This document outlines an agenda for a presentation on building a sales intelligence culture to increase lead quality and conversion. The agenda includes sections on prospecting and finding the right person, converting leads with the right message at the right time, and making sales intelligence part of the organizational culture. Presenters from InsideView, Zuora, Big Machines, and FranklinCovey will discuss these topics, followed by a question and answer session.
#culturalintelligence #foodservice #brand
Touching on how the Multicultural Foodservice & Hospitality Alliance (MFHA) builds Culturally Intelligent brands and leaders in the industry. Snapshots of relevant training programs and Testimonials that help sales and increase profits for foodservice and hospitality businesses.
Cultural Intelligence: A Leadership Skill for the FutureCheryl Doig
This presentation is for educators who wish to explore the increasing cultural diversity of staff, students and community and how cultural intelligence can be grown.
#culturalintelligence #foodservice #brand
Touching on how the Multicultural Foodservice & Hospitality Alliance (MFHA) builds Culturally Intelligent brands and leaders in the industry. Snapshots of relevant training programs and Testimonials that help sales and increase profits for foodservice and hospitality businesses.
Cultural Intelligence: A Leadership Skill for the FutureCheryl Doig
This presentation is for educators who wish to explore the increasing cultural diversity of staff, students and community and how cultural intelligence can be grown.
The modern labor force is more diverse than ever and consists of a broad selection of expertise, customs, qualifications, viewpoints and perceptions regarding work- All these things impact communication on the job.
We want to improve intercultural communication to develop relationships with diverse customers, partners and employees. But what are the main obstacles? It may not be the obvious ones! Learn how to recognize and remove this unconscious barrier to intercultural communication.
Multi Cultural Awareness and SensitivityRaju Mandhyan
Only a portion of the slides and just a tiny glimpse of a workshop I conducted 5 years ago on the 5 dimensions of culture by Geert Hofstede.
Since then I think Hofstede has added "Indulgence" as a 6th dimension.
Culture and Power! Perceptions, Cross-Cultural Communications, and Other Cultural Factors that Impact Women and Success
Learning Objective: Increase professional development, awareness, and communication strategies
The perception of power is a cultural phenomenon. Different cultures accept the dynamic of power in very different ways. Some accept unequally distributed power as a natural part of the professional world, where other cultures engage and view power to be equal among contributors. This cultural concept is known as power distance. When in a high power distance culture the relationship between bosses and subordinates is one of dependence. When in a low power distance society, the relationship between bosses and subordinates is one of interdependence. Knowledge of how you and your team perceive power and accept structure will impact the ease of communication and affect leadership style choices. Culture is a powerful dynamic that helps us understand and be more specific about relationship conflicts and triumphs.
At the end of this seminar, participants will be able to:
a. Listen to leaders as they share Cultural challenges and triumphs.
b. Identify core issues and strategies to manage communication diversity.
c. Explore potential impact of language on confidence and perceived value.
d. Examine leadership styles and principles to accommodate power distance cultural factors.
e. Explore workplace communication and effectiveness.
Efficiency of cross cultural communication has a direct impact on an organization in a world that is becoming smaller and smaller. This presentation gives some powerful techniques that we use in our Cross Cultural Training that focuses on ways to enhance cultural sensitivity.
The Global War on Terrorism has sent U.S. diplomats and troops around the world. In the current security environment, understanding foreign cultures is crucial to defeating adversaries and working with allies. In this presentation, I explain how U.S. soldiers and commanders can look at military interventions—from preparation to execution—through the lens of cultural awareness, while always minding post-conflict stability operations. I also suggest changes to the traditional intelligence preparation of the battlefield and the military decision-making process.
Presented on the 3nd meeting of the multilateral school partnership Our TRESAURES in Zagreb (May, 2011)
EFFECTIVE INTERCULTURAL COMMUNICATION – We all know that communication is the foundation of our community life. Effective communication occurs only if we understand each other and is essential for both, our personal and professional life. However, our world and the society itself have transformed into globalized ones including economic, technological and socio-cultural changes causing the integration of national economies into the international one. Consequently, understanding people of different cultures, backgrounds and communication patterns has become our everyday reality thus emphasizing the importance of effective intercultural communication. In other words, developing and broadening our cultural awareness, promoting clearer communication, breaking down barriers, building trust, strengthening relationship, and achieving better results in terms of business success have become an essential part of our school. This way we broaden our knowledge about multiculturalism by developing intercultural competences thus stressing the importance of mutual respect and understanding.
