This document outlines 5 sales secrets that top performers know:
1. Know more than competitors by leveraging tools to gain insights into prospects and stay updated on relevant news and conversations.
2. Cold calling is ineffective since 92% of prospects never take unsolicited calls; social tools help find connected contacts at the right companies and times.
3. Challenge the status quo by presenting new ideas to help customers think differently.
4. Time is money, but top performers spend it selling rather than on admin tasks; tools provide timely insights and materials to be efficient.
5. Like the Boy Scouts, always be prepared for meetings since customers make decisions before contacting sales; tools give insights to exceed expectations.
The document discusses how companies can increase sales through social CRM by listening for sales intelligence on social media, acting on "trigger events", leveraging their own social networks, and empowering sales teams. It describes what social CRM is and provides examples of tools like SugarCRM, InsideView, and social media that can help companies implement a social CRM strategy. The presentation aims to educate attendees on how to use social media and tools to gain customer insights, engage prospects at the right time, and increase sales.
Leveraging Social Intelligence for B2B Sales TeamsInsideView
What are the fundamentals of sales? Time is money, you must use technology to be more effective. With customers looking for help on social networks more than ever, social intelligence has the ability to drive more revenue. Delivered by Koka Sexton.
How Sales Intelligence Can Make You a Better Sales Executive #IS12InsideView
Sales executives from AA-ISP, Fuze Box, InsideView, and Network Hardware Resale presented on how sales intelligence can help sales executives become better at their jobs. The presentation covered top challenges and priorities for sales executives, using social intelligence to drive productivity, tools and technologies for gathering intelligence, processes and methodologies for utilizing intelligence, and training people on intelligence strategies. An open question and answer section concluded the presentation.
Lead scoring is an important part of any marketing automation campaign. This ensures that only the most qualified leads make it to sales. But, how do you score? Here are do's and don'ts for marketing automation lead scoring.
Social media is different for Business to Business (B2B) organizations. This presentation looks at the differences between B2C vs. B2B marketing. We look at some B2B social media marketing stats, challenges, and some examples from some leading B2B organizations.
Marketing Automation Concepts: On Building the Ideal SaaS Marketing MachineIdan Carmeli
This presentation reviews certain basic and advanced concepts for handling top of funnel and mid funnel lead management aspects. It covers real-time inbound marketing concepts as well as marketing automation and B2B lead nurturing tactics that are especially applicable to SaaS businesses.
This presentation was delivered by Idan Carmeli of ServiceWise and Mike Telem of Insightera at the IGTCloud meetup event on June 12, 2012.
The document discusses strategies for adapting sales processes to changing customer and market dynamics. It recommends 1) creating systems of engagement to interact with customers throughout their journey, 2) selling business outcomes rather than just products, 3) differentiating at multiple levels to stand out from competitors, 4) helping customers see value and connect solutions to their needs, and 5) building an adaptive, growth-oriented culture. The overall message is that companies must evolve their approaches to remain relevant as customer expectations and technologies change.
The document discusses how companies can increase sales through social CRM by listening for sales intelligence on social media, acting on "trigger events", leveraging their own social networks, and empowering sales teams. It describes what social CRM is and provides examples of tools like SugarCRM, InsideView, and social media that can help companies implement a social CRM strategy. The presentation aims to educate attendees on how to use social media and tools to gain customer insights, engage prospects at the right time, and increase sales.
Leveraging Social Intelligence for B2B Sales TeamsInsideView
What are the fundamentals of sales? Time is money, you must use technology to be more effective. With customers looking for help on social networks more than ever, social intelligence has the ability to drive more revenue. Delivered by Koka Sexton.
How Sales Intelligence Can Make You a Better Sales Executive #IS12InsideView
Sales executives from AA-ISP, Fuze Box, InsideView, and Network Hardware Resale presented on how sales intelligence can help sales executives become better at their jobs. The presentation covered top challenges and priorities for sales executives, using social intelligence to drive productivity, tools and technologies for gathering intelligence, processes and methodologies for utilizing intelligence, and training people on intelligence strategies. An open question and answer section concluded the presentation.
Lead scoring is an important part of any marketing automation campaign. This ensures that only the most qualified leads make it to sales. But, how do you score? Here are do's and don'ts for marketing automation lead scoring.
Social media is different for Business to Business (B2B) organizations. This presentation looks at the differences between B2C vs. B2B marketing. We look at some B2B social media marketing stats, challenges, and some examples from some leading B2B organizations.
Marketing Automation Concepts: On Building the Ideal SaaS Marketing MachineIdan Carmeli
This presentation reviews certain basic and advanced concepts for handling top of funnel and mid funnel lead management aspects. It covers real-time inbound marketing concepts as well as marketing automation and B2B lead nurturing tactics that are especially applicable to SaaS businesses.
