The document discusses the shift from early internet to native digital selling. It notes that while the way buyers buy has changed completely over the last 10 years, the way most companies sell has not changed at all. It argues that native digital selling requires focusing on building the new by putting buyers at the center, rather than automating old systems. It introduces Relm as a sales platform designed for native digital selling, focused on building trust with buyers through understanding their worldview and helping them navigate complex decisions.
The evolution of b2 b sales in the digital era handoutRoger Hage
This is a Key Note Speech I held at the FH OÖ – University of Applied Sciences Upper Austria
School of Management, during the International Days on May 18, 2015.
Business-to-Business (B2B) sales of technology and investment goods is complex, involves many decision makers & influencers, is very solution-oriented and requires different sales strategies, techniques and skills than transactional Business-to-Consumer (B2C) sales.
On the other hand, the buyers are becoming more educated & informed than ever before and are nearly 60% through their purchase process before their first contact with a supplier, rendering the commonly used solution selling and consultative selling approaches sometimes irrelevant.
How can you adjust your sales process to the new realities and enable your sales force with new skills and tools?
The Customer Revolution or Evolution? Presented @ CRM EvolutionSAP
Is it a Revolution or Evolution? That's up for debate. But IT IS the Age of the Digitally Empowered Customers --who are Digitally Connected, Socially Networked, and Better Informed than ever before. Therefore, the customer journey no longer linear dictated by organizations. Rather EVERY JOURNEY of the empowered customers are UNIQUE, and EVERY POINT OF ENGAGEMENT ALONG THE WAY matters.
It’s time to change the game and Engage Customers Like Never Before. Across every touch-point, every channel – spanning the physical and the digital domains. Guide the journey and develop advocates. Are you ready?
Enrenow Digital Advertising Agency -BCN/MAD-Enrenow
Digital Advertising Agency specialized in Storytelling / Branded Content / Social Media / Creative Disruption for an uncertain but thrilling world.
Offices: Barcelona & Madrid
The Marketers Map of the Digital GoldmineFilipp Paster
White space. White space. White space. White space. White space. White space. White space. White space. White space. White space. White space. White space. White space. White space. White space. White space. White space. White space.
New Rules of Marketing Engagement: RetailCleverTap
During the SlideShare, we’ll cover:
-Three critical changes to make now to adapt to our new e-commerce realities
-How to take advantage of the current historic retail opportunity
-What you can do to win market share today
-Two ways to ensure today’s growth becomes long-term growth
The evolution of b2 b sales in the digital era handoutRoger Hage
This is a Key Note Speech I held at the FH OÖ – University of Applied Sciences Upper Austria
School of Management, during the International Days on May 18, 2015.
Business-to-Business (B2B) sales of technology and investment goods is complex, involves many decision makers & influencers, is very solution-oriented and requires different sales strategies, techniques and skills than transactional Business-to-Consumer (B2C) sales.
On the other hand, the buyers are becoming more educated & informed than ever before and are nearly 60% through their purchase process before their first contact with a supplier, rendering the commonly used solution selling and consultative selling approaches sometimes irrelevant.
How can you adjust your sales process to the new realities and enable your sales force with new skills and tools?
The Customer Revolution or Evolution? Presented @ CRM EvolutionSAP
Is it a Revolution or Evolution? That's up for debate. But IT IS the Age of the Digitally Empowered Customers --who are Digitally Connected, Socially Networked, and Better Informed than ever before. Therefore, the customer journey no longer linear dictated by organizations. Rather EVERY JOURNEY of the empowered customers are UNIQUE, and EVERY POINT OF ENGAGEMENT ALONG THE WAY matters.
It’s time to change the game and Engage Customers Like Never Before. Across every touch-point, every channel – spanning the physical and the digital domains. Guide the journey and develop advocates. Are you ready?
Enrenow Digital Advertising Agency -BCN/MAD-Enrenow
Digital Advertising Agency specialized in Storytelling / Branded Content / Social Media / Creative Disruption for an uncertain but thrilling world.
Offices: Barcelona & Madrid
The Marketers Map of the Digital GoldmineFilipp Paster
White space. White space. White space. White space. White space. White space. White space. White space. White space. White space. White space. White space. White space. White space. White space. White space. White space. White space.