OpenLounge '14 Session: 4 Top Ways Marketing Fails Sales and How to Fix ThemInsideView
The #1 job of marketing is to help sales sell more. Hear the 4 most common failures for marketers, and how to address these issues fast. Special guest Brian Groth, sales enablement manager from hyper-growth company Xactly. He’ll explore a real-world example of how to synchronize how marketing and sales communicate with prospects.
The modern labor force is more diverse than ever and consists of a broad selection of expertise, customs, qualifications, viewpoints and perceptions regarding work- All these things impact communication on the job.
We want to improve intercultural communication to develop relationships with diverse customers, partners and employees. But what are the main obstacles? It may not be the obvious ones! Learn how to recognize and remove this unconscious barrier to intercultural communication.
Multi Cultural Awareness and SensitivityRaju Mandhyan
Only a portion of the slides and just a tiny glimpse of a workshop I conducted 5 years ago on the 5 dimensions of culture by Geert Hofstede.
Since then I think Hofstede has added "Indulgence" as a 6th dimension.
Culture and Power! Perceptions, Cross-Cultural Communications, and Other Cultural Factors that Impact Women and Success
Learning Objective: Increase professional development, awareness, and communication strategies
The perception of power is a cultural phenomenon. Different cultures accept the dynamic of power in very different ways. Some accept unequally distributed power as a natural part of the professional world, where other cultures engage and view power to be equal among contributors. This cultural concept is known as power distance. When in a high power distance culture the relationship between bosses and subordinates is one of dependence. When in a low power distance society, the relationship between bosses and subordinates is one of interdependence. Knowledge of how you and your team perceive power and accept structure will impact the ease of communication and affect leadership style choices. Culture is a powerful dynamic that helps us understand and be more specific about relationship conflicts and triumphs.
At the end of this seminar, participants will be able to:
a. Listen to leaders as they share Cultural challenges and triumphs.
b. Identify core issues and strategies to manage communication diversity.
c. Explore potential impact of language on confidence and perceived value.
d. Examine leadership styles and principles to accommodate power distance cultural factors.
e. Explore workplace communication and effectiveness.
Efficiency of cross cultural communication has a direct impact on an organization in a world that is becoming smaller and smaller. This presentation gives some powerful techniques that we use in our Cross Cultural Training that focuses on ways to enhance cultural sensitivity.
The Global War on Terrorism has sent U.S. diplomats and troops around the world. In the current security environment, understanding foreign cultures is crucial to defeating adversaries and working with allies. In this presentation, I explain how U.S. soldiers and commanders can look at military interventions—from preparation to execution—through the lens of cultural awareness, while always minding post-conflict stability operations. I also suggest changes to the traditional intelligence preparation of the battlefield and the military decision-making process.
Presented on the 3nd meeting of the multilateral school partnership Our TRESAURES in Zagreb (May, 2011)
EFFECTIVE INTERCULTURAL COMMUNICATION – We all know that communication is the foundation of our community life. Effective communication occurs only if we understand each other and is essential for both, our personal and professional life. However, our world and the society itself have transformed into globalized ones including economic, technological and socio-cultural changes causing the integration of national economies into the international one. Consequently, understanding people of different cultures, backgrounds and communication patterns has become our everyday reality thus emphasizing the importance of effective intercultural communication. In other words, developing and broadening our cultural awareness, promoting clearer communication, breaking down barriers, building trust, strengthening relationship, and achieving better results in terms of business success have become an essential part of our school. This way we broaden our knowledge about multiculturalism by developing intercultural competences thus stressing the importance of mutual respect and understanding.
OpenLounge '14 Session: 4 Top Ways Marketing Fails Sales and How to Fix ThemInsideView
The #1 job of marketing is to help sales sell more. Hear the 4 most common failures for marketers, and how to address these issues fast. Special guest Brian Groth, sales enablement manager from hyper-growth company Xactly. He’ll explore a real-world example of how to synchronize how marketing and sales communicate with prospects.
Software Advice Industry View: Sales Director Job Listing Report 2014Software Advice
Software Advice analyzed 200 job listings for sales director positions to help applicants understand what experience and skills employers are looking for.
