What's the big idea for change? Whether it's expanded offerings, a new go-to-market approach, or changing your positioning. Here are 14 insights from our veteran DSG sales consultants to make a Sales or Marketing executive's big idea, a success.
Qstream and Sales & Marketing Management Webinar: Next-Generation KPIs for th...QstreamInc
Given the evolution of B2B buying cycles, sales managers must continually acquire and adopt new skills to effectively lead, compete and win. Yet too often, when evaluating their team’s performance, sales managers focus exclusively on performance metrics such as quarterly bookings or quota achievement.
Of course, these are important—but they are also lagging indicators. If you have no deals closing today, the reality is that your team has been under-performing for months. So how can sales managers identify and measure the most critical leading indicators: the skills and behaviors required today to build sales success for tomorrow, and the long-term?
Qstream defines a new generation of sales performance indicators giving rise to the data-driven sales manager. We also share strategies that will enable forward-thinking managers to:
- Assess and strengthen the sales capabilities that matter most
- Validate and develop a profile of their top performers
- Use data to determine leadership priorities
- Leverage real-time analytics for more effective coaching and development
LTEN Qstream Webinar: The 3 C's of Successfully Linking Training to Business ...QstreamInc
For years, the Holy Grail of training has been the ability to go beyond information delivery and simple skills assessment to identify a direct, positive impact on business results. Sales managers in particular are frequent victims, frustrated by their inability to associate training investments to sales performance and new revenue acquisition.
The good news is that in the current era of Big Data, mobile and gamification, managers have powerful new options for monitoring and measuring learning transfer, making it possible for trainers and educators to document with increasing precision what sales teams really know, and then make that data available and actionable for managers.
Join LTEN and Qstream for this interactive webinar reviewing how to apply predictive analytics to training outcomes, helping teams connect the dots between sales metrics such as engagement, performance and content proficiency to actual business results.
Attendees of this webcast will discover the 3 C’s of successfully transforming real-time data from your training program into executive insights that managers love, including:
• Coaching,
• Confidence, and
• Correlation to sales performance.
TrinityP3 Marketing Management Webinars
http://www.trinityp3.com/product-category/webinars/
Managing marketing and your agency suppliers continues to become increasingly complex and time consuming. TrinityP3 Marketing Management Consultants are thought-leaders in all aspects of marketing management to improve marketing and agency performance and increase implementation efficiency. This series of webinars are your opportunity to hear the latest industry best trends and practices from the consultants working in this category on a daily basis regionally and globally. An interactive approach means you will be able to have your specific questions answered by industry leading practitioners.
Topic: Creating transparency and trust in media
Date: Wednesday September 9
Time: 13:00-14:00 AEST
Presenter: David Angell
Description: The perception of media agencies as lacking in transparency, and therefore trustworthiness, has long been a challenge. The events of the last twelve months, centred around the well-publicised issues at Mediacom, have sparked huge debate on the topic of agency transparency in the Australian market and beyond. In this session we discuss ways in which trust barriers could be overcome, and what you as a marketer need to consider in order to build a better relationship with your media agency.
The most effective sellers in today's interconnected world assemble the right people for a deal, leverage best practices/processes learned over time, and gain access to the most relevant information. Ensure your sales team has the tools, training and processes in place for maximizing their success. This is Sales Enablement.
In this webcast, Mark Dancer, President of Channelvation, will share his experiences, research and ideas from more than 25 years of working with clients to design channels and improve sales performance. Mark will share new trends for strategic sales effectiveness, research from his new book, “Getting the Most Out of CRM”, and answer questions from participants. Additionally, Scott Taback, Vice President of Business Development for Highland Solutions, will discuss how to drive sales team success through the use of technology.
All attendees will have the option of viewing a 360º tour of SemanticCRM at the end of the webinar.
Key Takeaway Points
In this webinar, we will discuss:
-How traditional sales roles are changing as digital channels take hold;
-Benchmarking against CRM adoption and use statistics;
-Achieving game-changing sales performance and high-impact coaching;
-Building richer relationships through value-selling and improved teaming;
-Use of collaborative platforms to increase reach and performance.
