List of questions that lead to conversations that generate more technology sales. These questions are designed to be used by both non-sales and sales people to uncover hidden opportunities for IT sales. A checklist with how/when to use each question is available here: http://www.presstacular.com (See Resources > Guides).
Questions That Uncover Hidden Sales OpportunitiesMailerMailer
Learn what questions general more sales.
• Get clients to reveal what they really need, not just what they think they want
• Uncover opportunities that you didn't know existed
• Learn specific questions just for technology companies
The Playbook for Building and Selling Software to Small Businesses by toby sc...Harvey Swenson
The document discusses the strategy used by Womply to successfully sell software to over 100,000 small businesses. Key aspects of their strategy included prioritizing distribution and sales over adding new features to better serve existing customers. They focused on selling efficiently to more customers rather than deepening engagement with early customers. This distribution-first approach was contrarian to typical software company strategies but allowed Womply to build a strong customer base that then supported investing in product excellence.
Daniel Gudema gave a presentation on web analytics and internet business models. He began with an overview of web analytics tools like Google Analytics and discussed key metrics and concepts. He explained common issues with analytics data accuracy and emerging trends. Gudema also outlined popular internet business models, emphasizing monthly membership and B2B SaaS models. Finally, he promoted his startup, Take It National, and asked for any remaining questions.
13 Secrets to Successful Metrics-Based MarketingMorgan Friedman
This document outlines 13 secrets to successful metrics-based marketing that experts don't always discuss. It argues that testing and data alone do not guarantee success - you need to know when to test, what to test, and how to interpret results. A structured, recursive process is recommended to prioritize what to test, develop hypotheses, analyze outcomes, and continually refine understanding based on new data. Marketing must be integrated with creativity, business strategy, and an obsession with both high-level positioning and low-level details to most effectively guide product development and messaging.
Gene Geiger, a CIO, discusses emerging technology trends including the rise of AI assistants like Alexa and Siri, security issues, cloud computing, internet marketing automation, and virtual/augmented reality. He highlights how bots will become more common for tasks and questions. Geiger also stresses the need to invest in securing customer data and integrating systems in the cloud. New technologies discussed include drones, wearables, the internet of things, and advances in medical and automotive technology.
Hybrid Selling in an ecommerce world for promotional product companiesDale Denham
Customer shopping expectations are racing ahead at light speed. We are at the point where buying online is often simpler and preferred over talking with a person. When that happens, new value is created, and a new buying preferences are formed. In this session, you will learn how to leverage your relationships, while participating in the burgeoning online channel. A great web experience enhances customer relationships – and drives more sales. You will leave with actionable information to help you create your own strategy for hybrid selling.
Questions That Uncover Hidden Sales OpportunitiesMailerMailer
Learn what questions general more sales.
• Get clients to reveal what they really need, not just what they think they want
• Uncover opportunities that you didn't know existed
• Learn specific questions just for technology companies
The Playbook for Building and Selling Software to Small Businesses by toby sc...Harvey Swenson
The document discusses the strategy used by Womply to successfully sell software to over 100,000 small businesses. Key aspects of their strategy included prioritizing distribution and sales over adding new features to better serve existing customers. They focused on selling efficiently to more customers rather than deepening engagement with early customers. This distribution-first approach was contrarian to typical software company strategies but allowed Womply to build a strong customer base that then supported investing in product excellence.
Daniel Gudema gave a presentation on web analytics and internet business models. He began with an overview of web analytics tools like Google Analytics and discussed key metrics and concepts. He explained common issues with analytics data accuracy and emerging trends. Gudema also outlined popular internet business models, emphasizing monthly membership and B2B SaaS models. Finally, he promoted his startup, Take It National, and asked for any remaining questions.
13 Secrets to Successful Metrics-Based MarketingMorgan Friedman
This document outlines 13 secrets to successful metrics-based marketing that experts don't always discuss. It argues that testing and data alone do not guarantee success - you need to know when to test, what to test, and how to interpret results. A structured, recursive process is recommended to prioritize what to test, develop hypotheses, analyze outcomes, and continually refine understanding based on new data. Marketing must be integrated with creativity, business strategy, and an obsession with both high-level positioning and low-level details to most effectively guide product development and messaging.
Gene Geiger, a CIO, discusses emerging technology trends including the rise of AI assistants like Alexa and Siri, security issues, cloud computing, internet marketing automation, and virtual/augmented reality. He highlights how bots will become more common for tasks and questions. Geiger also stresses the need to invest in securing customer data and integrating systems in the cloud. New technologies discussed include drones, wearables, the internet of things, and advances in medical and automotive technology.
Hybrid Selling in an ecommerce world for promotional product companiesDale Denham
Customer shopping expectations are racing ahead at light speed. We are at the point where buying online is often simpler and preferred over talking with a person. When that happens, new value is created, and a new buying preferences are formed. In this session, you will learn how to leverage your relationships, while participating in the burgeoning online channel. A great web experience enhances customer relationships – and drives more sales. You will leave with actionable information to help you create your own strategy for hybrid selling.
How to be a (Kick Ass) PM w/ LoopNet's former VP of ProductProduct School
This document provides recommendations from a former VP of Product at LoopNet on how to be a better product manager. The recommendations include:
1) Know the core drivers of your business and the underlying numbers that impact acquisition, engagement, monetization, and repeat usage.
2) Target features and optimizations to increase the things that drive the core metrics while decreasing things that don't.
3) Constantly conceive of and track new ideas for acquisition, engagement, and monetization projects to improve the product.
