The document discusses the concept of "point of view selling" which involves starting customer relationships by developing compelling ideas and thought leadership to address their business challenges rather than just pitching solutions. It involves four stages: 1) developing a point of view based on insights into customer opportunities/problems, 2) provoking interest in that point of view, 3) identifying other opportunities, and 4) delivering solutions and realizing value. Companies that have successfully used this approach include IBM and GE Healthcare.
Why do companies need to manage the entire customer experience? New analysis reveals that the entire customer journey - the series of interactions with a brand - is more important than any single touchpoint experience. Leading companies identify and effectively manage a few "key journeys." When companies perfect managing the entire customer journey, they reap significant benefits—including enhanced customer and employee satisfaction, reduced customer churn, increased revenue, lower costs, improved organizational collaboration, and competitive advantage. Presented at the Harvard Business Review webinar. For more on customer decision journeys: http://mckinseyonmarketingandsales.com/topics/customer-decision-journey
Companies need to understand the full range of the multichannel consumer decision journey to understand how to best influence potential and current customers. Scenarios and data from this McKinsey presentation show how consumers are making their decisions today - particularly in the UK and France - and how brands can turn those insights into profits.
How to Build an Effective Customer Health ModelTotango
Your customers’ success is critical to your business. But how do you define and measure their success? Should you look at the number of support tickets, rate of adoption, revenue per customer, churn rate, net promoter score, or customer lifetime value?
Instead of looking at specific metrics, you need to take a holistic view of the customer using a Customer Health value. Health definitions should incorporate several KPIs and variables, such as business outcomes, lifecycle stage, product usage, license utilization, support tickets and other relevant information.
In these slides presented during our webinar, you'll learn how to build an effective health model to measure real business outcomes, drive retention and increase revenue. Presented by Jill Rubin, CMO of Totango, and Isabelle Rochon, Director of Customer Success from iPerceptions, a Totango customer.
New Product Development Powerpoint Presentation SlidesSlideTeam
With our content-ready new product development PowerPoint presentation slides, you can easily organize your product design and development project. This will save money, time and business resources in planning from scratch. You can take advantage of this product development lifecycle presentation to understand various topics such as product idea screening, analysis and lifecycle, market analysis, tools & techniques, development plans, cost analysis, product feasibility, branding & repositioning. Apart from this, pricing, distribution channels, advertising, market mapping, budgeting are also covered here. Every product goes through a number of stages before its final launch into the market. Here we have comprehensively covered each and every aspect of product designing. These NPD project PPT templates can also be used to create presentation on agile development, product development lifecycle, portfolio launch, stage gate process, product design stages, entry strategies, development and launch. Download our readymade new product development PowerPoint presentation slides to easily sail through the tough task of planning everything on your own. Impart a bit of joie-de-vivre with our New Product Development Powerpoint Presentation Slides. Get a chance to to feel genuinely carefree. https://bit.ly/3wtCX3J
This complete deck can be used to present to your team. It has PPT slides on various topics highlighting all the core areas of your business needs. This complete deck focuses on Marketing Tools Management Powerpoint Presentation Slides and has professionally designed templates with suitable visuals and appropriate content. This deck consists of total of seventy slides. All the slides are completely customizable for your convenience. You can change the colour, text and font size of these templates. You can add or delete the content if needed. Get access to this professionally designed complete presentation by clicking the download button below. http://bit.ly/2TV5PB0
Why do companies need to manage the entire customer experience? New analysis reveals that the entire customer journey - the series of interactions with a brand - is more important than any single touchpoint experience. Leading companies identify and effectively manage a few "key journeys." When companies perfect managing the entire customer journey, they reap significant benefits—including enhanced customer and employee satisfaction, reduced customer churn, increased revenue, lower costs, improved organizational collaboration, and competitive advantage. Presented at the Harvard Business Review webinar. For more on customer decision journeys: http://mckinseyonmarketingandsales.com/topics/customer-decision-journey
Companies need to understand the full range of the multichannel consumer decision journey to understand how to best influence potential and current customers. Scenarios and data from this McKinsey presentation show how consumers are making their decisions today - particularly in the UK and France - and how brands can turn those insights into profits.
