Elay Cohen, founder and CEO of SalesHood, will present on creating a repeatable winning sales engine. He will discuss how to scale deal velocity and ramp time. Cohen will share how SalesHood solved sales productivity problems at salesforce.com, increasing revenue from $500M to $3B. The presentation will cover building a sales culture and process, recruiting, ongoing learning, sales management cadence, and go-to-market strategy. Attendees will learn tips for owning outcomes, sharing best practices, and balancing execution with inspection.
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.
Marketing agencies are increasingly being asked by clients to help generate more and better leads for their sales teams. Yet, very few agencies are equipped to even talk to their clients' sales and marketing management teams about these needs. Very few agencies have experience generating leads online, let alone helping sales and marketing teams function together as one unified team with common goals and mutual accountability. In this recorded webinar, you'll learn how to help clients align sales and marketing processes, goals and messaging.
Do you need a practical guide and how-to checklist for starting your growth hacking efforts? Learn how to build your growth funnel, how to run experiments, how to track your key growth metrics, how to identify your points of leverage, what tools to invest in, how to think like a growth hacker, and how to build your growth hacking team.
Many companies are struggling with how to integrate social into the marketing mix. But the real question is how to become a social business. The fact is, most marketing sucks. And only truly helpful content and active customer engagement can lead businesses to succeed in today's hyper-connected, real-time, social and mobile business environment.
What I Learned About Software Marketing and Growth After 2 Years in Venture C...Kyle Lacy
This deck is being used for a presentation at High Alpha's Marketing Forum in Indianapolis on 1/2/17. I've spent the past two years working at OpenView, a venture capital firm based in Boston.
The lessons I learned watching the partners, my colleagues, portfolio CEOs, countless pitch meetings and hundreds of conversations between leadership teams was invaluable.
Here are a few.
The art and science of growth hacking at MassTLC Marketing Summit April 2014MassTLC
David Skok, Partner at Matrix Partners presented the Art and Science of Growth Hacking at MassTLC's annual sales and marketing summit "Building a Lean, Self-Perpetuating Marketing Machine." Follow David at www.forentrepreneurs.com
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.
Marketing agencies are increasingly being asked by clients to help generate more and better leads for their sales teams. Yet, very few agencies are equipped to even talk to their clients' sales and marketing management teams about these needs. Very few agencies have experience generating leads online, let alone helping sales and marketing teams function together as one unified team with common goals and mutual accountability. In this recorded webinar, you'll learn how to help clients align sales and marketing processes, goals and messaging.
Do you need a practical guide and how-to checklist for starting your growth hacking efforts? Learn how to build your growth funnel, how to run experiments, how to track your key growth metrics, how to identify your points of leverage, what tools to invest in, how to think like a growth hacker, and how to build your growth hacking team.
Many companies are struggling with how to integrate social into the marketing mix. But the real question is how to become a social business. The fact is, most marketing sucks. And only truly helpful content and active customer engagement can lead businesses to succeed in today's hyper-connected, real-time, social and mobile business environment.
What I Learned About Software Marketing and Growth After 2 Years in Venture C...Kyle Lacy
This deck is being used for a presentation at High Alpha's Marketing Forum in Indianapolis on 1/2/17. I've spent the past two years working at OpenView, a venture capital firm based in Boston.
The lessons I learned watching the partners, my colleagues, portfolio CEOs, countless pitch meetings and hundreds of conversations between leadership teams was invaluable.
Here are a few.
The art and science of growth hacking at MassTLC Marketing Summit April 2014MassTLC
David Skok, Partner at Matrix Partners presented the Art and Science of Growth Hacking at MassTLC's annual sales and marketing summit "Building a Lean, Self-Perpetuating Marketing Machine." Follow David at www.forentrepreneurs.com
The document provides information about scaling a sales team from three speakers. Grace Mason discusses how to attract and hire top sales reps in a competitive market, including resume review, digging deeper into a candidate's background, understanding the market, selling the opportunity to candidates, clearly defining profiles and processes. Dhruv Markandey covers creating an effective onboarding plan to get new reps ramped up faster through personalized, scalable and structured programs. Terry Kelman discusses streamlining sales processes for revenue impact at different stages of a company's growth, including how sales approaches change from early adoption to revenue explosions.
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!
The document provides guidance on creating an effective marketing calendar. It emphasizes that marketing and innovation are the two core functions of business. An effective marketing calendar requires establishing a foundation by determining your expertise, ideal customers, and why your expertise matters to customers. It then recommends using a hourglass model to map content and programs to different customer stages from awareness to repeat business. Finally, it stresses that a marketing calendar will help ensure all elements of your marketing strategy are addressed, audiences are not missed, content is recycled, tasks are on deadline and opportunities can be seized without drama.
Qualaroo & Optimizely Webinar - 5 Steps to Your First A/B Testing WinOptimizely
This document outlines 5 steps to running a successful A/B test:
1. Identify high opportunity pages like those with high bounce rates to test. Conduct user research to understand visitor needs.