How Patrick McKenzie built a small software business from nothing to the point where he could quit his full-time job, plus tactical advice for other small businesses on how to save time by outsourcing, automating, and eliminating low-value tasks.
Every person who works for someone thinks that they can run the business better! The author of E-Myth Michael Gerber calls this the Entrepreneurial Seizure which means “the moment the entrepreneur decides it would be a great idea to start his or her own business”.
So, once the idea sets in some will procrastinate and others will jump head in and workout the things that need to be done as they progress. In my time of working with many business owners the situation is the same, especially with Small Business Owners. So I thought it would be a good idea if I am able to share An Entrepreneurs initial check list
1) The document discusses tips for achieving growth for a startup, including focusing intensely on understanding customers' needs, validating ideas by charging for the product or service, nailing down one or two key distribution channels, providing an immediate "Aha moment" for new users, and making the product sticky to retain users.
2) It emphasizes the importance of reasoning from first principles rather than analogy when developing growth strategies.
3) The overall message is to focus on building a great product people want to use and pay for rather than pursuing funding, as the funding will follow successful growth.
Identifying the Right Software for Your Small BusinessKabbage
As a small business, do you know how to get the most out of the software that’s out there? In this presentation our partner, Fit Small Business, will give actionable tips on how to select a VoIP provider, CRM software, website builder and point-of-sale system.
Sales Hacker Conference San Francisco - Craig Rosenberg - 5 Ways Salespeople ...Sales Hacker
This document discusses 5 sales hacking techniques: 1) Extreme personalization of outreach messages, 2) Leveraging visual content like GIFs and videos, 3) Offline touches like sending gifts, 4) The "high-low play" of targeting both individual contributors and decision makers, and 5) Creating strategic content to reach decision makers. Examples are provided for each technique, such as personalized emails highlighting common interests, including a funny GIF, sending running shoes to prospects, and creating a risk report to share with executives.
How to use software house to get the most out of it?Piotr Biegun
If you are a tech company — and you’re creating business value on top of an IT system of some sort, you (or your team) should always know how is your product working, how to run it and how to fix it if needed.
Therefore, the general rule says: you shall not outsource any part of you core.
But as always — it depends:
You want to build your product fast but don’t have resources.
Building your MVP without a team, technical knowledge or budget is hard or even impossible. It’s your core. You can outsource MVP development and it will work as a TEMPORARILY solution — just to move things forward. In long therm you want to do this in-house and maybe outsource development only to speed up things.
You don’t know the technology.
Learning new technologies is hard and takes time. As Boris Wertz wrote, you could bring someone to help you with specific problem, but you should remember to learn during that time to understand what’s going on.
You want to build own IT department.
Yup, I don’t mean poaching here. In the beginning of the process of building software, often you don’t really have time to waste. But hiring takes time and maybe you could use it to build some features already. If you can afford it, outsource development and keep on hiring at the same time. Make you freshly recruited staff work hand to hand with outsourcers for a while and should be able to take over whole process after the delivered assignment.
You want to learn new processes.
Software houses are delivering more projects in a month than most of small teams will complete in a year. They’ve seen it all; good coding and bad, efficient and inefficient processes — they know the drill. Piggyback on that. Use the experience they already have to speed up.
Outsourcing has its upsides & downsides (who would have guessed that!). You could make a good use of it and succeed. Or fail miserably to ship a single feature and burn your tiny budget up in no time. The difference lies in management. If you have right processes in place (and some operational experience), you could go for the cheapest offer out there and still hit it big.
This document discusses strategies for selling remotely, including from home. It recommends setting up a dedicated home office space and establishing clear work-life boundaries. Research findings show productivity and employee retention can increase when working remotely. The document also provides tips for using communication tools like Zoom and Teams effectively, such as having a tidy background and making eye contact with the camera. Overall, it focuses on adapting sales processes for virtual and remote work environments.
The author worked at Best Buy for 7 years, starting as a cashier and working their way up to Geek Squad Supervisor through strong customer service and problem solving skills. They then worked for 6 months at Disys/DecisionOne as a temporary employee fulfilling customer needs according to Microsoft's processes. The author was later promoted to Regional Technician Lead at DecisionOne, training and managing technicians across different areas. Since then, the author has held several roles at DecisionOne/Microsoft including Customer Service Manager, Business Development Manager, IT Manager, MSCR Depot Manager, and Microsoft Trainer, focusing on customer service, organization, and meeting client expectations.
It’s true, the CSM Journey begins with User Adoption. Without strong adoption; retention and renewal become problematic.
Up until now, User Adoption has meant many different things to many different people. Today, Cloud and SaaS companies have redefined what User Adoption is and how it’s attained.
In this webinar, we've partnered with Tri Tuns Consulting to discuss:
- The UA/CSM Journey
- Who owns User Adoption?
- User Adoption: Defining Success
- User Adoption Planning
- Delivering the Goal
Webinars are an effective marketing tool for several reasons:
1) They allow interactions with prospects to position the host as an expert and build relationships.
2) Public speaking helps establish credibility and reveals a host's personality in a way other mediums cannot.
3) Webinars have low costs through free mass email/voice communication and the ability to reuse high-quality content for multiple sessions.
4) Common webinar platforms can be disruptive, so it's important to focus on strong content development and promotion over technology.
