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!
This document provides information about Michael Nevski as a candidate for a marketing position. It includes quotes from references praising his work ethic, passion, and client focus. Michael's profile describes his skills in problem-solving, analytics, and leadership. It also outlines his commitment to the role and how he believes he can help clients through insights from data. The document is intended to help the company determine if Michael is a good fit.
Valuable, engaging content is more important than ever before for attracting buyers.
Social media platforms like LinkedIn are providing powerful channels through which to distribute this content and reach perfect prospects.
However, competition is fierce and people have become very selective about the information they engage with. The rest is ignored.
In this presentation, we look at why so much content goes to waste and how you can ensure yours hits its mark.
Marketing for Where You Want to Be – Proven Ways to Grow in 2011 and BeyondClearEdge Marketing
This presentation covers the best ways to grow your firm in 2011 and beyond. It covers highly successfully marketing approaches and offers real-world case studies from IT services firms. It also examines a wide assortment of marketing approaches—from social media, PR and target account campaigns to events, award programs and the ever-essential website optimization—and shows exactly how industry peers are leveraging these techniques to achieve bottom-line results.
For questions or details email lvickrey@clearedgemarketing.com or call 312.731.3149.
Thought Leadership Marketing: From Hidden Talent to Visible Expert - Presente...Dana Vanden Heuvel
Thought Leadership Marketing: From Hidden Talent to Visible Expert - Presented at the Iowa AMA
Business-to-business (B2B) marketers are being asked to position their firms as thought leaders in the industries they serve, but many marketers are still murky on just what thought leadership is and even more unsure of how to activate their experts for thought leadership. Marketers need more than just a body of content and social media to become thought leaders on the issues that are most relevant to their customers.
This event is designed for marketers who seek to use thought leadership as a means to market their brand and want to know the best way to establish thought leadership within their industry. Attendees will walk away with an understanding of what thought leadership is, and what it is not, how to build the discipline of thought leadership in an organization and how to take the first steps away from ‘hidden talent’ toward the ideal of ‘visible expert’.
Attendees will leave armed with a series of tools to help them determine and test their platform, establish the right thought leadership channels and build the case for thought leadership marketing in their organization.
Learn how to go from traction to scale. The first stage is to understand your current team, your vision, and your long term goals. From there, you can start building and preparing your B2B SaaS team for growth.
The document discusses recruitment marketing and talent acquisition. It begins by introducing Duncan Miller as the Head of Marketing for Talent Acquisition at Lumesse. It then discusses applying marketing principles to talent acquisition, including segmentation, objectives, strategies, tactics and controls. Throughout, it emphasizes treating candidates as customers and highlights Lumesse as a provider of talent acquisition software and services.
I am very happy to discuss details further as I am actively seeking positions, Remote or Dallas-based, in a Strategic Leadership capacity for Project Management that is Marketing and/or Communications based and customer focussed in nature, creative, as my strengths to contribute to creatively and passionately to a great organization!
Thought Leadership: Positioning Yourself as an Expert in the MarketplaceDana Vanden Heuvel
The document discusses thought leadership and positioning oneself as an expert in the marketplace. It defines thought leadership as earning trust and credibility by offering unique information, insights, and ideas. Becoming a thought leader positions a company as an industry authority. The presentation outlines how to develop thought leadership by recognizing opportunities in one's industry, developing a unique point of view, and crafting solutions that are novel, relevant, proven, practical, focused, and logically rigorous.
This document provides information about Michael Nevski as a candidate for a marketing position. It includes quotes from references praising his work ethic, passion, and client focus. Michael's profile describes his skills in problem-solving, analytics, and leadership. It also outlines his commitment to the role and how he believes he can help clients through insights from data. The document is intended to help the company determine if Michael is a good fit.
Valuable, engaging content is more important than ever before for attracting buyers.
Social media platforms like LinkedIn are providing powerful channels through which to distribute this content and reach perfect prospects.
However, competition is fierce and people have become very selective about the information they engage with. The rest is ignored.
In this presentation, we look at why so much content goes to waste and how you can ensure yours hits its mark.
Marketing for Where You Want to Be – Proven Ways to Grow in 2011 and BeyondClearEdge Marketing
This presentation covers the best ways to grow your firm in 2011 and beyond. It covers highly successfully marketing approaches and offers real-world case studies from IT services firms. It also examines a wide assortment of marketing approaches—from social media, PR and target account campaigns to events, award programs and the ever-essential website optimization—and shows exactly how industry peers are leveraging these techniques to achieve bottom-line results.
For questions or details email lvickrey@clearedgemarketing.com or call 312.731.3149.
Thought Leadership Marketing: From Hidden Talent to Visible Expert - Presente...Dana Vanden Heuvel
Thought Leadership Marketing: From Hidden Talent to Visible Expert - Presented at the Iowa AMA
Business-to-business (B2B) marketers are being asked to position their firms as thought leaders in the industries they serve, but many marketers are still murky on just what thought leadership is and even more unsure of how to activate their experts for thought leadership. Marketers need more than just a body of content and social media to become thought leaders on the issues that are most relevant to their customers.
