The document summarizes predictions from 14 sales experts on trends in 2015. Key predictions include:
1) Sales success will require closer collaboration between sales and marketing using techniques like marketing automation, lead nurturing and sales development.
2) Salespeople should engage potential customers on social media to build relationships and show how they can provide value.
3) Data from social, marketing and management systems will help salespeople focus on engaging prospects and shortening sales cycles.
World-class sales teams will rise above competitors by consistently delivering greater value and benefits to customers.
Smarketing - Sales and Marketing Cooperation is Doable and PowerfulJay Baer
Smarketing is when sales and marketing departments work together harmoniously. Companies that implement a smarketing approach achieve 400% higher revenue growth than companies that do not. Critical for B2B, the Smarketing concept was popularized by Hubspot. This presentation was created by Jay Baer and originally delivered for the Cisco 2016 Partner Summit. B2B marketers and B2B sales people should find this information of interest.
8 Pillars of Demand Generation InfographicScott Levine
The 8 Pillars Of Demand Generation
An Infographic of the Modern Demand Generation Ecosystem
Demand generation and lead generation are often used synonymously, but they are actually quite different.
The 8 Pillars of demand generation were developed to address a wide range of topics that include everything from building awareness to sales enablement.
Demand generation is typically a multistep integrated marketing and sales process that varies in size and scope based on sales complexity. Demand generation can include building awareness, positioning and consumer research to support purchase behavior, sales enablement, customer onboarding and post-sale customer satisfaction.
Lead Generation: Strictly speaking, lead generation is the process of generating interest in a product or service. Typically, leads are gathered to build a list that provides contacts for sales.
SMARKETING presented by Bill Faeth, CEO of Inbound Marketing Agents in Nashville, TN
At it's core, Smarketing is fairly simple. It is the alignment of Sales and Marketing around common goals like pipeline and sales quotas which require's visibility into each other's goals and progress. Bill Faeth, founder and CEO of Inbound Marketing Agents, will walk you through the 5 Steps to Integrate Smarketing into your business.
1. Speak the same language
2. Set up a closed-loop reporting
3. Implement a service level agreement
4. Maintain open and consistent communication
5. Rely on data
Rethinking Sales and Marketing alignment: [How Marketing will help close deals]CRMT Digital
Better Marketing and Sales alignment improves profits, customer services and internal relationships. Most organisations have already realised that traditional business unit divisions hinder more than they help and are now seeking to improve internal relationships between departments. For successful alignment between Marketing and Sales, employees need to be empowered by technology.
17 Demand Generation Statistics Every CMO Needs to SeeHubSpot
Understanding which KPIs really matter is critical to determining the success of your marketing programs. Check out the highlights from our Demand Generation Benchmarks Report!
Voice of the Prospect: The Future of SalesPeopleMetrics
Welcome to the future of sales. Trigger simple surveys to your prospects in order to get the best information possible. Save deals with simple course corrects.
Smarketing - Sales and Marketing Cooperation is Doable and PowerfulJay Baer
Smarketing is when sales and marketing departments work together harmoniously. Companies that implement a smarketing approach achieve 400% higher revenue growth than companies that do not. Critical for B2B, the Smarketing concept was popularized by Hubspot. This presentation was created by Jay Baer and originally delivered for the Cisco 2016 Partner Summit. B2B marketers and B2B sales people should find this information of interest.
8 Pillars of Demand Generation InfographicScott Levine
The 8 Pillars Of Demand Generation
An Infographic of the Modern Demand Generation Ecosystem
Demand generation and lead generation are often used synonymously, but they are actually quite different.
The 8 Pillars of demand generation were developed to address a wide range of topics that include everything from building awareness to sales enablement.
Demand generation is typically a multistep integrated marketing and sales process that varies in size and scope based on sales complexity. Demand generation can include building awareness, positioning and consumer research to support purchase behavior, sales enablement, customer onboarding and post-sale customer satisfaction.