2. Understand why visitors come to the site, what stops conversions, if they found what they needed, and what almost stopped conversions.
3. Use data and insights from user research and previous tests to inform new test ideas and make small, targeted changes.
4. Start with simple test ideas like message or "aha moment" tests across key pages before attempting large design changes.
5. Measure success not just at the page level but across the entire funnel, using different significance levels to speed up or
This document provides information on zero budget user acquisition strategies. It discusses public relations (PR), inbound marketing, and outbound marketing tactics. For PR, it emphasizes the importance of strategic earned media coverage and building relationships with journalists, analysts, and influencers on Twitter. For inbound marketing, it recommends content creation tactics like blogging, thought leadership pieces, and guest blogging. For outbound marketing, it discusses drip email campaigns, account-based marketing (ABM), phone calls, and using various tools to find contact information and track email opens. International considerations and keeping in touch with current customers are also addressed.
I was recently shopping at a medium sized retailer and couldn't help but observe how far behind they were in their consumer marketing programs. It got me thinking about the challenge facing many mid-tier retailers. Could Big Data be part of the answer? Maybe. Data itself is no silver bullet. However, if data insights are acted upon in a customer-centric way, it could drive greater retail marketing ROI..
The Content Formula: Calculate the ROI of Content Marketing & Never Waste Mon...NewsCred
1. The document discusses calculating the ROI of content marketing by building a business case, finding a budget, and measuring results.
2. It provides examples of how to calculate the value of organic search traffic, repeat visitors, cost per lead, and unbranded search traffic by comparing them to paid marketing costs and metrics.
3. The key is to show executives how content marketing can generate traffic, leads, and conversions that paid marketing alone could not by attracting early-stage buyers and ranking for relevant keywords.
Content Marketing: Moving From the 'Why?' to the 'How?'Michael Brenner
The internet, social technologies and mobile accessibility have increased the amount of information has created a battle for customer attention. To succeed, brands must become like publishers, create content destinations (or hubs) to become a primary source of information for their customers.
In this presentation, I explain why you need to create a content hub, what metrics will help you sell it in and also how to create one in a few simple steps.
The document discusses strategies for adapting sales processes to changing customer and market dynamics. It recommends 1) creating systems of engagement to interact with customers throughout their journey, 2) selling business outcomes rather than just products, 3) differentiating at multiple levels to stand out from competitors, 4) helping customers see value and connect solutions to their needs, and 5) building an adaptive, growth-oriented culture. The overall message is that companies must evolve their approaches to remain relevant as customer expectations and technologies change.
We are seeing a massive change in how organizations identify, procure, and implement solutions. This changes the role of the B2B sales rep. Learn how to be ready for the change.
Time to Wow! and Buyer-centric Funnel DesignDavid Skok
The document provides guidance on optimizing a company's sales funnel by taking a buyer-centric approach. It recommends mapping the buyer's decision process and addressing all their decision criteria and concerns at each step. Key strategies include removing friction points, adding motivators, and testing for problems through the lens of the buyer's experience. The goal is to design a funnel that delights buyers and keeps them motivated to continue engaging with the sales process.
Zero to 100 - Part 1: Intro + First SectionDavid Skok
David Skok and Stephanie Friedman host the Zero to 100 podcast focused on helping B2B startups find predictable, repeatable, and profitable growth. The podcast covers topics like building a repeatable sales process, funnel design, sales operations, and turning theory into practice. The event agenda includes sessions on founder-led selling, building a sales organization, forecasting, and the role of the CEO in scaling a business. Attendees can ask questions using the Sli.do question system.
Dave Kellogg SaaStr 2021: A CEO's Guide to MarketingDave Kellogg
Slides from Dave Kellogg's presentation at SaaStr Annual 2021, entitled A CEO's Guide to Marketing, where Dave discusses the top 5 things CEOs and C-level startup executives should know about marketing. Includes a 4-slide appendix of background resources.
The document discusses using social networks like LinkedIn for business purposes such as lead generation and sales. It provides tips on how to build an effective profile, network with relevant connections, engage in discussions, and leverage your network to find new business opportunities and clients. The document also advertises a 4-part online training series on using LinkedIn for new business development.
Building World Class MOPS Teams at MOPsCON by EtumosJosh Hill
Running a Marketing Operations or Automation Team? If so, you might be new to management or to the roles required to be successful. In this presentation from MOPSCON 2019, I talk about the 4 Pillars of MOPS, the roles and skills that your team will specialize in, and how to manage personal and team growth.
Growth Hackers have ushered in a new era of data and product-driven growth. Growth Hackers are a mix of product, data and marketing.
Growth Hacking is a skillset and a mindset.
The document discusses digital disruption and its key drivers: mass adoption of digital technology, the age of the customer, and the shift from B2B to B2C models. It also covers topics like collaboration, enterprise collaboration enablement, digital transformation obstacles, unified communications market growth, and more. Key themes are the impact of digital technologies on business models and customer relationships.