This one point is SO crucial to your sales success…Leigh Ashton
Listening is a vital skill that is often neglected and yet is crucial to your sales success. Be aware of the five stages of effective listening and get into the habit of recognising and practising these stages;
All marketing aspects including financial and HR policies are explained elaborately . Subsidiaries, value system , competitors. A comparison study among TCS INFOSYS and Wipro is given Briefly.
This is essentially a transcript of the fast talk that Michelle Golden delivered to kick off the IAF North America conference in Halifax on May 11 2012
Social Media for Financial Services Providers: How to Engage with IFAs and F...Philip Calvert
How Financial Services brands: life, pension, investment and protection providers can use Social Media, LinkedIn and conversational marketing to engage with IFAs and financial advisers online.
Contact Philip Calvert for information on conference speaking, in-house training and consultancy for Financial Services and regulated industries.
http://www.philipcalvert.com and http://www.ifalife.com
This "brand 101" session is designed to help nonprofit leadership and board members understand the basic concepts around developing and maintaining a strong brand.
Veteran Content Strategist Ahava Leibtag's (http://www.ahamedia.com) presentation really summed up Content Marketing by pointing out that it involves all types of content surrounding a topic - She reminds us to ask the following to create an effective content marketing strategy:
What does my audience need to know?
What are the best content types to get those messages across?
What technology platforms make the most sense? Which social media tools do we us?
How did we do? Can we do better?
How are we caring for our brand across the Web and within the ecosystem of content in our organizations?
Presented March 2013 at the Council of Volunteer Administrator's Annual Conference, the deck provides the fundamentals to marketing that makes a difference - right from the start.
The truth about building a profitable sales forceAshutosh Pandey
This PPt's content taken from a book called "The truth about building a profitable sales force" presented by: Sales Management University.
For understanding each topic plz refer book or visit link for book: http://www.slideshare.net/AshutoshPandey14/topforce-14465128
Wondering why you're not selling as much as you could? Amber Anthony Fox shares some tips on how to become less of a "salesperson" and more of a "prospector" in this presentation!
7 Methods to Get your Sales and Marketing Teams Aligned InfographicInsideView
Learn what separates leaders from laggards. Then discover 7 best practices these leading B2B businesses follow to achieve sales and marketing alignment.
Beyond the Basics of ABM: Using Account-Based Strategies to Unite Sales & Mar...InsideView
Account-Based Marketing is a red-hot topic. There’s a seemingly endless amount of information about why ABM is important, what tools you should be utilizing, and measures of success. But we’ve been so focused on the high-level components that we’ve overlooked the operational elements of ABM that will make or break our success.
It’s time to get beyond the basics. Learn from the sales and marketing teams at InsideView about how they aligned their teams to orchestrate a successful ABM Program.
During this session we’ll discuss actionable and specific ways to create a successful ABM program, how to align sales and marketing teams to drive toward the same success metrics, and tested and successful program tactics.
Attendees will go back to the office equipped to:
- Identify the right targets for your program
- Use insights to scale personalized ABM “plays”
- Orchestrate motions between demand gen and sales development
- Avoid common obstacles to operationalizing ABM
Improving CX with AI: Microsoft Case Study [SiriusDecisions Summit 2017]InsideView
In this case study, learn how Microsoft is applying deep AI-driven market intelligence through its applications to impact the different phases of its customers’ lifecycle
Beyond the Basics of ABM: Using Account-Based Strategies to Unite Sales & Mar...InsideView
During this session we’ll discuss actionable and specific ways to create a successful ABM program, how to align sales and marketing teams to drive toward the same success metrics, and what program tactics to implement for success.
Aligned to Achieve: How to Unite Your Teams into a Single Force for GrowthInsideView
Marketing and Sales teams are frustrated with each other. Aligning these two teams is an age-old problem, but companies must get their collective act together in order to survive today's evolved buyer-centric market.
Originally presented at Marketing Nation Summit 2017, this session is based on original research, content, and contributions from "Aligned to Achieve", a groundbreaking new book. The authors will discuss highlights of the book and give tips on how and why to get aligned. Want to know what misalignment is really costing you? Need practical advice on how to go after the problem? We’ll discuss real-world actions for improving your culture, processes, and technology, and you’ll learn the financial and strategic impact of getting alignment right.
How to Align Sales & Marketing - CEB October 2016 InsideView
Without tight alignment between sales and marketing, your company is leaving revenue on the table. Research shows aligned teams achieve more growth, better profits, and higher productivity.