Lead Generation: Strictly speaking, lead generation is the process of generating interest in a product or service. Typically, leads are gathered to build a list that provides contacts for sales.
SMARKETING presented by Bill Faeth, CEO of Inbound Marketing Agents in Nashville, TN
At it's core, Smarketing is fairly simple. It is the alignment of Sales and Marketing around common goals like pipeline and sales quotas which require's visibility into each other's goals and progress. Bill Faeth, founder and CEO of Inbound Marketing Agents, will walk you through the 5 Steps to Integrate Smarketing into your business.
1. Speak the same language
2. Set up a closed-loop reporting
3. Implement a service level agreement
4. Maintain open and consistent communication
5. Rely on data
Rethinking Sales and Marketing alignment: [How Marketing will help close deals]CRMT Digital
Better Marketing and Sales alignment improves profits, customer services and internal relationships. Most organisations have already realised that traditional business unit divisions hinder more than they help and are now seeking to improve internal relationships between departments. For successful alignment between Marketing and Sales, employees need to be empowered by technology.
17 Demand Generation Statistics Every CMO Needs to SeeHubSpot
Understanding which KPIs really matter is critical to determining the success of your marketing programs. Check out the highlights from our Demand Generation Benchmarks Report!
Voice of the Prospect: The Future of SalesPeopleMetrics
Welcome to the future of sales. Trigger simple surveys to your prospects in order to get the best information possible. Save deals with simple course corrects.
7 Winning Digital Marketing Strategies for 2018 Medicare AEPScott Levine
Medicare Marketing for 2018 AEP is going to have a distinctly different digital flavor. That’s because this year’s Boomer audience now consumes more of their media digitally.
According to a Limelight Networks report, “Baby boomers spend more time online than millennials: 51% of baby boomers spend 15 hours per week online, while only 41% of millennials
spend the same amount of time online. And according to Pew Research, nearly 80% of Baby Boomers are Internet users.
Medicare marketers who have relied on the tried and true workhorse of direct mail to deliver their Medicare Marketing messaging, will have to evolve to and become immersed in the world of digital marketing -- ready or not. What’s more,
direct mail isn’t going away anytime soon. So the added complexity of integrating multiple channels of media with direct mail and understanding both the integration and the
attribution of these channels has caused many Medicare marketers to stop, and take notice that a new digital day has dawned in Medicare marketing.
And some are simply not ready. Many marketers experienced in direct mail and print haven’t felt the need to move into digital, since the prior generations of Medicare recipients weren’t patronizing digital channels. Now all that has
changed. And with it, so has Medicare marketing.
Let’s discuss the 7 proven winning digital marketing strategies for 2018 Medicare AEP.
In this on-demand seminar HubSpot and BrainSell provide actionable tips to create a Smarketing (Sales + Marketing) approach to automating your business and revenue growth.
Growth Marketing has changed the way that marketers think about driving demand and creating successful customers, instead of only focusing on the top of the funnel. We take a look at the role of growth marketing and how growth will change SaaS businesses (for the better), including quotes from former HubSpot CMO Mike Volpe, Wealthfront VP of Growth Andy Johns, Social Capital CEO Chamath Palihapitaya and others.
Sales is undergoing a radical and fundamental change in response to the evolving demands of a more informed and increasingly digital world of prospects. HubSpot CRO Mark Roberge interviewed nine thought leaders regarding their predictions on the Future of Sales.
White Paper: successful with marketing automationrun_frictionless
Marketing automation is more than merely automating your workflows, even though – as the name suggests – this clearly is the point. However, if you just do what you are doing now but with the help of a fancy tool, the results will not be that dierent. Nor does marketing automation mean mass marketing, i. e. providing the same content to all the leads you have got, regardless of their engagement history, progression in the sales process, or preferences, and hoping some will bite
https://runfrictionless.com/b2b-white-paper-service/
15 Stats Every Marketing Leader Needs to KnowHubSpot
Benchmark your company's performance against stats from hundreds of other marketers around email performance, cost per lead, popular marketing tactics, revenue attainment, and more. All stats are taken from our 2017 Demand Generation Benchmarks Report: http://hubs.ly/H08nwvl0
How to help your Sales with social media to engage with your customers? – Lau...B2B Marketing Forum
Why marketing and sales should cooperate and be aligned to engage more effectively with customers and increase customer intimacy through Social Media. Business examples will illustrate how alignment and social media enable organizations to communicate with customers at the right time, with the right message and to the right person.