This event is designed for marketers who seek to use thought leadership as a means to market their brand and want to know the best way to establish thought leadership within their industry. Attendees will walk away with an understanding of what thought leadership is, and what it is not, how to build the discipline of thought leadership in an organization and how to take the first steps away from ‘hidden talent’ toward the ideal of ‘visible expert’.
Attendees will leave armed with a series of tools to help them determine and test their platform, establish the right thought leadership channels and build the case for thought leadership marketing in their organization.
Learn how to go from traction to scale. The first stage is to understand your current team, your vision, and your long term goals. From there, you can start building and preparing your B2B SaaS team for growth.
The document discusses recruitment marketing and talent acquisition. It begins by introducing Duncan Miller as the Head of Marketing for Talent Acquisition at Lumesse. It then discusses applying marketing principles to talent acquisition, including segmentation, objectives, strategies, tactics and controls. Throughout, it emphasizes treating candidates as customers and highlights Lumesse as a provider of talent acquisition software and services.
I am very happy to discuss details further as I am actively seeking positions, Remote or Dallas-based, in a Strategic Leadership capacity for Project Management that is Marketing and/or Communications based and customer focussed in nature, creative, as my strengths to contribute to creatively and passionately to a great organization!
Thought Leadership: Positioning Yourself as an Expert in the MarketplaceDana Vanden Heuvel
The document discusses thought leadership and positioning oneself as an expert in the marketplace. It defines thought leadership as earning trust and credibility by offering unique information, insights, and ideas. Becoming a thought leader positions a company as an industry authority. The presentation outlines how to develop thought leadership by recognizing opportunities in one's industry, developing a unique point of view, and crafting solutions that are novel, relevant, proven, practical, focused, and logically rigorous.
Audience Targeting Techniques for B2B MarketersTodd Ebert
According to Google’s Changing Face of B2B Marketing, many B2B marketers operate under the myth that B2B marketing should only target the highest-level executives. In reality, the decision-making ecosystem has dramatically changed. 81% of non-C suite workers now have a say in purchase decisions.
“B2B marketers need to understand that it’s not just about targeting a specific buyer, online. The B2B decision making process is a journey that involves not just one audience, but many. Company influencers and end users actually weigh in on the purchase decision,” says Todd Ebert, MultiView’s Chief Marketing Officer.
This ebook shows B2B marketers how to navigate today’s changing world of digital marketing by understanding online audiences and applying a variety of audience targeting techniques.
Chapter 1 sales management strategy sales and distribution management (1)Anita Rai
The document discusses key aspects of sales management strategies. It defines sales management and outlines the responsibilities of sales management, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating the sales force. The importance of relationship-based selling is discussed, emphasizing building trust with customers. Effective sales force management requires the right organization, size, qualifications, compensation and incentives. Steps in designing and managing an effective sales force are outlined, and the duties and responsibilities of sales managers are provided.
The document outlines 10 trends for marketing and social media in 2013. It discusses: 1) Understanding customers' technographic and behavioral profiles to engage them on social media. 2) Sharing a company's backstory and "why" to differentiate the brand. 3) Using more human and authentic social media engagement with customers. It also discusses trends like visual content, inbound marketing, social media empowering customers and employees, reducing information overload, and the decline of QR codes.
C-Level Executive Solutions provides strategic consulting, coaching, and interim executive services to help businesses reach new levels of success. They work closely with clients to offer hands-on support in areas like leadership, management, technology, finance, and systems integration. Their team of experts helps clients overcome challenges, find solutions to problems, and achieve goals like organizational excellence, competitive advantage, and fulfilling their mission and vision.
This document contains summaries of two workshops on selling skills:
1. The first workshop focuses on selling to senior executives and business leaders. It teaches methods for gaining access to executives, creating customized value presentations, and building long-term business relationships.
2. The second workshop is for those in technical or support roles who are now involved in sales. It teaches a consultative sales strategy to position oneself as a consultant rather than salesperson and gain access to decision makers. Both workshops aim to teach skills for forging high-trust relationships with clients.
Dana VanDen Heuvel is the founder of The MarketingSavant Group and a recognized specialist in thought leadership and emerging marketing technologies such as blogging, social media, and interactive marketing trends. She speaks regularly at industry events on these topics and created the American Marketing Association's "TechnoMarketing" training series. After her presentation at the Reno-Tahoe AMA event on July 23, 2008, the slides and resource links were made available electronically on her website.
Social selling training should be part of every company's digital sales strategy as the buyer's journey has changed significantly in recent years. To be successful at social selling, one must provide value to their network over an extended period by sharing relevant, quality content rather than simply blasting sales messages. Direct social selling involves engaging with conversations on social media and sharing articles related to a prospect's goals before eventually explaining how one's product or service could help. Indirect social selling is building one's own brand as an industry expert through consistently sharing useful insights so that one's network views them as a valuable resource rather than just another salesperson.
The document outlines a business acceleration system from Alchemy that aims to help companies increase customers, sales, and profits. It does this through proven strategies and techniques to capture more market share by winning new customers and increasing loyalty. These include developing multiple marketing channels, implementing the "7 profit multipliers" to boost key metrics like leads, conversion rates, and average transaction value, and creating systems that allow the business to run profitably without constant oversight. The goal is to build a highly valuable business that can be sold or operated independently on "autopilot".