The document provides an overview of virtual selling. It discusses the new skills required for working from home, such as using communication platforms and presenting proposals online. It also covers finding new sales opportunities, conducting sales dialogues, and signing deals online. The document then discusses challenges of the new normal like office organization lagging technology, customer reluctance to technology, and staff reluctance to change. It provides tips for virtual selling such as setting up a dedicated workspace, establishing a routine, dressing professionally, and creating a work-life balance. The document also discusses using technology like laptops, internet connection, cloud CRM systems, and communication tools for virtual selling.
A presentation I made for Samsung Developer Workshop in Indonesia.
Sorry for disabling the download feature.
If you want the file, just send me an email at rangga.wiseno@gmail.com
Data Analytics: The Bedrock of Design
In this digitally connected age, designers are expected to be hybrid creative-marketer and think like a consultant. Good looking work without meaning and purpose struggle in making an impact. Hours you have spent on your craft could go down the drain. Learn how to get smarter in design with a data-led approach that is bound to impress your bosses or clients.
This document provides guidance on developing a powerful and persuasive marketing message. It discusses conducting research by interviewing existing clients to understand their problems, needs, buying criteria, and the benefits experienced. The interviews aim to uncover the unique value proposition to define why customers should trust the company. The document also covers analyzing competitors and identifying one's own strengths in areas like quality, price, service, guarantees, and innovation to develop a unique selling proposition.
Don’t wait for things to take off to put your plans in place. It can happen very fast, and you have to be ready to ride the wave with your tech startup.
For more information, watch my Youtube Video by clicking the link:
https://www.youtube.com/watch?v=CPB8irMGLI4
How to be a (Kick Ass) PM w/ LoopNet's former VP of ProductProduct School
This document provides recommendations from a former VP of Product at LoopNet on how to be a better product manager. The recommendations include:
1) Know the core drivers of your business and the underlying numbers that impact acquisition, engagement, monetization, and repeat usage.
2) Target features and optimizations to increase the things that drive the core metrics while decreasing things that don't.
3) Constantly conceive of and track new ideas for acquisition, engagement, and monetization projects to improve the product.
How Patrick McKenzie built a small software business from nothing to the point where he could quit his full-time job, plus tactical advice for other small businesses on how to save time by outsourcing, automating, and eliminating low-value tasks.
Every person who works for someone thinks that they can run the business better! The author of E-Myth Michael Gerber calls this the Entrepreneurial Seizure which means “the moment the entrepreneur decides it would be a great idea to start his or her own business”.
So, once the idea sets in some will procrastinate and others will jump head in and workout the things that need to be done as they progress. In my time of working with many business owners the situation is the same, especially with Small Business Owners. So I thought it would be a good idea if I am able to share An Entrepreneurs initial check list
1) The document discusses tips for achieving growth for a startup, including focusing intensely on understanding customers' needs, validating ideas by charging for the product or service, nailing down one or two key distribution channels, providing an immediate "Aha moment" for new users, and making the product sticky to retain users.
2) It emphasizes the importance of reasoning from first principles rather than analogy when developing growth strategies.
3) The overall message is to focus on building a great product people want to use and pay for rather than pursuing funding, as the funding will follow successful growth.
Identifying the Right Software for Your Small BusinessKabbage
As a small business, do you know how to get the most out of the software that’s out there? In this presentation our partner, Fit Small Business, will give actionable tips on how to select a VoIP provider, CRM software, website builder and point-of-sale system.
Sales Hacker Conference San Francisco - Craig Rosenberg - 5 Ways Salespeople ...Sales Hacker
This document discusses 5 sales hacking techniques: 1) Extreme personalization of outreach messages, 2) Leveraging visual content like GIFs and videos, 3) Offline touches like sending gifts, 4) The "high-low play" of targeting both individual contributors and decision makers, and 5) Creating strategic content to reach decision makers. Examples are provided for each technique, such as personalized emails highlighting common interests, including a funny GIF, sending running shoes to prospects, and creating a risk report to share with executives.
How to use software house to get the most out of it?Piotr Biegun
If you are a tech company — and you’re creating business value on top of an IT system of some sort, you (or your team) should always know how is your product working, how to run it and how to fix it if needed.
Therefore, the general rule says: you shall not outsource any part of you core.
But as always — it depends:
You want to build your product fast but don’t have resources.
Building your MVP without a team, technical knowledge or budget is hard or even impossible. It’s your core. You can outsource MVP development and it will work as a TEMPORARILY solution — just to move things forward. In long therm you want to do this in-house and maybe outsource development only to speed up things.
You don’t know the technology.
Learning new technologies is hard and takes time. As Boris Wertz wrote, you could bring someone to help you with specific problem, but you should remember to learn during that time to understand what’s going on.
You want to build own IT department.
Yup, I don’t mean poaching here. In the beginning of the process of building software, often you don’t really have time to waste. But hiring takes time and maybe you could use it to build some features already. If you can afford it, outsource development and keep on hiring at the same time. Make you freshly recruited staff work hand to hand with outsourcers for a while and should be able to take over whole process after the delivered assignment.
You want to learn new processes.
Software houses are delivering more projects in a month than most of small teams will complete in a year. They’ve seen it all; good coding and bad, efficient and inefficient processes — they know the drill. Piggyback on that. Use the experience they already have to speed up.
Outsourcing has its upsides & downsides (who would have guessed that!). You could make a good use of it and succeed. Or fail miserably to ship a single feature and burn your tiny budget up in no time. The difference lies in management. If you have right processes in place (and some operational experience), you could go for the cheapest offer out there and still hit it big.
