Summary of a short talk I gave at Customer Experience Explored event in London on 15 March 2017, hosted by Biglight
http://biglight.co.uk/news/585/biglight-hosts-custom…
You can hear my dulcet tones for the last 5 mins of the talk on YouTube: https://www.youtube.com/watch?v=yBk0Y1uNXlA
How to build a community and start a movementSangram Vajre
Anyone can build a product. The companies and leaders that stand until the very end are the ones who created a community of believers and sparked a movement.
Include: 7 steps to make a movement happen
How to take your Marketing from Good to Great?Sangram Vajre
As Jim Collins said - Good is the enemy of Great!
You will learn:
- How to unite sales and marketing?
- How to transform your organization from status quo to good to great?
- Where you are on the Account-based marketing maturity curve?
What it takes to become a CMO
Who do you need to build relationships with
What roles and metrics you need to know
Which superpowers you need to become the top 1%
How Sales & Marketing Can Own The Buying ExperienceLinkedIn
It often feels as if the buying process is broken - buyers get automated emails and continuous phone calls from sellers that seem to know nothing about us. The irony is we have never had so much data at our finger tips and this presentation will examine how LinkedIn views the sales & marketing engine of the very near future.
Statistics are amazing, thought provoking and easy to remember. These 21 sales stats may not shape your sales strategy but will give you an insight into how salespeople approach their roles. And let's face it... Who doesn't enjoy a good stat!
How to build a community and start a movementSangram Vajre
Anyone can build a product. The companies and leaders that stand until the very end are the ones who created a community of believers and sparked a movement.
Include: 7 steps to make a movement happen
How to take your Marketing from Good to Great?Sangram Vajre
As Jim Collins said - Good is the enemy of Great!
You will learn:
- How to unite sales and marketing?
- How to transform your organization from status quo to good to great?
- Where you are on the Account-based marketing maturity curve?
What it takes to become a CMO
Who do you need to build relationships with
What roles and metrics you need to know
Which superpowers you need to become the top 1%
How Sales & Marketing Can Own The Buying ExperienceLinkedIn
It often feels as if the buying process is broken - buyers get automated emails and continuous phone calls from sellers that seem to know nothing about us. The irony is we have never had so much data at our finger tips and this presentation will examine how LinkedIn views the sales & marketing engine of the very near future.
Statistics are amazing, thought provoking and easy to remember. These 21 sales stats may not shape your sales strategy but will give you an insight into how salespeople approach their roles. And let's face it... Who doesn't enjoy a good stat!
The Ultimate Indestructible Blueprint for Maximizing Sales in 2017Meredith Oliver
Presented at the 2017 International Builders Show by Meredith Oliver, Evan Carroll, and Stan Phelps.
An indestructible sales and marketing strategy in 2017 recognizes one vital element: customer experience is the new marketing. In fact, new Gartner research indicates that nearly 90% of companies will compete based mainly on the experience they create for buyers. SPOILER ALERT: The sales strategies that brought you success in the past will be far less effective going forward. This Master Session examined each stage of the buying-journey and recommends opportunities to add value and exceed customer expectations throughout. Attendees discovered how to create a complete sales and marketing blueprint that marries digital marketing, social media, selling skills, and customer experience into one unstoppable process resulting in more leads, traffic and sales.
The Role of Mobile Email Marketing in Modern E-commerceMaciej Ossowski
How does mobile blend with email marketing? What are the most effective strategies of mobile email marketing? How to drive e-commerce conversions with responsive emails?Presentation from 5th Asia eCommerce Conference, May 27th 2015, Kuala Lumpur
Content Marketing World 2014 Social Selling with LinkedInKoka Sexton 💼
During Content Marketing World 2014 Koka Sexton of LinkedIn Sales Solutions talked with 100 content marketers and social marketing professionals about how to leverage LinkedIn and other social media for Social Selling by thinking like a publisher.
The current economy and the sophistication of online shoppers has created the “perfect storm” for online coupons. Come see how they can be effective for your program.
Michael Ouellette, Director, Publisher Development, Commission Junction
Kim Riedell, Vice President, Client Development – East, Commission Junction
Building Your Startup's Sales Foundation🏀 Zach Barney
This guidebook help's SaaS founders know where it makes sense to go cheap, and where it makes sense to invest in doing it right the first time. We walk through the top software platforms every startup should be using, and what habits are essential to build from the get-go.