How to Build an Effective Customer Health ModelTotango
Your customers’ success is critical to your business. But how do you define and measure their success? Should you look at the number of support tickets, rate of adoption, revenue per customer, churn rate, net promoter score, or customer lifetime value?
Instead of looking at specific metrics, you need to take a holistic view of the customer using a Customer Health value. Health definitions should incorporate several KPIs and variables, such as business outcomes, lifecycle stage, product usage, license utilization, support tickets and other relevant information.
In these slides presented during our webinar, you'll learn how to build an effective health model to measure real business outcomes, drive retention and increase revenue. Presented by Jill Rubin, CMO of Totango, and Isabelle Rochon, Director of Customer Success from iPerceptions, a Totango customer.
New Product Development Powerpoint Presentation SlidesSlideTeam
With our content-ready new product development PowerPoint presentation slides, you can easily organize your product design and development project. This will save money, time and business resources in planning from scratch. You can take advantage of this product development lifecycle presentation to understand various topics such as product idea screening, analysis and lifecycle, market analysis, tools & techniques, development plans, cost analysis, product feasibility, branding & repositioning. Apart from this, pricing, distribution channels, advertising, market mapping, budgeting are also covered here. Every product goes through a number of stages before its final launch into the market. Here we have comprehensively covered each and every aspect of product designing. These NPD project PPT templates can also be used to create presentation on agile development, product development lifecycle, portfolio launch, stage gate process, product design stages, entry strategies, development and launch. Download our readymade new product development PowerPoint presentation slides to easily sail through the tough task of planning everything on your own. Impart a bit of joie-de-vivre with our New Product Development Powerpoint Presentation Slides. Get a chance to to feel genuinely carefree. https://bit.ly/3wtCX3J
This complete deck can be used to present to your team. It has PPT slides on various topics highlighting all the core areas of your business needs. This complete deck focuses on Marketing Tools Management Powerpoint Presentation Slides and has professionally designed templates with suitable visuals and appropriate content. This deck consists of total of seventy slides. All the slides are completely customizable for your convenience. You can change the colour, text and font size of these templates. You can add or delete the content if needed. Get access to this professionally designed complete presentation by clicking the download button below. http://bit.ly/2TV5PB0
Customer Value Proposition by Derek HendrikzDerek Hendrikz
Customer value proposition by Derek Hendrikz works with CVP in terms of product, service, people, results, communication and experience. Customer service excellence and business relationship development models and the relationship / profitability ratio is dealt with. Slides end with the rules for CRM (customer relations management). www.derekhendrikz.com
Customer-centricity is the new imperative, but most organizations are not prepared to transform the way they work to deliver a relevant, personalized customer experience at scale. Designed for those who have been exposed to Journey Mapping, this interactive workshop will share Accenture’s Customer Journey Management framework for guiding the omni-channel customer experience with agility and at scale. During the session you will assess your organization’s design, governance and operating model dimensions to identify capability gaps in delivering on your vision of customer-centricity.
In a working session you will prioritize the gaps in your organization’s capabilities to implement the Customer Journey Management framework. The workshop will help you visualize how to manage the dramatic increase in data, segments, content, collaboration, and compliance that come with high-fidelity journey mapping and omni-channel marketing. We will discuss your specific challenges, as well as real world examples of operating model innovations from companies across industries and levels of maturity. This session will help you prepare your company to identify and respond to customer experience opportunities with new levels of agility and scale.
The Buyer Journey - Closing the Gaps Using SalesLoft CadencesSalesLoftTraining
In today's world, buyers expect an exceptional customer experience from their vendors. In this webinar, SalesLoft Certified Partner, InStereo, will show us how to better understand our buyers' journeys and create a better buying experience using SalesLoft Cadences. In this training you will:
In this training you will:
* Gain insight on how to focus sales efforts on the right prospects
* Learn importance of understanding your buyers experience with your brand
* Discuss how to use Cadences to deliver a better buying experience for your customers
The Customer Success Maturity Model | ClientSuccessClientSuccess
Join customer success leader, Dave Blake, CEO/Founder of ClientSuccess as he discusses a customer success maturity model that will help you build, scale, and optimize a high-impact team and culture of customer success. The webinar will help you determine your current customer success maturity and guide you through the next steps and best practices to strengthen your approach to customer success.