Nurturing Your Audience the Way they Want to be NurturedJosh Hill
Do you nurture your audience the same way you would like to be nurtured by your vendors? Probably not. We’ll explore the nurturing framework to ensure your team always considers the audience, not just this month’s MQL target. Learn about:
The Audience Centered Framework for Nurturing How to use the Framework in Marketo Engagements
2014 Edison CEO Summit - Day 1 Waves Concurrent SessionTricia Bradley
Phil Simon presented on the topic of big data at a conference. He began by introducing himself and defining big data as large volumes of diverse data that is mostly external to companies and unstructured. He explained the 3Vs of big data - volume, velocity and variety. Simon discussed how companies are using big data to determine why customers buy certain products and how to improve campaigns. He provided examples of how insurance, healthcare and financial companies utilize big data. Simon concluded by offering tips for companies getting started with big data and emphasizing that embracing data discovery and thinking incrementally are important approaches.
This is the deck used in The Digital Marketing Workshop at SXSW 2014.
Panelists include:
Blake Robinson, Director, Social Data @Kantar
Israel Mirsky, Global Managing Director, Social & Performance @ Annalect
Margaret Francis, VP, Product @Heroku
Marshal Kirkpatrick, CEO @GetLittleBird
The document provides information about scaling a sales team from three speakers. Grace Mason discusses how to attract and hire top sales reps in a competitive market, including resume review, digging deeper into a candidate's background, understanding the market, selling the opportunity to candidates, clearly defining profiles and processes. Dhruv Markandey covers creating an effective onboarding plan to get new reps ramped up faster through personalized, scalable and structured programs. Terry Kelman discusses streamlining sales processes for revenue impact at different stages of a company's growth, including how sales approaches change from early adoption to revenue explosions.
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!
The document provides guidance on creating an effective marketing calendar. It emphasizes that marketing and innovation are the two core functions of business. An effective marketing calendar requires establishing a foundation by determining your expertise, ideal customers, and why your expertise matters to customers. It then recommends using a hourglass model to map content and programs to different customer stages from awareness to repeat business. Finally, it stresses that a marketing calendar will help ensure all elements of your marketing strategy are addressed, audiences are not missed, content is recycled, tasks are on deadline and opportunities can be seized without drama.
Qualaroo & Optimizely Webinar - 5 Steps to Your First A/B Testing WinOptimizely
This document outlines 5 steps to running a successful A/B test:
1. Identify high opportunity pages like those with high bounce rates to test. Conduct user research to understand visitor needs.
2. Understand why visitors come to the site, what stops conversions, if they found what they needed, and what almost stopped conversions.
3. Use data and insights from user research and previous tests to inform new test ideas and make small, targeted changes.
4. Start with simple test ideas like message or "aha moment" tests across key pages before attempting large design changes.
5. Measure success not just at the page level but across the entire funnel, using different significance levels to speed up or
This document provides information on zero budget user acquisition strategies. It discusses public relations (PR), inbound marketing, and outbound marketing tactics. For PR, it emphasizes the importance of strategic earned media coverage and building relationships with journalists, analysts, and influencers on Twitter. For inbound marketing, it recommends content creation tactics like blogging, thought leadership pieces, and guest blogging. For outbound marketing, it discusses drip email campaigns, account-based marketing (ABM), phone calls, and using various tools to find contact information and track email opens. International considerations and keeping in touch with current customers are also addressed.
I was recently shopping at a medium sized retailer and couldn't help but observe how far behind they were in their consumer marketing programs. It got me thinking about the challenge facing many mid-tier retailers. Could Big Data be part of the answer? Maybe. Data itself is no silver bullet. However, if data insights are acted upon in a customer-centric way, it could drive greater retail marketing ROI..
The Content Formula: Calculate the ROI of Content Marketing & Never Waste Mon...NewsCred
1. The document discusses calculating the ROI of content marketing by building a business case, finding a budget, and measuring results.
2. It provides examples of how to calculate the value of organic search traffic, repeat visitors, cost per lead, and unbranded search traffic by comparing them to paid marketing costs and metrics.
3. The key is to show executives how content marketing can generate traffic, leads, and conversions that paid marketing alone could not by attracting early-stage buyers and ranking for relevant keywords.
Content Marketing: Moving From the 'Why?' to the 'How?'Michael Brenner
The internet, social technologies and mobile accessibility have increased the amount of information has created a battle for customer attention. To succeed, brands must become like publishers, create content destinations (or hubs) to become a primary source of information for their customers.
In this presentation, I explain why you need to create a content hub, what metrics will help you sell it in and also how to create one in a few simple steps.
The document discusses strategies for adapting sales processes to changing customer and market dynamics. It recommends 1) creating systems of engagement to interact with customers throughout their journey, 2) selling business outcomes rather than just products, 3) differentiating at multiple levels to stand out from competitors, 4) helping customers see value and connect solutions to their needs, and 5) building an adaptive, growth-oriented culture. The overall message is that companies must evolve their approaches to remain relevant as customer expectations and technologies change.