8 ways to introduce personalisation into your marketing strategy CRMT Digital
Personalising enables modern marketers to create highly engaging customer experiences that have continuously proven to generate higher conversion rates and improved lead generation. Yet many of today’s marketers are still only using basic forms of personalisation in their campaigns, a stock email with a category field, whilst a survey on marketing messages conducted by Lyris revealed that 63% of consumers report this no longer has an impact due to the volume of emails they receive.
Here are eight easy ways to help you take the first steps towards improving campaign personalisation:
STOP THE INTERRUPTION! How meaningful marketing is replacing intrusive ads an...Ryan Manchee
As marketers, we’re racing around the internet after our consumers only to run into them at the wrong moment with the wrong message. It’s time to shift away from intrusive, interruptive ads and use the power of technology to get back to what matters most.
This presentation was presented in May 2016 as part of Centro's 3Ton30 monthly webinars.
Sales and Marketing 3.0: The High Velocity ModelGGV Capital
This deck looks at the evolution of the next model in enterprise sales and marketing: the high velocity organization. See how high velocity teams use technology, data and automation to align sales and marketing and drive faster leads and conversions.
The relationship between Sales and Marketing teams can be like oil and water—antagonistic and unlikely to mix.
But for many successful organizations, Sales and Marketing teams work together in tandem—in a symbiotic relationship where the members of each team are helping the other succeed.
This creates a cycle of success:
- Content performs better when buyer personas are grounded in actual buyers
- Marketing passes on more qualified leads to Sales
- Sales gets content that they can actually use to handle objections and close deals
When it works, we call it "SMarketing" and it ensures that the entire organization is aligned with their actual buyers and the marketing engine is actually creating the right content and campaigns.
"Up and to the right" is the slogan of SMarketing as you can see in this infographic.
7 Winning Digital Marketing Strategies for 2018 Medicare AEPScott Levine
Medicare Marketing for 2018 AEP is going to have a distinctly different digital flavor. That’s because this year’s Boomer audience now consumes more of their media digitally.
According to a Limelight Networks report, “Baby boomers spend more time online than millennials: 51% of baby boomers spend 15 hours per week online, while only 41% of millennials
spend the same amount of time online. And according to Pew Research, nearly 80% of Baby Boomers are Internet users.
Medicare marketers who have relied on the tried and true workhorse of direct mail to deliver their Medicare Marketing messaging, will have to evolve to and become immersed in the world of digital marketing -- ready or not. What’s more,
direct mail isn’t going away anytime soon. So the added complexity of integrating multiple channels of media with direct mail and understanding both the integration and the
attribution of these channels has caused many Medicare marketers to stop, and take notice that a new digital day has dawned in Medicare marketing.
And some are simply not ready. Many marketers experienced in direct mail and print haven’t felt the need to move into digital, since the prior generations of Medicare recipients weren’t patronizing digital channels. Now all that has
changed. And with it, so has Medicare marketing.
Let’s discuss the 7 proven winning digital marketing strategies for 2018 Medicare AEP.
In this on-demand seminar HubSpot and BrainSell provide actionable tips to create a Smarketing (Sales + Marketing) approach to automating your business and revenue growth.
Growth Marketing has changed the way that marketers think about driving demand and creating successful customers, instead of only focusing on the top of the funnel. We take a look at the role of growth marketing and how growth will change SaaS businesses (for the better), including quotes from former HubSpot CMO Mike Volpe, Wealthfront VP of Growth Andy Johns, Social Capital CEO Chamath Palihapitaya and others.
