The key findings from the document are:
1) Companies are looking to CRM to improve performance and grow business, but CRM success can be improved significantly from less than 15% to over 70% by focusing on key steps.
2) The steps with the greatest impact on CRM success are human-oriented steps like change management and process change, not big ticket technology items.
3) Some CRM success drivers are consistent across situations, while others vary by geography and situation. Change management and process change always contribute strongly to success.
The document discusses the need for companies to adopt a smarter approach to customer relationship management (CRM) to keep up with changing customer behaviors and expectations. It notes the shortening tenure of marketing, sales, and customer service executives. It also discusses the growth of e-commerce, mobile usage, social media usage, and how customers now access information from many sources. The document advocates for an integrated CRM approach that brings together data from various sources, is mobile and modular, provides a 360-degree view of customers, includes collaboration tools, and is driven by analytics to provide meaningful insights. It provides examples of companies that improved results by adopting a smarter CRM approach.
Hilarie Koplow-McAdams, President Commercial SMB Unit for Salesforce, and Michael Lazerow, CMO of Marketing Cloud for Salesforce, made this presentation at the McKinsey Chief Marketing & Sales Officer Forum event in 2012.
The document provides a quarterly analysis of major Indian IT firms such as TCS, Infosys, HCL, Wipro, and Cognizant and their performance in the healthcare and life sciences sector. It summarizes key deals, revenue growth rates, and operating margins for each company's healthcare business segment for the quarter ending December 31, 2015. It also provides historical context and commentary on trends in the healthcare practices of each company.
A study by Nucleus Research found that adding mobile access and social collaboration capabilities to CRM systems can significantly increase salesforce productivity. Specifically, providing mobile device access increased productivity by 14.6% on average, while also incorporating social features led to an additional 11.8% boost. Taken together, CRM systems that included both mobile and social capabilities saw productivity gains of 26.4%. The study was based on surveys of over 200 CRM decision makers across companies of various sizes.
Artificial intelligence and machine learning (AI/ML) present us with novel and efficient ways to solve challenging and persistent problems, particularly when it comes to predictions. Retail, due to its fast moving, trend powered, and fluid nature coupled to an extended logistics chain, relies heavily on making smart predictions. As improvements in AI/ML over the last several years have proliferated, not only in performance advances but deployability, there are exciting openings for experimentation in many domains of the retail value chain
https://runfrictionless.com/b2b-white-paper-service/
Rise of Marketing Automation_A discussion guide_ JFiurjefiur
Marketing automation is growing rapidly as CMOs are under pressure to prove return on marketing investments. Trends like the shift to digital media, demand for measurable ROI, and marketing-driven buying processes are converging to support increased adoption of marketing automation. Marketing automation integrates marketing and sales workflows to create a measurable funnel and demonstrate marketing's impact on revenue. While some companies struggle to optimize existing systems, the market for automation is expanding with many vendors and growing revenues. For the company discussed, exploring marketing automation could build on existing strengths in areas like CRM and mobile, while also presenting new opportunities.
Contoso Final Assignment Strategy & Finacial acumen Duco BoomsmaDuco Boomsma
Contoso is facing threats from lower-cost online retailers and needs to address declining consumer spending on luxury goods. The recommended strategy is for Contoso to partner with online retailers to expand its sales channels, consolidate stores to reduce costs, and differentiate its products. Microsoft Dynamics CRM and AX cloud solutions can help by providing better insights, inventory management, and a multi-channel approach. This will increase productivity, reduce inventory holding times, and accelerate cash flow. The cloud deployment will also lower costs and risks for Contoso compared to an on-premise solution.
The key findings from the document are:
1) Companies are looking to CRM to improve performance and grow business, but CRM success can be improved significantly from less than 15% to over 70% by focusing on key steps.
2) The steps with the greatest impact on CRM success are human-oriented steps like change management and process change, not big ticket technology items.
3) Some CRM success drivers are consistent across situations, while others vary by geography and situation. Change management and process change always contribute strongly to success.
The document discusses the need for companies to adopt a smarter approach to customer relationship management (CRM) to keep up with changing customer behaviors and expectations. It notes the shortening tenure of marketing, sales, and customer service executives. It also discusses the growth of e-commerce, mobile usage, social media usage, and how customers now access information from many sources. The document advocates for an integrated CRM approach that brings together data from various sources, is mobile and modular, provides a 360-degree view of customers, includes collaboration tools, and is driven by analytics to provide meaningful insights. It provides examples of companies that improved results by adopting a smarter CRM approach.
Hilarie Koplow-McAdams, President Commercial SMB Unit for Salesforce, and Michael Lazerow, CMO of Marketing Cloud for Salesforce, made this presentation at the McKinsey Chief Marketing & Sales Officer Forum event in 2012.
The document provides a quarterly analysis of major Indian IT firms such as TCS, Infosys, HCL, Wipro, and Cognizant and their performance in the healthcare and life sciences sector. It summarizes key deals, revenue growth rates, and operating margins for each company's healthcare business segment for the quarter ending December 31, 2015. It also provides historical context and commentary on trends in the healthcare practices of each company.
A study by Nucleus Research found that adding mobile access and social collaboration capabilities to CRM systems can significantly increase salesforce productivity. Specifically, providing mobile device access increased productivity by 14.6% on average, while also incorporating social features led to an additional 11.8% boost. Taken together, CRM systems that included both mobile and social capabilities saw productivity gains of 26.4%. The study was based on surveys of over 200 CRM decision makers across companies of various sizes.