This presentation was delivered by Idan Carmeli of ServiceWise and Mike Telem of Insightera at the IGTCloud meetup event on June 12, 2012.
The document discusses strategies for adapting sales processes to changing customer and market dynamics. It recommends 1) creating systems of engagement to interact with customers throughout their journey, 2) selling business outcomes rather than just products, 3) differentiating at multiple levels to stand out from competitors, 4) helping customers see value and connect solutions to their needs, and 5) building an adaptive, growth-oriented culture. The overall message is that companies must evolve their approaches to remain relevant as customer expectations and technologies change.
The document discusses how social selling on LinkedIn can help salespeople transform cold calls into warm introductions. It notes that B2B buyers now do 75% of their research online and 60% of the buying process happens before a salesperson is involved. This has fundamentally changed the buying process, with customers seeking partnerships and being more informed. Social selling is presented as a way to engage customers through meaningful conversations within their professional networks on LinkedIn to provide value to both buyers and sellers. Analytics show that LinkedIn Sales Navigator helps salespeople find decision makers, achieve sales goals, and close more deals.
For Oracle CRM OD and Siebel, InsideView dramatically improves sales and marketing productivity by delivering relevant business and social intelligence inside CRM. InsideView aggregates customer conversations, traditional data, and social networks to provide insights, connections, and access to representatives using CRM OD and Siebel. This gives representatives critical knowledge about clients and prospects, allowing them to help clients succeed rather than just pitch product features.
The document provides guidance for marketing in startups. It discusses the current economic environment which favors proven revenue streams and fast payback periods. It distinguishes strategic from tactical marketing and emphasizes the importance of understanding customers through conversations to develop and refine product concepts. The document advises marketing a solution to a well-defined customer problem and testing hypotheses directly with prospective customers.
We had a chance to sit down with Carlos Gil, the Social Media Manager from LinkedIn, to have a chat around the uprise in social selling. We picked his brain for tips, best practices, and guidance for what he's seen be successful. At the same time, Insightpool CEO Devon Wijesinghe weighs in on some success stories around how he's used social for selling, and the value of building relationships.
Get a free trial of Insightpool Sales Platform here: http://bit.ly/1zhSvcr
For the audio from this live presentation: https://www.youtube.com/watch?v=75mjGXgk9Qo
I delivered this talk to the Communitech Senior Sales Peer 2 Peer group, where we discussed some of the toughest sales a CEO will ever go through. I share some personal anecdotes and tactics that worked well for me.
Organizations can spend a high percentage of their marketing budget on lead generation efforts, only to find that their leads aren't converting. Finding qualified leads has become more challenging than ever before, while making marketing planning and prospect nurturing more critical.
Watch Finding & Nurturing the Right Prospects and gain a deeper understanding of strategies for identifying and nurturing high-value leads in a challenging economy.
My Most Stressful Sales — By Joseph Fung, CEO, Kiite Inc
1. First Sale of a New Product
2. Raising Equity Investments
3. First Sales Through a Channel
4. Selling the Company
5. First Sales Through an AI
http://www.kiite.ai
Social Selling Training: Be Found by Buyers, Bring Value to Clients, Build Yo...Jim Claussen
10 Steps to Impact. To help you better grow into social, share what you know, amplify value and engage here is a presentation I did recently for at a sales and business partner seminar. This is an entry level presentation for someone just getting started.
Turning Social Media into a Competitive AdvantageARC Science
Title: “Turning Social Media into a Competitive Advantage”
Author: Alain Portmann, Founding Partner & Head of Strategy, Web Liquid
With the growing opportunities surrounding Social Media, how can brands transform this corner of the digital landscape into a competitive asset? Inside Alain covers a number of concepts including:
* Social Proof: To resolve uncertainty of what to do and buy we look at what others are doing or have done.
* Service Over Solicitation. Promoters and detractors are shaped on the basis of the value you provide.
* Social Media as a Listening Exercise: It is about listening to the conversation and empower people to tell THEIR story. After all, every good conversation starts with good listening!
* Engagement: Degree of engagement is more important than the size of fan/connection/follower base
* And finally, the six components to derive a competitive advantage from Social Media:
1. The Earpiece: Monitor Word Of Mouth
2. The Proposition: Statement Of Purpose & Intent
3. The Rulebook: Governance & Resource
4. The Playbook: Tactics & Plan
5. The Scorecard
6. The Training Plan
This document discusses how businesses struggle with marketing in the dark without visibility into website visitors and social media conversations. It notes that only 20% of leads are followed up on and 16% of leads are deemed sales-ready. The presentation recommends using tools to gain real-time visibility into website visitors and conversation filters to discover social media discussions to better engage prospects. It promotes the Act-On marketing platform for its email marketing, tools in one platform, and affordable pricing to help companies stop marketing in the dark.