Bios (Brief)
Mark Dancer is President of Channelvation. He is a leading authority on channel strategy and sales performance. He helps clients generate ideas and actions that drive growth in complex and changing markets. Mark is the author of a new book, Getting the Most Out of CRM: Best Practices for Wholesaler-Distributors, with lessons on sales effectiveness and CRM adoption for resellers, suppliers, services and any business looking for improved performance and sale enablement. His experience includes more than 25 years across a wide range of industries including technology, industrial, construction, automotive, financial services, healthcare and life sciences.
Scott Taback joined Highland Solutions in 2012 as Vice President of Business Development, where he is responsible for establishing new revenue generation opportunities through strategic partnership development and management. He is also charged with leading Highland's inbound marketing team, driving value from the company's online presence. His competencies include executive relationship building, online marketing strategies, sales effectiveness and technology integration. He spent the prior decade at IBM, where he led the ‘go to market strategy’ and a team of 20 managing an account portfolio of $400M+ in revenue. Key accounts under his purview included United Airlines, Kellogg’s, Hyatt, W.W. Grainger, Archer Daniels Midland Company and CDW.
What's the big idea for change? Whether it's expanded offerings, a new go-to-market approach, or changing your positioning. Here are 14 insights from our veteran DSG sales consultants to make a Sales or Marketing executive's big idea, a success.
Qstream and Sales & Marketing Management Webinar: Next-Generation KPIs for th...QstreamInc
Given the evolution of B2B buying cycles, sales managers must continually acquire and adopt new skills to effectively lead, compete and win. Yet too often, when evaluating their team’s performance, sales managers focus exclusively on performance metrics such as quarterly bookings or quota achievement.
Of course, these are important—but they are also lagging indicators. If you have no deals closing today, the reality is that your team has been under-performing for months. So how can sales managers identify and measure the most critical leading indicators: the skills and behaviors required today to build sales success for tomorrow, and the long-term?
Qstream defines a new generation of sales performance indicators giving rise to the data-driven sales manager. We also share strategies that will enable forward-thinking managers to:
- Assess and strengthen the sales capabilities that matter most
- Validate and develop a profile of their top performers
- Use data to determine leadership priorities
- Leverage real-time analytics for more effective coaching and development
LTEN Qstream Webinar: The 3 C's of Successfully Linking Training to Business ...QstreamInc
For years, the Holy Grail of training has been the ability to go beyond information delivery and simple skills assessment to identify a direct, positive impact on business results. Sales managers in particular are frequent victims, frustrated by their inability to associate training investments to sales performance and new revenue acquisition.
The good news is that in the current era of Big Data, mobile and gamification, managers have powerful new options for monitoring and measuring learning transfer, making it possible for trainers and educators to document with increasing precision what sales teams really know, and then make that data available and actionable for managers.
Join LTEN and Qstream for this interactive webinar reviewing how to apply predictive analytics to training outcomes, helping teams connect the dots between sales metrics such as engagement, performance and content proficiency to actual business results.
Attendees of this webcast will discover the 3 C’s of successfully transforming real-time data from your training program into executive insights that managers love, including:
• Coaching,
• Confidence, and
• Correlation to sales performance.
TrinityP3 Marketing Management Webinars
http://www.trinityp3.com/product-category/webinars/
Managing marketing and your agency suppliers continues to become increasingly complex and time consuming. TrinityP3 Marketing Management Consultants are thought-leaders in all aspects of marketing management to improve marketing and agency performance and increase implementation efficiency. This series of webinars are your opportunity to hear the latest industry best trends and practices from the consultants working in this category on a daily basis regionally and globally. An interactive approach means you will be able to have your specific questions answered by industry leading practitioners.
Topic: Creating transparency and trust in media
Date: Wednesday September 9
Time: 13:00-14:00 AEST
Presenter: David Angell
Description: The perception of media agencies as lacking in transparency, and therefore trustworthiness, has long been a challenge. The events of the last twelve months, centred around the well-publicised issues at Mediacom, have sparked huge debate on the topic of agency transparency in the Australian market and beyond. In this session we discuss ways in which trust barriers could be overcome, and what you as a marketer need to consider in order to build a better relationship with your media agency.
The most effective sellers in today's interconnected world assemble the right people for a deal, leverage best practices/processes learned over time, and gain access to the most relevant information. Ensure your sales team has the tools, training and processes in place for maximizing their success. This is Sales Enablement.