Artificial intelligence and machine learning (AI/ML) present us with novel and efficient ways to solve challenging and persistent problems, particularly when it comes to predictions. Retail, due to its fast moving, trend powered, and fluid nature coupled to an extended logistics chain, relies heavily on making smart predictions. As improvements in AI/ML over the last several years have proliferated, not only in performance advances but deployability, there are exciting openings for experimentation in many domains of the retail value chain
https://runfrictionless.com/b2b-white-paper-service/
Rise of Marketing Automation_A discussion guide_ JFiurjefiur
Marketing automation is growing rapidly as CMOs are under pressure to prove return on marketing investments. Trends like the shift to digital media, demand for measurable ROI, and marketing-driven buying processes are converging to support increased adoption of marketing automation. Marketing automation integrates marketing and sales workflows to create a measurable funnel and demonstrate marketing's impact on revenue. While some companies struggle to optimize existing systems, the market for automation is expanding with many vendors and growing revenues. For the company discussed, exploring marketing automation could build on existing strengths in areas like CRM and mobile, while also presenting new opportunities.
Contoso Final Assignment Strategy & Finacial acumen Duco BoomsmaDuco Boomsma
Contoso is facing threats from lower-cost online retailers and needs to address declining consumer spending on luxury goods. The recommended strategy is for Contoso to partner with online retailers to expand its sales channels, consolidate stores to reduce costs, and differentiate its products. Microsoft Dynamics CRM and AX cloud solutions can help by providing better insights, inventory management, and a multi-channel approach. This will increase productivity, reduce inventory holding times, and accelerate cash flow. The cloud deployment will also lower costs and risks for Contoso compared to an on-premise solution.
The document outlines the agenda for a presentation on omnichannel customer experience (CX) and digital transformation. The agenda includes discussions on the meaning and impact of omnichannel CX and digital transformation based on a 2017 CX benchmark report. It will also cover developing a 2020 vision for CX, assessing digital maturity, and defining a contact centre strategy for the omnichannel CX ecosystem. Interactive sessions are planned to help attendees attain their 2020 omnichannel CX vision.
The document discusses the key findings of the Accenture CIO Mobility Survey 2013 regarding enterprise adoption of mobility technologies. Some of the main points include:
- Mobility is a top priority for many CIOs, with one-third citing it as a top-two priority and 75% among their top five. Investment in mobility is increasing.
- Companies are developing centralized mobile strategies and see mobility as crucial to engaging customers and driving revenue. They plan to use it to optimize processes and user experience.
- Adoption is driven by the need to improve customer service, sales cycles and transactions through mobile apps and data access. Emerging markets and industries like retail and utilities show strong commitment to mobility.
Technology for Marketers: Are you Engaging Effectively? Ruder Finn UK Ltd
Ruder Finn has been working in partnership with Brand Republic to conduct research among marketers into whether their involvement in technology buying decisions has and will increase, and what their views are on the existing marketing messages that they see emanating from technology providers. The resulting report, “Technology for Marketers: Are you Engaging Effectively?”, makes interesting reading for technology companies and marketers alike, particularly those looking to target decision makers in the marketing department.
Salesforce Research - Benchmarks for Small Business Growth 2016Leonardo Maia
Salesforce Research surveyed over 3,800 small business leaders worldwide in 2015. The report identifies six benchmarks for customer success based on the research: 1) Mobile apps boost productivity for sales and service teams, with expected triple-digit growth in mobile app use over the next two years. 2) Data and analytics are being used by over half of top small business sales teams to better understand customers. 3) Teams are scaling marketing efforts with automation, social media, and mobile marketing. 4) Small businesses place more value on employee retention than larger companies. 5) Quick adoption of new technologies gives small businesses a competitive edge. 6) Creating a great customer experience is a companywide focus.
Consumer trust has become the new battleground for digital success. To win, organizations need to master the fundamentals of data ethics, manage the "give-to-get" ratio and solve the customer trust equation, our recent research reveals.
Field Force Mobility - Changing How Consumer Goods Companies Work, Sell and C...StayinFront
Under pressure to achieve more with less and increase productivity, organizations are turning to mobile technology to optimize field force activity and maximize in-store selling opportunities. This paper discusses the value and benefits of adopting a field mobility system.
Pharma Marketing: Get Started on Creating Great Customer Experiences with Jou...run_frictionless
A well-defined customer journey strategy is critical to customer experience management (CEM) initiatives.1 Yet most pharmaceutical companies have not followed the lead of industries like consumer packaged goods, retail, or travel and hospitality, which pioneered and mastered the art and science of personalized, cross-channel customer journeys. While recognizing that customer journeys are often more complex for pharma than for other sectors, it’s imperative for life sciences to develop and apply journey strategies similar to those of other industries when transforming customer experiences.
https://runfrictionless.com/b2b-white-paper-service/
This 3-page document provides an executive summary of a report on how AI is transforming the customer experience. It discusses how AI will become ubiquitous in the next 5 years and profoundly shape interactions with companies through technologies like chatbots and augmented reality. It also outlines some of the key challenges AI poses for customer experience, such as new interaction models, information asymmetry, and the amplification of biases. The summary concludes by emphasizing the need for business leaders to establish principles to ensure AI is developed and applied in a customer-centric manner.
The survey summarizes the results of a marketing automation survey of over 50,000 B2B marketers. Key findings include:
1) 53% of respondents currently use marketing automation, while 17% are evaluating it. The top benefits are more/better leads, improved productivity and conversion rates.
2) The most important automation features are lead nurturing, CRM integration, and analytics. The most popular platforms are Marketo, Oracle Eloqua, and Hubspot.
3) Budget constraints, lack of skilled employees, and poor data quality are the top obstacles to effective use of automation. The most common ROI metrics are response rates like open and click-through rates.