This document discusses strategies for selling remotely, including from home. It recommends setting up a dedicated home office space and establishing clear work-life boundaries. Research findings show productivity and employee retention can increase when working remotely. The document also provides tips for using communication tools like Zoom and Teams effectively, such as having a tidy background and making eye contact with the camera. Overall, it focuses on adapting sales processes for virtual and remote work environments.
The author worked at Best Buy for 7 years, starting as a cashier and working their way up to Geek Squad Supervisor through strong customer service and problem solving skills. They then worked for 6 months at Disys/DecisionOne as a temporary employee fulfilling customer needs according to Microsoft's processes. The author was later promoted to Regional Technician Lead at DecisionOne, training and managing technicians across different areas. Since then, the author has held several roles at DecisionOne/Microsoft including Customer Service Manager, Business Development Manager, IT Manager, MSCR Depot Manager, and Microsoft Trainer, focusing on customer service, organization, and meeting client expectations.
It’s true, the CSM Journey begins with User Adoption. Without strong adoption; retention and renewal become problematic.
Up until now, User Adoption has meant many different things to many different people. Today, Cloud and SaaS companies have redefined what User Adoption is and how it’s attained.
In this webinar, we've partnered with Tri Tuns Consulting to discuss:
- The UA/CSM Journey
- Who owns User Adoption?
- User Adoption: Defining Success
- User Adoption Planning
- Delivering the Goal
Webinars are an effective marketing tool for several reasons:
1) They allow interactions with prospects to position the host as an expert and build relationships.
2) Public speaking helps establish credibility and reveals a host's personality in a way other mediums cannot.
3) Webinars have low costs through free mass email/voice communication and the ability to reuse high-quality content for multiple sessions.
4) Common webinar platforms can be disruptive, so it's important to focus on strong content development and promotion over technology.
The document provides an overview of virtual selling. It discusses the new skills required for working from home, such as using communication platforms and presenting proposals online. It also covers finding new sales opportunities, conducting sales dialogues, and signing deals online. The document then discusses challenges of the new normal like office organization lagging technology, customer reluctance to technology, and staff reluctance to change. It provides tips for virtual selling such as setting up a dedicated workspace, establishing a routine, dressing professionally, and creating a work-life balance. The document also discusses using technology like laptops, internet connection, cloud CRM systems, and communication tools for virtual selling.
A presentation I made for Samsung Developer Workshop in Indonesia.
Sorry for disabling the download feature.
If you want the file, just send me an email at rangga.wiseno@gmail.com
Data Analytics: The Bedrock of Design
In this digitally connected age, designers are expected to be hybrid creative-marketer and think like a consultant. Good looking work without meaning and purpose struggle in making an impact. Hours you have spent on your craft could go down the drain. Learn how to get smarter in design with a data-led approach that is bound to impress your bosses or clients.
This document provides guidance on developing a powerful and persuasive marketing message. It discusses conducting research by interviewing existing clients to understand their problems, needs, buying criteria, and the benefits experienced. The interviews aim to uncover the unique value proposition to define why customers should trust the company. The document also covers analyzing competitors and identifying one's own strengths in areas like quality, price, service, guarantees, and innovation to develop a unique selling proposition.
Don’t wait for things to take off to put your plans in place. It can happen very fast, and you have to be ready to ride the wave with your tech startup.
For more information, watch my Youtube Video by clicking the link:
https://www.youtube.com/watch?v=CPB8irMGLI4
How to Make Social Media Work for B2B and B2GMailerMailer
There is a lot of buzz about using social media to grow your business. Does it work for B2B or B2G companies? Yes. Forty years ago, researcher Mark Granovetter proposed a theory about social interaction. He suggested that people close to you know about the same opportunities, projects, people, job openings and events that you do. If you expand your reach beyond your closer circles, you tap into your other connections, which expose you to a whole new set of options. You can leverage social media to make this happen.
This presentation will provide actionable tips on using social media to grow your B2B/B2G business.
Join us and you’ll learn:
· Which social media activities result in the most traction and which are a waste of time
· How to position your company as a trusted source
· How to nurture leads that are not "sales-ready”
· What to share with businesses and government agencies so they think of you as they write their RFPs
Data Driven Product Management - ProductTank Boston Feb '14Quantopian
The document discusses data-driven product management and provides practical ideas and tools for PMs to use to make decisions. It emphasizes that PMs should optimize decisions for enterprise value and focus on gathering knowable facts from customer data and usage metrics, rather than opinions. PMs are encouraged to measure key metrics from the start, investigate problems, create dashboards, delay decisions until necessary while learning from experiments, and use tools like SQL, text editors, Excel, and Tableau to integrate different data sources and identify patterns to inform prioritization. The overall message is that PMs should make decisions based on analyzing multiple quantitative and qualitative data sources, rather than relying solely on opinions or anecdotes.
Sentient Services (Ubiquity Marketing Un Summit 2009) V1Paul Janowitz
Is Market Research Dead in a 2.0 world?
Presentation given at the Ubiquity Marketing unSummit in Austin, TX. September 3, 2009.
Covers the current state of research in a customer driven web2.0 world. Contains tips and resources for entrepreneurs to leverage free and inexpensive market research techniques.
Becoming the most profitable company in your marketPagePath
This document discusses 5 areas that are important for a company to be profitable: 1) Marketing, 2) Pre-Sales, 3) The Sale, 4) Servicing, and 5) Relationship For Life. It provides information on each area and how improving them can increase profitability. The document also discusses examining challenges, identifying solutions, and implementing those solutions. Participants are encouraged to share the information with others and work together to accomplish more.