Sales is undergoing a radical and fundamental change in response to the evolving demands of a more informed and increasingly digital world of prospects. HubSpot CRO Mark Roberge interviewed nine thought leaders regarding their predictions on the Future of Sales.
White Paper: successful with marketing automationrun_frictionless
Marketing automation is more than merely automating your workflows, even though – as the name suggests – this clearly is the point. However, if you just do what you are doing now but with the help of a fancy tool, the results will not be that dierent. Nor does marketing automation mean mass marketing, i. e. providing the same content to all the leads you have got, regardless of their engagement history, progression in the sales process, or preferences, and hoping some will bite
https://runfrictionless.com/b2b-white-paper-service/
15 Stats Every Marketing Leader Needs to KnowHubSpot
Benchmark your company's performance against stats from hundreds of other marketers around email performance, cost per lead, popular marketing tactics, revenue attainment, and more. All stats are taken from our 2017 Demand Generation Benchmarks Report: http://hubs.ly/H08nwvl0
How to help your Sales with social media to engage with your customers? – Lau...B2B Marketing Forum
Why marketing and sales should cooperate and be aligned to engage more effectively with customers and increase customer intimacy through Social Media. Business examples will illustrate how alignment and social media enable organizations to communicate with customers at the right time, with the right message and to the right person.
8 ways to introduce personalisation into your marketing strategy CRMT Digital
Personalising enables modern marketers to create highly engaging customer experiences that have continuously proven to generate higher conversion rates and improved lead generation. Yet many of today’s marketers are still only using basic forms of personalisation in their campaigns, a stock email with a category field, whilst a survey on marketing messages conducted by Lyris revealed that 63% of consumers report this no longer has an impact due to the volume of emails they receive.
Here are eight easy ways to help you take the first steps towards improving campaign personalisation:
STOP THE INTERRUPTION! How meaningful marketing is replacing intrusive ads an...Ryan Manchee
As marketers, we’re racing around the internet after our consumers only to run into them at the wrong moment with the wrong message. It’s time to shift away from intrusive, interruptive ads and use the power of technology to get back to what matters most.
This presentation was presented in May 2016 as part of Centro's 3Ton30 monthly webinars.
Sales and Marketing 3.0: The High Velocity ModelGGV Capital
This deck looks at the evolution of the next model in enterprise sales and marketing: the high velocity organization. See how high velocity teams use technology, data and automation to align sales and marketing and drive faster leads and conversions.
The relationship between Sales and Marketing teams can be like oil and water—antagonistic and unlikely to mix.
But for many successful organizations, Sales and Marketing teams work together in tandem—in a symbiotic relationship where the members of each team are helping the other succeed.
This creates a cycle of success:
- Content performs better when buyer personas are grounded in actual buyers
- Marketing passes on more qualified leads to Sales
- Sales gets content that they can actually use to handle objections and close deals
When it works, we call it "SMarketing" and it ensures that the entire organization is aligned with their actual buyers and the marketing engine is actually creating the right content and campaigns.
"Up and to the right" is the slogan of SMarketing as you can see in this infographic.
7 Habits of Highly Effective SalespeopleQamaru Dheen
Ask a dozen salespeople and you’ll most likely get back two dozen different responses. Is it the ability to create great leads that makes you successful, or is it a winning personality? If you’re looking at things like charm or the size of client lists, you’re barking up the wrong tree. Look at the basics — the simple stuff that sales professionals overlook from time to time. Things like the ability to listen carefully, respond correctly, and approach clients not as a sale but as people you want to know and help solve problems. These are the things to focus on in order to bring more value and visibility to your career. While they are common sense, these methods are often the first ones we forget to use.
In analyzing those salespeople who are successful year after year, we have found significant consistencies in behavior and practice management. We like to call these The 7 Habits of Successful Salespeople. If you can get your people to adopt these 7 habits, you will be amazed at how their sales improve.