This document discusses trends that will shape the future of customer relationship management (CRM) systems by the year 2020. It argues that CRM will be transformed by collaboration, mobility, user-centric design, cloud computing, and social media integration. CRM will shift from a focus on managing contacts and reporting to helping teams collaborate, sell, and grow through more effective and interactive systems that can be accessed anywhere through mobile devices.
The Sharing Economy: Implications for Property & Casualty InsurersCognizant
The document discusses how the sharing economy poses risks and opportunities for property and casualty insurers. It is growing exponentially, projected to reach $335 billion by 2025. Insurers must rethink their products, underwriting, and processes to capitalize on the new risks and revenue potential presented by the sharing economy, as personal assets are now sometimes used for commercial purposes. Failure to adapt could be detrimental to insurers.
The document outlines the agenda and assignments for an internet marketing class. It discusses current events in mobile marketing and reviews concepts around customer relationship management (CRM) and customer service. It then provides a lecture on key trends in the wireless future, including the evolution of mobile devices and platforms, the rise of smartphone usage, and opportunities for mobile internet advertising.
Balance Internet launches second edition of Digital Transformation in B2B eCo...run_frictionless
Balance Internet is a highly specialised eCommerce agency, and our unmatched B2B industry expertise guides our first-class digital delivery process. We are one of the most experienced B2B eCommerce solution providers in the Asia-Pacific region with members of our leadership team working in the space since 1996. With Magento Commerce technology at our core, we create high-performing solutions that harmonise digital ecosystems.
https://runfrictionless.com/b2b-white-paper-service/
Omni Channel - Seamless engagement of customers across all touchpointsAndreas Penkert
Why do we leave money on the table? Customer experience does not meet expectations!
The opportunity to improve conversion rate, loyalty and customer value is considerable.
How Insurers Can Leverage Social and Messaging Apps to Enhance Digital ValueCognizant
Insurance carriers looking to bolster their digital ROI and reach their clientele of millennials most effectively must look beyond mobile apps and online portals, into social and messaging apps. We offer a roadmap and use cases for enhancing insurers' digital presence.
With a fundamental shift in the CFO mission, the finance function has become a critical change agent across organizations. The role of financial leaders such as CFOs is evolving, from a traditional financial controller, to one that drives performance improvements across the organization.
The document discusses combining inbound and outbound marketing strategies into "Smart Funnels" to leverage the strengths of both approaches. It provides an overview of inbound marketing, noting its benefits like lower cost-per-lead but also challenges in scaling and quick ROI. Outbound marketing approaches are summarized as having a quicker ROI but higher cost-per-lead. The document advocates an integrated approach that uses outbound tactics to drive leads into an inbound funnel, in order to boost volumes, shorten conversion times, and maintain long-term benefits of content marketing.
Ovum Salesforce Com Sales Methods (Wp000167 Eap)RichardGilder
The document summarizes the SalesMethods solution, which provides an integrated sales methodology for Salesforce.com users. It consists of three main applications: Plan2Prosper for account development planning, Plan2Close for sales opportunity management, and Plan2Excel for sales management reporting and analytics. Plan2Prosper and Plan2Close both guide users through developing sales plans by answering sets of four critical questions. The solution is a native integration with Salesforce that aims to drive sales effectiveness through formalizing best practices and providing collaborative tools.
According to research from the Corporate Executive Board, 57% of the buying process is being completed before the first interaction with a sales person.
In recent years, a fundamental sea change has been occurring between buyers and sellers, with the former now ceasing control of the buying process. This paradigm shift has been digitally powered with todays buyers only one touch away from connecting with content or peers that can help guide them on their purchasing journey.
This presentation will explore the challenges that not only lay ahead for todays B2B marketers, but also explore some of the ways in which SAP is adapting to this 'New Reality’.
The State of Always-On Marketing StudyIshraq Dhaly
This document summarizes the findings of a study on "Always-On Marketing" conducted by Razorfish and Adobe. The study surveyed 685 executives and found that:
1) Very few businesses (under 5%) have the capabilities to deliver personalized, real-time marketing across channels, despite many executives believing they do.
2) There is a large gap between perceived ability and actual ability, especially in France and Germany.
3) Company size and industry affect capabilities, with larger companies and retailers/tech companies more likely to be leaders in Always-On Marketing.
1) Digital assistants like Alexa and Siri will become the new gatekeepers between brands and consumers as they control the information consumers receive.
2) For marketers, success will depend on learning how to market not just to consumers but to the machines to ensure brands are relevant and delivered in responses.
3) Only the most hyper-relevant brands that truly understand individual consumer needs and behaviors will be able to ensure their brand is the one the digital assistant selects and delivers to the consumer.
The document outlines the agenda for a presentation on omnichannel customer experience (CX) and digital transformation. The agenda includes discussions on the meaning and impact of omnichannel CX and digital transformation based on a 2017 CX benchmark report. It will also cover developing a 2020 vision for CX, assessing digital maturity, and defining a contact centre strategy for the omnichannel CX ecosystem. Interactive sessions are planned to help attendees attain their 2020 omnichannel CX vision.
The document discusses the key findings of the Accenture CIO Mobility Survey 2013 regarding enterprise adoption of mobility technologies. Some of the main points include:
- Mobility is a top priority for many CIOs, with one-third citing it as a top-two priority and 75% among their top five. Investment in mobility is increasing.
- Companies are developing centralized mobile strategies and see mobility as crucial to engaging customers and driving revenue. They plan to use it to optimize processes and user experience.
- Adoption is driven by the need to improve customer service, sales cycles and transactions through mobile apps and data access. Emerging markets and industries like retail and utilities show strong commitment to mobility.
