support the path to
profits
37. SHARE YOUR THINKING
2
Open
The Model
Detail the Components
Explain Your Assumptions
Present Your ROI
Detail the Components
Call out the drivers of value so the customer knows
where to find them
Explain Your Assumptions
Walk your customer through your reasoning
Present Your ROI
Some sales reps shy away from telling a strong ROI
story. Be bold
38. 3
Test
Assumptions
Invite Alternatives
Compare in Real Time
Reach Alignment
ENGAGE THE CUSTOMER
Invite Alternatives
Invite the customer to develop “what-if” scenarios
Compare in Real Time
Do this in partnership with the customer. Meet in
person, get on the phone or use a screen sharing
service
Reach Alignment
Provide the spreadsheet and encourage the customer
to use it internally…they will need to align with their
colleagues
39. CLOSE MORE DEALS
1 2 3
Define
Your Value
Detail Each Source
Quantify with Finance
Translate to Profitability
Open
The Model
Detail the Components
Explain Your Assumptions
Present Your ROI
Test
Assumptions
Invite Alternatives
Compare in Real Time
Reach Alignment
41. • Most deals are lost to “no decision” because customers
lack conviction
• Drive conviction through an active business case
discussion
• Engage customers to create and compare alternative
scenarios in real time
BUILD CUSTOMER CONVICTION
42. • Build a standard business case model for your key
products
• Present it to customers in an open format
• Engage customers to assert and test their own
assumptions in real time
SIMPLE NEXT STEPS
43. As a special offer, Trefis will transform your
spreadsheet model into the Trefis Interactive
Experience at no charge.
Click our logo to send your model
TRANSFORM YOUR MODEL
44. CONTACT INFORMATION
David Levy, CMO
david.levy@trefis.com
Larry Gorkin, Managing Director Corporate
Solutions, larry.gorkin@trefis.com
http://www.trefis.com/info/solutions/value-selling/