We held this webinar on Thursday, June 22, 2017 at 11:00 a.m. MST. The webinar is called “The Customer Success Maturity Model”. You can request the recorded version by entering the following link into your browser:
https://www.clientsuccess.com/recorded-customer-success-maturity-model/?utm_medium=Organic&utm_source=Slideshare&utm_campaign=Slideshare&utm_content=Customer-Success-Maturity-Model-Webinar-Slideshare
Top 10 sustainability interview questions with answerscookreece55
In this file, you can ref interview materials for sustainability such as, sustainability situational interview, sustainability behavioral interview, sustainability phone interview, sustainability interview thank you letter, sustainability interview tips …
This template will help you codify your customer success strategy. You can read the blog post and download the template here: http://blog.preact.com/customer-success-strategy-template
From customer success metrics to the customer journey, and from the customers' critical path to your customer success team, this template enables you to present your vision to your executive team.
Prosci Adkar Model PowerPoint Presentation SlidesSlideTeam
Presenting this set of slides with name - Prosci Adkar Model Powerpoint Presentation Slides. All slides are completely editable and professionally designed by our team of expert PowerPoint designers. The presentation content covers all areas of Prosci Adkar Model Powerpoint Presentation Slides and is extensively researched. This ready-to-use deck comprises visually stunning PowerPoint templates, icons, visual designs, data-driven charts and graphs and business diagrams. The deck consists of a total of fourteen slides. You can customize this presentation as per your branding needs. You can change the font size, font type, colors as per your requirement. Download the presentation, enter your content in the placeholders and present with confidence
From Customer Success Summit 2017 - Thomas Lah, Executive Director at TSIA discusses, "Building Customer Success Organizations".
Learn more about Customer Success Summit: http://customersuccesssummit.com
Totango is the leading enterprise- grade customer success platform that helps recurring revenue businesses proactively impact business outcomes with customer success. With solutions to empower Customer Success Teams or entire companies, Totango enables everyone to participate in customer success.
Learn more at www.totango.com.
Learn how McKinsey & Company works with different organizations to help them develop a customer experience vision. This presentation outlines how to define your CX aspiration, align leadership, and how to cascade the vision to the front line.
Lead nurturing has become an integral part of a successful marketing strategy—specifically when building relationships with potential buyers across multiple channels, even if they are not currently looking to purchase a product or service. Today’s potential buyers don’t become customers overnight—they require marketing over time as they self-educate and build trust with a company. Lead nurturing helps marketers communicate consistently with buyers cross-channel and throughout the sales cycle—addressing the gap in time between when a lead first interacts with you and when she is ready to purchase.
The Definitive Guide to Lead Nurturing covers everything you need to know to get started using lead nurturing to drive revenue growth, including how to:
Create a lead nurture strategy
Nurture leads across channels
Segment a lead database
Choose appropriate content for each lead nurture track and audience
Get the most value from lead nurturing with testing and optimization
Measure and explain lead nurturing’s return on investment
How to Build an Outbound Sales Strategy in 60 Days - Bastiaan Janmaat, CEO & ...SaaStock
Bastiaan Janmaat presented "How to Build an Outbound Sales Strategy in 60 Days" on the Operator Stage at SaaStock 2016 in Dublin on September 22nd 2016.
SaaStock is Europe’s Conference for B2B SaaS at RDS, Dublin Ireland in September 2017
Watch the Video Here: https://www.saastock.com/blog/view/how-to-build-an-outbound-sales-strategy-in-60-days
Sell more by turning your PPT presentation into a Buying Simulator.Insight Demand
Forget a data dump. Instead show vs. tell how real people solved real problems using your offering, so that your customers will feel as if they stepped inside a buying simulator™, and took your offering out for a virtual test drive.
As a result, customers will gain the insight needed to discover the value of your offering on their terms, so that they are inspired to step out of the status quo, take action, and invest through you into a better tomorrow.
