This document summarizes six transforming sales trends for 2010: 1) Realities today include more decision makers involved but fewer with budget. 2) Lead nurturing requires consistent messaging and using multiple tools. 3) Sales require a multi-touch strategy using different tools throughout the sales cycle. 4) Tools can fuel sales productivity for selling, administration, and planning. 5) Power buyers are high-level decision makers that require finding within an organization. 6) Qualification ensures sales-ready leads meet budget, timeframe, and other criteria.
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 presentation, “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.
There appears to be a disconnect between what customers care about and what companies talk about. B2B customers across industries recognize that brand influences their decision. For more insights from McKinsey on the B2B space, visit: http://mckinseyonmarketingandsales.com/when-b2b-brand-messages-miss-their-target
The Consumer Decision Journey (CDJ) helps businesses and marketers focus on the four key battlegrounds to develop critical insights that inform marketing and MROI objectives. In this presentation, McKinsey's Dave Elzinga explores how the CDJ has evolved, and how the digital revolution has made "initial consideration" the must-win battleground for marketers and businesses alike.
Adapting Your Pipeline to Marketing’s New DynamicsScott Salkin
Scott Salkin, President of BMA Phoenix and Founder/CEO of a B2B marketing firm, as he shares data and insight behind dramatic shifts taking place in the IT sales cycle as customers are literally becoming the ‘hunter’ and sales organizations the ‘hunted.' Learn how to react to this revolution in the sales cycle, as opportunities are still abundant, and how Avnet can continue to help you drive demand in this ever changing marketplace.
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.
Effective lead generation is about understanding audience behaviour, embracing technology and being distinctive. This infographic summarises b2b buyer behaviour.
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 presentation, “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.
There appears to be a disconnect between what customers care about and what companies talk about. B2B customers across industries recognize that brand influences their decision. For more insights from McKinsey on the B2B space, visit: http://mckinseyonmarketingandsales.com/when-b2b-brand-messages-miss-their-target
The Consumer Decision Journey (CDJ) helps businesses and marketers focus on the four key battlegrounds to develop critical insights that inform marketing and MROI objectives. In this presentation, McKinsey's Dave Elzinga explores how the CDJ has evolved, and how the digital revolution has made "initial consideration" the must-win battleground for marketers and businesses alike.
Adapting Your Pipeline to Marketing’s New DynamicsScott Salkin
Scott Salkin, President of BMA Phoenix and Founder/CEO of a B2B marketing firm, as he shares data and insight behind dramatic shifts taking place in the IT sales cycle as customers are literally becoming the ‘hunter’ and sales organizations the ‘hunted.' Learn how to react to this revolution in the sales cycle, as opportunities are still abundant, and how Avnet can continue to help you drive demand in this ever changing marketplace.
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.
Effective lead generation is about understanding audience behaviour, embracing technology and being distinctive. This infographic summarises b2b buyer behaviour.
McKinsey's Jennifer Stanley goes beyond the latest research about when to use digital and when not to. Digital might be the answer, but what is the question? Clearly digital is a game changer for sales organizations that do it well and are in the lead. B2B players that embed digital in their go-to market programs grow >5x faster than their peers and have 30% higher acquisition efficiency.
Performance Marketing Technology: What is the Next Big Innovation?PerformanceIN
Speakers: Mark Andres, vouchercloud, Menno Kolkert, Plot Projects, Gianluca Carrera, Reward Insight, Oren Cohen, Optimizely & Owen Geddes, Appflare
Technology is spurring performance marketing to more growth and it is here where the channel’s real innovation originates. It is why industry stakeholders need to be quick on the uptake or risk falling by the wayside.
Mark will introduce four of the latest technologies to have disrupted performance marketing. Four representatives from the areas of geo fencing, card-linked marketing, iBeacons and in-app real-time split testing will talk through how you can use these innovations to lead the pack and squeeze more ROI from your campaigns.
Four megatrends are defining today's and tomorrow's sales landscape: Technology, demographic shifts, economics of experimenting, and the power of the user. This speech by McKinsey's Jennifer Stanley explores the trends, and lays out the five things that sales executives need to do now to adapt. For more on McKinsey's megatrends, be sure to check out: http://www.mckinseyonmarketingandsales.com/megatrends-for-sales-organizations
How Artificial Intelligence is Impacting Marketing Today and How Smart Market...Mark Osborne
Overview of Artificial Intelligence AI and Machine Learning technologies that are impacting marketing today, and how marketers can plan their career and build the relevant computer science / engineering / statistics / and data-driven decision-making skills to excel in the future. Covers relevant algorithms, and marketing strategies like segmentation, targeting, and positioning, and how marketers can prepare
Do tech marketers differ from their non-tech counterparts and reign supreme in particular domains of marketing expertise?