This document discusses various topics related to using social media for business purposes, including running brand campaigns, addressing legal and trademark issues, survey findings on business use of social media, objectives and metrics for B2B social media programs, and tips for getting started with social media marketing. It also briefly summarizes comments from a Comcast representative about using social media and mentions tools for social media monitoring.
Listening to customers has always been at the core of successful businesses…but Today listening at scale across the social Web provides opportunities to move beyond simply understanding…it also poses some significant challenges. Listening across the social Web can serve to inform and engage your business in new ways to create and nurture new, or further strengthen existing, customer relationships
Customer Experience Management: The Key to Continued Business Growth and Succ...VIPdesk
Presented by: Joel Warady, Principal Joel Warady Group
Hosted by: VIPdesk
-The importance of a customer‐centric organization
-The influence of the customer experience on consumer wallet and market share
-How to create greater loyalty within your customer base
-Knowing all of your customer touch points, and their effect on customer value
-The role of influencers, advocates, and connectors in Web 2.0 world
-The difference between customer experience and customer relationship marketing, and the pitfalls of both
-The 10 Commandments of Creating Customers for Life
The document discusses how digital body language and online customer behavior can provide insights into customer intentions. It notes that traditional sales processes have not changed much while customer buying processes have evolved greatly online. It then outlines several key steps in modern demand generation processes: profiling customers to build accurate profiles based on their online activities, scoring leads to rank customer interest and opportunity levels, and nurturing leads over time with relevant content to maintain engagement and increase conversions.
This presentation was given at a Markedu marketing web seminar presented to marketers from more than 20 countries.
The title Power Up Your Direct & Digital Marketing is also the name of a workshop/seminar which Markedu intend to bring to a number of cities in Europe and the Middle East in 2012.
The speaker is Michael Leander - an accomplished international marketing expert, trainer and speaker. He has presented current marketing topics to professionals in more than 35 countries.
The Power Up Your Direct & Digital Marketing event format is focused at bringing direction to focus on the many areas of marketing that are often neglected.
In this web seminar presentation Michael Leander covered only bits and pieces of what attendees at one of the workshops in the physical space will experience.
This document provides a summary of a web seminar on powering up direct and digital marketing. The seminar covered topics like focusing on fundamentals over new trends, dealing with communication overload, using walk-in-the-park website techniques, customer profiling, web analytics, and multichannel marketing. It also included tips on setting objectives, driving traffic, converting visitors, testing calls to action, and acquiring the right customer data.
This webinar discusses how to generate qualified leads that sales will want to act on. It notes that currently only 20% of leads are followed up on, 16% are deemed sales-ready, and 80% of "bad leads" are lost to competitors within 24 months. The webinar will cover how to prioritize leads based on activity, nurture those not ready to buy, and deliver critical information to sales. It promotes the Act-On marketing platform for capabilities like tracking lead behaviors across channels, cultivating leads, and providing comprehensive lead data views to help sales act on qualified leads. The next steps outlined are guides for subsequent webinars in the series.
The document discusses the evolution of CRM from a company-focused process to a more customer-centric social CRM approach. It highlights that while many customers now engage with companies through social media, most brands are still failing to respond effectively to customers in these channels. The document provides tips on how to implement a successful social customer care program by prioritizing social channels, establishing response teams and processes, integrating social profiles into CRM systems, and training customer service representatives to engage on social media.
Getting the most out of the Digital revolution for Small BusinessRethink Marketing
The document discusses the digital revolution and the new model of marketing required for the digital era. It outlines how customers, staff, and technology have changed, with customers now being online, savvy, mobile, and demanding. It also discusses how the new buying process has changed, with customers better researched both online and offline. The document then discusses how staff expectations have changed regarding reputation, knowledge, communications, and IT. It proposes a new model of inbound and outbound marketing leveraging content, social media, sales channels, and CRM to meet the new demands of the digital customer.
3 Simple Steps To Buy Verified Payoneer Account In 2024SEOSMMEARTH
Buy Verified Payoneer Account: Quick and Secure Way to Receive Payments
Buy Verified Payoneer Account With 100% secure documents, [ USA, UK, CA ]. Are you looking for a reliable and safe way to receive payments online? Then you need buy verified Payoneer account ! Payoneer is a global payment platform that allows businesses and individuals to send and receive money in over 200 countries.