New Rules of Marketing Engagement: RetailCleverTap
During the SlideShare, we’ll cover:
-Three critical changes to make now to adapt to our new e-commerce realities
-How to take advantage of the current historic retail opportunity
-What you can do to win market share today
-Two ways to ensure today’s growth becomes long-term growth
New Rules of Marketing Engagement: Travel, Hospitality, and EventsCleverTap
During the Slideshare, we’ll cover:
-What to do when “cancel everything” canceled your business
-Three actions you can take now that will set you up for success in the future
-Going virtual: what works, and what doesn’t
-Staying relevant when people are staying at home
New Reality, New Rules: Where Are We Headed Post-COVID-19?CleverTap
During New Reality, New Rules: Where Are We Headed Post-COVID-19?, we will cover:
-Is there any solid footing in the new ‘Evolving Normal?’
-Understanding the new consumer mentality (and how it’s changing)
-Dealing with accelerating and unpredictable change
-Building flexible brand and messaging strategies
Provocative ideas to shape your digital strategyDavid Jarvis
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
Hvordan bygger man en digital onboarding service?1508 A/S
De fleste virksomheder misser i dag et kæmpe potentiale, når nye medarbejdere starter. Det tager nemlig typisk et halvt år for en akademisk medarbejder at være fuldt arbejdsdygtig på en ny arbejdsplads. Til denne Morgenbooster præsenterede Christian Harpelund, CEO i Onboarding Group, og Klaus Bundvig, ansvarlig for produktudvikling i 1508, den nye digitale onboarding service og samarbejdet mod at udvikle den.
The Presentation Describes About How Can We Use Information Technology(IT) In Business And How Can We Use Information Technology(IT) To Ease The Business Day To Day Transaction And Make Business More Achievable And Convincing To Consumers .
New Rules of Marketing Engagement: Travel, Hospitality, and EventsCleverTap
During the Slideshare, we’ll cover:
-What to do when “cancel everything” canceled your business
-Three actions you can take now that will set you up for success in the future
-Going virtual: what works, and what doesn’t
-Staying relevant when people are staying at home
New Reality, New Rules: Where Are We Headed Post-COVID-19?CleverTap
During New Reality, New Rules: Where Are We Headed Post-COVID-19?, we will cover:
-Is there any solid footing in the new ‘Evolving Normal?’
-Understanding the new consumer mentality (and how it’s changing)
-Dealing with accelerating and unpredictable change
-Building flexible brand and messaging strategies
Provocative ideas to shape your digital strategyDavid Jarvis
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
Hvordan bygger man en digital onboarding service?1508 A/S
De fleste virksomheder misser i dag et kæmpe potentiale, når nye medarbejdere starter. Det tager nemlig typisk et halvt år for en akademisk medarbejder at være fuldt arbejdsdygtig på en ny arbejdsplads. Til denne Morgenbooster præsenterede Christian Harpelund, CEO i Onboarding Group, og Klaus Bundvig, ansvarlig for produktudvikling i 1508, den nye digitale onboarding service og samarbejdet mod at udvikle den.
The Presentation Describes About How Can We Use Information Technology(IT) In Business And How Can We Use Information Technology(IT) To Ease The Business Day To Day Transaction And Make Business More Achievable And Convincing To Consumers .
This is a presentation I give to marketers who are using traditional methodologies to "communicate" with their core audiences. The purpose of this presentation is to educate and introduce traditional marketers and advertisers to the new consumer truths as well as educate them on the basics of interactive marketing and creative standards that fuel consumers conversations.
This is also used as a 101 to traditional agencies that are trying to build a digital culture with in their discipline sets.
30 min guide: How to reach and captivate your most likely buyers?Anders Lindgren
The battle for attention has changed. In the rumbling digital and urban jungle, people are bombarded with a quad zillion messages. Never have so many had so much content and so many offers to choose from. It has changed how people read and buy.
Firstly, people hate ads. Secondly, there are all sorts of ways to block out the messages you are trying to get through. Simply mashing up lots of content won’t work any longer. There are just too many marketers, news media, bloggers and so-me’s screaming to be heard at the same time.
With two decades of experience as a marketing director for large technology and consultancy firms, I understand how daunting the new digital marketing world can be. So, I started on a quest to find a surefire formula. I looked at all the best marketing methods and tools, and consolidated them into one surefire methodology: The Marketing Marksmanship Code.