In this update of his past presentations on Mobile Eating the World -- delivered most recently at The Guardian's Changing Media Summit -- a16z’s Benedict Evans takes us through how technology is universal through mobile. How mobile is not a subset of the internet anymore. And how mobile (and accompanying trends of cloud and AI) is also driving new productivity tools.
In fact, mobile -- which encompasses everything from drones to cars -- is everything.
Sales Trends & Challenges in 2016 – 12 Experts Share Their PredictionsMikogo
To assist sales professionals in preparing for the New Year, we’ve leaned upon the expertise of some of today’s most influential and respected sales leaders for their predictions in 2016. In the following slideshare, you’ll hear directly from the CEOs of sales companies, global sales executives, keynote speakers, sales strategists, and best-selling sales authors.
Become a Digital Marketing Manager
An Essential Skills Checklist
For more information contact Digital Marketing Association Pakistan | https://DMAP.pk
#digitalmarketingmanager #DigitalMarketing #DigitalMarketingAssociationPakistan #DMAP #SocialMediaManager
Long gone are the days when the marketing landscape encompassed only traditional, interruptive methods for engaging
with prospects. Today, leaders are shifting the marketing mix faster as inbound and digital continue to represent a huge
opportunity for driving demand. This recent study shows that global organizations—regardless of size—are integrating
more omni-channel and modern marketing techniques to help drive business forward.
Download this complimentary report to uncover the most challenging obstacles facing inbound marketing success and how SMB and enterprise marketers plan to overcome them in the year ahead. (Research conducted by Ascend2, in partnership with Marketing Advocate.)
The Top Ten Sales Tips for 2016 will help you increase sales and drive revenue. Learn how technology, research and preparation can help you lose more deals in less time.
The growth of the Internet has changed sales processes dramatically. Up to 80 percent of the business to business (B2B) purchase process is completed before the buyer considers contacting the vendor. Yet companies have been slow to adapt their marketing and sales strategy to this changing environment. Inbound marketing is the solution. In this white paper, you’ll get an introduction to the fundamental methodology of inbound marketing and learn how your company can utilize it to meet your sales and revenue goals.
https://runfrictionless.com/b2b-white-paper-service/
Customers do not need sales people who are highly product driven and focused to make the next sale, so they look good in front of their peers. They need intelligent people who add consistent and relevant value to the organisation. This is all that counts. See my article on page 4.
With the twitch of the internet and explosion of social media, B2B marketing and lead generation has changed intensely in the last few years.
In this case study, we’ve defined what has changed in the recent years and additionally, a few B2B marketing strategies to increase lead generation.
A forecast of what's shaping the digital era with insight from marketing executives. Interested in learning more? Check out our website at www.Mondo.com.
Dynamo Kings Sales Enablement Ebook.pdfMaazRahman8
A sales enablement overview with details on how organisations can benefit from using professional social media and technology to strengthen relationships with customers and drive more opportunities.
Engineering marketers' 2016 campaign plans research reportENGINEERING.com
Get insights: how are engineering marketers planning their 2016 campaigns?
Some key findings:
- Lead generation and content creation are the biggest marketing challenges in 2016
- 68% say that marketing is becoming more important relative to sales
- Top performing marketers allocate a larger portion of their budgeting to creating content than laggards
- Similarly, top performers understand and believe in the value of content marketing
Find more details here: http://advertise.engineering.com/research-report-engineering-marketers-campaign-plans-2016
The Annual Cost of U.S. Traffic Congestion – $160 BillionMikogo
It’s accurate to say that nobody likes a traffic jam. Unfortunately, a further fact is that traffic congestion costs us immensely. To give an example, American families spend 19c out of every $1 on transport, which is more than food and healthcare combined. Despite these large costs and a general intolerance for traffic jams, the cost of U.S. traffic congestion is continuing to grow each year suggesting that little is being done to combat it. It seems we have almost come to accept traffic congestion and turn a blind eye to its growing costs.
Expected Challenges of Collaboration Software for BusinessesMikogo
What challenges will businesses encounter when employing collaboration software?