If You Want To More Information just Contact Now:
Skype: SEOSMMEARTH
Telegram: @seosmmearth
Gmail: seosmmearth@gmail.com
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.AnnySerafinaLove
This letter, written by Kellen Harkins, Course Director at Full Sail University, commends Anny Love's exemplary performance in the Video Sharing Platforms class. It highlights her dedication, willingness to challenge herself, and exceptional skills in production, editing, and marketing across various video platforms like YouTube, TikTok, and Instagram.
The document discusses how social selling on LinkedIn can help salespeople transform cold calls into warm introductions. It notes that B2B buyers now do 75% of their research online and 60% of the buying process happens before a salesperson is involved. This has fundamentally changed the buying process, with customers seeking partnerships and being more informed. Social selling is presented as a way to engage customers through meaningful conversations within their professional networks on LinkedIn to provide value to both buyers and sellers. Analytics show that LinkedIn Sales Navigator helps salespeople find decision makers, achieve sales goals, and close more deals.
For Oracle CRM OD and Siebel, InsideView dramatically improves sales and marketing productivity by delivering relevant business and social intelligence inside CRM. InsideView aggregates customer conversations, traditional data, and social networks to provide insights, connections, and access to representatives using CRM OD and Siebel. This gives representatives critical knowledge about clients and prospects, allowing them to help clients succeed rather than just pitch product features.
The document provides guidance for marketing in startups. It discusses the current economic environment which favors proven revenue streams and fast payback periods. It distinguishes strategic from tactical marketing and emphasizes the importance of understanding customers through conversations to develop and refine product concepts. The document advises marketing a solution to a well-defined customer problem and testing hypotheses directly with prospective customers.
We had a chance to sit down with Carlos Gil, the Social Media Manager from LinkedIn, to have a chat around the uprise in social selling. We picked his brain for tips, best practices, and guidance for what he's seen be successful. At the same time, Insightpool CEO Devon Wijesinghe weighs in on some success stories around how he's used social for selling, and the value of building relationships.
Get a free trial of Insightpool Sales Platform here: http://bit.ly/1zhSvcr
For the audio from this live presentation: https://www.youtube.com/watch?v=75mjGXgk9Qo
I delivered this talk to the Communitech Senior Sales Peer 2 Peer group, where we discussed some of the toughest sales a CEO will ever go through. I share some personal anecdotes and tactics that worked well for me.
Organizations can spend a high percentage of their marketing budget on lead generation efforts, only to find that their leads aren't converting. Finding qualified leads has become more challenging than ever before, while making marketing planning and prospect nurturing more critical.
Watch Finding & Nurturing the Right Prospects and gain a deeper understanding of strategies for identifying and nurturing high-value leads in a challenging economy.
My Most Stressful Sales — By Joseph Fung, CEO, Kiite Inc
1. First Sale of a New Product
2. Raising Equity Investments
3. First Sales Through a Channel
4. Selling the Company
5. First Sales Through an AI
http://www.kiite.ai
Social Selling Training: Be Found by Buyers, Bring Value to Clients, Build Yo...Jim Claussen
10 Steps to Impact. To help you better grow into social, share what you know, amplify value and engage here is a presentation I did recently for at a sales and business partner seminar. This is an entry level presentation for someone just getting started.
Turning Social Media into a Competitive AdvantageARC Science
Title: “Turning Social Media into a Competitive Advantage”
Author: Alain Portmann, Founding Partner & Head of Strategy, Web Liquid
With the growing opportunities surrounding Social Media, how can brands transform this corner of the digital landscape into a competitive asset? Inside Alain covers a number of concepts including:
* Social Proof: To resolve uncertainty of what to do and buy we look at what others are doing or have done.
* Service Over Solicitation. Promoters and detractors are shaped on the basis of the value you provide.
* Social Media as a Listening Exercise: It is about listening to the conversation and empower people to tell THEIR story. After all, every good conversation starts with good listening!
* Engagement: Degree of engagement is more important than the size of fan/connection/follower base
* And finally, the six components to derive a competitive advantage from Social Media:
1. The Earpiece: Monitor Word Of Mouth
2. The Proposition: Statement Of Purpose & Intent
3. The Rulebook: Governance & Resource
4. The Playbook: Tactics & Plan
5. The Scorecard
6. The Training Plan
This document discusses how businesses struggle with marketing in the dark without visibility into website visitors and social media conversations. It notes that only 20% of leads are followed up on and 16% of leads are deemed sales-ready. The presentation recommends using tools to gain real-time visibility into website visitors and conversation filters to discover social media discussions to better engage prospects. It promotes the Act-On marketing platform for its email marketing, tools in one platform, and affordable pricing to help companies stop marketing in the dark.