Technology for Marketers: Are you Engaging Effectively? Ruder Finn UK Ltd
Ruder Finn has been working in partnership with Brand Republic to conduct research among marketers into whether their involvement in technology buying decisions has and will increase, and what their views are on the existing marketing messages that they see emanating from technology providers. The resulting report, “Technology for Marketers: Are you Engaging Effectively?”, makes interesting reading for technology companies and marketers alike, particularly those looking to target decision makers in the marketing department.
Salesforce Research - Benchmarks for Small Business Growth 2016Leonardo Maia
Salesforce Research surveyed over 3,800 small business leaders worldwide in 2015. The report identifies six benchmarks for customer success based on the research: 1) Mobile apps boost productivity for sales and service teams, with expected triple-digit growth in mobile app use over the next two years. 2) Data and analytics are being used by over half of top small business sales teams to better understand customers. 3) Teams are scaling marketing efforts with automation, social media, and mobile marketing. 4) Small businesses place more value on employee retention than larger companies. 5) Quick adoption of new technologies gives small businesses a competitive edge. 6) Creating a great customer experience is a companywide focus.
Consumer trust has become the new battleground for digital success. To win, organizations need to master the fundamentals of data ethics, manage the "give-to-get" ratio and solve the customer trust equation, our recent research reveals.
Field Force Mobility - Changing How Consumer Goods Companies Work, Sell and C...StayinFront
Under pressure to achieve more with less and increase productivity, organizations are turning to mobile technology to optimize field force activity and maximize in-store selling opportunities. This paper discusses the value and benefits of adopting a field mobility system.
Pharma Marketing: Get Started on Creating Great Customer Experiences with Jou...run_frictionless
A well-defined customer journey strategy is critical to customer experience management (CEM) initiatives.1 Yet most pharmaceutical companies have not followed the lead of industries like consumer packaged goods, retail, or travel and hospitality, which pioneered and mastered the art and science of personalized, cross-channel customer journeys. While recognizing that customer journeys are often more complex for pharma than for other sectors, it’s imperative for life sciences to develop and apply journey strategies similar to those of other industries when transforming customer experiences.
https://runfrictionless.com/b2b-white-paper-service/
This 3-page document provides an executive summary of a report on how AI is transforming the customer experience. It discusses how AI will become ubiquitous in the next 5 years and profoundly shape interactions with companies through technologies like chatbots and augmented reality. It also outlines some of the key challenges AI poses for customer experience, such as new interaction models, information asymmetry, and the amplification of biases. The summary concludes by emphasizing the need for business leaders to establish principles to ensure AI is developed and applied in a customer-centric manner.
The survey summarizes the results of a marketing automation survey of over 50,000 B2B marketers. Key findings include:
1) 53% of respondents currently use marketing automation, while 17% are evaluating it. The top benefits are more/better leads, improved productivity and conversion rates.
2) The most important automation features are lead nurturing, CRM integration, and analytics. The most popular platforms are Marketo, Oracle Eloqua, and Hubspot.
3) Budget constraints, lack of skilled employees, and poor data quality are the top obstacles to effective use of automation. The most common ROI metrics are response rates like open and click-through rates.
This document discusses trends that will shape the future of customer relationship management (CRM) systems by the year 2020. It argues that CRM will be transformed by collaboration, mobility, user-centric design, cloud computing, and social media integration. CRM will shift from a focus on managing contacts and reporting to helping teams collaborate, sell, and grow through more effective and interactive systems that can be accessed anywhere through mobile devices.
The Sharing Economy: Implications for Property & Casualty InsurersCognizant
The document discusses how the sharing economy poses risks and opportunities for property and casualty insurers. It is growing exponentially, projected to reach $335 billion by 2025. Insurers must rethink their products, underwriting, and processes to capitalize on the new risks and revenue potential presented by the sharing economy, as personal assets are now sometimes used for commercial purposes. Failure to adapt could be detrimental to insurers.
The document outlines the agenda and assignments for an internet marketing class. It discusses current events in mobile marketing and reviews concepts around customer relationship management (CRM) and customer service. It then provides a lecture on key trends in the wireless future, including the evolution of mobile devices and platforms, the rise of smartphone usage, and opportunities for mobile internet advertising.
Balance Internet launches second edition of Digital Transformation in B2B eCo...run_frictionless
Balance Internet is a highly specialised eCommerce agency, and our unmatched B2B industry expertise guides our first-class digital delivery process. We are one of the most experienced B2B eCommerce solution providers in the Asia-Pacific region with members of our leadership team working in the space since 1996. With Magento Commerce technology at our core, we create high-performing solutions that harmonise digital ecosystems.
https://runfrictionless.com/b2b-white-paper-service/
Omni Channel - Seamless engagement of customers across all touchpointsAndreas Penkert
Why do we leave money on the table? Customer experience does not meet expectations!
The opportunity to improve conversion rate, loyalty and customer value is considerable.
How Insurers Can Leverage Social and Messaging Apps to Enhance Digital ValueCognizant
Insurance carriers looking to bolster their digital ROI and reach their clientele of millennials most effectively must look beyond mobile apps and online portals, into social and messaging apps. We offer a roadmap and use cases for enhancing insurers' digital presence.
With a fundamental shift in the CFO mission, the finance function has become a critical change agent across organizations. The role of financial leaders such as CFOs is evolving, from a traditional financial controller, to one that drives performance improvements across the organization.
The document discusses combining inbound and outbound marketing strategies into "Smart Funnels" to leverage the strengths of both approaches. It provides an overview of inbound marketing, noting its benefits like lower cost-per-lead but also challenges in scaling and quick ROI. Outbound marketing approaches are summarized as having a quicker ROI but higher cost-per-lead. The document advocates an integrated approach that uses outbound tactics to drive leads into an inbound funnel, in order to boost volumes, shorten conversion times, and maintain long-term benefits of content marketing.