In this webcast, Mark Dancer, President of Channelvation, will share his experiences, research and ideas from more than 25 years of working with clients to design channels and improve sales performance. Mark will share new trends for strategic sales effectiveness, research from his new book, “Getting the Most Out of CRM”, and answer questions from participants. Additionally, Scott Taback, Vice President of Business Development for Highland Solutions, will discuss how to drive sales team success through the use of technology.
All attendees will have the option of viewing a 360º tour of SemanticCRM at the end of the webinar.
Key Takeaway Points
In this webinar, we will discuss:
-How traditional sales roles are changing as digital channels take hold;
-Benchmarking against CRM adoption and use statistics;
-Achieving game-changing sales performance and high-impact coaching;
-Building richer relationships through value-selling and improved teaming;
-Use of collaborative platforms to increase reach and performance.
Bios (Brief)
Mark Dancer is President of Channelvation. He is a leading authority on channel strategy and sales performance. He helps clients generate ideas and actions that drive growth in complex and changing markets. Mark is the author of a new book, Getting the Most Out of CRM: Best Practices for Wholesaler-Distributors, with lessons on sales effectiveness and CRM adoption for resellers, suppliers, services and any business looking for improved performance and sale enablement. His experience includes more than 25 years across a wide range of industries including technology, industrial, construction, automotive, financial services, healthcare and life sciences.
Scott Taback joined Highland Solutions in 2012 as Vice President of Business Development, where he is responsible for establishing new revenue generation opportunities through strategic partnership development and management. He is also charged with leading Highland's inbound marketing team, driving value from the company's online presence. His competencies include executive relationship building, online marketing strategies, sales effectiveness and technology integration. He spent the prior decade at IBM, where he led the ‘go to market strategy’ and a team of 20 managing an account portfolio of $400M+ in revenue. Key accounts under his purview included United Airlines, Kellogg’s, Hyatt, W.W. Grainger, Archer Daniels Midland Company and CDW.
Gamification: the Employee Engagement Solution for Call Center.
Engaging work culture is gaining force. Here's why Call Center Managers should pay attention.
Up-and-Comers: Recruiting and Engaging with Smaller AffiliatesAffiliate Summit
This presentation is from Affiliate Summit West 2016 (January 10-12, 2016 in Las Vegas, NV). Session description: Techniques and tools to recruit bloggers and small-to-medium size affiliates into your program. We’ll share proven methods to nurture those partnerships into profitable affiliate partnerships.
Our Sales Enablement Plan Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to help you develop a sales enablement plan that increases your win-rate, deal-size and % reps attaining quota.
http://uamcd2015.org.au/
My address for the Senior Leadership Breakfast at the RACV Club in Melbourne, Victoria Australia at the Universities Australia Marketing Communications And Development Conference
Discover a career as an analyst with Nielsen! As an Analyst within our Professional Services Analytics Experience (PSAE), you’ll be working with our several hundred clients, like Coca-Cola, General Mills, SC Johnson, Google, Amazon, Target, Unilever, Johnson & Johnson, and P&G, to name a few.
Our Sales Enablement Maturity Model was designed to help organizations with a roadmap for improving their sales enablement capabilities. The model provides 4 stages of organizational maturity, which are:
Undefined
Progressive
Mature
World-Class
Additionally, it evaluates 8 components of Sales Enablement, as follows:
- Orientation
- Leadership
- Technology/Infrastructure
- Alignment
- Sales Support Tools
- Processes
- Metrics
- Results
To obtain this document, visit us at http://www.demandmetric.com/register
Professional Services Analytics Experience Summer InternshipAxcess Financial
Discover a career as an analyst with Nielsen! As an Analyst within our Professional Services Analytics Experience (PSAE), you’ll be working with our several hundred clients, like Coca-Cola, General Mills, SC Johnson, Google, Amazon, Target, Unilever, Johnson & Johnson, and P&G, to name a few.
Your biggest competition is NOT other companies — it’s your customers. Specifically it's the customers' ability to learn on their own, meaning they determine needs,
and establish buying criteria and budgets before reaching out to suppliers.
Despite this reality, a massive opportunity still exists to influence customer buying decisions in your favor.