The Authenticity Curve: How to engage your customer and future customers, betterSangram Vajre
The future of marketing and sales likes in the hands of people and not technology. Authenticity is the vessel that fuels the most quota crushing sales professionals and brand driving marketers. If you get this right, you can make magic happen.
Only 8% of salespeople get 80% of sales. What are they doing differently? Simple, they're not making sales calls that waste time and have no purpose. This SlideShare explains how you can put an end to junk sales calls.
lamson corporation serving the nation from the last 10 years. we are the digital marketing giants, deals in all types of digital marketing products. we believe its easy to be everyone, but difficult to be unique. come to us.......
A successful sales team might have a strong bond, achieve the required business and smash their KPI targets, month in, month out. They are confident in what they do, where to go and who to speak with to ensure that they achieve sales.
Is this a finely tuned team that do 'enough' so that everyone's happy, or is this a team that is held back on becoming truly great?
This presentation uncovers the brutal truth of evolution, takes us through the stages of marketing and sales innovation towards the promise land, that we all so desperately seek.
Capgemini reports on the major 2017 trends in the payments industry which revolve around three core areas of payment instruments, regulatory and industry initiatives, and key stakeholder strategies. Currently, the global payments industry is undergoing a paradigm shift with an influx of technology, demographic, and regulatory dynamics. While the customer facing part of the value chain continues to witness high levels of innovation, service providers are still grappling with back-end infrastructure enhancements. Trends such as new opportunities in the payments industry in terms of adoption of Open Application Programming Interfaces (APIs), growth in digital payments, innovation in cross-border payments, and challenges from the entry of alternative service providers are impacting the industry in terms of fostering competition, nurturing innovation, and enhancing process and system-related efficiencies.
The Ultimate Indestructible Blueprint for Maximizing Sales in 2017Meredith Oliver
Presented at the 2017 International Builders Show by Meredith Oliver, Evan Carroll, and Stan Phelps.
An indestructible sales and marketing strategy in 2017 recognizes one vital element: customer experience is the new marketing. In fact, new Gartner research indicates that nearly 90% of companies will compete based mainly on the experience they create for buyers. SPOILER ALERT: The sales strategies that brought you success in the past will be far less effective going forward. This Master Session examined each stage of the buying-journey and recommends opportunities to add value and exceed customer expectations throughout. Attendees discovered how to create a complete sales and marketing blueprint that marries digital marketing, social media, selling skills, and customer experience into one unstoppable process resulting in more leads, traffic and sales.
The Role of Mobile Email Marketing in Modern E-commerceMaciej Ossowski
How does mobile blend with email marketing? What are the most effective strategies of mobile email marketing? How to drive e-commerce conversions with responsive emails?Presentation from 5th Asia eCommerce Conference, May 27th 2015, Kuala Lumpur
Content Marketing World 2014 Social Selling with LinkedInKoka Sexton 💼
During Content Marketing World 2014 Koka Sexton of LinkedIn Sales Solutions talked with 100 content marketers and social marketing professionals about how to leverage LinkedIn and other social media for Social Selling by thinking like a publisher.
The current economy and the sophistication of online shoppers has created the “perfect storm” for online coupons. Come see how they can be effective for your program.
Michael Ouellette, Director, Publisher Development, Commission Junction
Kim Riedell, Vice President, Client Development – East, Commission Junction
Building Your Startup's Sales Foundation🏀 Zach Barney
This guidebook help's SaaS founders know where it makes sense to go cheap, and where it makes sense to invest in doing it right the first time. We walk through the top software platforms every startup should be using, and what habits are essential to build from the get-go.
The Authenticity Curve: How to engage your customer and future customers, betterSangram Vajre
The future of marketing and sales likes in the hands of people and not technology. Authenticity is the vessel that fuels the most quota crushing sales professionals and brand driving marketers. If you get this right, you can make magic happen.
Only 8% of salespeople get 80% of sales. What are they doing differently? Simple, they're not making sales calls that waste time and have no purpose. This SlideShare explains how you can put an end to junk sales calls.
lamson corporation serving the nation from the last 10 years. we are the digital marketing giants, deals in all types of digital marketing products. we believe its easy to be everyone, but difficult to be unique. come to us.......