This document discusses various marketing strategies for attracting targeted clients and customers. It covers strategies like social media marketing, mobile marketing, testing and tracking analytics, interactivity, creating partnerships, and using autoresponders. Specific tactics mentioned include optimizing for mobile, using QR codes and coupons, engaging on social platforms, tracking referral sources and content performance, and sending helpful tips and promotions via autoresponder. The overall document provides an overview of effective digital marketing tactics for different business and customer types.
Marketing organizations are constantly challenged to keep all the pieces of their brand glued together. From traditional advertising, online, direct, and the next generation of social media, brands have never been at greater risk of becoming fragmented and diluted.
This brief presenation is an high-level review of how to ensure your Creative Services Department is a good postion to support your brand.
Top 8 assistant brand manager resume samplesdelijom
This document provides resources for assistant brand managers seeking employment, including resume samples, cover letters, interview questions and answers, and tips for writing resumes and preparing for interviews. It lists top resume types such as chronological, functional, curriculum vitae, combination, targeted, professional, new graduate, and executive resumes. It also provides additional useful materials for the assistant brand manager interview process such as common interview questions, dress code tips, and case study examples.
The 90-day marketing plan focuses on building the Cirrus Assessment brand and generating high-quality leads. For branding, it will define the brand positioning, develop the customer promise and messaging, build thought leadership, and communicate about current customers. To generate leads, it will develop an integrated online strategy including a new responsive website, SEO/SEA, social media, and lead nurturing. Key actions include website development, hiring online marketing staff, investing in SEA/social in key countries, and developing country marketing plans for the UK and Netherlands.
This document provides an overview of careers in sales and marketing. It discusses the differences between marketing and sales, outlines various career paths and roles in both fields, and identifies key competencies and success factors. It also provides recommendations for coursework, books, projects, and interview preparation to help students pursue careers in sales and marketing.
Reaching Decision Makers - Brian Groth - Feb 2015Brian Groth
Tips to:
1. Discover the decisions to be made, who approves & who signs
2. Earn the right to talk to the CxO
3. Sound like the CxO
4. Choose the right “champion”
The document provides an overview of a workshop on strategic planning. It discusses key components of strategic planning including assessments, baselines, gaps, and the strategic planning model. The workshop covers environmental scans, SWOT analyses, organizational profiles, mission and vision statements, goals, objectives, and performance measurement. The goal is to provide a common strategic planning process and model for an organization.
This document provides an overview of relationship marketing strategies presented by Lisa Dennis, president of Knowledgence Associates. The presentation covers defining relationship marketing, understanding the anatomy of business relationships, relationship stages, engagement options, strategies for building relationships, tactics for executing strategies, and benchmarking relationship performance. The goal is to help organizations transform customer insights into knowledge that allows them to understand customers and build long-term relationships.
Key Strategies for Marketing & Developing Business for Your FirmKatie Harris
This presentation was developed for an audience of architects and engineers who are responsible for integration of marketing and business development within their firms.
No Apologies Consulting provides branding and marketing services to help businesses build powerful and sustainable brands. They specialize in developing brand strategies that reveal customer insights and create compelling brand stories. Their process involves defining the brand's strengths, researching the target customer, and presenting a plan to position the business for long-term growth. Alyson Grubard, the founder and president, has over 20 years of experience in strategic branding and marketing for consumer products.
The RISE program is a sales transformation program aimed at making a company's B2B sales team the key source of competitive advantage. It addresses five transformational dimensions - best practice sales processes, CRM/metrics, role model sales organization, sales/management skills, and HR development - at three levels: individual, management, and organizational capabilities. RISE provides a framework to implement lean change and achieve sales alignment through defining best practice sales processes, developing a role model sales organization structure, implementing sales and management skills training, and establishing CRM and reporting systems to measure performance.
BricConsulting is an Ontario-based consulting firm focused on new business development, sales, and marketing. They offer various lead generation and sales services including building and nurturing lead generation programs and outsourced sales leadership. Their Sales2B lead generation model is designed to double sales and cut costs using the latest technology. BricConsulting takes a holistic approach to solving clients' unique challenges and focuses on delivering solutions that provide a strong return on investment.
Marketing social media for trading investmen industry Dinis GuardaDinis Guarda
Marketing and Social Media for Finance: trading & Investment Industry:
Front Operations: Marketing Merlin - Everything You Need to Know.
How to leverage Marketing Strategy, Lead generation and tracking to get a full scope customer acquisition and relation?
As digital and social evolves how can you get the best of your marketing, media buying, SEO and social media activities to increase your sales and retain customers, and make sure we build a strong data base and analytic insights?