Commercial teams that implement the Challenger™ Blueprint bring new, valuable ideas to their customers.
This allows them to shape customer buying processes. Otherwise, they risk losing market share, shrinking margins, and lower revenue by failing to effectively differentiate.
OpsStars NY Session | A B2B Revenue Ops Success Framework and Maturity ModelLeanData
Matt Heinz – President & Founder, Heinz Marketing
Learn the seven components of revenue operations success in B2B, including the strategy, alignment, process and technology components necessary to create a predictable, repeatable and scalable sales pipeline development engine. Matt Heinz will share results from his latest RevOps survey. You’ll walk away with a specific framework and maturity model to implement within your organization.
Watch the Webinar: info.storytellermn.com/business-buyer-personas
Effective buyer personas are the foundation to great communication with your online audience. Contrary to popular belief, personas are about so much than demographics.
Does your company have buyer personas you actually use to guide your marketing strategy?
As businesses today are learning, complete and integrated data can yield far more value throughout the consumer journey, organizations looking to break through these data silos and are turning to RevOps (Revenue Operations), a game changer for customer lifecycle management and revenue growth.
Gamification: the Employee Engagement Solution for Call Center.
Engaging work culture is gaining force. Here's why Call Center Managers should pay attention.
Up-and-Comers: Recruiting and Engaging with Smaller AffiliatesAffiliate Summit
This presentation is from Affiliate Summit West 2016 (January 10-12, 2016 in Las Vegas, NV). Session description: Techniques and tools to recruit bloggers and small-to-medium size affiliates into your program. We’ll share proven methods to nurture those partnerships into profitable affiliate partnerships.
Our Sales Enablement Plan Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to help you develop a sales enablement plan that increases your win-rate, deal-size and % reps attaining quota.
http://uamcd2015.org.au/
My address for the Senior Leadership Breakfast at the RACV Club in Melbourne, Victoria Australia at the Universities Australia Marketing Communications And Development Conference
Discover a career as an analyst with Nielsen! As an Analyst within our Professional Services Analytics Experience (PSAE), you’ll be working with our several hundred clients, like Coca-Cola, General Mills, SC Johnson, Google, Amazon, Target, Unilever, Johnson & Johnson, and P&G, to name a few.
Our Sales Enablement Maturity Model was designed to help organizations with a roadmap for improving their sales enablement capabilities. The model provides 4 stages of organizational maturity, which are:
Undefined
Progressive
Mature
World-Class
Additionally, it evaluates 8 components of Sales Enablement, as follows:
- Orientation
- Leadership
- Technology/Infrastructure
- Alignment
- Sales Support Tools
- Processes
- Metrics
- Results
To obtain this document, visit us at http://www.demandmetric.com/register
Professional Services Analytics Experience Summer InternshipAxcess Financial
Discover a career as an analyst with Nielsen! As an Analyst within our Professional Services Analytics Experience (PSAE), you’ll be working with our several hundred clients, like Coca-Cola, General Mills, SC Johnson, Google, Amazon, Target, Unilever, Johnson & Johnson, and P&G, to name a few.
Your biggest competition is NOT other companies — it’s your customers. Specifically it's the customers' ability to learn on their own, meaning they determine needs,
and establish buying criteria and budgets before reaching out to suppliers.
Despite this reality, a massive opportunity still exists to influence customer buying decisions in your favor.
Commercial teams that implement the Challenger™ Blueprint bring new, valuable ideas to their customers.
This allows them to shape customer buying processes. Otherwise, they risk losing market share, shrinking margins, and lower revenue by failing to effectively differentiate.
OpsStars NY Session | A B2B Revenue Ops Success Framework and Maturity ModelLeanData
Matt Heinz – President & Founder, Heinz Marketing
Learn the seven components of revenue operations success in B2B, including the strategy, alignment, process and technology components necessary to create a predictable, repeatable and scalable sales pipeline development engine. Matt Heinz will share results from his latest RevOps survey. You’ll walk away with a specific framework and maturity model to implement within your organization.
Watch the Webinar: info.storytellermn.com/business-buyer-personas
Effective buyer personas are the foundation to great communication with your online audience. Contrary to popular belief, personas are about so much than demographics.
Does your company have buyer personas you actually use to guide your marketing strategy?