Ovum Salesforce Com Sales Methods (Wp000167 Eap)RichardGilder
The document summarizes the SalesMethods solution, which provides an integrated sales methodology for Salesforce.com users. It consists of three main applications: Plan2Prosper for account development planning, Plan2Close for sales opportunity management, and Plan2Excel for sales management reporting and analytics. Plan2Prosper and Plan2Close both guide users through developing sales plans by answering sets of four critical questions. The solution is a native integration with Salesforce that aims to drive sales effectiveness through formalizing best practices and providing collaborative tools.
According to research from the Corporate Executive Board, 57% of the buying process is being completed before the first interaction with a sales person.
In recent years, a fundamental sea change has been occurring between buyers and sellers, with the former now ceasing control of the buying process. This paradigm shift has been digitally powered with todays buyers only one touch away from connecting with content or peers that can help guide them on their purchasing journey.
This presentation will explore the challenges that not only lay ahead for todays B2B marketers, but also explore some of the ways in which SAP is adapting to this 'New Reality’.
The State of Always-On Marketing StudyIshraq Dhaly
This document summarizes the findings of a study on "Always-On Marketing" conducted by Razorfish and Adobe. The study surveyed 685 executives and found that:
1) Very few businesses (under 5%) have the capabilities to deliver personalized, real-time marketing across channels, despite many executives believing they do.
2) There is a large gap between perceived ability and actual ability, especially in France and Germany.
3) Company size and industry affect capabilities, with larger companies and retailers/tech companies more likely to be leaders in Always-On Marketing.
1) Digital assistants like Alexa and Siri will become the new gatekeepers between brands and consumers as they control the information consumers receive.
2) For marketers, success will depend on learning how to market not just to consumers but to the machines to ensure brands are relevant and delivered in responses.
3) Only the most hyper-relevant brands that truly understand individual consumer needs and behaviors will be able to ensure their brand is the one the digital assistant selects and delivers to the consumer.
Conversant seven myths that senior marketers need to stop believingJim Nichols
Seven of the biggest digital myths that hold brands back from generating stronger ROI. Entertaining and easy to read, with concrete advice on the right way to approach new digital challenges.
ClickZ has launched an innovative new series of buyers guides, created with the aim of cutting through the complexity of the technology landscape to help our community of readers make better decisions about vendors. The first of this series is dedicated to bid management platforms, which help brands maximize the returns on their PPC, social media, and display advertising budgets.
The role of a bid management platform has changed significantly over the past decade, in line with the increased sophistication of the digital media industry. With over $90 billion spent on paid search in 2017, these software packages play a vital role in deriving maximum value from a brand’s digital media budget.
The core component of the ClickZ bid management vendor guide is our customer survey, which received over 1,600 responses.
The document discusses how big data is changing marketing by providing unprecedented tools to understand consumer behavior with more precision. Marketers who use big data at least 50% of the time are more likely to exceed their goals and see benefits like improved ROI and insights into customer behavior compared to those using big data less. While executives believe they are using big data sufficiently, the data shows room for more use of big data in marketing decisions. Machine learning systems that can quickly generate insights from changing consumer data will become increasingly important for marketing success.
The ultimate guide to the new buyers journeyMarketBridge
At MarketBridge we have the privilege of working with hundreds of marketing and sales leaders every month. In those discussions one thing is abundantly clear: the customer buying journey is rapidly changing and organizations are struggling to keep up.
These dramatic shifts in buying behavior are well documented; independent research by Gartner and Forrester suggests that by 2020,
Tablets are becoming widely adopted mobile sales tools that can improve sales performance. They enable salespeople to efficiently present customized product information and business insights to customers. Leading companies are deploying mobile sales applications on tablets that allow personalized content delivery, which increases sales productivity and revenues through insight-driven selling. Managers should conduct a mobility audit, understand requirements, and create a strategic sales mobility plan to successfully adopt mobile sales tools.
Mobility won't wait for your salesforceBiBoard.Org
This document discusses the results of a survey of 500 organizations on mobile sales enablement. The survey found that many sales forces face challenges from limited mobile access to key systems and inefficient administrative work. It also found that internal sales systems are often not well-suited for mobile field activity. The document advocates for developing a mobile strategy using a platform like MicroStrategy Mobile to provide sales reps with mobile apps that allow on-the-go access to CRM, analytics, content, and collaboration tools to improve productivity and customer interactions. It provides examples of how some companies have benefited from mobile sales enablement apps.
The document discusses how mobile devices are shaping B2B sales and the buying process. It notes that B2B buyers are increasingly using mobile devices to research purchases and demand mobile-optimized content. The document recommends that companies prepare for this mobile-first environment by developing a clear content strategy, using the right technology like sales presentation apps, and training sales staff. It also emphasizes that content needs to be easily shared across buying teams on mobile devices.
Modern sales organizations recognize that customers are now empowered with information and often make purchase decisions before engaging with sales reps. To be effective in this new environment, sales teams need modern tools that allow them to engage customers earlier in the sales process through mobile and data-driven insights. Oracle Sales Cloud provides a cloud-based solution that makes sales teams fast, easy to use, mobile, insight-driven and collaborative to build strong pipelines and drive sales results.
A framework-for-digital-business-transformation-codex-1048Beta-Research.org
This document introduces a framework for digital business transformation. It discusses four key areas for organizations to focus on: digitizing the customer experience, products/services, organization processes/systems, and operations. The framework is based on common elements identified across several industries that have successfully undergone digital transformation. It emphasizes using digital tools and customer data to improve customer insights, engage customers across channels, customize products/services, and monitor product usage. Organizations can apply this staged framework to develop a digital vision and transition to new digital business models.