The document discusses ways for real estate companies and agents to reinvent themselves for the modern real estate landscape. It highlights key areas like recruiting, facilities, internet marketing, and technology integration. The presentation encourages attendees to identify areas within their own companies that need improvement and to begin discussions on reinventing processes to better engage online consumers and mobile agents.
Business metrics are important for data-driven companies to make the right decisions to increase revenue, maximize profitability, and reduce risk. There are three main types of business metrics: revenue metrics, profitability metrics, and risk metrics. Revenue metrics are outward facing and measure marketing and sales effectiveness. Profitability metrics relate to operational efficiencies and reducing costs. Risk metrics track potential dangers to the company like cash flow and customer churn. Different types of companies should focus on the appropriate metrics, such as years to breakeven for startups or conversion rates for digital businesses.
Why Information Technology is Critical for your Business Successsharingtips
Check Out Why Information Technology is Critical for your Business Success. Brought to you by VellaiT, one of the top IT services company in Australia. Check out: www.vellait.com.au for more details.
The document discusses sales training for software development companies in Pakistan. It outlines the goals of transforming average consultants and MBAs into effective salespeople through focused training. The training would cover key sales concepts like lead generation, qualification, and closing. It seeks companies and individuals interested in more predictable sales growth and efficient use of resources. Details are provided around content, delivery approach, pricing, and benefits of the training program.
Journey to product / market fit explained. What do the start-up's first stages look like and what you should keep in mind when identifying a problem worth solving, creating a product and getting your first customers
10 Things Emerging Technology Companies Need to Know to Jump Start Their Way ...Debbie Gee
The document provides advice for emerging technology companies on how to jump start revenue generation. It discusses 10 key things companies need to know, including being wary of hastily hiring a sales force, being objective about their technology offering, knowing their competition, understanding where they are in the emerging technology curve, clearly communicating value to customers, being prepared to invest in winning customers, knowing when to partner, leveraging existing customers, simplifying their message, and being realistic about timelines. It also discusses how companies can execute their strategies through an outsourced sales and marketing option to help reduce costs and accelerate revenue.
Utilize a Disruptive Analytics Approach to Deliver Great Digital ExperiencesRyan Bateman
Let's review a little misunderstanding our friends in IT (Development, Operations) and on the Business (Customer Service, Product, Marketing, Leadership) side have on the topic of Customer Experience (CX) analytics.
This document discusses how employee distraction from personal mobile devices and internet use is hurting business profits. It notes that studies show even brief distractions can double the chances of mistakes. The average person checks their phone 150 times a day and spends over 7 hours per month on Facebook alone during work hours. The document argues that employees are essentially stealing company time when they engage in non-work activities while on the clock. It advises business owners to set clear policies on appropriate device use and consider implementing content filtering to limit distractions and improve productivity.
At Microsoft I experienced how A/B testing grew from being occasionally used by a few teams in Bing and MSN several years ago to becoming widely used by many Microsoft products including Office, Windows, xBox, Skype, Visual Studio, and others. In some products it is already a standard required part of the software release process, helping ensure software quality, understand customer value, and make better data driven decisions. In others products it is growing steadily. At Microsoft, A/B testing is winning and will soon be part of everyone's daily job. However, when I left Microsoft to join Outreach, a startup that makes sales automation software, I got exposed to a different world. Even though Outreach provided A/B testing functionality, it was rarely used and the usage was often incorrect. While the need for trustworthy decision making through A/B testing in sales was clear, it was also clear that simply giving sales teams an A/B testing system like the one we had at Microsoft will not be enough. I learned that there is a big difference between a Microsoft engineer and a sales representative, with respect to their needs for successfully using A/B testing. In this talk I will discuss the gaps. What are our experimentation platforms, tools and processes, which were built for highly trained engineers, missing to make A/B testing truly available to everyone? I will also discuss ongoing work and future research directions to fill these gaps. While required to make A/B testing a success in sales, I believe that solving these problem will also help to increase adoption and successful usage of A/B testing in the software industry.
Kaseya Connect 2013: How to Get IT Clients to Find You, Like You and Hire YouKaseya
This presentation will show attendees how to craft marketing messages that prospects will respond to. You will learn specific steps to configure your website to hook new prospects, then leverage email and other tactics to nurture leads that turn into clients.
The document discusses opportunity recognition for entrepreneurs. It emphasizes finding problems, needs or frustrations for specific customer segments that can be solved with solutions customers will pay for. It stresses validating that the target market is large enough and that the business model includes revenue streams. It also advises starting simply with apps or websites and understanding key metrics to determine the size of the opportunity.
This document discusses how technology can help insurance agencies improve their recruiting and sales processes. It outlines how customer relationship management platforms and automation can help track sales activities and identify opportunities for improvement, but that proper implementation and producer buy-in are needed for technology to effectively drive organic growth. Monitoring key metrics at each stage of the sales process and using technology to provide visibility into bottlenecks can help agencies close the gap between their revenue goals and actual results.
The Future of Contact Centers Artificial IntelligenceJim Iyoob
It is not possible to have your company everywhere all the time, right? But today’s customers want it fast, they want it good and they want it their way. Your customer will leave you if it’s not their way; you can expect up to 95% of them to tell their friends, family and co-workers about their bad experience. Matt Rocco and I have put in a lot of work together to write “The Future of Contact Centers”.
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.