New LinkedIn research says yes. But more importantly, findings from our recent global marketer’s study point out significant lessons that non-tech marketers can learn from today’s tech trailblazers.
[Earley] Building a Successful Digital Transformation RoadmapDuy, Vo Hoang
Digital transformation will be a top priority for boardroom
executives during 2016. Here are some data points:
• 125,000 enterprises expect revenue from their digital
initiatives to increase by 80% by 2020 (Gartner)
• Digital transformation initiatives will more than double by
2020, from 22% to almost 50% (IDC)
• Only 27% of businesses have a coherent digital strategy for
creating customer value in place (Forrester)
Are you ready for digital transformation? Do you have a digital
transformation roadmap? Does it lay a solid foundation for a
successful transition to your future digital business? In order to
succeed, you need to start with a current assessment, identify
gaps and define the actions and resources required to fill those
gaps along the four paths of people, process, technology and
content.
Psfk webinar notes future of retail 2021Joan Braatz
Retail Merchandising Notes from attending psfk sponsored "The Future of Retail 2021" exploring the impacts from COVID-19 in retail.
Mech/ Merchandise /Revenue/Gross Profit/Margin/Dollars/Data/Ecommerce/Omnichannel/Retail
The landscape of digital is a demanding one. The last 5 years has seen some of the most fundamental shifts in how organisations are changing to meet the needs, demands and opportunities presented in this digital age. Transform's digital maturity index, DMI 2015, features the views of 227 digital leaders and includes insights from Matt Watkinson, author of The Ten Principles Behind Great Customer Experiences.
Training Series Live!: Think Like a TechnologistApartments.com
In this edition of Training Series Live!, Lauren Curley, Marketing Director for Landmark Property Services, discussed how marketers today need to start thinking like technologists in order to build more effective marketing strategies.
Marketing Week Live 2017 - "B2B Marketing, The Fundamentals" by Really B2BReally B2B
If you couldn't make our B2B Marketing Fundamentals workshop at Marketing Week Live, or just want a refresher, check out our slides on the following topics:
• Revolutionising your B2B digital marketing strategy to create leads and revenue generation opportunities
• Using digital content marketing techniques to bolster leads and enhance conversion
• The role of social media in your B2B marketing strategy to support the sales funnel
ADTRAN Channel Webinar - The Hunt for the Coveted "A" LeadScott Salkin
Over the last 5-plus years, the high-tech industry has gone through a revolution - a customer revolution. While we've all felt the effects of enormous disruptions to the world's economy, we've also been lucky enough to have witnessed and contributed to an incredible transformation in how we communicate, share knowledge and work with one another. As a result, our prospects and customers have taken near-complete control of the sales cycle. Your prospects are actually 70% through the sales pipeline BEFORE ever talking to a sales rep.
Another small presentation I held at my company. I had to remove a few work-specific slides but the essentials are still there.
The most important part is the branching section about branching best practices. Believe me: It just works if you do it this way!
McKinsey's Jennifer Stanley goes beyond the latest research about when to use digital and when not to. Digital might be the answer, but what is the question? Clearly digital is a game changer for sales organizations that do it well and are in the lead. B2B players that embed digital in their go-to market programs grow >5x faster than their peers and have 30% higher acquisition efficiency.
Performance Marketing Technology: What is the Next Big Innovation?PerformanceIN
Speakers: Mark Andres, vouchercloud, Menno Kolkert, Plot Projects, Gianluca Carrera, Reward Insight, Oren Cohen, Optimizely & Owen Geddes, Appflare
Technology is spurring performance marketing to more growth and it is here where the channel’s real innovation originates. It is why industry stakeholders need to be quick on the uptake or risk falling by the wayside.
Mark will introduce four of the latest technologies to have disrupted performance marketing. Four representatives from the areas of geo fencing, card-linked marketing, iBeacons and in-app real-time split testing will talk through how you can use these innovations to lead the pack and squeeze more ROI from your campaigns.