This document discusses how organizations can optimize business value through hybrid apps. It argues that IT and business units must become partners to embrace new technologies like cloud, mobile, and data sources. A hybrid model allows apps to access internal and external data without worrying about the source. This enables new apps that follow real-world processes instead of silos. Combining new data sources and thinking can create new apps and insights that drive revenue. The new approach makes data available to wide audiences and empowers business users.
A Framework for Digital Business TransformationCognizant
By embracing Code Halo thinking and a programmatic approach to business process change, organizations can better engage with customers and deliver mass-customized products and services that drive differentiation and outperformance.
What to Expect From Programmatic in 2015Extreme Reach
"Predictions for programmatic are plentiful. 11 experts forecast which are most likely to come to fruition, and how marketers should prepare."
Our Chief Digital Officer, Avi Brown, weighs in on the future of programmatic advertising and the importance of automating the direct buy.
All across Asia, Latin America and Africa, sales channels are proliferating and demographics are changing. Could collaboration between brands and retailers transform the fragmented landscape?
In “Brands and Retailers Should Team Up in Emerging Markets,” Strategy& retail experts Nikhil Bhandare, Pali Tripathi, and Aparajita Kapoor say collaboration provides both short and long-term benefits. And they recommend several ways companies can partner, including: data-driven collaboration, co-branded advertisements and the use of real-time POS data.
Mobile in the media mix whitepaper oya ones yasayan 2011Oya Yaşayan
. The role of mobile technology of a brand's media mix.
. Reasons Why Brands Must Adopt Mobile Marketing.
. Changing Consumption of Mobile Media
. Including and Optimizing Mobile in Media Plans
....On-phone advertising
...Mobile Search
...Location Based Services
...Mobile Enabled Outdoor
. Creating a Successful Cross-Media Mobile Campaign
...Multi-Channel Shopping Experience
...Key facts at-a-glance: How to optimize mobile in media plans
How Digital Is Quickly Reshaping Customer Experience ProcessesCognizant
By invoking six strategies that reimagine the power of customer support processes, digitally-savvy companies can create unprecedented levels of new business value and significantly elevate customer experience.
Similar to Sales White Paper: Intelligent Automation for Sales Mobility (20)
This document summarizes a presentation on account planning in Salesforce. It discusses what account planning is, focusing on key customer accounts and understanding the customer's business challenges. It also covers establishing a cadence for account planning, tracking progress, and the role of coaching. The goal of account planning is to create value for both the customer and vendor within the customer's organization by gaining insights into the customer's business and aligning the vendor's solutions to their needs and initiatives.
Sales managers face pressures to meet ambitious goals while hiring and retaining talent. They must focus on forecasting outcomes, coaching their team, and reporting performance to executives. To maximize sales velocity, great sales managers establish cadences to manage their business at an everyday, weekly, monthly, and quarterly level. This includes understanding key performance indicators, identifying pipeline and forecast risks to avoid surprises, and using quarterly business reviews to plan improvements based on prior performance. New technologies promise to provide real-time insights and guidance to help crush quotas through enhanced visibility into forecasts, pipelines, and team results.
This document discusses how sales managers can use data and insights to improve sales performance. It notes that sales managers are under pressure to meet goals while coaching their team and increasing productivity. A quote is provided that says sales performance management tools make the sales pipeline transparent, allowing managers to anticipate risks and opportunities to improve customer experience and revenue. The document suggests sales managers need a cadence to understand what's happening in their business on a daily, weekly, monthly, and quarterly basis. It promotes a sales performance tool that provides real-time insights and coaching without needing analytics to help managers crush their quarterly goals.
October webinar How to Win more Sales by Overcoming Buyer Percieved RisksAltify
This document summarizes a webinar about overcoming buyer perceived risks to win more sales. The webinar covered gathering facts about customer problems and risks, understanding different customer risk factors, building trust through credibility and reliability, and focusing a business case on the most influential types of content. It also discussed starting with identifying the problem, walking in the customer's shoes to balance risk vs. return, and using a consistent roadmap approach of problem, risk, evidence, and trust to guide the sales process.
The document provides guidance on using opportunity management to win more deals. It discusses qualifying opportunities, political mapping, understanding customer priorities, and creating an insight map. The webinar aims to help participants increase sales velocity by focusing on the most qualified opportunities and understanding customers' goals, pressures, initiatives and obstacles. It emphasizes the importance of continuous, evidence-based qualification and assessing cultural and political fit to determine which deals are most likely to succeed.
Account Based Marketing and Account Planning - Better TogetherAltify
The document discusses aligning account-based marketing (ABM) and account planning. It provides definitions of ABM and notes the benefits for salespeople. Survey results show ABM delivers higher ROI than other initiatives for many companies. However, ABM is not fully integrated with account planning processes for most companies. The document advocates aligning activities between marketing and sales such as account intelligence gathering, value proposition development, and integrated campaign planning. It also stresses evaluating ABM results and updating plans continuously.
Opportunity Management: The Key to Winning OpportunitiesAltify
The document discusses opportunity management and provides a framework for winning opportunities. It introduces a 20-point framework for assessing opportunities across four key questions: 1) Is there an opportunity? 2) Can we compete? 3) Can we win? 4) Is it worth winning? Each point covers an essential factor to evaluate for qualifying opportunities. Continuous qualification is emphasized as critical to focusing on qualified opportunities and improving win rates, forecast accuracy, and quota achievement.