We are seeing a massive change in how organizations identify, procure, and implement solutions. This changes the role of the B2B sales rep. Learn how to be ready for the change.
Time to Wow! and Buyer-centric Funnel DesignDavid Skok
The document provides guidance on optimizing a company's sales funnel by taking a buyer-centric approach. It recommends mapping the buyer's decision process and addressing all their decision criteria and concerns at each step. Key strategies include removing friction points, adding motivators, and testing for problems through the lens of the buyer's experience. The goal is to design a funnel that delights buyers and keeps them motivated to continue engaging with the sales process.
Zero to 100 - Part 1: Intro + First SectionDavid Skok
David Skok and Stephanie Friedman host the Zero to 100 podcast focused on helping B2B startups find predictable, repeatable, and profitable growth. The podcast covers topics like building a repeatable sales process, funnel design, sales operations, and turning theory into practice. The event agenda includes sessions on founder-led selling, building a sales organization, forecasting, and the role of the CEO in scaling a business. Attendees can ask questions using the Sli.do question system.
Dave Kellogg SaaStr 2021: A CEO's Guide to MarketingDave Kellogg
Slides from Dave Kellogg's presentation at SaaStr Annual 2021, entitled A CEO's Guide to Marketing, where Dave discusses the top 5 things CEOs and C-level startup executives should know about marketing. Includes a 4-slide appendix of background resources.
The document discusses using social networks like LinkedIn for business purposes such as lead generation and sales. It provides tips on how to build an effective profile, network with relevant connections, engage in discussions, and leverage your network to find new business opportunities and clients. The document also advertises a 4-part online training series on using LinkedIn for new business development.
Building World Class MOPS Teams at MOPsCON by EtumosJosh Hill
Running a Marketing Operations or Automation Team? If so, you might be new to management or to the roles required to be successful. In this presentation from MOPSCON 2019, I talk about the 4 Pillars of MOPS, the roles and skills that your team will specialize in, and how to manage personal and team growth.
Growth Hackers have ushered in a new era of data and product-driven growth. Growth Hackers are a mix of product, data and marketing.
Growth Hacking is a skillset and a mindset.
The document discusses digital disruption and its key drivers: mass adoption of digital technology, the age of the customer, and the shift from B2B to B2C models. It also covers topics like collaboration, enterprise collaboration enablement, digital transformation obstacles, unified communications market growth, and more. Key themes are the impact of digital technologies on business models and customer relationships.
Nurturing Your Audience the Way they Want to be NurturedJosh Hill
Do you nurture your audience the same way you would like to be nurtured by your vendors? Probably not. We’ll explore the nurturing framework to ensure your team always considers the audience, not just this month’s MQL target. Learn about:
The Audience Centered Framework for Nurturing How to use the Framework in Marketo Engagements
2014 Edison CEO Summit - Day 1 Waves Concurrent SessionTricia Bradley
Phil Simon presented on the topic of big data at a conference. He began by introducing himself and defining big data as large volumes of diverse data that is mostly external to companies and unstructured. He explained the 3Vs of big data - volume, velocity and variety. Simon discussed how companies are using big data to determine why customers buy certain products and how to improve campaigns. He provided examples of how insurance, healthcare and financial companies utilize big data. Simon concluded by offering tips for companies getting started with big data and emphasizing that embracing data discovery and thinking incrementally are important approaches.
This is the deck used in The Digital Marketing Workshop at SXSW 2014.
Panelists include:
Blake Robinson, Director, Social Data @Kantar
Israel Mirsky, Global Managing Director, Social & Performance @ Annalect
Margaret Francis, VP, Product @Heroku
Marshal Kirkpatrick, CEO @GetLittleBird
Axis Global Partners and Leading Results hosted a webinar on social media marketing strategies. Dan Kraus of Leading Results discussed how marketing has changed from outbound interruption to inbound attraction. He emphasized the importance of using new tools like social media, blogs, and content to attract potential customers and get them to know, like, and trust a business. Kraus also stressed listening on social media to find leads, enhance credibility, and monitor competitors, providing examples of tools to use for social listening. The presentation concluded with next steps businesses can take to start engaging on key social media sites.
This document contains an agenda for an Advocate Marketing event in Boston. The agenda includes:
- Opening remarks from Jesse Goldman, VP of Customer Success at Influitive
- A session on using customer stories for advocacy featuring Dylan Foster of Influitive
- A presentation from Evan Jacobs of Rapid7 on building a successful advocacy program
- Details on the Influitive product roadmap from Julie Persofsky, VP and GM of Upshot at Influitive
- An interactive workshop for attendees
- Coffee break
- Additional sessions on advocacy best practices and the Influitive product
Motarme Customer Development workshop provided to participants of Trinity Launchbox, July 2015. Includes a definition of Customer Development, some techniques for testing and validating a new product, leading into a process for Customer Acquisition. Also quick review of Agile principles. Includes list of recommended links / books.