Customer Value Proposition by Derek HendrikzDerek Hendrikz
Customer value proposition by Derek Hendrikz works with CVP in terms of product, service, people, results, communication and experience. Customer service excellence and business relationship development models and the relationship / profitability ratio is dealt with. Slides end with the rules for CRM (customer relations management). www.derekhendrikz.com
Customer-centricity is the new imperative, but most organizations are not prepared to transform the way they work to deliver a relevant, personalized customer experience at scale. Designed for those who have been exposed to Journey Mapping, this interactive workshop will share Accenture’s Customer Journey Management framework for guiding the omni-channel customer experience with agility and at scale. During the session you will assess your organization’s design, governance and operating model dimensions to identify capability gaps in delivering on your vision of customer-centricity.
In a working session you will prioritize the gaps in your organization’s capabilities to implement the Customer Journey Management framework. The workshop will help you visualize how to manage the dramatic increase in data, segments, content, collaboration, and compliance that come with high-fidelity journey mapping and omni-channel marketing. We will discuss your specific challenges, as well as real world examples of operating model innovations from companies across industries and levels of maturity. This session will help you prepare your company to identify and respond to customer experience opportunities with new levels of agility and scale.
The Buyer Journey - Closing the Gaps Using SalesLoft CadencesSalesLoftTraining
In today's world, buyers expect an exceptional customer experience from their vendors. In this webinar, SalesLoft Certified Partner, InStereo, will show us how to better understand our buyers' journeys and create a better buying experience using SalesLoft Cadences. In this training you will:
In this training you will:
* Gain insight on how to focus sales efforts on the right prospects
* Learn importance of understanding your buyers experience with your brand
* Discuss how to use Cadences to deliver a better buying experience for your customers
The Customer Success Maturity Model | ClientSuccessClientSuccess
Join customer success leader, Dave Blake, CEO/Founder of ClientSuccess as he discusses a customer success maturity model that will help you build, scale, and optimize a high-impact team and culture of customer success. The webinar will help you determine your current customer success maturity and guide you through the next steps and best practices to strengthen your approach to customer success.
We held this webinar on Thursday, June 22, 2017 at 11:00 a.m. MST. The webinar is called “The Customer Success Maturity Model”. You can request the recorded version by entering the following link into your browser:
https://www.clientsuccess.com/recorded-customer-success-maturity-model/?utm_medium=Organic&utm_source=Slideshare&utm_campaign=Slideshare&utm_content=Customer-Success-Maturity-Model-Webinar-Slideshare
Top 10 sustainability interview questions with answerscookreece55
In this file, you can ref interview materials for sustainability such as, sustainability situational interview, sustainability behavioral interview, sustainability phone interview, sustainability interview thank you letter, sustainability interview tips …
This template will help you codify your customer success strategy. You can read the blog post and download the template here: http://blog.preact.com/customer-success-strategy-template
From customer success metrics to the customer journey, and from the customers' critical path to your customer success team, this template enables you to present your vision to your executive team.
Prosci Adkar Model PowerPoint Presentation SlidesSlideTeam
Presenting this set of slides with name - Prosci Adkar Model Powerpoint Presentation Slides. All slides are completely editable and professionally designed by our team of expert PowerPoint designers. The presentation content covers all areas of Prosci Adkar Model Powerpoint Presentation Slides and is extensively researched. This ready-to-use deck comprises visually stunning PowerPoint templates, icons, visual designs, data-driven charts and graphs and business diagrams. The deck consists of a total of fourteen slides. You can customize this presentation as per your branding needs. You can change the font size, font type, colors as per your requirement. Download the presentation, enter your content in the placeholders and present with confidence
From Customer Success Summit 2017 - Thomas Lah, Executive Director at TSIA discusses, "Building Customer Success Organizations".
Learn more about Customer Success Summit: http://customersuccesssummit.com
Totango is the leading enterprise- grade customer success platform that helps recurring revenue businesses proactively impact business outcomes with customer success. With solutions to empower Customer Success Teams or entire companies, Totango enables everyone to participate in customer success.
Learn more at www.totango.com.
Learn how McKinsey & Company works with different organizations to help them develop a customer experience vision. This presentation outlines how to define your CX aspiration, align leadership, and how to cascade the vision to the front line.