This document discusses various topics related to using social media for business purposes, including running brand campaigns, addressing legal and trademark issues, survey findings on business use of social media, objectives and metrics for B2B social media programs, and tips for getting started with social media marketing. It also briefly summarizes comments from a Comcast representative about using social media and mentions tools for social media monitoring.
Listening to customers has always been at the core of successful businesses…but Today listening at scale across the social Web provides opportunities to move beyond simply understanding…it also poses some significant challenges. Listening across the social Web can serve to inform and engage your business in new ways to create and nurture new, or further strengthen existing, customer relationships
Customer Experience Management: The Key to Continued Business Growth and Succ...VIPdesk
Presented by: Joel Warady, Principal Joel Warady Group
Hosted by: VIPdesk
-The importance of a customer‐centric organization
-The influence of the customer experience on consumer wallet and market share
-How to create greater loyalty within your customer base
-Knowing all of your customer touch points, and their effect on customer value
-The role of influencers, advocates, and connectors in Web 2.0 world
-The difference between customer experience and customer relationship marketing, and the pitfalls of both
-The 10 Commandments of Creating Customers for Life
The document discusses how digital body language and online customer behavior can provide insights into customer intentions. It notes that traditional sales processes have not changed much while customer buying processes have evolved greatly online. It then outlines several key steps in modern demand generation processes: profiling customers to build accurate profiles based on their online activities, scoring leads to rank customer interest and opportunity levels, and nurturing leads over time with relevant content to maintain engagement and increase conversions.
This presentation was given at a Markedu marketing web seminar presented to marketers from more than 20 countries.
The title Power Up Your Direct & Digital Marketing is also the name of a workshop/seminar which Markedu intend to bring to a number of cities in Europe and the Middle East in 2012.
The speaker is Michael Leander - an accomplished international marketing expert, trainer and speaker. He has presented current marketing topics to professionals in more than 35 countries.
The Power Up Your Direct & Digital Marketing event format is focused at bringing direction to focus on the many areas of marketing that are often neglected.
In this web seminar presentation Michael Leander covered only bits and pieces of what attendees at one of the workshops in the physical space will experience.
This document provides a summary of a web seminar on powering up direct and digital marketing. The seminar covered topics like focusing on fundamentals over new trends, dealing with communication overload, using walk-in-the-park website techniques, customer profiling, web analytics, and multichannel marketing. It also included tips on setting objectives, driving traffic, converting visitors, testing calls to action, and acquiring the right customer data.
This webinar discusses how to generate qualified leads that sales will want to act on. It notes that currently only 20% of leads are followed up on, 16% are deemed sales-ready, and 80% of "bad leads" are lost to competitors within 24 months. The webinar will cover how to prioritize leads based on activity, nurture those not ready to buy, and deliver critical information to sales. It promotes the Act-On marketing platform for capabilities like tracking lead behaviors across channels, cultivating leads, and providing comprehensive lead data views to help sales act on qualified leads. The next steps outlined are guides for subsequent webinars in the series.
The document discusses the evolution of CRM from a company-focused process to a more customer-centric social CRM approach. It highlights that while many customers now engage with companies through social media, most brands are still failing to respond effectively to customers in these channels. The document provides tips on how to implement a successful social customer care program by prioritizing social channels, establishing response teams and processes, integrating social profiles into CRM systems, and training customer service representatives to engage on social media.
Getting the most out of the Digital revolution for Small BusinessRethink Marketing
The document discusses the digital revolution and the new model of marketing required for the digital era. It outlines how customers, staff, and technology have changed, with customers now being online, savvy, mobile, and demanding. It also discusses how the new buying process has changed, with customers better researched both online and offline. The document then discusses how staff expectations have changed regarding reputation, knowledge, communications, and IT. It proposes a new model of inbound and outbound marketing leveraging content, social media, sales channels, and CRM to meet the new demands of the digital customer.
3 Simple Steps To Buy Verified Payoneer Account In 2024SEOSMMEARTH
Buy Verified Payoneer Account: Quick and Secure Way to Receive Payments
Buy Verified Payoneer Account With 100% secure documents, [ USA, UK, CA ]. Are you looking for a reliable and safe way to receive payments online? Then you need buy verified Payoneer account ! Payoneer is a global payment platform that allows businesses and individuals to send and receive money in over 200 countries.
If You Want To More Information just Contact Now:
Skype: SEOSMMEARTH
Telegram: @seosmmearth
Gmail: seosmmearth@gmail.com
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.AnnySerafinaLove
This letter, written by Kellen Harkins, Course Director at Full Sail University, commends Anny Love's exemplary performance in the Video Sharing Platforms class. It highlights her dedication, willingness to challenge herself, and exceptional skills in production, editing, and marketing across various video platforms like YouTube, TikTok, and Instagram.