It’s an easy to adopt and unbelievable powerful marketing formula. So you can create top-notch content, that’s relevant to your audience and capture high quality leads - all based on one methodology and a set of tactics. No more wondering how to do it all.
Tony Koenderman's, Brainstorm 2010: You can run but you can't hide - 19 Oct 2010Mike Abel
I recently opened Tony Koenderman’s Brainstorm 2010 conference with a presentation on the current challenges facing the communications industry. It attempts, uncomfortable as it is, to address some of the real truths both clients and agencies are facing. I have had a lot of requests for this presentation so here it is. I’ve expressly made it relatively self-explanatory, but if there are gaps, apologies for not attaching my speakers notes.
- Mike Abel
This Book is a comprehensive marketing manual for anyone who has an internet business and wants to learn effective marketing methods to make their brand more visible and profitable.
You'll discover the exact formula I used to generate millions of dollars in sales with my own businesses, and the exact tactics I used to attract over 100,000+ paying customers.
Tons of people are making money online, but they're not doing it by accident. It takes knowledge, dedication, and hard work to run a successful online business. This book will show you how to do it right.
From beginner to advanced, this book covers everything that you need to know about digital marketing. You'll find clear explanations of the various strategies and techniques that can be applied at every stage of your online business growth.
This book will change the way you think about online marketing forever – it's like having your own personal mentor guiding you step-by-step towards internet domination!
You will learn the essentials of Social Media Management and Marketing, Fundamentals Of Google Adwords, Facebook marketing, Funnel Creation and Automation, Content Writing and Marketing.
If you have a website or blog, you need this book!
The Content Marketing Imperative For The Argyle Executive ClubMichael Brenner
Presented to some of the top CMOs and Marketing Executives in the Financial Services Industry, this deck walks through the declining contact rates of traditional marketing and the power of content marketing and storytelling to win the battle of customer attention.
Are you struggling to create content that engages your audience? Content marketing success relies on your ability to understand and target the customer context. This guide helps you do just that.
These factors — and the challenges they present — are fairly new or not fully understood yet, which seems to explain why they aren’t currently top-of-mind. They also garner less attention from the C-Suite because they are not easily quantifiable. Nearly all factors discussed here have deeply human and emotional traits to them, making them somewhat unique and harder to grasp. Nonetheless, we believe they are of great importance in the future of marketing and should be addressed accordingly.
Case Study: Mastering digital disruption in retailScopernia
Retail companies have quite some challenges with the way the world is (rapidly) changing due to digitization. That’s why Belgian retailer Torfs & Duval Union Consulting have worked together to set up a strategy to master the digital transformation of Torfs.
In the following case study, we discuss the current market situation and disruptive trends in retail based on our seven Drivers of Transformation.
It’s fundamental to understand what is going on at the moment in the retail industry, where it is going and identify critical threats when constructing a digital strategy towards the future.
Need help with your transformation?
Do contact us: through a series of workshops, we help you to understand digital disruption and offer you a model to shape your own future.
It's the middle of the year - July 2019. It would be good for entrepreneurs to start planning their Marketing Strategy for 2020. What are their goals, how do they want to achieve these goals - and via which mediums. Armed with the new opportunities in the market - they can make an informed decision for their business and ultimately the growth of their brand.
A brief intro to discover where travellers are on the net and how to keep them informed about the travel agents activities in the new tech age. http://www.kornfeind.us
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
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.
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.
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.
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
Remote sensing and monitoring are changing the mining industry for the better. These are providing innovative solutions to long-standing challenges. Those related to exploration, extraction, and overall environmental management by mining technology companies Odisha. These technologies make use of satellite imaging, aerial photography and sensors to collect data that might be inaccessible or from hazardous locations. With the use of this technology, mining operations are becoming increasingly efficient. Let us gain more insight into the key aspects associated with remote sensing and monitoring when it comes to mining.
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
As a business owner in Delaware, staying on top of your tax obligations is paramount, especially with the annual deadline for Delaware Franchise Tax looming on March 1. One such obligation is the annual Delaware Franchise Tax, which serves as a crucial requirement for maintaining your company’s legal standing within the state. While the prospect of handling tax matters may seem daunting, rest assured that the process can be straightforward with the right guidance. In this comprehensive guide, we’ll walk you through the steps of filing your Delaware Franchise Tax and provide insights to help you navigate the process effectively.