Four megatrends are defining today's and tomorrow's sales landscape: Technology, demographic shifts, economics of experimenting, and the power of the user. This speech by McKinsey's Jennifer Stanley explores the trends, and lays out the five things that sales executives need to do now to adapt. For more on McKinsey's megatrends, be sure to check out: http://www.mckinseyonmarketingandsales.com/megatrends-for-sales-organizations
How Artificial Intelligence is Impacting Marketing Today and How Smart Market...Mark Osborne
Overview of Artificial Intelligence AI and Machine Learning technologies that are impacting marketing today, and how marketers can plan their career and build the relevant computer science / engineering / statistics / and data-driven decision-making skills to excel in the future. Covers relevant algorithms, and marketing strategies like segmentation, targeting, and positioning, and how marketers can prepare
Do tech marketers differ from their non-tech counterparts and reign supreme in particular domains of marketing expertise?
New LinkedIn research says yes. But more importantly, findings from our recent global marketer’s study point out significant lessons that non-tech marketers can learn from today’s tech trailblazers.
[Earley] Building a Successful Digital Transformation RoadmapDuy, Vo Hoang
Digital transformation will be a top priority for boardroom
executives during 2016. Here are some data points:
• 125,000 enterprises expect revenue from their digital
initiatives to increase by 80% by 2020 (Gartner)
• Digital transformation initiatives will more than double by
2020, from 22% to almost 50% (IDC)
• Only 27% of businesses have a coherent digital strategy for
creating customer value in place (Forrester)
Are you ready for digital transformation? Do you have a digital
transformation roadmap? Does it lay a solid foundation for a
successful transition to your future digital business? In order to
succeed, you need to start with a current assessment, identify
gaps and define the actions and resources required to fill those
gaps along the four paths of people, process, technology and
content.
Psfk webinar notes future of retail 2021Joan Braatz
Retail Merchandising Notes from attending psfk sponsored "The Future of Retail 2021" exploring the impacts from COVID-19 in retail.
Mech/ Merchandise /Revenue/Gross Profit/Margin/Dollars/Data/Ecommerce/Omnichannel/Retail
The landscape of digital is a demanding one. The last 5 years has seen some of the most fundamental shifts in how organisations are changing to meet the needs, demands and opportunities presented in this digital age. Transform's digital maturity index, DMI 2015, features the views of 227 digital leaders and includes insights from Matt Watkinson, author of The Ten Principles Behind Great Customer Experiences.
Training Series Live!: Think Like a TechnologistApartments.com
In this edition of Training Series Live!, Lauren Curley, Marketing Director for Landmark Property Services, discussed how marketers today need to start thinking like technologists in order to build more effective marketing strategies.
Marketing Week Live 2017 - "B2B Marketing, The Fundamentals" by Really B2BReally B2B
If you couldn't make our B2B Marketing Fundamentals workshop at Marketing Week Live, or just want a refresher, check out our slides on the following topics:
• Revolutionising your B2B digital marketing strategy to create leads and revenue generation opportunities
• Using digital content marketing techniques to bolster leads and enhance conversion
• The role of social media in your B2B marketing strategy to support the sales funnel
ADTRAN Channel Webinar - The Hunt for the Coveted "A" LeadScott Salkin
Over the last 5-plus years, the high-tech industry has gone through a revolution - a customer revolution. While we've all felt the effects of enormous disruptions to the world's economy, we've also been lucky enough to have witnessed and contributed to an incredible transformation in how we communicate, share knowledge and work with one another. As a result, our prospects and customers have taken near-complete control of the sales cycle. Your prospects are actually 70% through the sales pipeline BEFORE ever talking to a sales rep.
Another small presentation I held at my company. I had to remove a few work-specific slides but the essentials are still there.
The most important part is the branching section about branching best practices. Believe me: It just works if you do it this way!
Are you starting a 4.5 migration? Do you have projects pending that haven't been migrated? Have you done your migration estimates? Is there a customer breathing down your neck? Are you afraid?
We feel your pain - that's why we'd like to share our migration experiences: our ups and downs, our dead ends as well as the heureka moments.
You have to earn your migration - it's hard work without pixies and magic elves involved...
Fortunately, when we started out with the Magnolia Migration Module 1.2, we didn't feel like Indiana Jones in a deadly maze anymore.
Thanks to the Magnolia team working on the Migration Module and the great cooperation between them and us, we were successful - and you can succeed, too!
(A copy of the slides at http://t.co/xyVCnevGcA)
How To Improve Lead Generation With Prospecting Brian Carroll
In our time-crunched economy, teleprospectors and inside sales are the driving forces behind B2B sales. As a new year kicks off, teleprospectors and inside sales reps are in the hot-seat with expectations to generate the real revenue that will lead their companies out of this economy. How ready are they to take over the controls? Will their old habits keep them from succeeding? Where do they need to pick up speed?