Part 2 Deep Dive: Navigating the 2024 Slowdownjeffkluth1
Introduction
The global retail industry has weathered numerous storms, with the financial crisis of 2008 serving as a poignant reminder of the sector's resilience and adaptability. However, as we navigate the complex landscape of 2024, retailers face a unique set of challenges that demand innovative strategies and a fundamental shift in mindset. This white paper contrasts the impact of the 2008 recession on the retail sector with the current headwinds retailers are grappling with, while offering a comprehensive roadmap for success in this new paradigm.
Understanding User Needs and Satisfying ThemAggregage
https://www.productmanagementtoday.com/frs/26903918/understanding-user-needs-and-satisfying-them
We know we want to create products which our customers find to be valuable. Whether we label it as customer-centric or product-led depends on how long we've been doing product management. There are three challenges we face when doing this. The obvious challenge is figuring out what our users need; the non-obvious challenges are in creating a shared understanding of those needs and in sensing if what we're doing is meeting those needs.
In this webinar, we won't focus on the research methods for discovering user-needs. We will focus on synthesis of the needs we discover, communication and alignment tools, and how we operationalize addressing those needs.
Industry expert Scott Sehlhorst will:
• Introduce a taxonomy for user goals with real world examples
• Present the Onion Diagram, a tool for contextualizing task-level goals
• Illustrate how customer journey maps capture activity-level and task-level goals
• Demonstrate the best approach to selection and prioritization of user-goals to address
• Highlight the crucial benchmarks, observable changes, in ensuring fulfillment of customer needs
Structural Design Process: Step-by-Step Guide for BuildingsChandresh Chudasama
The structural design process is explained: Follow our step-by-step guide to understand building design intricacies and ensure structural integrity. Learn how to build wonderful buildings with the help of our detailed information. Learn how to create structures with durability and reliability and also gain insights on ways of managing structures.
Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challengesHolger Mueller
Holger Mueller of Constellation Research shares his key takeaways from SAP's Sapphire confernece, held in Orlando, June 3rd till 5th 2024, in the Orange Convention Center.
SATTA MATKA SATTA FAST RESULT KALYAN TOP MATKA RESULT KALYAN SATTA MATKA FAST RESULT MILAN RATAN RAJDHANI MAIN BAZAR MATKA FAST TIPS RESULT MATKA CHART JODI CHART PANEL CHART FREE FIX GAME SATTAMATKA ! MATKA MOBI SATTA 143 spboss.in TOP NO1 RESULT FULL RATE MATKA ONLINE GAME PLAY BY APP SPBOSS
The 10 Most Influential Leaders Guiding Corporate Evolution, 2024.pdfthesiliconleaders
In the recent edition, The 10 Most Influential Leaders Guiding Corporate Evolution, 2024, The Silicon Leaders magazine gladly features Dejan Štancer, President of the Global Chamber of Business Leaders (GCBL), along with other leaders.
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
IMPACT Silver is a pure silver zinc producer with over $260 million in revenue since 2008 and a large 100% owned 210km Mexico land package - 2024 catalysts includes new 14% grade zinc Plomosas mine and 20,000m of fully funded exploration drilling.
Industrial Tech SW: Category Renewal and CreationChristian Dahlen
Every industrial revolution has created a new set of categories and a new set of players.
Multiple new technologies have emerged, but Samsara and C3.ai are only two companies which have gone public so far.
Manufacturing startups constitute the largest pipeline share of unicorns and IPO candidates in the SF Bay Area, and software startups dominate in Germany.
Organizational Change Leadership Agile Tour Geneve 2024
5 Secrets to Sales Success
1. 5 Sales Secrets All Top
Performers Know
Ariane Lindblom, Sales OnDemand, SAP & Heidi Tucker, Global Alliances, InsideView
October 3, 2012
Sales OnDemand
2. Customer power and organizational complexity
have changed buying and selling dynamics
Sales Funnel Customer Journey
(Online & Offline)
Awareness
Interest
Desire
Action
3. Selling today requires more than following the
process
Prospect’s
Account Right Product
preferences?
contacts? Warm Specialist for this
What’s being said
introduction? Deal?
about customer?
Relevant
References? Did Order Ship?
Latest
Competitive Did InsideSales
Report? send Quote?
Update my
Forecast on the Best Presentation
Road! to Use?