Lead nurturing has become an integral part of a successful marketing strategy—specifically when building relationships with potential buyers across multiple channels, even if they are not currently looking to purchase a product or service. Today’s potential buyers don’t become customers overnight—they require marketing over time as they self-educate and build trust with a company. Lead nurturing helps marketers communicate consistently with buyers cross-channel and throughout the sales cycle—addressing the gap in time between when a lead first interacts with you and when she is ready to purchase.
The Definitive Guide to Lead Nurturing covers everything you need to know to get started using lead nurturing to drive revenue growth, including how to:
Create a lead nurture strategy
Nurture leads across channels
Segment a lead database
Choose appropriate content for each lead nurture track and audience
Get the most value from lead nurturing with testing and optimization
Measure and explain lead nurturing’s return on investment
How to Build an Outbound Sales Strategy in 60 Days - Bastiaan Janmaat, CEO & ...SaaStock
Bastiaan Janmaat presented "How to Build an Outbound Sales Strategy in 60 Days" on the Operator Stage at SaaStock 2016 in Dublin on September 22nd 2016.
SaaStock is Europe’s Conference for B2B SaaS at RDS, Dublin Ireland in September 2017
Watch the Video Here: https://www.saastock.com/blog/view/how-to-build-an-outbound-sales-strategy-in-60-days
Sell more by turning your PPT presentation into a Buying Simulator.Insight Demand
Forget a data dump. Instead show vs. tell how real people solved real problems using your offering, so that your customers will feel as if they stepped inside a buying simulator™, and took your offering out for a virtual test drive.
As a result, customers will gain the insight needed to discover the value of your offering on their terms, so that they are inspired to step out of the status quo, take action, and invest through you into a better tomorrow.
This is the deck we used for a webinar presentation, along with HR.com, on how to handle and successfully manage individual and organizational transitions on the job.
Mastering the Art of Executive Engagement (Bloomberg Businessweek Article)//J...Motiv Strategies
The brainstorming session may beget large quantities of ideas, but the executive workshop can help create something far more valuable: focused energy to explore new growth platforms from corporate leaders.
Article from Business Management magazine: ClearAction and Seybold Group discuss the business case for a customer-centric organization. See http://ClearActionCX.com Contact us at OptimizeCX@ClearActionCX.com
This white paper discusses why small businesses are experiencing a decline in lead volume and quality, and acts as a step-by-step guide for lead generation in "the new normal".
Owning the Customer Experience: A new view of sales effectiveness todayAchieveGlobal
Today's customers are not easy to impress. Not only do they want benefits beyond stellar product and service features, they demand efficiency in their interactions with salespeople, a comprehensive understanding of their business challenges and goals. How can you truly own every defining moment of their customer experience?
When Applying Lean to Sales and Marketing many companies try to use traditional approaches and use the typical segmentation strategy. I like to organize the Structure of Lean in sales through the path of SDCA, PDCA and EDCA.
Stop Pushing Sales! Focus on the Art and Science of Revenue Conversion Carpedia Consulting
We have just completed an assignment for an international systems integration company handling super-high value projects in the enterprise space. Essentially a professional services business, this company’s revenue growth was a key area of focus particularly in the area of account management and revenue expansion.
As organizations strive to sell more solutions, their reps will increasingly face off against a variety of senior- level buying roles. To improve these interactions, sales leaders should adopt a systematic process to help reps. This brief introduces and examines the components of ONE process for selling to senior executives, and explores the options of segmenting the sales force and/or leveraging subject matter experts (SMEs) when looking to reach these buyers.
Buyers can now discover nearly everything about companies, products and
services from websites and other Web sources, including what customers are
saying on social media.
Business Agility: Accelerating Business Innovation & TransformationCory Smith
Business Agility focuses on finding holistic
solutions to complex business problems; linking innovation
and transformation to outcomes the business cares about and
creating a rich picture of the problem(s) to be solved,
collaboratively.
Pivotal CRM : Analyst Report - Lead Management Pivotal CRM
In the past, the ability to track the cause and effect of marketing campaigns has been elusive, so demonstrating true ROI for marketing initiatives has been hit-and-miss. The new reality, however, is that marketers are now judged by the same criteria as other line-of-business managers and executives. Not only has lead quantity come under scrutiny, so has lead quality. lead management technology—one of the key ways to demonstrate the value of well-planned marketing campaigns—is now widely available. In fact, the value of this technology is becoming irresistible for marketing professionals in many mid-sized and smaller businesses today.