This document provides guidance on how to market events through a 5-step process: 1) Analyze past marketing data and tactics, 2) Research best practices, 3) Evaluate and select tactics, 4) Implement a new marketing strategy, and 5) Repeat the analysis process. The first step involves analyzing metrics from past events to determine what drove success. Common drivers were referrals, returning participants, and social media. The second step reviews various marketing tactics and trends, such as email marketing, direct mail, and social media advertising. Tactics are then evaluated in step three using criteria like registrations, cost, and ease. A sample scorecard ranks tactics. Step four involves communicating a new one-page marketing plan. The process
Audience Targeting Techniques for B2B MarketersTodd Ebert
According to Google’s Changing Face of B2B Marketing, many B2B marketers operate under the myth that B2B marketing should only target the highest-level executives. In reality, the decision-making ecosystem has dramatically changed. 81% of non-C suite workers now have a say in purchase decisions.
“B2B marketers need to understand that it’s not just about targeting a specific buyer, online. The B2B decision making process is a journey that involves not just one audience, but many. Company influencers and end users actually weigh in on the purchase decision,” says Todd Ebert, MultiView’s Chief Marketing Officer.
This ebook shows B2B marketers how to navigate today’s changing world of digital marketing by understanding online audiences and applying a variety of audience targeting techniques.
Chapter 1 sales management strategy sales and distribution management (1)Anita Rai
The document discusses key aspects of sales management strategies. It defines sales management and outlines the responsibilities of sales management, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating the sales force. The importance of relationship-based selling is discussed, emphasizing building trust with customers. Effective sales force management requires the right organization, size, qualifications, compensation and incentives. Steps in designing and managing an effective sales force are outlined, and the duties and responsibilities of sales managers are provided.
The document outlines 10 trends for marketing and social media in 2013. It discusses: 1) Understanding customers' technographic and behavioral profiles to engage them on social media. 2) Sharing a company's backstory and "why" to differentiate the brand. 3) Using more human and authentic social media engagement with customers. It also discusses trends like visual content, inbound marketing, social media empowering customers and employees, reducing information overload, and the decline of QR codes.
C-Level Executive Solutions provides strategic consulting, coaching, and interim executive services to help businesses reach new levels of success. They work closely with clients to offer hands-on support in areas like leadership, management, technology, finance, and systems integration. Their team of experts helps clients overcome challenges, find solutions to problems, and achieve goals like organizational excellence, competitive advantage, and fulfilling their mission and vision.
This document contains summaries of two workshops on selling skills:
1. The first workshop focuses on selling to senior executives and business leaders. It teaches methods for gaining access to executives, creating customized value presentations, and building long-term business relationships.
2. The second workshop is for those in technical or support roles who are now involved in sales. It teaches a consultative sales strategy to position oneself as a consultant rather than salesperson and gain access to decision makers. Both workshops aim to teach skills for forging high-trust relationships with clients.
Dana VanDen Heuvel is the founder of The MarketingSavant Group and a recognized specialist in thought leadership and emerging marketing technologies such as blogging, social media, and interactive marketing trends. She speaks regularly at industry events on these topics and created the American Marketing Association's "TechnoMarketing" training series. After her presentation at the Reno-Tahoe AMA event on July 23, 2008, the slides and resource links were made available electronically on her website.
Social selling training should be part of every company's digital sales strategy as the buyer's journey has changed significantly in recent years. To be successful at social selling, one must provide value to their network over an extended period by sharing relevant, quality content rather than simply blasting sales messages. Direct social selling involves engaging with conversations on social media and sharing articles related to a prospect's goals before eventually explaining how one's product or service could help. Indirect social selling is building one's own brand as an industry expert through consistently sharing useful insights so that one's network views them as a valuable resource rather than just another salesperson.
The document outlines a business acceleration system from Alchemy that aims to help companies increase customers, sales, and profits. It does this through proven strategies and techniques to capture more market share by winning new customers and increasing loyalty. These include developing multiple marketing channels, implementing the "7 profit multipliers" to boost key metrics like leads, conversion rates, and average transaction value, and creating systems that allow the business to run profitably without constant oversight. The goal is to build a highly valuable business that can be sold or operated independently on "autopilot".
This document discusses various marketing strategies for attracting targeted clients and customers. It covers strategies like social media marketing, mobile marketing, testing and tracking analytics, interactivity, creating partnerships, and using autoresponders. Specific tactics mentioned include optimizing for mobile, using QR codes and coupons, engaging on social platforms, tracking referral sources and content performance, and sending helpful tips and promotions via autoresponder. The overall document provides an overview of effective digital marketing tactics for different business and customer types.
Marketing organizations are constantly challenged to keep all the pieces of their brand glued together. From traditional advertising, online, direct, and the next generation of social media, brands have never been at greater risk of becoming fragmented and diluted.
This brief presenation is an high-level review of how to ensure your Creative Services Department is a good postion to support your brand.
Top 8 assistant brand manager resume samplesdelijom
This document provides resources for assistant brand managers seeking employment, including resume samples, cover letters, interview questions and answers, and tips for writing resumes and preparing for interviews. It lists top resume types such as chronological, functional, curriculum vitae, combination, targeted, professional, new graduate, and executive resumes. It also provides additional useful materials for the assistant brand manager interview process such as common interview questions, dress code tips, and case study examples.
The 90-day marketing plan focuses on building the Cirrus Assessment brand and generating high-quality leads. For branding, it will define the brand positioning, develop the customer promise and messaging, build thought leadership, and communicate about current customers. To generate leads, it will develop an integrated online strategy including a new responsive website, SEO/SEA, social media, and lead nurturing. Key actions include website development, hiring online marketing staff, investing in SEA/social in key countries, and developing country marketing plans for the UK and Netherlands.