❼❷⓿❺❻❷❽❷❼❽ Dpboss Matka Result Satta Matka Guessing Satta Fix jodi Kalyan Final ank Satta Matka Dpbos Final ank Satta Matta Matka 143 Kalyan Matka Guessing Final Matka Final ank Today Matka 420 Satta Batta Satta 143 Kalyan Chart Main Bazar Chart vip Matka Guessing Dpboss 143 Guessing Kalyan night
Storytelling is an incredibly valuable tool to share data and information. To get the most impact from stories there are a number of key ingredients. These are based on science and human nature. Using these elements in a story you can deliver information impactfully, ensure action and drive change.
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!
Best practices for project execution and deliveryCLIVE MINCHIN
A select set of project management best practices to keep your project on-track, on-cost and aligned to scope. Many firms have don't have the necessary skills, diligence, methods and oversight of their projects; this leads to slippage, higher costs and longer timeframes. Often firms have a history of projects that simply failed to move the needle. These best practices will help your firm avoid these pitfalls but they require fortitude to apply.
The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...APCO
The Radar reflects input from APCO’s teams located around the world. It distils a host of interconnected events and trends into insights to inform operational and strategic decisions. Issues covered in this edition include:
Navigating the world of forex trading can be challenging, especially for beginners. To help you make an informed decision, we have comprehensively compared the best forex brokers in India for 2024. This article, reviewed by Top Forex Brokers Review, will cover featured award winners, the best forex brokers, featured offers, the best copy trading platforms, the best forex brokers for beginners, the best MetaTrader brokers, and recently updated reviews. We will focus on FP Markets, Black Bull, EightCap, IC Markets, and Octa.
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.AnnySerafinaLove
This letter, written by Kellen Harkins, Course Director at Full Sail University, commends Anny Love's exemplary performance in the Video Sharing Platforms class. It highlights her dedication, willingness to challenge herself, and exceptional skills in production, editing, and marketing across various video platforms like YouTube, TikTok, and Instagram.
Brian Fitzsimmons on the Business Strategy and Content Flywheel of Barstool S...Neil Horowitz
On episode 272 of the Digital and Social Media Sports Podcast, Neil chatted with Brian Fitzsimmons, Director of Licensing and Business Development for Barstool Sports.
What follows is a collection of snippets from the podcast. To hear the full interview and more, check out the podcast on all podcast platforms and at www.dsmsports.net
Understanding User Needs and Satisfying ThemAggregage
https://www.productmanagementtoday.com/frs/26903918/understanding-user-needs-and-satisfying-them
We know we want to create products which our customers find to be valuable. Whether we label it as customer-centric or product-led depends on how long we've been doing product management. There are three challenges we face when doing this. The obvious challenge is figuring out what our users need; the non-obvious challenges are in creating a shared understanding of those needs and in sensing if what we're doing is meeting those needs.
In this webinar, we won't focus on the research methods for discovering user-needs. We will focus on synthesis of the needs we discover, communication and alignment tools, and how we operationalize addressing those needs.
Industry expert Scott Sehlhorst will:
• Introduce a taxonomy for user goals with real world examples
• Present the Onion Diagram, a tool for contextualizing task-level goals
• Illustrate how customer journey maps capture activity-level and task-level goals
• Demonstrate the best approach to selection and prioritization of user-goals to address
• Highlight the crucial benchmarks, observable changes, in ensuring fulfillment of customer needs
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[To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
This PowerPoint compilation offers a comprehensive overview of 20 leading innovation management frameworks and methodologies, selected for their broad applicability across various industries and organizational contexts. These frameworks are valuable resources for a wide range of users, including business professionals, educators, and consultants.
Each framework is presented with visually engaging diagrams and templates, ensuring the content is both informative and appealing. While this compilation is thorough, please note that the slides are intended as supplementary resources and may not be sufficient for standalone instructional purposes.
This compilation is ideal for anyone looking to enhance their understanding of innovation management and drive meaningful change within their organization. Whether you aim to improve product development processes, enhance customer experiences, or drive digital transformation, these frameworks offer valuable insights and tools to help you achieve your goals.
INCLUDED FRAMEWORKS/MODELS:
1. Stanford’s Design Thinking
2. IDEO’s Human-Centered Design
3. Strategyzer’s Business Model Innovation
4. Lean Startup Methodology
5. Agile Innovation Framework
6. Doblin’s Ten Types of Innovation
7. McKinsey’s Three Horizons of Growth
8. Customer Journey Map
9. Christensen’s Disruptive Innovation Theory
10. Blue Ocean Strategy
11. Strategyn’s Jobs-To-Be-Done (JTBD) Framework with Job Map
12. Design Sprint Framework
13. The Double Diamond
14. Lean Six Sigma DMAIC
15. TRIZ Problem-Solving Framework
16. Edward de Bono’s Six Thinking Hats
17. Stage-Gate Model
18. Toyota’s Six Steps of Kaizen
19. Microsoft’s Digital Transformation Framework
20. Design for Six Sigma (DFSS)
To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations
47. What kinds of things do you feel
would make you more profitable?
48. Have you looked for areas in which
you might have hidden expenses?
49. Pitching Mr. Know-It-All:
I can see that you have a lot of these issues
in good hands. So, what were you hoping to
address by having me come here today?
50. How is that working out for you?
Are you getting the results you
want from that solution?