Hosted by two industry veterans, Joe Andrews and Andrea Austin, this presentation from CEB in Las Vegas, is based on original research and content from Aligned to Achieve, a new book published by Wiley.
Indian Sales & Marketing Mindset Under the LensInsideView
InsideView continues its research into the state of B2B sales and marketing alignment with this latest report, "Indian Sales & Marketing Mindset Under the Lens."
How the sibling you never wanted, but grow to love: How Sales and Marketing Alignment can make or break your customer experience.
Jeff Marcoux, CMO Lead, Microsoft
InsideView Market Insights in action - InsideView DriveInsideView
InsideView grew up as a Sales Intelligence company and really defined the category. However in 2013 we expanded the company’s charter and our product portfolio to address the needs of marketing, customer success, and operations. Encompassing the lead to revenue journey.
InsideView Sales and Marketing Alignment - InsideView DriveInsideView
The ultimate, some might say only, goal of sales and marketing leaders is to grow revenue.
Whether you are talking about generating bigger and better pipeline, crushing your quota, or driving better lead- to-close rates...the end goal is always MORE REVENUE.
Top 3 Reasons Sales and Marketing Alignment is Off!InsideView
Misalignment between sales and marketing is an age-old problem that’s rarely addressed. This infographic breaks down the top 3 issues and why your top priority should be to align your teams for growth.
Sales and Marketing have moved in TogetherInsideView
A Valentine’s Day-themed infographic talking about the relationship (or lack thereof) between Sales and Marketing within an organization. So what's next?
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
Building Your Employer Brand with Social MediaLuanWise
Presented at The Global HR Summit, 6th June 2024
In this keynote, Luan Wise will provide invaluable insights to elevate your employer brand on social media platforms including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok. You'll learn how compelling content can authentically showcase your company culture, values, and employee experiences to support your talent acquisition and retention objectives. Additionally, you'll understand the power of employee advocacy to amplify reach and engagement – helping to position your organization as an employer of choice in today's competitive talent landscape.
In the Adani-Hindenburg case, what is SEBI investigating.pptxAdani case
Adani SEBI investigation revealed that the latter had sought information from five foreign jurisdictions concerning the holdings of the firm’s foreign portfolio investors (FPIs) in relation to the alleged violations of the MPS Regulations. Nevertheless, the economic interest of the twelve FPIs based in tax haven jurisdictions still needs to be determined. The Adani Group firms classed these FPIs as public shareholders. According to Hindenburg, FPIs were used to get around regulatory standards.
An introduction to the cryptocurrency investment platform Binance Savings.Any kyc Account
Learn how to use Binance Savings to expand your bitcoin holdings. Discover how to maximize your earnings on one of the most reliable cryptocurrency exchange platforms, as well as how to earn interest on your cryptocurrency holdings and the various savings choices available.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
2. • Ralf VonSosen
Your
Presenters – InsideView, VP of Marketing
• Richard Terry-Lloyd
– Zuora, VP for Emerging Markets
• Brian Falkner
– Big Machines, Regional VP – West
• Paul Jones
– FranklinCovey Sales Performance Practice, Senior
Director, Business Development
3. Increasing Lead Quality & Conversion by Building a
Agenda Sales Intelligence Culture
• Prospecting – Finding the RIGHT person.
– Richard Terry-Lloyd, Zuora
• Converting – Having the RIGHT message, at the RIGHT time.
– Brian Falkner, Big Machines
• Culture/Methodology – Making it part of the culture.
– Paul Jones, FranklinCovey
• Discussion with Question & Answers
4. Increasing Lead Quality & Conversion by Building a
Agenda Sales Intelligence Culture
• Prospecting – Finding the RIGHT person.
– Richard Terry-Lloyd, Zuora
• Converting – Having the RIGHT message, at the RIGHT time.
– Brian Falkner, Big Machines
• Culture/Methodology – Making it part of the culture.
– Paul Jones, FranklinCovey
• Discussion with Question & Answers
7. Territory Framework
• Implemented Model for Territory Coverage
• Measured across multiple attributes
• (Lead Flow, Closed Deals, Contacts, TAM)
• TAM = mapped this from
• Propensity to buy – SKU – Verticals
• InsideView – data up load - contacts
• Rep level execution
• Add key contacts through InsideView
• Follow Brian’s processes
8. Increasing Lead Quality & Conversion by Building a
Agenda Sales Intelligence Culture
• Prospecting – Finding the RIGHT person.