A successful sales team might have a strong bond, achieve the required business and smash their KPI targets, month in, month out. They are confident in what they do, where to go and who to speak with to ensure that they achieve sales.
Is this a finely tuned team that do 'enough' so that everyone's happy, or is this a team that is held back on becoming truly great?
This presentation uncovers the brutal truth of evolution, takes us through the stages of marketing and sales innovation towards the promise land, that we all so desperately seek.
Capgemini reports on the major 2017 trends in the payments industry which revolve around three core areas of payment instruments, regulatory and industry initiatives, and key stakeholder strategies. Currently, the global payments industry is undergoing a paradigm shift with an influx of technology, demographic, and regulatory dynamics. While the customer facing part of the value chain continues to witness high levels of innovation, service providers are still grappling with back-end infrastructure enhancements. Trends such as new opportunities in the payments industry in terms of adoption of Open Application Programming Interfaces (APIs), growth in digital payments, innovation in cross-border payments, and challenges from the entry of alternative service providers are impacting the industry in terms of fostering competition, nurturing innovation, and enhancing process and system-related efficiencies.
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The Be-All, End-All List of Small Business Tax DeductionsWagepoint
Read the full article with even more details at https://blog.wagepoint.com/h/i/289427271-the-comprehensive-list-of-small-business-tax-deductions/185037
Buyers no longer use voicemails and emails from strangers to learn about products. This information is online, whenever buyers are interested. This SlideShare presentation show sellers how to connect in a meaningful way by starting conversations around the buyer’s plans, goals and challenges.
This presentation is one class in HubSpot Academy's free sales training course. You can enroll here: http://certification.hubspot.com/inbound-sales-certification
Modern Prospecting Techniques for Connecting with Prospects (from Sales Hacke...HubSpot
Sales is a difficult world to be in because buyers aren't putting up with salespeople anymore. Instead of helping and building relationships, sales reps are still focused on closing prospects - even when they aren't ready to buy! So buyers ignore them. Because of that, even great sales reps would be lucky to get on the phone with someone.
While buyers have evolved and become more sophisticated, sales reps and training programs have been slow to adapt to that change.
Learn actionable modern prospecting techniques you can apply immediately from two best selling authors and sales experts: Max Altschuler CEO of Sales Hacker, and Mark Roberge CRO of HubSpot.
Class 1: Email Marketing Certification course: Email Marketing and Your BusinessHubSpot
*From HubSpot Academy*
Over the past few decades, people have radically changed the way they live, work and buy. This class will give you an overview of an adaptive, inbound approach to sending emails that provide value and drive growth for your business. It will also teach you about the four big themes of a modern email marketing program: segmentation, personalization, mobile, and optimization.
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76% of emails never get opened. That makes life for salespeople very difficult. So we've partnered up with Breakthrough Email to bring you email templates that are proven to engage prospects and close more deals. Start using them today and grow your revenue.
The lack of visible female role models is pervasive in the tech industry, particularly on Wikipedia, where just under 17% of Wikipedia biographies were on women. That's why HubSpot wrote fourteen Wikipedia entries for remarkable women in tech to help inspire young women to reach positions at the highest levels of STEM.
The slides I presented recently to a select group of people at Endeca's Breakfast Briefing on e-commerce.
The presentation explains four areas I am focussing on for 2011 to provide the conditions for growth.
B2C storytelling has a long history and stable. Think Don Draper of Mad Men, which was basically tell good stories (and act less intoxicated than it was supposed to). But B2B? It is harder to reach good examples of successful marketing companies to other companies with an interesting history of the brand.
Employer branding is so important for companies, but they should follow these do's and don'ts to make sure they're not forcing something that is inauthentic.
Persuading customers you cant afford to lose slideshareGordianBusiness
In many markets, fewer customers are generating more revenue. Losing one of your top customers who generates most of your revenue would be painful and in some cases fatal. Yet, even though they are your top customers you need to persuade them to do things they don't want to do. For example, accept a price rise.
My Sum up of the Google B2B event on 29th Jan 2015
B2B Marketing is changing. Is your business ready?