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
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.
2. THE WAY OUR BUYERS BUY
HAS CHANGED COMPLETELY
OVER THE LAST 10 YEARS
THE WAY WE SELL TO THEM?... NOT AT ALL
3. W E A R E L I V I N G I N A N E W E R A O F S E L L I N G
PRE-INTERNET EARLY INTERNET NATIVE DIGITAL
1990's to early 2000's Mid 2000's to Mid 2010's ..the next decade
4. W H A T ' S T H E
D I F F E R E N C E ?
EARLY INTERNET NATIVE DIGITAL
Focus on automating the old
Core systems at the centre (efficiency)
Only Companies can scale
Focus on building the new
Buyers at the centre (effectiveness)
Individuals can scale
5. W H A T W O U L D A N A T I V E L Y D I G I T A L S A L E S
P R O C E S S L O O K L I K E ?
hint: You would get your buyers to design it with you
6. I WANT SOMEONE, THAT I
TRUST... TO HELP ME NAVIGATE
TO THE RIGHT OUTCOME
YOUR BUYERS
7. I WANT SOMEONE, THAT I
TRUST... TO HELP ME NAVIGATE
TO THE RIGHT OUTCOME
YOUR BUYERS
8. HOW DO I HELP GET OUR INDIVIDUAL PEOPLE TO
GAIN A POSITION OF TRUST WITH OUR BUYERS?
...and then get them to help their buyers navigate a complex
decision process?
9. More TRUST More SCALE
More
TM
FOCUS
RELM
More FEEDBACK
a sales platform
for the
NATIVELY DIGITAL
10. 01TRUST
WITHOUT THIS
NOTHING HAPPENS
Making a sale is all about
trust. Trust is all about
relationships. And relationships
are all about people. The ideal
is a relationship where your
buyers trust you to give them
counsel. To achieve this, you
MUST resonate with their
worldview. "This person really
understands me". Beware the
signal to noise ratio, as in this
world "noise" destroys trust -
as it shouts a lack of
understanding.
11. 02SCALE
THERE IS NOT
JUST ONE OF YOU
Most of the current models of
customer engagement have
sought to automate the old
world. In that world "economies
of scale" reigned supreme. This
put COMPANIES and their
systems at the centre of the
engagement. So they could
achieve the required scale. In
this world, INDIVIDUALS scale...
endlessly. You can "get in front
of" as many clients as you
wish - but it requires a change
in mindset, skillset & toolset.
12. 03FOCUS
DECIDE WHERE
YOUR EFFORT GOES
There are those buyers that
require a lot of convincing, and
then there are those that love
your story - and you "had at
hello". Which would you rather
spend your time with? Knowing
which is which, as early as
possible, is the key to success.
This freedom is unlocked by
opening up the top of your
funnel - substantially. Be more
like a Marketer. Reach more
buyers... and focus only on those
that engage with your story
13. 04FEEDBACK
DATA FOR DRIVING
CONTINOUS IMPROVEMENTS
There is SIGNAL, and then there
is NOISE. Some content gets
amazing cut-through, and some
falls on deaf ears. Knowing which
is which is a required science
today. Be it understanding which
buyers in a given deal engage
with your pitch - your deal
health. Or how your company
messaging resonates with your
target buyers - your signal:noise
ratio. Gaining real-world feedback
from buyers is the key to
improvement.
14. Your own web-presence, with the ability to hyper-target content
Your own email and social marketing engine
Complete analytics to gain insights into buyer behavior
A marketplace to source content
What is Relm?A MARKETING STACK FOR NATIVELY DIGITAL SELLERS
15. A L I G N T O T H E I R B U Y I N G P R O C E S S ,
N O T Y O U R S E L L I N G O N E
LOOSEN
THE
STATUS
QUO
COMMIT
TO
CHANGE
EXPLORE
POTENTIAL
SOLUTIONS
COMMIT
TO
SOLUTION
JUSTIFY
SOLUTION
CHOICE
MAKE
A
SELECTION
TRUST FACTOR #1
16. S P E A K T O T H E I R R O L E
CEO
BUSINESS GM
CIO
PROCUREMENT
TRUST FACTOR #2
17. S P E A K T O T H E I R S I T U A T I O N
RETAIL
FINANCIAL
SERVICES
TRUST FACTOR #3