This document provides an overview of careers in sales and marketing. It discusses the differences between marketing and sales, outlines various career paths and roles in both fields, and identifies key competencies and success factors. It also provides recommendations for coursework, books, projects, and interview preparation to help students pursue careers in sales and marketing.
Reaching Decision Makers - Brian Groth - Feb 2015Brian Groth
Tips to:
1. Discover the decisions to be made, who approves & who signs
2. Earn the right to talk to the CxO
3. Sound like the CxO
4. Choose the right “champion”
The document provides an overview of a workshop on strategic planning. It discusses key components of strategic planning including assessments, baselines, gaps, and the strategic planning model. The workshop covers environmental scans, SWOT analyses, organizational profiles, mission and vision statements, goals, objectives, and performance measurement. The goal is to provide a common strategic planning process and model for an organization.
This document provides an overview of relationship marketing strategies presented by Lisa Dennis, president of Knowledgence Associates. The presentation covers defining relationship marketing, understanding the anatomy of business relationships, relationship stages, engagement options, strategies for building relationships, tactics for executing strategies, and benchmarking relationship performance. The goal is to help organizations transform customer insights into knowledge that allows them to understand customers and build long-term relationships.
Key Strategies for Marketing & Developing Business for Your FirmKatie Harris
This presentation was developed for an audience of architects and engineers who are responsible for integration of marketing and business development within their firms.
No Apologies Consulting provides branding and marketing services to help businesses build powerful and sustainable brands. They specialize in developing brand strategies that reveal customer insights and create compelling brand stories. Their process involves defining the brand's strengths, researching the target customer, and presenting a plan to position the business for long-term growth. Alyson Grubard, the founder and president, has over 20 years of experience in strategic branding and marketing for consumer products.
The RISE program is a sales transformation program aimed at making a company's B2B sales team the key source of competitive advantage. It addresses five transformational dimensions - best practice sales processes, CRM/metrics, role model sales organization, sales/management skills, and HR development - at three levels: individual, management, and organizational capabilities. RISE provides a framework to implement lean change and achieve sales alignment through defining best practice sales processes, developing a role model sales organization structure, implementing sales and management skills training, and establishing CRM and reporting systems to measure performance.
BricConsulting is an Ontario-based consulting firm focused on new business development, sales, and marketing. They offer various lead generation and sales services including building and nurturing lead generation programs and outsourced sales leadership. Their Sales2B lead generation model is designed to double sales and cut costs using the latest technology. BricConsulting takes a holistic approach to solving clients' unique challenges and focuses on delivering solutions that provide a strong return on investment.
Marketing social media for trading investmen industry Dinis GuardaDinis Guarda
Marketing and Social Media for Finance: trading & Investment Industry:
Front Operations: Marketing Merlin - Everything You Need to Know.
How to leverage Marketing Strategy, Lead generation and tracking to get a full scope customer acquisition and relation?
As digital and social evolves how can you get the best of your marketing, media buying, SEO and social media activities to increase your sales and retain customers, and make sure we build a strong data base and analytic insights?
This document provides guidance on how to market events through a 5-step process: 1) Analyze past marketing data and tactics, 2) Research best practices, 3) Evaluate and select tactics, 4) Implement a new marketing strategy, and 5) Repeat the analysis process. The first step involves analyzing metrics from past events to determine what drove success. Common drivers were referrals, returning participants, and social media. The second step reviews various marketing tactics and trends, such as email marketing, direct mail, and social media advertising. Tactics are then evaluated in step three using criteria like registrations, cost, and ease. A sample scorecard ranks tactics. Step four involves communicating a new one-page marketing plan. The process
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.
The purpose of this deck is two-fold:
1. provide key insights on how to build a highly effective and predictable demand gen engine
2. provide a template for a monthly demand gen dashboard that tracks the value/ROI of your actions
There are numerous other key metrics that are essential for marketing to track but are not represented in this template such as customer experience [NPS, CSAT, etc.], brand recognition & affinity, website analytics, email analytics, PR share of voice, ad campaign effectiveness, and so on and so on.
Additionally, this dashboard is not intended to replace a full sales pipeline dashboard but rather to provide insights on how marketing is contributing to sales effectiveness and revenue.
This document provides information about an individual's business assessment results. It indicates that the individual is an Achiever personality type who is tenacious, goal-oriented, and driven by results. They prefer unique, scalable business concepts and thrive in fast-paced environments where they can dominate the market. The individual's best cultural fit would be a dynamic "Create" culture that values innovation and risk-taking. Their natural work style is that of a Promoter who is persuasive, motivating and thrives on recognition. They have strengths in sales, marketing and leadership. Their competencies and values align well with an entrepreneurial business model.
The document outlines steps and key components for small business marketing success presented by Dick Wooden and Julie Cooper. It discusses defining an ideal target customer and differentiating your business to attract them. It also covers creating marketing materials, establishing lead generation, automating marketing, and using a CRM system to manage relationships and follow up with customers. Workshops were proposed to help businesses determine their target market and develop their core difference.