– Richard Terry-Lloyd, Zuora
• Converting – Having the RIGHT message, at the RIGHT time.
– Brian Falkner, Big Machines
• Culture/Methodology – Making it part of the culture.
– Paul Jones, FranklinCovey
• Discussion with Question & Answers
9. Challenging Sales Environment
“Instead of bludgeoning customers with endless facts and features about their company and
products, Challengers approach customers with unique insights about how they can save or make
money. They tailor their sales message to the customer's specific needs and objectives. Rather
than acquiescing to the customer's every demand or objection, they are assertive, pushing back
when necessary and taking control of the sale.” The Challenger Sale – Dixon/Anderson
• Professional Interactions • Uniquely Differentiated
• Building Champions • Taking Control of the Sale
10. Converting Leads Through Intelligence
• Every Interaction is Critical
• Right Messages
• Industry
• Competitive
• Corporate
• Right Time
• Funding
• Leadership
• Acquisitions
• Empowered to Tailor the Message
11. Increasing Lead Quality & Conversion by Building a
Agenda Sales Intelligence Culture
• Prospecting – Finding the RIGHT person.
– Richard Terry-Lloyd, Zuora
• Converting – Having the RIGHT message, at the RIGHT time.
– Brian Falkner, Big Machines
• Culture/Methodology – Making it part of the culture.
– Paul Jones, FranklinCovey
• Discussion with Question & Answers
12. The Next 7 Minutes of Your Life…
• What I am going to discuss is
mostly “common sense”….and
yet it is rarely common practice
• It’s easy to understand…and not
easy to do
– How’s your golf swing?
• Don’t try and boil the
ocean…incremental changes can
produce impressive returns
13. What Color is a Yield Sign?
• Unless you live in Greece,
Sweden, Croatia, Finland,
or Poland, a yield sign is
Red!
• It’s not what you don’t
know that is the
problem…it’s what you
are sure you know, but
actually don’t….
14. Key Takeaways
1. A successful sales intelligence culture comes from a disciplined
approach to EQ/IQ/XQ
2. Implementing a sales intelligence culture requires commitment
from sales leadership….AND can be influenced by individual
contributors
15. What the Top 3% Do
• Successful sales
intelligence cultures
contain three core
components:
• It’s not enough to just tell IQ EQ
people what they need to
do Effective
Culture
• Most organizations are
lacking in at least one
area XQ
Execution Skills
16. Key Takeaways
1. A successful sales intelligence culture comes from a disciplined
approach to EQ/IQ/XQ
2. Implementing a sales intelligence culture requires demonstrated
commitment from sales leadership….AND can be influenced by
individual contributors
18. “We must all inevitably suffer from
one of two pains: either the pain of
discipline or the pain of regret!”
— Jim Rohn
19. Implementing a Sales Intelligence Culture
• Sales Leaders are the fulcrum
• Focus on what’s most important
– Strategy is the intentional elimination of
alternatives…and there will always be more
good ideas than there is capacity to execute
• Establish and act upon the lead measures
– Is it just dials? Is it just conversations?
• Keep a compelling scoreboard
– People play differently when you keep score
• Create a cadence of accountability
– Commitments to be made and followed up on
20. Tools
• Tools can be used to help
reinforce culture
• They can increase the likelihood
of a sales intelligence culture
becoming “sticky”
• They should be as valuable to
individual sales contributors as
they are to sales leaders
• They should be easy to
understand and easy to use!
21. Key Takeaways
1. A successful sales intelligence culture comes from a disciplined
approach to EQ/IQ/XQ
2. Implementing a sales intelligence culture requires demonstrated
commitment from sales leadership….AND can be influenced by
individual contributors
22. Increasing Lead Quality & Conversion by Building a
Agenda Sales Intelligence Culture
• Prospecting – Finding the RIGHT person.
– Richard Terry-Lloyd, Zuora
• Converting – Having the RIGHT message, at the RIGHT time.
– Brian Falkner, Big Machines
• Culture/Methodology – Making it part of the culture.
– Paul Jones, FranklinCovey
• Discussion with Question & Answers
Editor's Notes
Thank you for your interest in InsideView, the leader in social selling. I appreciate the opportunity to give you an overview, followed by a brief demo so you can see InsideView in action.
Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.