As businesses today are learning, complete and integrated data can yield far more value throughout the consumer journey, organizations looking to break through these data silos and are turning to RevOps (Revenue Operations), a game changer for customer lifecycle management and revenue growth.
CEO Insights: Anticipated Selling Trends for 2020Richardson
These tips will teach effective leaders about strong sales enablement strategies, sales culture, sales execution, and how they can create competitive advantages by improving their analytics.
Venture Development - My Value PropositionWalter Adamson
The first secret of effectiveness is to understand the people with whom one works and on whom one depends and to make use of their strengths, their ways of working, their values.
I help emerging technology companies fully recognize their own value and help them substantially create more value and most importantly capture more value for their shareholders.
Sales Enablement: What It Is, What It Isn't, and Where It's GoingAggregage
The biggest problem with Sales Enablement is that there is no one universal definition. If you were to ask 10 different people “What is Sales Enablement?” you would get 10 different answers, none of which would show the whole picture. Roderick Jefferson, CEO and top sales enablement consultant, is here to provide some much-needed clarity on the what, why, and how of Sales Enablement.
Greatness is frightening, with it comes responsibility.
The responsibilities that I've held over the period of time (9+ years professional experience, precisely) has immensely contributed towards my growth, and helped me evolve as professional with perfect blend of marketing and sales skills/abilities. Being highly motivated, confident and presentable speaker has added to my strength and helped me grow timely. Bachelors Tech, Computer Science Engineering has made it a lot easier for me to understand the ever-evolving tech industry.
Avid reader, self-diagnosed workaholic, professional email writer, and brand consultant. I specialize in building teams, and selling anything from myself (not literally myself, of course!) to a product, to an idea. Tech obsessed person with niche marketing skills is a rare combo, glad to be the rare kind. Customer focused, profit driven and a team leader and player that strongly believes in promoting customer loyalty. Efficient and productive in optimizing sales processes and track revenue growth. Well-equipped expert in social media marketing tools, SEO, and keyword strategies. Highly motivated, patient and a creative professional with technical acumen.
The book The Effortless Experience provides valuable insights into drivers of customer loyalty and disloyalty. The information is counter to what has traditionally been well-accepted practices in business. It's critical for Customer Success practitioners to understand the correlation between customer effort and loyalty in support of customer acquisition and retention goals.
The power to predict can give sales teams an “unfair advantage”. Predictive analytics can help your business-to-business (B2B) sales team leapfrog the competition and reduce the time from initial contact to sales closure. Tracking sales velocity is a good way to pinpoint where your sales and marketing execution fails to engage customers. Deals that drag on waste valuable sales resources and make it challenging for sales leadership to prepare accurate revenue forecasts. High-performing sales teams improve sales velocity and achieve competitive advantage using turn-key predictive analytics applications. Predictive models can be very powerful and profitable, even if they just give you a small edge in determining which option to choose or path to take. In this DxContinuum webinar with guest Forrester Research, learn best practices for how your organization can improve sales velocity with predictive analytics.
Watch the full webinar here: https://www.rollworks.com/resources/webinar/advanced-persona-based-marketing/
“If you try to speak to everyone, you speak to no one.”
The days of one-size-fits-all marketing are quickly coming to an end. In this class, we’ll show you how to break away from the cookie-cutter strategies of the past and connect with your customers using persona-based marketing.
You’ll learn:
How to define your top three customer personas
How to personalize your ad messaging for better performance
How to automatically customize your email outreach
Marketing Revealed: How Retail and Digital Marketers Drive TransformationG3 Communications
View the full webcast here: http://rtou.ch/2kErvmS
Learn how more than 500 Retailer and Brand Marketing Leaders are trailblazing the way to a Marketing Revolution.
6 ways to achieve sales and marketing alignment throughout the buyer's journeyxoombi
Alignment between Marketing and Sales is potentially the largest opportunity for improving business performance today. When marketing and sales teams unite around a single buyer's journey, they dramatically improve marketing ROI, sales productivity, and, most importantly, top-line growth.
Marconix is an outsourced business development company that offers complete flexibility to your business, whilst help you with additional manpower and skills you need to help accelerate your growth.