This document provides an overview of why social media is important for accountancy firms and individuals within those firms. It discusses how social media allows for ongoing engagement and reputation building compared to traditional media. The document also outlines the top 10 benefits of social media, such as raising awareness, thought leadership, and lead generation. It stresses that social media requires a clear strategy with objectives, roles, content planning, and metrics to measure success.
Proven Strategies From the World's Top Sales ProfessionalsJohn Crowley
The document discusses proven social selling strategies from top sales professionals. It highlights the importance of focusing on relationships, demonstrating thought leadership, and using data-driven efficiency. Interviews with sales executives provide insights on how to lead with relationships on LinkedIn, identify prospects, and measure social selling performance.
The document provides advice from sales leaders on using social selling strategies effectively. It discusses how sales executives can lead with a focus on relationships by using LinkedIn to build credibility, identify where buyers are in the sales cycle, and encourage collaboration and alignment between sales and marketing teams through consistent messaging. The sales leaders emphasize focusing relationships over quantity, using metrics like the Social Selling Index to measure performance, and sharing quality content to position themselves as thought leaders in their industry.
Social Selling - Proven Strategies from the Worlds Best SellersMark Walton
The document provides strategies from top sales professionals on using social media, specifically LinkedIn, for sales. It discusses how social selling can help salespeople lead with a focus on relationships by building credibility through consistent messaging, identifying high and low performers using the Social Selling Index, and encouraging collaboration. Adopting these practices can help sales executives address challenges in managing complexity while driving growth. The document shares tips from industry leaders on effectively using conversations on LinkedIn to discuss value propositions, align sales and marketing messaging, and motivate sales teams to optimize social selling.
Almost all successful businesses have a well-designed marketing strategy, high levels of brand awareness and a loyal customer base. That said, the opportunity often exists to enhance their digital brand presence and drive additional revenue with an integrated, data-driven, measurable approach.
By taking an insights-led, strategic approach to digital/social media marketing, it becomes easier to track -- allowing iteration over time to ensure real business results are met.
Text 100 is a global PR agency with 28 offices and 500 staff. Though large, it prides itself on providing boutique-level service. The agency focuses on consistent methodology and measurement to deliver clear value and ROI for clients. Its Singapore office serves as the regional ASEAN headquarters, managing local and regional partners. The document discusses how social media has changed the role of PR and created new opportunities by facilitating conversations and providing insights into audiences. It outlines Text 100's approach to social media including listening, identifying influencers, engaging audiences, and measuring impact.
Secrets of powerful B2B communications| Ed Field - Maverick MarketingEnterprise Ireland
This document discusses powerful B2B communications and marketing strategies. It recommends developing clear positioning, value propositions, and visual styles. Content should be comprehensive, engaging and move people to action. A three-phase approach is outlined: 1) Define position and plans, 2) Create clear content, 3) Bring plans to life consistently across all touchpoints. Content marketing and search marketing are highlighted as two successful tactics. Implementing the strategies requires leadership, investment, talent, trust, principles, work and time for long-term success and growth.
Delivering a Predictable Pipeline-A B2B Revenue Ops Success Framework and Mat...amber-javaid
This document outlines a revenue operations success framework and maturity model to help companies deliver a predictable sales pipeline. It discusses how customer buying behavior has changed and the importance of understanding the customer journey. The framework includes elements like target market definition, sales cycle understanding, messaging, and metrics. It describes a three phase approach of reviewing current operations, designing an improved process, and deploying in an iterative way. The goal is to align sales and marketing functions and focus on continuous improvement.
This document outlines a revenue operations success framework and maturity model to help companies deliver a predictable sales pipeline. It discusses how customer buying behavior has changed and the importance of understanding the customer journey. The framework includes elements like target market definition, sales cycle understanding, messaging, and metrics. It describes a three phase approach of reviewing current operations, designing an improved process, and deploying in an iterative way. The goal is to align sales and marketing functions and focus on continuous improvement.
The document provides information about sales prospecting and the sales process. It discusses the key stages in the typical seven-step sales process, which includes prospecting, preparation, approach, presentation, handling objections, closing, and follow up. Prospecting involves searching for potential customers and qualifying leads. Good prospects have an identified need, decision-making authority, and ability to purchase. Sales presentations are an important part of the sales process and should have clearly defined objectives, benefits, costs, and a call to action. Effective closing involves looking for verbal and non-verbal buying signals that indicate a customer is ready to purchase.
Accelerating international growth with perfectly tuned communicationsEnterprise Ireland
This document summarizes a presentation given at an Enterprise Ireland eBusiness Workshop in Kilkenny, Ireland in March 2019. The presentation focused on how companies can accelerate their international growth through perfectly tuned communications. It discussed developing communications that are clear, engaging, persuasive and comprehensive. The presentation outlined a 9-stage process for rethinking a company's brand identity, visual style, website and other marketing materials in a way that is perfectly aligned with their target prospects. The goal is to have communications that immediately make a positive first impression and fully engage prospects within the first minute of exposure.