How to Plan and Design your Social Business Culture?Tom De Baere
What can small and medium business (SMB) learn from giants such as IBM, Adobe and Dell about becoming a social business?
At first sight learning from these giants seems a crazy idea. SMB’s are different by every means. They have less budget, less employees, and certainly have different problems.
But surprisingly, when looking at how these large companies have become social businesses, there is a lot smaller companies can learn…
Also check out this blog post : http://www.b2bmarketingexperiences.com/2014/11/ibm-adobe-dell-become-social-business-can-smaller-company-learn/
Meetup 120: Marketing and Selling TechnologyLisa Denis
This presentation is from Silicon Halton Meetup 120: Marketing and Selling Technology, which took place on March 10, 2020. Learn from sales and marketing experts the stages of prospect development and the tactics and strategies to be considered at each stage. Marketing and Sales are the secret intelligence agency in your business!
How to build a highly compelling talent brand via social mediaLeela Srinivasan
This document discusses how to drive a compelling talent brand through social media. It emphasizes the importance of talent brand and outlines a 5-step process for building a highly social talent brand: 1) Get buy-in from leadership by using data, 2) Listen to employees and audit your brand, 3) Craft an authentic approach by being real, personal and consistent, 4) Promote and engage through social platforms and leading by example, and 5) Measure performance and adjust using metrics like the Talent Brand Index. Developing an effective talent brand through social media can help companies lower costs, reduce turnover, and influence job candidates.
This document discusses the dangers of making data-driven decisions and provides tips on how to avoid these dangers. It describes how HubSpot made mistakes by relying too heavily on certain metrics like leads generated or website traffic without considering other factors. Specifically, it provides examples of when marketing success did not translate to sales success. The document advocates becoming data-informed rather than data-driven by leveraging multiple types of qualitative and quantitative data, focusing on meaningful metrics, and maintaining skepticism about any single data point.
Start Up Sales - Launching New Ventures - Columbia Business SchoolJeremy Seltzer
Start up Sales from Columbia Business School's Launching New Ventures course. Generating leads, sales pipeline, increasing close rates, tips and tricks.
This document provides advice and perspectives on start-up sales from Jeremy M. Seltzer. It discusses getting meetings with potential customers, pitching the company and solution, following up after meetings, and getting deals to the signature stage. Tips are provided for each stage of the sales cycle, from using tools like Slack and Salesforce to guide prospects through multiple meetings. Common challenges like negotiating legal agreements and setting pricing are also addressed. The goal is to help start-up salespeople effectively manage opportunities and move them towards closed deals.
The document discusses challenges and opportunities in digital transformation and cloud adoption. It provides strategies for sales teams to transition from selling products to selling business outcomes and differentiation. Key recommendations include creating systems of engagement, focusing on outcomes over features, helping customers connect initiatives to goals, and building an adaptive culture open to change.
This is a slide deck that I used as part of a demand generation refresh workshop at the Content 2 Conversion conference sponsored by the Demand Gen Report.
Enjoy
Smart Sales Intelligence: Turning Insights into ActionInsideView
With all the data out there, a big challenge for today's sales and marketing teams is knowing what to pay attention to. Our customers and prospects are overwhelmed as well. Yet to be effective, we need to cut through all this “noise” to connect with them.
Valverde & Stiles Process and DeliverablesMike Stiles
Valverde & Stiles provide content strategy and video production services. Their approach focuses on telling clear brand stories through video and other agile, modular content that can be reused across channels. They emphasize understanding the audience and goals through discovery, then developing a content guide and production plan to effectively convey the brand's message as a story. Their process focuses on continual iteration and optimization of content assets for maximum impact and performance.
Dow Jones is focused on innovating its news products and business models. It holds regular innovation workshops and hackathons to generate new ideas from employees. Notable products launched include DJ Parallel, Radicle, and various apps. Dow Jones uses lean startup principles like building minimum viable products and quickly getting customer feedback. It also runs an "entrepreneurs in residence" program to incubate new business ideas from employees. The presentation emphasizes the need to innovate across managing the present, selectively abandoning the past, and creating the future.
Michigan Marketing Minds - September 9, 2014 - Expressing Thought Leadership:...AnnArborSPARK
This document summarizes a presentation about content marketing strategies. It discusses Atomic Object's use of content marketing to build its brand and attract clients and employees. Atomic Object publishes a company blog called Atomic Spin with various types of content related to software development. The blog aims to provide useful information even to non-clients. Managing the blog requires substantial time from employees for content creation, editing, promotion and more. However, the blog has helped Atomic Object attract prospective clients and employees and has received recognition from peers.
Top mailing list providers in the USA.pptxJeremyPeirce1
Discover the top mailing list providers in the USA, offering targeted lists, segmentation, and analytics to optimize your marketing campaigns and drive engagement.
Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...my Pandit
Explore the fascinating world of the Gemini Zodiac Sign. Discover the unique personality traits, key dates, and horoscope insights of Gemini individuals. Learn how their sociable, communicative nature and boundless curiosity make them the dynamic explorers of the zodiac. Dive into the duality of the Gemini sign and understand their intellectual and adventurous spirit.
Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challengesHolger Mueller
Holger Mueller of Constellation Research shares his key takeaways from SAP's Sapphire confernece, held in Orlando, June 3rd till 5th 2024, in the Orange Convention Center.
3 Simple Steps To Buy Verified Payoneer Account In 2024SEOSMMEARTH
Buy Verified Payoneer Account: Quick and Secure Way to Receive Payments
Buy Verified Payoneer Account With 100% secure documents, [ USA, UK, CA ]. Are you looking for a reliable and safe way to receive payments online? Then you need buy verified Payoneer account ! Payoneer is a global payment platform that allows businesses and individuals to send and receive money in over 200 countries.
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Part 2 Deep Dive: Navigating the 2024 Slowdownjeffkluth1
Introduction
The global retail industry has weathered numerous storms, with the financial crisis of 2008 serving as a poignant reminder of the sector's resilience and adaptability. However, as we navigate the complex landscape of 2024, retailers face a unique set of challenges that demand innovative strategies and a fundamental shift in mindset. This white paper contrasts the impact of the 2008 recession on the retail sector with the current headwinds retailers are grappling with, while offering a comprehensive roadmap for success in this new paradigm.
Discover timeless style with the 2022 Vintage Roman Numerals Men's Ring. Crafted from premium stainless steel, this 6mm wide ring embodies elegance and durability. Perfect as a gift, it seamlessly blends classic Roman numeral detailing with modern sophistication, making it an ideal accessory for any occasion.
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How are Lilac French Bulldogs Beauty Charming the World and Capturing Hearts....Lacey Max
“After being the most listed dog breed in the United States for 31
years in a row, the Labrador Retriever has dropped to second place
in the American Kennel Club's annual survey of the country's most
popular canines. The French Bulldog is the new top dog in the
United States as of 2022. The stylish puppy has ascended the
rankings in rapid time despite having health concerns and limited
color choices.”
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.
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
Zodiac Signs and Food Preferences_ What Your Sign Says About Your Tastemy Pandit
Know what your zodiac sign says about your taste in food! Explore how the 12 zodiac signs influence your culinary preferences with insights from MyPandit. Dive into astrology and flavors!
How MJ Global Leads the Packaging Industry.pdfMJ Global
MJ Global's success in staying ahead of the curve in the packaging industry is a testament to its dedication to innovation, sustainability, and customer-centricity. By embracing technological advancements, leading in eco-friendly solutions, collaborating with industry leaders, and adapting to evolving consumer preferences, MJ Global continues to set new standards in the packaging sector.
4. Elay Cohen
Founder, CEO, and Author
Former Senior Vice President, Sales Productivity
salesforce.com
Creator of the Partner Relationship Management Category
5. Sales Productivity Is A $60B+ Problem
Sales training &
meetings are ineffective
Sales and Marketing
GTM are not aligned
Reps aren’t ramping
fast enough
Difficult to scale velocity,
certainty & repeatability
6. We Solved These Sales Productivity Problems
From $500M to $3B
Deal Velocity
Ramp to Revenue
Revenue & rep productivity trend line
7. Think Like A CEO and Act Like an Entrepreneur
Own outcomes
Pipeline
Revenue
Customer success
Skills & development
Marketing programs
First line sales managers make it happen
8. What It Takes To Win?
Sales Values & Process
Ongoing Learning & Sharing
Recruiting Machine
Sales Management Cadence
Go To Market
9.
10. TEACH LEARN
B U S I N E S S T E C H N O L O G Y
E M O T I O N A L
P R E F E R E N C E R E A D I N E S S
PROVE
SIGN
CLOSE
L E G A L P U R C H A S I N G
You Need
Culture,
Process, &
Domain to
Create
11. 1. What are they buying?