What makes a new business venture successful? This paper outlines the key questions every entrepreneur should ask and have answers for before they launch a new venture.
How Great Leaders Drive Results via Accountability and Employee EngagementForum Corporation
A look at the results from our Fall 2014 survey looking at the the relationship between accountability and employee engagement in the workplace. You can view the webinar here: https://www1.gotomeeting.com/register/137288832
Building a Winning Sales Management Team: The Force Behind the ForceForum Corporation
Would you weather have excellent salepeople with an average sales manager, or average salespeople with an excellent sales manager? Watch a replay of this webinar with Forum and ZS Associates to find out: http://www.forum.com/register.aspx?id=d9ff62c2-eafe-401c-b32b-f70d7c98c025&edocid=939
Using Measurement to Drive the Impact and Effectiveness of Your Leadership De...Forum Corporation
It has been estimated that up to 50% of training is wasted.* You can avoid this by monitoring how leaders are applying and benefitting from what they learn. What the webinar replay here: http://go.forum.com/NAMeasurementWebinarReplay
Presentation deck from a March 22nd, 2012 webinar in which Fifth Third Bank shared their story of how they worked with Forum to implement a customer focused sales strategy.
Originally posted in forum.com/blog, this article identifies 3 counter-intuitive key points for sustaining learning on the job after a classroom session.
Traditional event-based training is not effective. People do not retain the knowledge learned, will fail to act in new ways, and ultimately will not master and apply new behaviors. This article offers several assessments of your organization, and 4 methods to sustain learning and behavioral change, based on your business context and learning environment.
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
India Orthopedic Devices Market: Unlocking Growth Secrets, Trends and Develop...Kumar Satyam
According to TechSci Research report, “India Orthopedic Devices Market -Industry Size, Share, Trends, Competition Forecast & Opportunities, 2030”, the India Orthopedic Devices Market stood at USD 1,280.54 Million in 2024 and is anticipated to grow with a CAGR of 7.84% in the forecast period, 2026-2030F. The India Orthopedic Devices Market is being driven by several factors. The most prominent ones include an increase in the elderly population, who are more prone to orthopedic conditions such as osteoporosis and arthritis. Moreover, the rise in sports injuries and road accidents are also contributing to the demand for orthopedic devices. Advances in technology and the introduction of innovative implants and prosthetics have further propelled the market growth. Additionally, government initiatives aimed at improving healthcare infrastructure and the increasing prevalence of lifestyle diseases have led to an upward trend in orthopedic surgeries, thereby fueling the market demand for these devices.
Accpac to QuickBooks Conversion Navigating the Transition with Online Account...PaulBryant58
This article provides a comprehensive guide on how to
effectively manage the convert Accpac to QuickBooks , with a particular focus on utilizing online accounting services to streamline the process.
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The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
Explore our most comprehensive guide on lookback analysis at SafePaaS, covering access governance and how it can transform modern ERP audits. Browse now!
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
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Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
Discover the innovative and creative projects that highlight my journey throu...
Point of view selling
1. point of view
Point of View Selling:
Using thought leadership to sell
to senior executives
Authored by
Michael Collins, Vice President
and Executive Consultant, The Forum Corporation
The business challenges faced by executives today Today’s solutions providers are borrowing a successful
are more varied and complex than ever before. As they approach from management consulting firms seeking to
emerge from the economic downturn, many companies are sell higher in the organization. We call this approach point
looking to realize top-line revenue growth without taking of view. It involves four stages of starting and growing a
on fixed costs. How can we cut product launch-time to get client relationship:
new products on shelves faster? How can we build and
expand hospitals that deliver world-class health care at a
reasonable cost? How can we integrate our field, web, and LEAD WITH
telesales channels to increase charge-card adoption and A POINT
OF VIEW
usage?