The Top 3 Reason Why Your Account Planning Process is Broken (And How To Fix It)Altify
Maximizing revenue from key accounts is critical to maintaining revenue growth. Yet, when it comes to Account Planning, if honest, we often treat it as a chore to be avoided. Or, addressed once a year and then shelved until the following year.
Account Planning Matters …
1. For large enterprise sales Account Planning and Management delivers more additional pipeline and consistently greater win rates than any other sales or marketing activity.
2. For Territory or Portfolio Planning, account planning helps you to select the accounts that will deliver most revenue, and develop a plan to grow your entire book of business.
3. Acquiring business from new customers is six times more expensive than growing your revenue in an existing account
4. You are seven times more likely to win a deal in an existing customers than from a new account
5. We wrote the book on Account Planning in Salesforce. Oh, and yes, Salesforce uses our Dealmaker Smart Account Manager solution for their account planning.
Join us as we revisit the fundamentals of this surefire revenue growth strategy and share the insights we have gleaned since we first launched our book, Amazon #1 Bestseller Account Planning in Salesforce.
Everyone wants to improve sales results, however, not everyone is willing to change their sales behavior. 52% of companies report that the primary reason why new sales behaviors are not adopted is the failure to operationalize change.
For sales people, this comes down to a reward/effort equation. Is the benefit obvious, and great enough to motivate salespeople to adopt new behaviors?
Join us and learn the best practices to optimize your smart sales transformation initiative for sustained and predictable revenue growth. Hear Michael Campbell, Vice President of Sales Operations & Development for Diebold and JP Knapp, Director of Sales Enablement for Vocera Communications share their lessons learned about the internal challenges of driving adoption and sustained value.
How Great Sales Managers Minimize Risk to Maximize ImpactAltify
Frontline sales managers are in a high-pressure role and are the linchpin of the sales organization. When sales management fails, sales fails, and the business fails to scale.
Failure is too frequent – the average tenure of a CSO is just 18 months – but it doesn't have to be that way.
Managing the business of sales demands rhythm and a framework to prioritize what to do and when to do it. Effective sales managers can balance short-term current revenue activities (represented by your forecast), with the future business pursuits (represented by your pipeline) while at the same time managing day-to-day tasks.
In this presentation, we lay out a framework to help you manage your sales business and answer the Big Questions.
Webinar | Fail Early, Win More. The Strategy Behind Opportunity ManagementAltify
This document discusses opportunity management strategies to increase sales velocity. It suggests focusing on early qualification of opportunities to avoid working deals that should be avoided. Political mapping is presented as a way to assess whether a deal can be won by understanding who the key players and influencers are. Building a customer insight map is also presented as a way to align a company's solutions with a customer's goals, pressures and initiatives to increase the chances of winning deals. The presentation aims to help salespeople work the right opportunities, access the right people and position solutions effectively.
Sales And Marketing Alignment: The Good, The Bad, and The UglyAltify
Align Your Solutions to Customer Problems
Accelerate Sellers’ Credibility with their Buyers
Only 36% of salespeople can identify their customers’ problems and fewer can connect the problems to the business impact. Marketing & Sales aligning with the buyer is the first step. It’s the only way to connect your solutions to their problems. And only then can the salesperson add value to the conversation.
Account Planning in Salesforce: Trending in 2015 Altify
The document discusses trends in account planning for salesforce in 2015. It highlights the importance of research, integration of account planning tools like Salesforce, and focusing account planning efforts for maximum impact. Account planning helps sales teams gain insights into customer needs, maximize revenue from key accounts, and increase sales quota attainment through better understanding customers.
Webinar | Bridging the Buyer / Seller Credibility GapAltify
Here’s the problem …
Buyers tell us that most sales professionals (64%) don’t understand their business.
Many sellers say that the materials they get from marketing don’t help build credibility during the first sales call.
Marketing leaders suggest that maybe sellers don’t use the materials that they provide in the right way.
Here’s the result ...
Buyers get frustrated, and sellers lose deals.
This is not just a sales and marketing alignment problem; it is a customer alignment problem. How can we help salespeople connect their solutions with the customers’ business problems? Without that connection, sellers lack credibility and lose deals.
Join us as we will dig into this deal-killing issue.
We will show you how to accelerate the salesperson’s experience in the customer’s business, and share the most relevant insights and sales messages; advancing their credibility, and advancing the deal.
We will also demonstrate Dealmaker Align, part of our Smart Sales Transformation suite, and the solution for bridging the buyer / seller credibility gap and resolving the sales and marketing alignment problem.
Webinar | Zero to Account Plan in 6 Contact HoursAltify
The likelihood of winning business in an existing customer is 60-70% compared to 5-20% for new customers (source: Marketing Metrics). Yet when it comes to Account Planning, if we’re being honest, we often treat it as a chore to be avoided. Or, addressed once a year and then shelved until the following year.
Billy Martin, Account Planning Evangelist and Senior Manager, Marketing Cloud at Salesforce, has seen serious return from a rigorous account planning structure. He’s willing to share key learnings including how to make Account Planning a natural part of a sales organization’s rhythm on a consistent path to maximizing revenue in Key Accounts. And how to go from Zero to Account Plan in six contact hours.
Joining Billy is The TAS Group’s VP of Strategic Alliances, Mark Handron. Mark has been working hand-in-glove with Salesforce to roll out their Account Planning initiative worldwide.
Watch this and gain insight to key takeaways to maximize revenue in your key accounts.