Similar to Sales process pro_sell_sheet_richardson (20)
5 keys to virtual sales engagement + a look at SAVO's new digital postcard offering - SAVO Inspire. Learn more @
http://www.savogroup.com/products/savo-inspire/
In this session you will learn how to connect and sell faster by enabling video - WITHOUT the cost and complexity of traditional video production. With concrete examples from SAP, Deloitte, Avaya and others you will learn how to:
- Sell faster with authentic video stories, personal, and product introductions
- Produce video without the cost and complexity of traditional video shoots.
- Capture and produce stories from all over the world, not headaches, no travel, lower cost
- Use, reuse, and re-purpose your multimedia to drive marke
10 Ways to Create and Enable Compelling B2B ContentTim Keelan
We all need more effective and compelling content to connect with our customers and prospects in a world where there there is a lot of noise. This is a 17 Page Visual Whitepaper detailing effective and useful tips in both the creative and enablement side of compelling content creation.
First we cover creating great content, and then enabling that content into awesome, simple and beautiful user experiences. Because poor content is, well, lame. But good content poorly enabled or delivered is a waste too. In the linked whitepaper we look at 5 keys to creating compelling content, and 5 keys to enabling that content. For each point we share our perspective while linking to outside resources and ideas. So please have a look, and feel free to share your ideas, examples, and feedback with us. Thank you!
An overview of why StoryQuest is a great partner to help tell the stories of your company and clients. StoryQuest enables the stories and voices of your people and customers into multimedia tools for content marketing and sales.
1. Sales
Process
Pro
Win More Deals, More Often
Energize and Sustain Your Richardson Investment
Sales Process Pro Richardson Edition
You’ve made the investment in Richardson methodology and training. Now you can energize
and sustain that investment even further. SAVO Sales Process Pro Richardson Edition makes
it easy for every rep, every day, to follow best practices for High Performance Selling™ and
Collaborative Account Development™ Reps are guided with coaching, content, messaging
.
and expert connections, all delivered in the context of this opportunity, at this point in the sale.
They’ll spend less time cobbling together resources and more time with customers, while
SAVO leads them through the activities, coaching, and outcomes that propel the deal forward.
$5B
IDC, 2012
50%
What US companies spent
on sales training in 2012.
What they’re saying:
“ When companies drive consistency in sales
execution through reinforcement with technology
and coaching – at the right time and in the right
context – 90% of reps achieve or exceed quota.
”
87%
Training that will be forgotten
one month later, if not
reinforced on the job.
Companies that say they
struggle to deploy a consistent
sales process.
Accelerate Best Practices
Habits are hard to break. SAVO Sales Process Pro for Richardson Edition helps change behaviors
by embedding compliance into your everyday workflow. It reminds reps to complete tasks–and
provides the tools to do it efficiently. Tasks like relationship mapping by opportunity and account.
Customizing presentations and proposals. Accessing info from the field on a smartphone or
tablet. A platform for team collaboration and social intelligence. Reps are held accountable
for verifiable outcomes and receive performance feedback along the way. It’s all in one place,
customized to reinforce your processes and objectives as they were developed and trained
by Richardson.
savogroup.com/partners/richardson
2. Sales Process Pro Richardson
Edition Highlights:
• Pre-configured with Richardson methodology
for High
Performance Selling™ and Collaborative Account Development™
.
• Flexibility
to customize to your priorities, objectives,
and environment.
• Intelligent recommendations on the right content and experts
to help your sellers win.
• Built-in account planning and relationship mapping tools.
• Proactive sales coaching and guidance at every stage.
• Key productivity and performance insights with deal
quality index.
• CRM Integration with Salesforce.com and other CRM solutions
Sales Enablement for Smarter Selling
Sales Process Pro Richardson Edition is a unique joint product
between SAVO and Richardson and is also linked to the rest of
SAVO’s integrated suite of sales productivity solutions, that help
marketing and sales teams work together to win more deals
faster. Over the lifecycle of a deal SAVO and Richardson provide
messaging, training, content, sales process guidance, task
automation and mobility for sellers to maximize their performance
and inspire their customers.
To learn more about how SAVO and Richardson can help your
team sell smarter contact your local SAVO sales representative
today or visit http://www.savogroup.com/partners/richardson
savogroup.com/partners/richardson