4. Existing cloud-based CRM technologies not
designed for today’s buying & selling model
Built on paradigm of management insight and control
-- not sales effectiveness
“74% of sales organizations have
poor CRM adoption by sales”
Source: CSO Insights, Improving Sales Effectiveness in Buyer’s Market, 2011
5. Learn the 5 Secrets of Sales Success
1 Know More than your Competitors Do
2 Cold Calling is Dead
3 Challenge the Status Quo
4 Time Is Money
5 Like the Boy Scouts – Be Prepared
10. Sales OnDemand
with
Right Right Right
Person Time Message
11. Sales OnDemand with
Account-specific • Company Info
social insights
• News Alerts
• Social Profiles
• Social Buzz
• Financials
• Family Tree
• Industry
Profiles
• Connections
• List Building
No more
cold calls
News alerts & trigger events
19. It’s about People, Not Contacts
• Follow companies
and people of
Interest
• Learn their
interests and issues
• Build Trust more
quickly
• Engage in Social
Conversations from
within InsideView
and Sales
OnDemand
21. All in One Connection Network
Very public
Explicit connections
Largest source of connections
Reference Customers
Boardmembers
Affiliations
Personal Contacts
Education Contacts
22. Mine Corporate Social Connections
Leverage your internal “relationship assets” to find warm connections to
prospects
SAP Sales OnDemand
• “All in One” Network
• Private
• People you “should know”
23. Top Gun Results
Smarter
Find Better Prospects – right person, right time
salespeople.
More
Save Time - faster, better call prep
confident.
Win more deals – (20%+)
Better
prepared.
25. Top performers
challenge their
customers to think
differently
Harvard Business Review, Matthew Dixon, Brent Adamson, Corporate Executive Board, Sales Executive Council, September 2011
40. Apply the 5 Secrets of Sales Success Today
1 Know More than your Competitors Do
2 Cold Calling is Dead
3 Challenge the Status Quo
4 Time Is Money
5 Like the Boy Scouts – Be Prepared
41. Thank You!
Click on the Resource Tab to access the free
guide, demos and more.
Visit us at http://sales.ondemand.com/
Connect with our speakers:
@arianelindblom or Ariane.Lindblom@SAP.com
@heiditucker or SAP@InsideView.com
SAP Confidential
Editor's Notes
Today's customer no longer want, or have to, go through a predetermined sales process that is determined by the seller. Customers today have much more choice and power than ever before.As a consequence, research from Sales Executive Council states that 57% of buying process occurs before a potentialcustomer first engages with a sales rep. A buyer does research on the Web, leverages their business social network and online communities to get guidance and the inside scoop on how to address their challenges.Ultimately, while the customer still needs to complete their own traditional activities to make a decision; the way they do it, moving forwards and backwards through buying process, engaging socially, is different than ever before.It is therefore crucial salespeople have the tools that deliver the insight needed to quickly establish an understanding of who the customers is, what their distinct pain points are and what is possibly driving them and their organizations decision making process.
And we can’t afford to waste time. Although existing sales methodologies provide a process and framework, they don’t address the non-structured activities that consume a large chunk of a salesperson’s day, which includes activities such asFinding the right customer contacts & people in my social network who can provide a warm introduction Learning my prospect’s personal preferences, what he cares about, what’s being said about his company that impacts his organization?Searching my own organization for the right experts who know my customers’ industries, or other salespeople who have won with customers similar to mineSearching for relevant presentation, product information, competitive reports that will help me communicate unique value to each of my customersCommunicating and orchestrating my extended sales team in order to drive the team sell/complex sellMaking phone calls & firing off emails to find the latest pricing, quotes and sales orders so that we’re prepared for every call and every closeLosing precious minutes and hours on the road where we could be productive if only we had the right toolsThese are just a few of the activities a salesperson does on a daily basis in an effort to have meaningful engagements with a customer, while also tracking their business and keeping an eye on their sales target. In order for sales people to be effective, they need to leverage their extended sales network and new tools designed to help them complete this myriad of unstructured activities faster and with better results.
Yet, sales force automation or CRM tools that are in use today are designed on the traditional CRM paradigm, and weren’t designed for how salespeople need to sell today. Instead, they were designed to provide management visibility and to control sales behavior. CSO Insights reports 74% of sales organizations have poor SFA adoption. So we need a tool that Salespeople will use, a tool to help them better understand their customers, have more meaningful interactions, and ultimately drive more revenue.
Extend your investment in SAP ERP or CRM by giving your salespeople an easy-to-use sales application with hassle-free access to back-office information Tailor your SAP Sales OnDemand to your sales teams’ preferences Mobilize your sales force by giving them 360 customer view and insights anytime, anywhere on any device
Now, there are some good news and some bad news. Good news is that there is a lot of information out there and Social Media is one of the best weapons a salesperson can use today.Decision-makers (from the CEO level on down) leave a trail of clues all over the web – in social networks, blog posts, tweets – even job postings. Companies are sharing their strategies and challenges openly on the web like never before. -Next slide.