2. Why are they buying?
3. When are they buying?
4. Who is buying?
5. Who is paying?
Answer These Questions In Every Deal
12. Compelling Events Drive Urgency
Compelling
Event
Date
Internal
Pressure
External
Pressure
Personal
Impact
Consequences
of Inaction
13. Be Transparent About Metrics & Results Follow
Activity
Emails
Calls
Connects
Pipeline
1. Created
2. Ratios
3. Activity
Revenue
1. Bookings
2. New logos
3. Cross-sell
14. Winning Sales Managers Create Team Cadence
Monthly Sales Team Calendar
Week 1: Kick Off & Forecast
Increase predictability
Week 2: Sales Topic & Pipeline
Improve sales skills
Week 3: Sales Topic & Pitch
Share best practices
Week 4: Close & Celebrate
Energize the team
15. Learning is Relevant, Ongoing, & Immediately Usable
World-class Onboarding
Pre-work, boot camps & coaching
Best Practice Sharing
Peer to peer deal strategies, pitches &
proposals
Ongoing Learning
Sales meetings, 1:1s, mentors
1
2
3
16. Balance Best Practice Execution with Inspection
Focus rep on customer activity that matters
Share best practices across the team
17. Build a Recruiting Machine
Recruiting Scorecard
1. Domain knowledge
2. Success selling technology
3. Quota accomplishments
4. Customer references
5. Peer references
6. Presentation skills
7. People skills
8. Social selling
9. Business acumen
10. Sales pitch
The Pitch
Try before you buy
Team
Everyone interviews
18. Execute a Winning Go To Market Strategy
Marketing & sales alignment
Product launches
Partners & Resources
Customer success
Right leadership team
Internationalization
Maturity
Localization
Inspection
Balance cultures
21. Concurrent Session: 2:30 – 3:30pm
What’s Your Big Data Credo?
Phil Simon, author of
The Visual Organization:
Data Visualization, Big Data and
the Quest for Better Decisions; and
Too Big Too Ignore:
The Business Case for Big Data
23. @philsimon 23
• Award-winning author of six
books, most recently The
Visual Organization
• Speaker, consultant, and
technology authority
24. • Introduction
• Who I am
• What is Big Data and why does it
matter?
@philsimon, 24
25. • What are companies currently
doing with Big Data and what
can we learn from them?
• Tips on getting started
• Discussion
• Big Data: Moving from buzzword
to practice
@philsimon, 25
29. • Increasingly generated by
machines, not people
• Inherently “unmanageable” in
the traditional sense
• Doesn’t play nice with SQL
Edison Ventures - @philsimon, 29
30. • The era of Big Data does not
mean that Small Data has
become irrelevant
• Rather, Big Data extends the
power of Small Data
Edison Ventures - @philsimon, 30
31. • Determine why things
happen:
• Why do customers buy what
they buy?
• Why are some campaigns and
promotions are effective than
others?
Edison Ventures - @philsimon, 31
32. • New data sources create
new opportunities and
potential value
• We can ask better
questions of our data
Edison Ventures - @philsimon, 32
36. @philsi
mon 36
• Roughly 48M customers
• Nearly $28B market cap
• Responsible for 34% of all
US weeknight Internet traffic
Data as of June 9, 2014
Edison Ventures - @philsimon, 36
37. • Data should be accessible,
easy to discover, and easy
to process for everyone.
Source: Netflix - tinyurl.com/tvo-netflix
Edison Ventures - @philsimon, 37
38. @philsi
mon 38
• The longer you take to
find the data, the less
valuable it becomes.
Edison Ventures - @philsimon, 38
39. @philsi
mon 39
• Whether a dataset is large
or small, being able to
visualize it makes it easier
to explain.
Edison Ventures - @philsimon, 39
40. @philsi
mon 40
• What they watch
• When they watch
• The device on which they’re
watching
• When they pause and/or
resume watching
Edison Ventures - @philsimon, 40
43. • Most car insurance companies
base rates on simple
demographic variables
• Progressive Pay as you Drive
program collects real-time
driver data
Edison Ventures philsimon, 43
44. • Collect as much data as you can
• Be transparent with your
customers about what you’re
collecting—and what you’re going
to do with it.
Edison Ventures philsimon, 44
45. • Used patient medical record data to identify
nearly 200 people with diabetes who hadn’t
been diagnosed yet.
Edison Ventures philsimon, 45
46. • Go beyond structured data.
There’s tremendous potential
valuable to be gleaned from
unstructured data.
• Act on insights without scaring
customers.
Edison Ventures philsimon, 46
47. • RavenPack turns text from traditional and
social media into structured feeds for
quantitative applications
Edison Ventures @philsimon, 47
48. • Information like this can
potentially help determine
when sentiment towards a
particular stock or set of
stocks has changed
• Coupled with traditional
investment measures, better
decisions may very well result
Edison Ventures @philsimon, 48
50. • Threatens the status quo and
takes people out of their comfort
zones
• Often meets with resistance—and
lots of it
• Essential to the future of business
• Often requires new skills.
Edison Ventures - @philsimon, 50
51. Edison Ventures - @philsimon, 51
• Embrace data discovery
• Think incrementally and
add new types of data
• Don’t try to boil the ocean
• Think description first,
prediction later
52. Edison Ventures - @philsimon, 52
• Manage expectations, under-
promise, and over-deliver
• Build internal momentum
• Aim for little victories—and the
communicate them
• Make the skeptics and dataphiles
come to you
53. Edison Ventures - @philsimon, 53
• Reject “set it and forget it.”
• Look outside of the organization
• Lead, follow, or get out of the way
• Describe first…predict later
56. Edison Ventures - @philsimon, 56
• How can our organization use Big Data?