During this webinar, Brian Carroll CEO of InTouch invites Josiane Feigon, founder and CEO of TeleSmart Communications to show you fresh and new ideas that will help catapult marketing and sales efforts in the new year.
In this Webinar, you'll learn tips on:
* Cold Calling
* Email and Voice Mail Trends
* Getting out of the No-Po Zone
* Finding the Power Buyers
* Winning Qualification Criteria
* And much more...
B2B Digital Marketing Playbook for the COVID EraRohas Nagpal
Customers have changed.
Spending patterns have changed.
People's priorities have changed.
How people spend their time has changed.
So naturally, marketing techniques
NEED TO CHANGE.
The "B2B Digital Marketing Playbook for the COVID Era" recommends an 11-point approach:
1. Understand what you are selling
2. Understand whom you are selling to
3. Design your digital marketing strategy
4. Optimize your website
5. Incentivize influencers
6. Optimize your digital marketing assets
7. Distribute your digital marketing assets
8. Make it easy for potential customers to contact you
9. Aim for a 60-second response time
10. Use dynamic QR codes
11. Use Artificial Intelligence
Slides from my lecture on digital marketing to first year Bachelor students at the Stockholm School of Economics in May 2011. Many of the slides are based on David Jobber's textbook: http://www.amazon.co.uk/Principles-Practice-Marketing-David-Jobber/dp/0077114159.
The Total Economic Impact of Marketo EngageMarketo
In this webinar, you'll hear from a top marketing analyst on how the world of marketing is changing and why investment is crucial. Next, we’ll share the results of a recent ROI study commissioned by Adobe and conducted by Forrester Consulting, an independent research firm. This study quantifies the value of Marketo Engage, based on interviews with real customers. Finally, you'll hear from a Marketo Engage customer to hear her personal story of driving martech investments, transformation and value at her company.
In an 'always on' world where channel-surfing B2B customers demand real-time responses - no matter where they are - what is the optimal role of social media marketing? Roxane Divol, a partner and leader of McKinsey's Marketing & Sales Practice, addressed this question at the ITSMA Marketing Leadership Forum and demystified the emerging role of marketing as a driver of social technologies. She also discussed the tactics and strategies B2B marketers should use to access the touchpoints and datastreams that reinforce the social consumer decision journey. This presentation provides insights into how, when, and where social media influences and uniquely engages customers, as well as current best practices for developing, launching, and demonstrating the financial impact of social media campaigns. More: http://mckinseyonmarketingandsales.com/topics/b-to-b
Re:Engage: Accelerating Sales Pipeline w/ Marketing's New DynamicsScott Salkin
According to an IDC study, nearly 57% of B2B prospects and customers feel that their sales reps are not prepared for the first meeting. And more than 1/3 of deals are lost due to circumstances within a reps control.
Why?
Originally presented at the Arizona Technology Council CEO Summit in August 2013, this presentation takes an in-depth look at the effect of marketing's "always-on" dynamics as a result of the web and social media, and how they've impacted the B2B sales cycle.
Topics include social media, lead generation and lead nurturing, marketing automation, sales enablement, search engine optimization, mobile marketing, and much more. Plus some great statistics from IDC, Google and several other B2B sales and marketing research reports.
In our first spring Engage meet-up we explored different ways of making IT more human-centered. Melvin Brand Flu, director of strategy and business design at Livework, talked about architecting the customer experience in a large organisation.
http://engagerotterdam.com
http://liveworkstudio.com
Culture Hacking with Data - front line experiences in Data Driven TransformationBarry Magee
UCC PGDip in Innovation Studies - Feb 2021 - Barry Magee
I'm an experienced senior business leader focused on how data-driven transformation creates organisational value with deep experience in sales, marketing, strategy, operations, and change management. I’m a recognized industry-leading specialist and academic on effective and systemic innovation using data and analytics to build competitive advantage and tangible results.
https://www.linkedin.com/in/barrymagee/
Lead Generation: Developing A Conversational ApproachHannah Flynn
B2B buyers are self-guiding their purchase journey, consuming more content along their purchase path and involving more stakeholders in the final decision. Therefore, it is necessary for B2B marketing teams to align to this purchase path and to the buying committees.
This is not accomplished by creating more content or sending more communication, the key to success is establishing a conversation with your buyers that engages them in a meaningful dialogue and ultimately converts them to a customer.