The Bad News is that there is so much info out there that staying on top of it – in a timely manner – can be completely overwhelming.This tsunami of data is having, and will have, a dramatic impact on both those who sell and on those who buy.-Next slide.
This is where InsideView comes in. We have made it our mission, our sole purpose in life, to create intelligence out of all this. Intelligence that will allow you to be more productive and more competitive. Intelligence that will allow you to find that right person, with that right message, and at that right time.
Getting social intelligence in an efficient and productive way is a key advantage in sales today.No one likes to be “sold”. Selling is really about solving problems and helping people reduce the pain in their business life.The more intelligence you have to do that, the more likely you are to uncover the real problems and offer relevant solutions.Navigating all the information today can be daunting – unless you can use technology, like InsideView and Sales OnDemand, to harness it.
Information is Power…Knowing more than the competition – and knowing it sooner, is key to success in business (and often in life)Use Social Media monitoring tools to follow companies and people of interest.Get proactive alerts about key business issues that matter.Example: A coach must monitor their opponents and watch the opponent game tapes from the game the week before. IF they don’t have that intelligence, they will surely lose more often and likely get fired. Intelligence is key to success in sports and in business.
Always interesting to look at these type of statistics, but let’s bring it back to the basics. A study conducted by the business school at the University of North Carolina found this eye-popping statistic:92% of the people you want to build a relationships with will not take a cold call or look at a cold emailSo what are you to do? Go with that 8% hit rate and start dialing? That is not the answer.
Social profiles reveal the “person” behind the business cardLearning about their personal interests, affiliations, pursuits and business issuesFind Conversation starters that relate to them Build Trust more quicklyFollow companies and people of interestGet timely, relevant alerts of key business and personal issues that tell you WHEN it’s a good time to reach out.Example: make a business call to offer Safety Education Consulting – just after a company is fined by OSHA. It’s the perfect time to address their accute pain.People respond to pain much more than gain – knowing when they have pain and how you can mitigate it, is a powerful sales technique.
No one likes to be sold.The single greatest sales advantange is a warm, credible introduction to the right person. This alone can build trusted relationships more quickly, which in turn can dramatically improve win rates, deal size, and at the same time reduce sales cycle and acquisition costs.Social Networks connect you to key people in your personal and professional social graph. Most business people use LinkedIn today. LinkedIn is great for developing and expanding your network. Corporate Social Networks go beyond that to help companies harness and protect their internal “relationship assets” (all the connections held by their employees, board members, executives, etc.) Combine multiple social networks and Outlook, into a single network behind your firewall.Reveals valuable contacts outside your social graph – contacts you may NOT be aware ofKeep the connections private, so that if anyone leaves the company, they are cut off from the network (LinkedIn and others are public and very transparent about the relationships you have and keep).
InsideView is about productivity and about winning. It’s about getting your salespeople better prepared to win 100% of their deals. And, spending more time winning and less time researching.Salespeople LOVE InsideView. One customer said: “my wife is pregnant, and I love InsideView so much, I’d name my baby InsideView if my wife would let me”. CRM Adoption skyrockets – as does CRM ROI.
Winning w/today’s customer takes a new set of rules. There’s a wealth of research substantiating the need for sales reps to know their customers’ unique business challenges and to come to the table with new ideas and opportunities that the customer often hadn’t realized even existed. Research from the Corporate Executive Board’s Sales Executive Council is an example of such research, showing that Challenger Salesperson dramatically outperforms others sales reps.In order to become a challenger sales person, knowing product features and benefits is not enough. Sales reps need efficient ways:To find the right experts in their organization who understand their customer’s industry, & best practices to address a given business problem to understand their customer’s organization, who the influencers, champions, decision makers, ratifiers and roadblocks are and what power and influence they have learn how to effectively win against the competition in a fast-changing world
Finally, when it comes to tracking your business and taking care of the administrative side of sales, these tasks need to be quick and easy.Give examplesGet the administrative tasks done quickly and enable supporting team members to be automatically alerted to updates so that they can proactively help you. All of these examples provide ways for you to reduce the time you spend in prep and follow-up work so that you can spend more time working with customers to advance the sale.
Extend your investment in SAP ERP or CRM by giving your salespeople an easy-to-use sales application with hassle-free access to back-office information Tailor your SAP Sales OnDemand to your sales teams’ preferences Mobilize your sales force by giving them 360 customer view and insights anytime, anywhere on any device