We asked industry experts from 15 collaboration software companies for their predictions…
Benefits of Collaboration Software for BusinessesMikogo
What benefits will 2015 bring to businesses that adopt collaboration software?
We asked industry experts from 15 collaboration software companies for their predictions…
The Future of Collaboration Software - A Qualitative StudyMikogo
We spoke to the senior executives and industry experts from 15 collaboration software companies to get their input. Their expert predictions resulted in an extensive white paper outlining future trends and challenges in the market.
As developers of some of the best collaboration tools in recent years, these experts are respected pioneers and thought leaders, their views are highly sought after, and we value their opinions.
How to Effectively Manage a Remote Team - 12 Best PracticesMikogo
Remote work definitely has its advantages but also comes with its own unique challenges. With team members working in different locations, how can a remote team leader keep his or her team interconnected, on track, and productive? Well, it starts with reinforcing remote team best practices and understanding why these practices are successful in getting results.
This free guide includes 12 best practices to teach you best practices that foster positive working relationships, enhance team productivity, and in general position you and your remote workers for success.
The Highlights of Mikogo Over the Last 7 YearsMikogo
Mikogo Turns 7 Years Old – Thank You, Mikogo Users
Mikogo recently celebrated its 7th birthday (July 13th) and we would like to thank you for the pleasure of working together over the last seven wonderful years.
Like all start-ups, Mikogo started out as nothing more than an idea from our founders, Erik Boos and Mark Zondler. The idea blossomed into a small business with just a few software users and has since grown into a global provider of an advanced screen sharing software solution with over 1 million users. We could not have come this far without you.
How much did your first cell phone weigh? When was the last time you used a carrier pigeon? Is your favorite newspaper printed on stone?
From African drums to carrier pigeons and now to tweets and likes, this infographic looks at how our ways of communicating has evolved and how it has escalated dramatically in recent years
Thinking of traveling? This video highlights the costs involved, primarily in terms of money, wasted time and environmental impact, for companies and business travelers. An alternative for companies is to organize business meetings over the Web and hence significantly reduce company travel expenses.
2. SALES TRENDS IN 2015
We spoke with 14 influential sales leaders
about their predictions for 2015 to help you
best prepare for the year ahead.
This select group of experts are renowned for
their repeated sales success and have been
pivotal in driving global businesses forward.
3. PREDICTIONS BY 14
INDUSTRY EXPERTS We asked the experts for their predictions on:
What trends we can expect
to see in sales in 2015?
The sales leaders also shared their thoughts
on what will be key to businesses making
sales, as well as the challenges which sales
professionals may face.
4. www.mikogo.com
Dan McDade
President and CEO of PointClear, LLC.
Named one of the 50 most influential
people in sales lead management for
the last five consecutive years (Sales
Lead Management Association)
“2015 will be the Year of Nurturing for Profit - After five years, sales
and marketing organizations are waking up to the fact that
inbound marketing alone is insufficient in generating the number of
qualified sales ready leads necessary to make their number. An
intelligent blend of inbound, nurturing and outbound marketing is
critical to creating and growing a healthy sales pipeline. Successful
companies will use predictive marketing strategies to reveal leads
with high revenue potential and invest heavily in nurturing activities
to drive the buying process to a fruitful close.”
LinkedIn
twitter.com/dandade
www.pointclear.com
5. www.mikogo.com
Atri Chatterjee
Chief Marketing Officer,
Act-On Software - Marketing
Automation for the Real World
“This year we will see a shift in sales’ perception of modern
marketing techniques, with the wider adoption of front-office
technologies like marketing automation by sales. As a result,
marketing and sales will become more aligned and marketing
departments will begin to play a bigger role in the sales process.”