B2B@Google will bring together B2B experts and your peers to inspire you to ignite change in your organization.
"It’s about time we start re-inventing direct marketing." for Spring Global M...Polle de Maagt
How conversations and technology are changing the way we are in contact with consumers. This presentation is a plea for re-inventing direct marketing to finally be relevant and respect consumers.
How PandaDoc grew from $1 million to $10 million in 2 years - Secret Sauce to...Freshsales
In the first edition of "Secret Sauce to Sales" by Freshsales CRM, we are featuring Jared Fuller (VP of Sales - PandaDoc) and how he helped PandaDoc grow from $1 million to $10 million in 2 years.
Read the full article here: http://bit.ly/2lZ6S2w
Here are 3 key takeaways from the Slideshare:
- Building a channel partner program and growing it from <1% of total revenue to over 15% in nine months.
- How Jared and his team handle common sales objections with the help of "6 Gateways of Sales".
- How PandaDoc became the #1 CRM integration partner in less than a year
In a recent survey of B2B marketing executives, we learned that messaging is one of the biggest challenges they face. Do they have the right personas? Do they understand the issues that matter to those personas? Do they know how to map the value proposition of their solution to those issues? And do they know how to describe their value in terms that resonate with the people they want to sell to?
It turns out that in many cases, they don't.
When messaging is off, it is like shouting to people in a foreign language -- Nobody understands what is being said. Consequently there will be adverse effects across the marketing spectrum:
- Content Marketing topics will be less relevant
- SEO and SEM strategies will target the wrong phrases
- Web copy will mean little to visitors of your site
- Lead generation campaigns will under-perform
This ebook reviews some of the symptoms and reasons for ineffective messaging, and lists a number of steps readers can take to get it right.
Know:
- Who to call on.
- What to say.
- How to reach them.
More information can be found at:
http://thirdsidesolutions.com/messaging-get-it-right/
PRWD Reveal Online 2015: How To Sell In Conversion Optimisation - Matt LaceyPRWD
This is Matt Lacey's talk from the first ever PRWD Reveal Online.
In this talk, Head of Optimisation Matt shares tips to help you get buy-in for a conversion optimisation programme from your senior stakeholders.
Areas covered include tackling objections and myth busting, using data to make your case and using the fear of loss in competitive markets to your advantage. If you're struggling to convince senior stakeholders (or even other arms of the business) about the validity of conversion optimisation, this presentation for you.
PRWD Reveal is a one day conference that shows you how to implement a robust growth strategy which can deliver major uplifts in sales revenue and profitability, as well as changing the way you develop your brand, innovate your offering and redesign your website.
Similar to Provocative ideas to shape your digital strategy (20)
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Have you ever wondered how search works while visiting an e-commerce site, internal website, or searching through other types of online resources? Look no further than this informative session on the ways that taxonomies help end-users navigate the internet! Hear from taxonomists and other information professionals who have first-hand experience creating and working with taxonomies that aid in navigation, search, and discovery across a range of disciplines.
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UIIN Conference, Madrid, 27-29 May 2024
James Wilson, Orkestra and Deusto Business School
Emily Wise, Lund University
Madeline Smith, The Glasgow School of Art
This presentation by Morris Kleiner (University of Minnesota), was made during the discussion “Competition and Regulation in Professions and Occupations” held at the Working Party No. 2 on Competition and Regulation on 10 June 2024. More papers and presentations on the topic can be found out at oe.cd/crps.
This presentation was uploaded with the author’s consent.
0x01 - Newton's Third Law: Static vs. Dynamic AbusersOWASP Beja
f you offer a service on the web, odds are that someone will abuse it. Be it an API, a SaaS, a PaaS, or even a static website, someone somewhere will try to figure out a way to use it to their own needs. In this talk we'll compare measures that are effective against static attackers and how to battle a dynamic attacker who adapts to your counter-measures.
About the Speaker
===============
Diogo Sousa, Engineering Manager @ Canonical
An opinionated individual with an interest in cryptography and its intersection with secure software development.
2. provocative
prəˈvɒkətɪv/
adjective
1 causing anger or another strong
reaction, especially deliberately.
"a provocative speech"
This presentation is
designed to provoke you
into thinking differently
about your digital
strategy.