Often, there are no clear-cut answers for the customer
executive. The best response to a complex challenge
might involve a myriad of things: process changes,
outsourcing, technology, new marketing campaigns,
JOINTLY
people development and training, and so on. Implementing IDENTIFY MUTUALLY BENEFICIAL EVALUATE
OTHER CUSTOMER/SUPPLIER
any of these things would require investments of time, OPPORTUNITIES RELATIONSHIP
POTENTIAL
SOLUTIONS
money, and resources. Wanting to avoid making big bets—
and risking costly mistakes—the executive needs proof
that one course of action makes the most sense before
proceeding with it.
In markets and selling environments such as today’s, the DELIVER
solutions provider has a tremendous opportunity to serve SOLUTIONS
AND REALIZE
the customer by leading with ideas and providing thought VALUE
leadership throughout the selling process. Customers
value the ideas that a solutions provider brings to the
table to the extent that these ideas address significant One way to think about point of view selling is to consider
opportunities or problems they face. As the solutions the customer’s purchasing-decision process. (See
provider moves higher in the customer organization, the the model at the top left of the following page.) Senior
importance of compelling ideas becomes even greater. executives focus on the “why” question first: Why is this
The challenge for sellers is significant. Senior executives idea relevant to our business? To what extent are the idea
are looking for more than just “your answer.” They and the solution(s) going to impact our performance? Is
are focused on the impact you can bring—not on the this a $50 million opportunity or a $50 opportunity?
features and functions of the solution. In carpentry terms, The second key question is “how?” The buying executive,
customers are interested in the hole, not in the drill. who has been persuaded that this is a significant idea,
In addition, busy executives may not want to spend now needs to know the various alternatives that her
meeting time simply answering questions about their company should consider if it is to realize improvement.
business. Their calendars are tight: Why should they spend She needs to believe that her organization can implement
their time educating you? the alternatives. For instance, she needs to know whether
2. point of view
the “right” answer might involve process change, The point of view selling approach guides the customer
technology implementation, outsourcing, or training—or through considering the three questions of the purchase-
some combination of these. decision process by managing three stages of engagement
with the customer:
WHY? HOW? WHO?
To what extent is What are the Who can best
this idea relevant to possible deliver the
my business? solutions? right solution? DEVELOP PROVOKE CATALYZE
A POINT INTEREST DECISIONS
OF VIEW
Entry point for an Entry point for
idea-based approach traditional selling
„„ Develop a Point of View. Salespeople, and others
Having explored the alternatives that answer the “how” assigned by the selling organization, generate insight
question, the executive is now ready to decide “who” can for the customer on how to capture new business
deliver the right solution. Can the internal resources of value or manage a looming risk by combining their
the executive’s company act on the opportunity, or must knowledge of a customer’s business and industry with
the executive turn to an outside partner, and, if so, which their own organization’s capabilities and experience.
partner? By introducing new information and/or a new
When engaging a senior executive, your job is to begin framework for thinking about how to directly affect
with the “why” question, persuading him or her with one or more of the customer’s business value drivers,
education and dialogue that your point of view is worth the customer learns something that he or she may not
pursuing. By first guiding the customer’s thinking about have been aware of or may not have fully understood.
the value of the opportunity and concrete ways to pursue „„ Provoke Interest. Salespeople meet with a senior-
it, you establish a very early and highly influential position level decision maker to succinctly and compellingly
in the eventual purchase decision. This dramatically present their point of view on new value capture. They
increases your chances of winning the deal when the educate their customer and guide her to consider
customer is ready to decide on “who” can deliver the right the significance of the point of view. If the customer
solution. agrees the point of view represents significant new
Getting in early and guiding the customer’s decision is value, the salesperson suggests a method to validate
more critical than ever. With the proliferation of information the idea within the customer’s business before offering
on the Internet today, customers do a significant amount a specific solution.