Unleashing Potential: Talent Management and Career Development Strategies for...Vanessa Theoharis
The document provides an overview of strategies for talent management and career development. It discusses the importance of recruiting, engaging, and retaining top talent. Specifically, it emphasizes the need to clearly define the employee value proposition, identify core competencies, and establish pathways for professional growth and career advancement. It also provides tips for onboarding new hires, recognizing employee contributions, and creating a flexible and supportive work environment to help organizations attract and maintain top performers.
This is the deck used in The Digital Marketing Workshop at SXSW 2014.
Panelists include:
Blake Robinson, Director, Social Data @Kantar
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6. Meetup #120: Marketing & Selling Technology (or
anything else)
Your mission, should you choose to accept it.
7. This Message
Will Self Destruct
in 1 Minute…
Marketing & Sales combine to form the Central Intelligence Agency
for any business.
This elite team will contribute not only to revenue growth, but the
development of deeper relationships with clients, supplies, media
and other partners, the attraction of top level talent and the
tactical development of your products and services.
Tonight, we will take a deeper look at the roles and how they work
together through the buyers journey…Let’s meet the team!
8. Karen Kelly
Code Name: K2
Specialties:
K2 takes a ‘stealth like’ approach to assess her
prospects, observing their industry, market trends and
the potential risks of their current processes.
When she engages with the prospect she uses her
knowledge to make the invisible visible and secretly get
them to see things are not as perfect as they once
thought.
She is empathetic and curious (as spies are not typically
seen as trustworthy) to identify what the prospect
needs in order to get to the next phase - Sharing
insights, managing change management, handling
status quo bias, disarming objections, entering
negotiations and implementing the solution.
Karen Kelly
Managing Partner
K2 Performance Consulting
9. Chris Herbert
Code Name: The Ironman
Specialties:
The Ironman has the ability to innovate solutions that
are customized to specific objectives. Always open to
new technology, trends and processes, he uses his
knowledge to attract and maintain network
relationships that can be utilized for any mission.
The Ironman’s strength is in developing marketing
programs in the Mi6 labs designed to make a super spy
out of any marketer, CEO or teammate. He likes to
tinker with conventional thinking to invent new and
cooler ways to getting things done.
He believes in the power of the team – the collective
knowledge, insights, experience and skills – to take on
any challenge.
Chris Herbert
Managing Partner
Mi6 Agency
10. Sam Reid
Code Name: The Hammer
Specialties:
The Hammer can be used to tear walls down or assist in
building new ones. Before swinging wildly, The
Hammer develops a comprehensive blueprint
supporting the foundation of an organization and
redesigning plans to create improved operational
efficiencies.
He doesn’t leave the job, until the final nails are in,
ensuring the new supports are secure and stable for the
long term.
The Hammer has an affinity for technology that has
resulted in hours spent reading about the next big thing
and things that never were. He is always looking for
ways support growth by optimizing the process.
Sam Reid
Founder
Hammer Consulting
11. Lisa Denis
Code Name: The Lens
Specialties:
The Lens is laser focused on the mission objectives and
actively looking for new ways to provide value to the
team and the prospect.
She is the observer – always looking for synergies and
efficiencies in the mission plan – and new ways to
surprise and delight prospects, team members,
customers and partners.
But, don’t take it for granted. The Lens can harness
resources and create strong frameworks to both amplify
and protect the message, the method and the mission
for long term success.
Lisa Denis
Partner
Mi6 Agency
12. The Mission Parameters
Mission Objectives:
Raise Awareness and Grow Your Business
The Marketing and Sales functions work together to
identify the appropriate targets across the mission -
partners, associates, key assets, target prospects –
then creates a plan to meet the mission objectives.
The mission will typically roll out in 6 stages:
Reconnaissance Elicitation
Cultivation Infiltration
Conversion Handling
13. Reconnaissance
Reconnaissance: A preliminary survey to gain information
= create awareness and identify key accounts and key
targets
Collaboration level is high at this stage – sharing info
between Marketing and Sales – how is the target company
selling today?
The Role of Marketing The Role of Sales
Listening:
• Social and digital channels
• Industry News
• Understanding any
socioeconomic factors that
impact key targets
• Determine the best way to
catch the target’s attention
Awareness:
• Share insights, trends and
best practices
• Teach something – deposit
information
• Attend info sessions,
workshops or meetup
groups
14. Elicitation
Elicitation: To call out or draw forth information = passive
engagement with the key contacts or key account to raise
awareness and further develop the target profile
Collaboration level remains high at this stage – sharing
network contacts – what is their pain point? How are they
solving it?
The Role of Marketing The Role of Sales
Influencing:
• Lists and follows on social
channels
• Deeper understanding of
the business – competitors,
partners, suppliers,
contacts
• Answer, comment, share
content
• SEO and Analytics
Influencing:
• Follows on social channels
• Share tailored POV relevant
to the prospect
• Leverage internal contacts
of the prospect,
understand the company’s
culture and identify key
contacts in the account
15. Cultivation
Cultivation: To seek the society of the target = active
engagement with the key contact or key account to uncover
pains and clarify needs
Marketing efforts will systematize at this stage and leads
are regularly shared with Sales – who is the best person to
speak with? Who are the internal influencers? How and
where are we converting?