• How can we learn more about our
customers? Increase retention? Upsell?
• How do I monitor trends and my
competition?
• How can I use new data sources to inform
product and positioning?
Give examples of Apple and Salesforce
Talk from personal experience
World class productivity
Scale best practices
Nurture peer coaching
Resource appropriately
Crowdsource sales tools
Deliver just in time learning
90% of what is shared in training events is forgotten
Over 100M hours of sales meetings are ineffective
Talk about SMB and companies of all sizes
What are they buying?
Teach your sales teams to get crystal clear clarity on what solutions your customers are interested in buying. What they are buying should map back to challenges and have a clear sense of need.
Why are they buying?
The why a customer is buying should be tied to a specific event and top company priority. Focus on the corporate needs along with the personal needs of the buyers.
When are they buying?
Get your teams focused on a compelling event. Tie a decision to a specific date that is meaningful to your customer like their fiscal year, or a board decision or even some kind of company kick off event.
Who is buying?
Identifying the buyer and all the influencers is key to mapping out the steps to close and the actions required to win over every executive. Consider all the influencers even the ones that are not so obvious. Invest the time early to build a proper organization influence and political map to avoid surprises late in the sales cycle.
Who is paying?
A common question that is not usually answered until too late every sales cycle sheds light on the decision making process within a prospect. Find out who is paying and understand the customer’s decision-making process. Sometimes even though an executive champion makes a deciosin, procurement or finance approval can take weeks or months.
Four Dimensions of Compelling Events:
Internal Pressure: Are there any forces within the prospect organization that are driving a decision to be made?
External Pressure: Is there pressure from shareholders, regulatory agencies, or other 3rd parties that are creating a deadline?
Personal Impact: How does the purchase decision impact the individuals in the prospect organization? Does professional advancement depend on the outcome; or the opportunity to achieve a bonus?
Consequences of Inaction: Are there any negative consequences of doing nothing? Are careers at risk?
What we subscribe to
What we subscribe to
3 bullets on who I am.
Who I am
What is Big Data and why does it matter?
Who I am
What is Big Data and why does it matter?
Who I am
What is Big Data and why does it matter?
Let’s briefly define our terms here. What is Big Data? Doug Laney, Gartner
variety, velocity, volume
Generated by consumers, not employees
80% or more of new data generated is unstructured – contrast with Excel, Oracle
Explain each…
The Internet of Things
Talk about duplicate tweets
This is fundamentally different data; SQL has its limits
Self-explanatory
Talk about Amazon; it combines both exceptionally well.
1 bullet, 3 sub-bullets
It isn’t necessarily about finding the right answers;
it’s about having the data to ask better questions.
Different statistical packages ®
Hadoop
NoSQL/NewSQL – not only SQL
Sentiment Analysis
Text Analytics/Text Mining - Text mining, also referred to as text data mining, roughly equivalent to text analytics, refers to the process of deriving high-quality information from text.
Shows the natural relationships among words.
MOVE TO EXAMPLES
Who I am
What is Big Data and why does it matter?
3 bullets
- 3rd – this is why Net Neutrality is such a big deal Net neutrality (also network neutrality or Internet neutrality) is the principle that Internet service providers and governments should treat all data on the Internet equally, not discriminating or charging differentially by user, content, site, platform, application, type of attached equipment, and modes of communication. The term was coined by Columbia media law professor Tim Wu
Talk about the need for transparency, data discovery, and data democracy.
Netflix tracks each customer selection, pause, exit.
But forget staying within the enterprise. Netflix purchases an extensive amount of third-party data and metadata from firms like Nielsen, a leading global information and measurement company, provides market research, insights & data about what people watch & what people buy.
Never before has it been so important to act quickly, but how many organizations possess the right tools to act immediately?
And a culture that embraces data to this extent?
Because of the extent to which it relies upon data to make business decisions, Netflix knows more on its customers than just about any out there.
The Netflix culture encourages and values curiosity. ***2nd bullet
For instance….
And it’s this part that I want to focus on.
KEVIN SPACEY NEXT
MOVE TO TWITTER
Who I am
What is Big Data and why does it matter?
Here are some interesting examples
Who I am
What is Big Data and why does it matter?
3 bullets
Not used to doing this
HR Director and Delamura examples time permitting
Not going anywhere
4 bullets
1.Think less about proper reporting
2 Focus on the open-minded and the dataphiles
3. don’t try to boil the ocean. Maybe on a department or division basis ; Start small and organically; the entire organization need not approve.
4. The Holy Grail will have to wait.
2 big bullets; 2 subs after 2nd
Manage expectations, under-promise, and over-deliver. Big Data reduces uncertainty; it does not eliminate it
Build internal momentum
Communicate big victories
Make the skeptics and dataphiles come to you
Constantly look at reports, algorithms, data sources
Big mistake
Big Data isn’t going anywhere.
Let people know what data you’re tracking–and how you might use it.