LinkedIn
twitter.com/atrichatt
www.act-on.com
6. www.mikogo.com
Kyle Porter
CEO, SalesLoft – Sales Development
Prospect & Automation
“Sales development emerged strongly last year as a vital piece of
the revenue generating organization. In fact, the rise of sales
development represents the most significant sales process
improvement in the last decade. Companies will continue to
specialize their sales forces in 2015 and reap the rewards of a team
totally focused on converting prospects (inbound or outbound) into
qualified appointments and demos. We'll help them as the only
creator of software specific for the sales development role.”
linkedin.com/in/kyleporter
twitter.com/kyleporter
www.salesloft.com
7. www.mikogo.com
Jill Rowley
Keynote Speaker / Social Selling
Evangelist / Startup Advisor / Modern
Marketing Expert / Change Agent
"I am hopeful for a mindset shift from selling to serving.
Sales professionals need to move from using LinkedIn as their
online resume, to managing their digital reputation. Instead of
optimizing for the recruiter; optimize for the buyer. Here’s how:
It's no longer Always Be Closing; it's Always Be Connecting. Your
network is your net worth. Nobody likes to be sold to. We're living
in the Age of the Customer where buyers have choice and voice.
Sales professionals need to read; read what their buyers read and
share that content across their social networks. Sales professionals
learn how to listen; listen to the conversations being had on the
social web. Social Selling is about finding and being found.
Social Selling training for your Sales team is NOT OPTIONAL
because a fool with a tool is still a fool. Oh, and if you suck offline;
you'll suck MORE online. #Don'tSuck"
linkedin.com/in/jillrowley
twitter.com/jill_rowley
www.jillrowley.com
8. www.mikogo.com
Joe Hyland
Chief Marketing Officer, Taulia - Cloud-
Based Invoice, Payment and Dynamic
Discounting Management Solutions
“Enterprises are seeking tangible value from their purchases - I see
this continuing in 2015. The days of buying for convenience are
behind us, as businesses need to show measurable benefits for
their spend.”
LinkedIn
twitter.com/mojoehyland
www.taulia.com
9. www.mikogo.com
Matt Heinz
President of Heinz Marketing - Sales
acceleration, demand generation,
pipeline management
“One of the biggest challenges for sales professionals in 2015 will be
earning the attention of prospects. It’s getting noisier and noisier out there.
First attention is great, but ongoing attention is far more difficult. It
requires creating more value, again and again, than salespeople are used
to. Higher bar, but world-class sales organizations will be up for it.
To drive higher sales productivity and conversion rates, sales leaders need
to focus on discipline and process. Fundamentally, this literally comes
down to email management, time management, calendar management,
task management. Fight the daily war against distraction and non-urgent
fire drills. Focus exclusively on what’s most important to your pipeline.
That’s how you win.
Technology adoption among sales professionals has been well behind
marketing. That needs to change. There is a growing number of
automation technologies focused on sales professionals, but we need those
same sales professionals to pick up the sword and take advantage of what
is now in front of them.”
linkedin.com/in/mattheinz
twitter.com/HeinzMarketing
www.heinzmarketing.com
10. www.mikogo.com
Dave Oliver
Director of e-Applications, United
American Insurance Company
“As a Director for United American Insurance Co. I believe that
online sales will continue to be our growth model for the near
future as well as long term. As such, we continue to support our
agents with online sales techniques as well as quality online
programs to achieve those sales. Mikogo is an integral part of
many of our agents’ online sales process and will only continue to
grow and change the sales process to a new, more efficient method
of reaching new clients.”
www2.unitedamerican.com
11. www.mikogo.com
Patrick Nowakowski
Business Development Executive,
Shiftsuite - Condo / HOA Accounting &
Management Software
“Our sales team is small but needs to achieve scale in various
markets across the world. It’s just not possible hiring a multitude
of sales people and run the risks of training issues, incorrect
product positioning or management nightmares. This year we
focus on delivering the sales experience and work the cycles online
– lead the client through product proposals, demonstrations,
incentives and even digital contract agreements, all through the
internet.”