10 Things every Sales Manager Should Know about Sales PerformanceAltify
The document outlines 10 key statistics that every sales manager should know about sales performance. Some of the main points include: 2/3 of salespeople miss their quotas; over half of salespeople close deals at less than 40%; the best sales reps are 250% better at qualifying leads; and almost half of all sales teams don't have a defined sales process or playbook. The document emphasizes that knowing these types of statistics about a sales team's performance is important for sales managers to effectively coach the team and implement strategies to improve results.
Webinar | Opportunity Management - Mind the Reality GapAltify
Process matters. If you don't follow a solid opportunity management process routinely, you’ll miss important signs that could end up killing deals.
Too often sales teams have vague conversations about the most challenging issues in opportunities. We’d like all sales teams to learn how to get to the heart of the matter.
Roger White, Sales Operations Manager at Level 3 Communications, EMEA, and our AVP Sales, Tim Foster explain how to surface deal vulnerabilities and wring every drop of value out of your opportunity management process.
Q1 may feel like a world away, but now's the perfect time to assess your 2015 State of the Union – while there's still time to close gaps and build momentum.
Ask yourself …
1. What do you want to accomplish in your business in 2015?
2. What are the gaps?
3. What resources are required to close the gaps?
Get ahead of your 2015 revenue number instead of letting it get ahead of you.
During this webinar, Jim Crisera provided CSOs and their teams with the key areas they should be focused on now (yes, now) to ensure a positive 2015.
Webinar | Access Key Players - Improve Your Win RateAltify
This document discusses how salespeople can improve their win rate by accessing key players. It notes that only 54% of sales reps currently can access key players, and those who do achieve 30% more revenue. It encourages salespeople to understand the political landscape of their clients' organizations in order to identify decision makers and influencers. Several tools and strategies are presented for mapping out buying roles, relationships, lines of influence, and vulnerabilities in order to improve access to the right people. The impact on customers of bad buying decisions is said to be greater than the impact on salespeople of lost sales.
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Tired of chasing down expiring contracts and drowning in paperwork? Mastering contract management can significantly enhance your business efficiency and productivity. This guide unveils expert secrets to streamline your contract management process. Learn how to save time, minimize risk, and achieve effortless contract management.
The report *State of D2C in India: A Logistics Update* talks about the evolving dynamics of the d2C landscape with a particular focus on how brands navigate the complexities of logistics. Third Party Logistics enablers emerge indispensable partners in facilitating the growth journey of D2C brands, offering cost-effective solutions tailored to their specific needs. As D2C brands continue to expand, they encounter heightened operational complexities with logistics standing out as a significant challenge. Logistics not only represents a substantial cost component for the brands but also directly influences the customer experience. Establishing efficient logistics operations while keeping costs low is therefore a crucial objective for brands. The report highlights how 3PLs are meeting the rising demands of D2C brands, supporting their expansion both online and offline, and paving the way for sustainable, scalable growth in this fast-paced market.
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The Role of White Label Bookkeeping Services in Supporting the Growth and Sca...YourLegal Accounting
Effective financial management is important for expansion and scalability in the ever-changing US business environment. White Label Bookkeeping services is an innovative solution that is becoming more and more popular among businesses. These services provide a special method for managing financial duties effectively, freeing up companies to concentrate on their main operations and growth plans. We’ll look at how White Label Bookkeeping can help US firms expand and develop in this blog.
During the budget session of 2024-25, the finance minister, Nirmala Sitharaman, introduced the “solar Rooftop scheme,” also known as “PM Surya Ghar Muft Bijli Yojana.” It is a subsidy offered to those who wish to put up solar panels in their homes using domestic power systems. Additionally, adopting photovoltaic technology at home allows you to lower your monthly electricity expenses. Today in this blog we will talk all about what is the PM Surya Ghar Muft Bijli Yojana. How does it work? Who is eligible for this yojana and all the other things related to this scheme?
Cover Story - China's Investment Leader - Dr. Alyce SUmsthrill
In World Expo 2010 Shanghai – the most visited Expo in the World History
https://www.britannica.com/event/Expo-Shanghai-2010
China’s official organizer of the Expo, CCPIT (China Council for the Promotion of International Trade https://en.ccpit.org/) has chosen Dr. Alyce Su as the Cover Person with Cover Story, in the Expo’s official magazine distributed throughout the Expo, showcasing China’s New Generation of Leaders to the World.
The Steadfast and Reliable Bull: Taurus Zodiac Signmy Pandit
Explore the steadfast and reliable nature of the Taurus Zodiac Sign. Discover the personality traits, key dates, and horoscope insights that define the determined and practical Taurus, and learn how their grounded nature makes them the anchor of the zodiac.
Discover the Beauty and Functionality of The Expert Remodeling Serviceobriengroupinc04
Unlock your kitchen's true potential with expert remodeling services from O'Brien Group Inc. Transform your space into a functional, modern, and luxurious haven with their experienced professionals. From layout reconfiguration to high-end upgrades, they deliver stunning results tailored to your style and needs. Visit obriengroupinc.com to elevate your kitchen's beauty and functionality today.
Presentation by Herman Kienhuis (Curiosity VC) on Investing in AI for ABS Alu...Herman Kienhuis
Presentation by Herman Kienhuis (Curiosity VC) on developments in AI, the venture capital investment landscape and Curiosity VC's approach to investing, at the alumni event of Amsterdam Business School (University of Amsterdam) on June 13, 2024 in Amsterdam.
Best Competitive Marble Pricing in Dubai - ☎ 9928909666Stone Art Hub
Stone Art Hub offers the best competitive Marble Pricing in Dubai, ensuring affordability without compromising quality. With a wide range of exquisite marble options to choose from, you can enhance your spaces with elegance and sophistication. For inquiries or orders, contact us at ☎ 9928909666. Experience luxury at unbeatable prices.