54. Ask for a testimonial
BEFORE
you get the contract
55. The more you ask
The more you uncover
The more you sell
56. Blog + Newsletter + Analytics = More Business
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800-475-1415
57. The IT Marketing Crash Course:
How to Get Clients for Your Technology Business
www.ITMarketingBook.com
+1-301-825-5658
Editor's Notes
Deal closed. Sales people leave. Then what? Existing clients are your lowest bar for getting more business. Without a sales person constantly probing for needs, these hidden sales opportunities are often lost.Don’t worry. There is a way to avoid this situation. You already have a hidden inside sales team.Most technical people don’t like to sell. Some go as far as seeing sales and marketing as an activity on the dark side, something they would never see themselves doing. Yet sales are critical to business success.
The easiest way to get more sales is to offer additional options to existing customers. These are people who already put their faith in you for many of their technology needs. They may not see your sales reps anymore because they have already been sold.Small technology service firms may not have individual account reps to be the liaison between your clients and your technical staff. That means the people closest to your existing customers are your technical team members - the engineers, technicians, and customer support reps who interact with your clients daily. They are the problem-solvers that your clients have grown to rely on and trust.
Trust enables a lot of things to happen. When clients trust your technology recommendations and solutions, you become part of their inner circle of advisers. Your team’s suggestions mean a lot because without them, your client would have to find another reliable source for technology, or suffer the consequences of bad technical judgment calls. You are as important as their lawyer or accountant because they know you have their best interest in mind.
How do you use your technical people, your customer support reps – your hidden sales force – to start conversations?You have an advantage: the client doesn’t see them as threatening, like they might see a sales person. Many cases: peer to peer relationships with client’s team >> again, leading to trust. Teach your team what questions to ask and they will find new opportunities for you.
While you may be there just to support technical work, your clients have a broader view. They are dealing with many other problems that need solving. Try to see the world through your client’s eyes. Once you have established trust, you can inquire about their business plans and goals, the obstacles they are trying to overcome, and their wish list for an ideal world.The key is to engage your clients in an open-ended dialog about their whole business, not just their technology issues.
Your technical team may not have a business background, but they can be trained to ask leading questions that start a conversation about a client’s high-level needs. When they share this newly found data with your team at staff meetings, you may spot trends across multiple clients and opportunities for adding a new product line or service. You will also gain insight into ways to position your company to make these new sales.
You don’t want to see your valuable client choosing another company for, say, telecommunications services because they thought you only provided data backup and recovery and nothing else.
If you go to them after they’ve selected another vendor, you’ll hear unfortunate comments like “Oh, I didn’t know you guys did that. Sorry, we’ve already signed a 2-year contract with this other company.”Not only would that be a shock to your gut - and wallet, you’ve now let another cat in the house. That’s bad news that could have been avoided. You have competition because that telecom company probably also offers managed services and is itching to get a piece of your action.
One of the biggest mistakes that many of us make, not just sales people or engineers, is that we talk too much. When a client asks you “Do you do XYZ”, what’s your typical response? “Yes, here’s what we do” and then you rattle off a list.This way of responding forces you into a very narrow view of a potential opportunity. Sure, you can solve what the client thinks is their problem. So can a lot of other people. Remember, the client has a lot of business issues that go beyond technology.
By responding a different way, you can try to piece together the whole picture. Say “Tell me about what you’re looking to do?”When you say this, you are allowing the dialog to develop. You get to find out why they are pursuing certain technology options and not others. The benefit to this approach is that you can see if their line of thinking makes sense. You might have a better solution!
When Andy Rudin was a salesperson for a large services company, he learned the hard way just how important it is to ask the right questions. Andy was meeting with a prospect who was a large multinational company that ships its products all over the world.He asked them what kinds of things go wrong in their daily operations. He found out that sometimes people put the wrong load on a truck, so a shipment meant for Memphis ends up in Minneapolis instead. Andy felt he had hit on a major pain point for the company, so he went back to his office and wrote a proposal worth several hundred thousand dollars to help solve this client's problem. This was a tiny fraction of this company's operations and Andy’s company could save them significantly more than the investment.The client declined. Why? As Andy analyzed what happened, he discovered that there was one big question left unanswered: “Does it matter if the wrong products are shipped?” It turned out that receiving the wrong products really wasn't that big of a deal for this company. The stores would simply put the products on their shelves and sell them anyway.
Oracle upgrade – why are there 8 people in the room? Didn’t look like they would upgrade so he asked this. Senior execs – that was an expensive meeting. They started talking – what is going wrong, what matters to them, they basically laid out a task order for him.
When a company grows and has multiple offices, communication is the most important link to keep productivity, consistent processes and corporate culture in check. Dig a little to find out how a business owner feels about this as the company spreads across multiple locations.
There may be questions people haven’t really thought about. From my experience in running a software-as-a-service company, many people want high level security but don’t understand or, in many cases, aren’t willing, to put up with the inconvenience of having it – such as multiple layers of authentication. There was a case last year where Apple supposedly got hacked. A 19 year old socially engineered Amazon and Apple and used information he was able to figure out from Google to get into a journalist’s Apple account and delete all of his data, including a year’s worth of pictures of his baby girl that he had not backed up. All lost because somebody wanted to take over this guy’s twitter handle. You can read about the incident online, but it goes to show that even a technology journalist, someone who knew a lot about hacking and even writes about it, didn’t take sufficient precautions. He wrote later that if he had just added Google’s two-step authentication, all of this could have been prevented.
If this kind of thing can happen to a journalist like that, imagine what could happen to your clients. Share stories like that with them so they start to become aware of the risks.FUD – fear, uncertainty, doubt
Ask about the different ways they deal with security, if they are different at all.Could also ask: What additional measures would you like to put in place in order to protect your company's and customers' data?