of research and due diligence on their own. A recent study „„ Catalyze Decisions. The implementation of a point
by the Corporate Executive Board looked at customers’ of view can be complex and may require significant
purchasing-decision timelines. CEB’s findings showed customer investment and effort. And since the solution
that, on average, customers had moved 57 percent of the to a point of view often involves elements the customer
way through the timeline before they made first contact may not be deeply familiar with, the salesperson
with their supplier.1 can and should help the customer navigate such
In doing due diligence research, customers are a complex decision. Prior to presenting a detailed
determining their business case and their needs—that proposal for a solution, the skillful salesperson
is, they are answering the “why” and “how” questions leverages his or her position as an expert advisor to
themselves. Vendors are left to compete on little more than guide the customer in developing a framework for
price, often in an arm’s-length RFP process. decision making—involving the right stakeholders,
considering viable alternatives, and selecting decision
Customer Purchase-Decision Timeline criteria. By jointly creating a decision framework with
Customer Due Customer’s First Customer the customer the salesperson enables the customer, to
Diligence
Begins
Contact with
Supplier
Purchase
Decision
more confidently evaluate and act on the point of view.
0% 57% 100%
2
3. point of view
Points of view can derive from a number of sources: In 2001, GE Healthcare created its Performance
Solutions group to sell consulting services
wrapped around the company’s traditional
Your Client hardware offerings, such as MRI equipment.
Experience
The company took this action in order
to increase margins in the face of price pressure
from government as well as managed health-care
organizations.4
The Performance Solutions group took a point of view
Product selling approach to starting new customer conversations,
Marketing Management
for example, with COOs of newly built hospitals in the
Sources United Arab Emirates, who wrestle with bed-utilization
of
rates as low as 20 percent. The typical strategy for
Ideas
combating this problem involves throwing money at it by
making brick-and-mortar and technology investments. In
engaging the COOs, the Performance Solutions team led
with a new idea: low bed-utilization rates are a result of
failing to focus on underlying clinical and administrative
Industry
Analyst R&D processes that deliver outstanding care and so drive
Reports patient satisfaction and loyalty. To address this issue, GE
Healthcare often starts by delivering process improvement
solutions (using Six Sigma and other methodologies)—
Note that, in some organizations, a separate internal unit before addressing core hospital technology solutions.
takes responsibility for gathering ideas and developing U.A.E. hospitals, such as Sheikh Khalifa Medical Centre in
points of view. Other organizations take a collaborative Abu Dhabi, reported improvements in room utilization and
approach, across functional units, to articulate ideas and productivity as a result of taking GE’s approach.5
solutions.
Point of View Selling Works for the Customer
Let’s look at a couple of companies that have put and for the Solution Provider
point of view selling into practice:
In the 1990s, IBM transformed its go-to- For the Customer For the Solution Provider
market approach from selling hardware „„ Provides insight into „„ Helps me to sell higher in
to selling services that “pulled through” hardware over my most important the organization
the course of the customer engagement. This sales problems—or presents „„ Helps me gain customer
transformation, which began in the tenure of Lou Gerstner, new opportunities I had insight and build
turned around the performance and perception of IBM. not thought of
customer intimacy
Once a money-losing dinosaur, it was now the world’s „„ Introduces a “thinking „„ Positions me as a
largest provider of computer software, services, and partner” to whom I can business partner and
hardware.2 turn for advice—not trusted advisor—not just
another vendor trying to
An example of IBM’s point of view selling approach can a vendor
sell me something
be seen in its go-to-market strategy for solutions focused „„ Enables me to price
on radio-frequency identification (RFID) technology. Rather „„ Reduces my risks products and services at
as I choose an
than leading sales conversations with a description of favorable price points;
implementation partner
RFID’s features and benefits, IBM’s Global Business minimizes the time I
Services group starts with a customer problem or spend in “RFP mode”
opportunity. For example, in Europe, Global Business
Services cites the challenges and costs of counterfeit Point of view selling promises to significantly differentiate
shipping containers to wholesale distributors. The those who learn to apply it from their competitors. It can
problem results in significant lost revenue and excessive position them as trusted customer advisors and generate
maintenance costs; an RFID-based solution might be an larger, more profitable deals. It is suitable for most
approach to solving it.3 Now that is a story a distributor commercial sales organizations in all kinds of companies
company COO might be interested in exploring—as around the world, from very young industries to the most
opposed to discussing the RFID technology itself. mature ones, from hot innovators to so-called commodities
Interestingly, hardware sales per rep at IBM have doubled suppliers. Point of view selling is a game-changer.
since the early 1990s, when hardware was the company’s
primary offering in the market.
3