The Role of Marketing The Role of Sales
Soft Conversions:
• Creating content to align
with the buying cycle
• Converting on soft and
medium calls to action (eg:
newsletter opt ins)
• Converting the prospect
from marketing qualified to
sales qualified
Introductions:
• Initial introductions and
meetings
• Understand the pain points
and current state
• Uncover all stakeholders
involved
• Qualify to mission
objectives
16. Infiltration
Infiltration: To enter or become established in gradually or
unobtrusively = 1:1 or 1:many exchange of value with the
key contact or key account to further the relationship
Sales begins to lead in this stage, supported by marketing –
What are the hard numbers – costs, revenue, pricing?
Where are the risks? What is the optimal outcome?
The Role of Marketing The Role of Sales
Personalized:
• Personalizing content to
the prospects needs,
industry and objections
(e.g. case studies, white
papers, testimonials)
• Converting the prospect to
the network (e.g. making
soft introductions of value)
• Tailoring events
Building Trust:
• Expand reach within the
account and conduct joint
meetings with all
stakeholders
• Give your advocates
ammunition to assist
• Get deeper on the
challenges, risks and
objections
17. Conversion
Conversion: To bring over from one belief, view, or party to
another = closing the deal with the target, now client
Collaboration between Marketing and Sales is high again at
this stage – Does the prospect have everything they need
to convert and succeed?
The Role of Marketing The Role of Sales
Relationship-building:
• Special attention events
(e.g. box events, exclusive
access)
• Exclusive content (e.g. data
driven content, insights
that help key contacts be
seen as rock stars)
• Mixing clients and
prospects to share
solutions
Setting Expectations:
• Reinforce how pain points
will be resolved
• Align solution and co-
create agreement of the
future state
• Ensure collaboration and
consensus among key
stakeholders
• Highlight the win-win
relationship
18. Handling
Handling: To engage in the buying, selling or distribution of =
supporting the new client to act as an agent for our mission
Collaboration between Marketing and Sales remains high at this
stage – In what other ways can we support our client? How can
they provide additional value to us?
The Role of Marketing The Role of Sales
Account Support:
• Exchanging network
contacts, both within and
outside our area of
expertise
• Raise the client’s profile –
contact and account –
across all channels
• Create co-branded content
around successful
engagement
Measurement:
• Look for opportunities to
take the relationship
deeper and wider
• Confirm emotion and
motivation to create peer
selling model
• Measure all processes,
resources and collateral for
future missions
19. The tactics and processes we have outlined
for our mission form the basis for the
Marketing & Sales Peer2Peer. Part
Mastermind, part training session; each
month we will break down and deep dive on
specific areas, beginning with:
March 25:
Defining you Sales Process
April 29:
Buyer Journey Mapping
May 27:
Defining Targets and Prospecting
June 24:
Network Development & Social Prospecting
Registration Now Open!
Mission
Complete!
20. The 4th Annual TU20 Cup
Theme: Fighting Climate Change with Innovation
Recapping the finals that took place March 7 & 8
at Sheridan College in Oakville
22. March 13| Touchdown Coworking
March 20 | ACE Coworking
April 3 | Milton Education Village and Innovation Centre
23. Topic: Protecting Web Application and API’s with Azure
Application Gateway and Web Application Firewall (WAF)
March 23, 2020 | 7:00 pm – 9:00 pm
Touchdown Coworking, Oakville
Facilitator:
Dave Ashton
24. Topic: Defining Your Sales Process
March 25, 2020 | 7:00 pm – 9:30 pm
Touchdown Coworking, Oakville
Facilitators:
Sam Reid, Karen Kelly,
Chris Herbert, Lisa Denis
25. Topic: Sigfox Low-Power, Wide-Area Network Application
Presenter: Manuel Vera, Sigfox Canada
Friday, April 3, 2019 | 9:00 am to 11:00 am
MEV Innovation Center, Milton
Facilitator:
Jean Nickerson
26. Topic: Uncovering the Unwritten Rules of Business
Presenter: James Good, Enable Education
May TBD| 8:00 am – 11:00 am
MEV Innovation Centre, Milton
(Chris) If we were spies…listening devices, surveillance video, inspecting the trash, getting to know the neighbours and associates
At this stage – the top of the funnel – content and contacts are most important. The net is wide and all potential assets are monitored, categorized and identified for the next stage or for eliminated as prospects.
(Chris) If we were spies…planting stories in the media, initiating social contact, GPS tracking
At this stage – still the top of the funnel – the net is narrowing and high value assets (prospects) are monitored and tickled.
(Sam) If we were spies…leading conversations, meeting in multiple settings, utilizing shared contacts to personalize contact
At this stage – the net is focused and high value assets are directly targeted.
(Sam) If we were spies…sharing experiences, empathizing, creating and using specialty gadgets, on a first name basis, becoming trusted
At this stage – the target is in the net are they require deeper information and third party validation to trust that we have them and their best interests
(Karen) If we were spies…extract the asset
At this stage – the deal is being done.
(Karen) If we were spies…turning the asset to become as agent for our cause
At this stage – the deal is done and the client needs collateral to share and incentive to provide network access