See if you can find an opportunity in their answer
Again, see if you can find an opportunity in their answer. Try to help them gain an understanding of how your technological solutions might help them overcome this going forward.
Another one of my favorites. Very few people think of asking this. If your MSP targets doctors or dentists, they need to comply with HIPAA regulations in the U.S. There are probably many other regulations in other countries. Your clients need to use technology to ease the burden of compliance. While HIPAA is well known, what about other legislation that may be coming down the pike at a state level – or a federal level.If you’re not already doing so, start reading the publications and blogs that your clients read so you stay tuned into what might affect them. There’s nothing more compelling to a client than for you to tell them about something (such as legislation) that will affect their business before they know about it. It really shows you are looking out for them.
Set up Google Alerts – describe how to do it – so you know when your clients (or prospects) are in the news. When you see something positive written about them, send a short email like “Hey Bob, saw your latest partnership announcement in the Gazette today. Great news! Keep up the good work.”Your clients will be flattered that someone they know saw them in the news and cared enough to write them about it.
Some prospects and clients talk about a wish list. But when push comes to shove, it is just that – a wish list. There is nothing compelling to make them move because there are no consequences. To find out if they really need something you are proposing, ask what the consequences will be if they do not implement it.
You need to find out if their budget is realistic. The last thing you want to face is a client who wants a Mercedez Benz on the budget of a scooter. This type of question will give you insight into whether there is a disconnect between perceived value and reality.
Your clients may be falling behind their competition just because they are not using modern technology solutions. I’ll give you an example: one doctor’s office I know still uses a paper schedule to set up appointments. They don’t even take credit cards. If anything happened to their log book, that would cause mayhem. To people like you and me, we can’t imagine our life not revolving around a sync’d calendar that automatically backs up to the cloud. I live off my calendar that’s on my iPhone, iPad, web and home/office computers.But when all you have studied is something non-technical and don’t read up on the latest happens with technology, all this stuff is magic. They really might not even know how much they can do with technology. A streamlined solution could mean faster payments from insurance companies, electronic referrals and prescriptions so there is less paperwork and everything is accurately logged. All this could mean more money in the doctor’s pocket.Offer white paper: 10 Best IT Practices for Your Doctor’s Office
This one might get them where it hurts. Nobody – really, nobody, likes to talk about why someone would choose a competitor. There could be a lot of reasons, but you want to look for an area where your technology services can help. If their real problem is that one of their account reps is a difficult person, there’s not much you can do. But if the issue is getting proposals out faster by having all of their boilerplate material in an very organized, easily accessible location that they can use from home, work a or a tablet, you can probably give them an edge. Remember, don’t give them a solution until you know you’ve identified a real problem. Keep digging for pain points.
This is an open ended question that might not involve technology at all. Ask it to find out what the client is thinking. Maybe they need to make a new product, extend their support hours (if that’s the case – can your technology help them do this remotely?), reduce their expenses (can a new billing or reporting system help?).
Most of us don’t recognize how much time we waste. While a business owner, a client of yours perhaps, strives to be efficient, he might not know about the productivity of his staff. Are there monitors you can put in place to check how much time staff spends surfing Facebook or eBay? Is there a way to eliminate repetitive human tasks through automation?If you feel comfortable enough, offer to spend part of a morning with them just following them around. Take notes on what you find and present a report on inefficiencies that you can help with – don’t be a tattle tale on others, just present a problem/solution case in a politically correct, professional manner.
In the early days of the Internet when I was building my first company, GovCon, I was asked to present some technical options for the CEO of a 1,000-person government contractor. He brought my company in because we had a very strong reputation for helping government contractors like his. He had the reputation of being tough as nails and I wasn’t looking forward to the meeting. As we started the conversation, I asked about their issues and was met very quickly with a quip for every turn I took.After asking this question, it completely turned the tables. Instead of shooting down everything I said, this question gave him the opportunity to stop attacking and start opening up. At the same time, it acknowledged his need for showing off that he had most of his technology issues under control
Some people delude themselves into thinking that the solution they have implemented is the cat’s meow. If you know you can offer a better option, use this two-part question set to diffuse a Mr. Know-It-All encounter. This usually forces them to acknowledge their problem areas, giving you the chance to delve deeper into ways you can help. If you have several people in the meeting, you will see some of them bring up topics on their minds.
Client testimonials are a powerful way to spread the word about your happy customers. It also enables you to create case studies that you can share with prospects. One of my clients brings up the idea of doing a testimonial on the first day of his sales process. He lets the client know that getting a testimonial at the end of the project is a key goal for the project team. Think about what this does: without coming out and saying it, he is communicating up front that he is so confident in his company's ability to deliver results that he is practically expecting them to write a testimonial. That leaves a strong impression in a prospect's mind. You can almost hear their thought process... "Hmm, usually vendors think about asking for a testimonial at the end of a consulting engagement. Here's this guy talking about it before he is even hired. That takes confidence -‐ so he must be good!”He is consistently impressed with results: clients usually provide a testimonial if his company's technical results are impressive.
If you want more information, Presstacular is a next generation email marketing tool that contains a library of click-and-use technology articles that keep clients engaged so when they are “sales ready,” they think of you first. We can also write custom articles just for you. Free trial at www.presstacular.com
If you want more information, Presstacular is a next generation email marketing tool that contains a library of click-and-use technology articles that keep clients engaged so when they are “sales ready,” they think of you first. We can also write custom articles just for you. Free trial at www.presstacular.com