LinkedIn
www.shiftsuite.com
12. www.mikogo.com
Dave McLaughlin
CEO and Co-Founder, Vsnap - Faster
lead conversion for inside sales teams
“This year we'll see sales leaders make more improvements in the
middle portions of the buyer journey. The tools and the data to do
that are available, and sales leaders have seen that the best-selling
talent is migrating to teams that give reps what they need to win
more and more of their opportunities, rather than just banging
away at empty activity metrics.”
linkedin.com/in/davemacboston
twitter.com/davemacboston
www.vsnap.com
13. www.mikogo.com
Daniel Kushner
CEO, Oktopost - The Platform built for
B2B Social Media Marketing
“This year in sales, we will see more social data and intelligence
used in sales calls. Today's B2B social media marketing platforms
and marketing automation systems are constantly gathering online
behavioral insights. This data, once pushed to sales, arms the reps
with intelligent talking points, building trust and shortening the
sales cycle.”
linkedin.com/in/dkushner
twitter.com/danielkushner
www.oktopost.com
14. www.mikogo.com
Tim Paige
Conversion Educator, LeadPages
- The ‘Next Generation’ Lead
Generation Platform
“For 2015, you're going to see more and more people doing
business with people they feel they can relate to in some way.
Commercials feature more "regular" people doing "regular" things.
And the person who can open his or herself up as much as possible
will get ahead.”
linkedin.com/in/timthepaige
twitter.com/timthepaige
www.leadpages.net
15. www.mikogo.com
David Meerman Scott
Leading Marketing and Sales Speaker
and bestselling author of ten books
including The New Rules of Sales and
Service
“Marketing and sales are converging in digital. 2015 will be the year
marketers will embrace their sales colleagues rather than fight
them about leads.”
LinkedIn
twitter.com/dmscott
www.davidmeermanscott.com
16. www.mikogo.com
Fred Shilmover
CEO, Insightsquared - Business
Analytics app for data-driven
executives
"Analytics will trickle down from management and become a team-
wide tool, and sales teams specifically will become much more
metrics-driven as a result. These metrics will allow sales leaders to
forecast more accurately, using data to better predict and manage
their teams and goals this coming year."
linkedin.com/in/fredshilmover
twitter.com/fredshilmover
www.insightsquared.com
17. www.mikogo.com
Scott Kabat
Chief Marketing Officer, Prezi – the
Interactive, Cloud-Based Presentation
Platform
“We expect to see continued growth in the bottoms-up adoption of
new sales tools. We hear of more and more cases of one or two
passionate advocates emerging in a sales organization and then
persuading their coworkers to try something new. In the case of
Prezi, that virality happens seamlessly when a single users creates a
presentation using our platform and them shares it with
colleagues. This trend toward consumerization of technology is
accelerating in businesses of all sizes.”
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http://prezi.com
18. KEY TAKEAWAYS
1. Sales success is dependent upon more than
just inbound marketing. This year sales will
adopt further marketing techniques
including marketing automation, lead
nurturing and sales development. Sales and
marketing must work closer together than
ever before.
2. Get social by networking online with your
potential buyers. Wherever they are, you
should be too, because buyers will do
business with those they can relate to.
19. KEY TAKEAWAYS
3. Analytical data from social, marketing and
management will play a crucial role in
sales. Technology and online sales tools, as
well as data, will enable salespeople to
focus on the middle of a buyer’s journey
and shorten the sales cycle.
4. There is a lot of competition for the
attention of buyers, and world-class sales
teams will rise above the rest by offering
greater value and measurable benefits to
prospects.
20. Your Thoughts…?
Which trends resonate most with your line of sales?
What are your predictions for sales trends in 2015?
JOIN THE DISCUSSION
21. Mikogo incorporates innovative desktop sharing technology to provide an easy-to-use
online meeting solution for high-quality online collaboration.
Used by more than 1 million registered users in over 180 countries, Mikogo’s customers
consist primarily of small- to medium-sized businesses that use the software for online
meetings, web conferencing, remote support and online trainings.
At present, more than 3,000 corporate customers are using the Mikogo technology and
benefiting from significantly reduced travel time and travel expenses.