You may not agree with
all of it. That’s fine.
3. Peter Drucker
YOU CAN’T MANAGE
WHAT YOU DON’T MEASURE.
Some digital people
use this phrase to help
persuade bosses that
measurement is some
kind of holy grail.
That metrics will
show you a path to
customer centricity.
4.
5. Monetate E-Commerce Quarterly, Nov 2016
If that were true,
Google’s Checkout
video wouldn’t be so
funny, plus our
conversion rates
would be so much
more appealing.
6. Monetate ECommerce Quarterly, Nov 2016
4 – 5%
4-5% conversion is
something I could only
dream of while I
worked in travel…
7. David Jarvis aka DJ, 2017
IF YOUR WEBSITE WAS
A STORE COLLEAGUE,
YOU’D FIRE THEM.
If retail stores only
achieved the same
level as digital, you’d
be having serious
words with the staff.
8. Modern Toss, 2017
And here’s what I
think is at the root of
it. We’re measuring
the wrong things.
9. NOT EVERYTHING THAT
COUNTS CAN BE COUNTED.
William Bruce Cameron, 1963 (Note: NOT Einstein!)
Our Conversion Rate
Optimisation doesn’t
measure customer
outcomes, it measures
business outcomes.
10. - Luke Wroblewski, 2017 (@lukew)
You can see this
everywhere. Twitter
for example…
(HT to @lukew)
11. MEASURE
CUSTOMER OUTCOMES
UNDERSTAND YOUR
ORGANISATION AS
A SYSTEM
TAKE DIRECT
ACTION ON THE
SYSTEM
IDENTIFY LEVERS
FOR CHANGE
Check Plan Do
ELIMINATE
WASTE
LET ‘WORKERS’
DESIGN THE WORK
The problem won’t be
solved with a few A/B
tests. We really need
to do our jobs
differently.
12. W Edwards Deming
95% OF PERFORMANCE IS
DRIVEN BY THE SYSTEM,
NOT YOUR TEAM.
Acting on the system
rather than individual
touchpoints is the way
forward. Inspired by
Dr W Edwards Deming.
13. But digital people –
and perhaps people in
general – like to stick
to what we know. The
wider end-to-end
customer experience
is often neglected.
14. John Seddon, Vanguard Consulting
THE COST OF ANY
TRANSACTION IS IN THE FLOW,
NOT IN THE
TRANSACTION ITSELFWhen you treat
customer interaction
as a cost that needs to
be slashed, you tend to
add cost, not reduce it.
15. This is why many of
our larger companies
have become call
centre factories. How
frustrating is that??
16. The Shift Index 2016, Deloitte
“Return on Assets” for large US companies
Meanwhile companies
don’t learn their
lessons. Their return
on assets has been
plummeting for years.
17. Which plays very very
nicely indeed into the
hands of the one
business that’s not
playing the game by
the same rules.
20. And yet the business is
insulated from
shareholder pressure.
Whatever Amazon
does, the share price
goes up.
21. Meanwhile Amazon
has a huge stock of
cash ready to disrupt
any sector or any
industry at will.
They’re the only
retailer able to play a
last man standing
game.
22. Je! Bezos, 2013
THERE ARE 2 KINDS OF COMPANIES.
THOSE THAT WORK TO TRY TO CHARGE MORE
AND THOSE THAT WORK TO CHARGE LESS.
WE WILL BE THE SECOND.
In many ways, that’s
the strategy. Amazon
can undercut any
company it chooses
until we’re all out of
business. Great!
23. Peter Drucker
THE PURPOSE OF A BUSINESS
IS TO CREATE, AND RETAIN,
A CUSTOMER Back to Mr Drucker. If
he’s right with this
quote, we all need to
work harder to focus
on our customers if
we’re going to repel
Amazon.
24. David Jarvis (aka DJ), 2017
4 Rs OF DIGITAL DIRECTORS:
RE-PITCH
RE-STRUCTURE
RE-PLATFORM
RESIGN And yet, here’s the
kicker. There’s some of
us who appear to be
riding the bandwagon.
25. But that doesn’t need
to be you, dear
Slideshare or LinkedIn
reader. You can zig
while the others zag.