10. Audience has stopped listening There are now 16% more decision-makers involved in the sales process, but fewer who actually hold budget dollars. According to a recent finding by CSO Insights, 22% of deals are lost because of “no decision.” TeleSmart Communications All Rights Reserved 2010 4
11. 2. Lead Nurturing TeleSmart Communications All Rights Reserved 2010 5
19. Tradeshows Website Visitor Action White Paper Downloads Web Demos Quick Quotes No Money No Need No Authority Customers Lead Nurturing Gone Wrong 7 According to IDC report, 80% of marketing expenditures on lead generation is wasted because the leads are ignored by salespeople. 7
20. 3. It’s not just about using the phone TeleSmart Communications All Rights Reserved 2010 8
21. TeleSmart Communications All Rights Reserved 2010 Dynamic Duo Voice Mail + Email = High Response: 9
22. The Multiple Touch Rule What’s your strategic multi-touch strategy throughout the sales cycle? 10
23. The Multiple Touch Rule What’s your strategic multi-touch strategy throughout the sales cycle? Beginning of sales cycle: voice mail, email, invitation to web conferencing/webinar, white paper 11
24. The Multiple Touch Rule What’s your strategic multi-touch strategy throughout the sales cycle? Middle of sales cycle: youtube video, case study, competitive benchmark, invitation to linkedin, tradeshow/customer reference 12
25. The Multiple Touch Rule What’s your strategic multi-touch strategy throughout the sales cycle? End of sales cycle: ROI calculator, personalized video (GoldMail) Twitter research 13
26. The Multiple Touch Rule What’s your strategic multi-touch strategy throughout the sales cycle? Beginning of sales cycle: voice mail, email, invitation to web conferencing/webinar, white paper Middle of sales cycle: youtube video, case study, competitive benchmark, invitation to linkedin, tradeshow/customer reference End of sales cycle: ROI calculator, personalized video (GoldMail) Twitter research 14
27. Sales 2.0 Trends Messaging is Changing Living in the cloud…. Focus on the prospects with the highest possibility to purchase Become part of the conversation to stay engaged and relevant Discover trigger events to identify the right time into the opportunity Leverage business and social relationships to connect with the right decision-makers Engage prospects with information that’s relevant to current initiatives or urgent business challenges
28. 4. Tool Fuel TeleSmart Communications All Rights Reserved 2010 16
32. 5. Power Buyers TeleSmart Communications All Rights Reserved 2010 20
33. Kenneth Wolfe CEO Tamara Fields Exec. Asst. Mark Berenson CFO Jeff Alden CTO John James CMO Bob Cash COO Susan Snow Purchasing Mgr. Jill Aldrich Exec. Asst. George Davis VP of Technology Tom Spaulding Dir. of E Business Maggie Smith External Mgmt Consultant Lisa Bentz Project Manager Mitch Code R & D Mike Moody IT Analyst Steve Hendrie Planning Manager Louis Crow Engineer Hierarchy of Power? 21 mm
34. Salespeople are finding they are selling to the wrong people otherwise known as the No-Po’s- people who have NoPower, No Potentialand No Purchaseorder will ever come from it. Uh-Oh, it’s the No-Po TeleSmart Communications All Rights Reserved 2010 22
35. Finding the Power Buyer TeleSmart Communications All Rights Reserved 2010 23
36. eBook about Social Power TeleSmart Communications All Rights Reserved 2010 24
38. Holding Customers in a Headlock 33 minutes 48 minutes 54 minutes TeleSmart Communications All Rights Reserved 2010 26 Are you using your demos for qualification purposes?
39. Sales Ready Leads Criteria Boiling Hot 100o C Budget 90o C Timeframe 80o C 70o C Competition 60o C 50o C Decision Making Criteria 40o C Decision Making Process 30o C Business Needs 20o C Current Environment Next Steps 10o C 0o C Freezing Cold 27
40. The Inside Sales Sourcebook “I have read 100+ sales books in 20 years and yours was the most practical and useful I have ever read. I am buying a copy for all my reps! Bravo” TeleSmart Communications All Rights Reserved 2010 28
41. Thank You Josiane Feigon Founder- and CEO, TeleSmart Communications- www.tele-smart.com Author-Smart Selling on the Phone and Online Blogger- Cubicle Chronicles- www.tele-smart.com/blog Linkedin-TeleSmart Selling Group Twitter- @josianefeigon Contact- 415-543-6537 TeleSmart Communications All Rights Reserved 2010 29