Selling strategically improves the sales team and company performance in nay industry. I share the practical approaches that sales managers can adopt to double sales performance
We teach modern techniques for client acquisition and account management. Our customers range from start-ups to Fortune 100 companies including American Express, SAP and Mastercard. We focus on building pipeline, maximizing deals sizes and shortening sales cycles.
The slides used by Matthew Sauer from iProspect at the E-commerce Meetup organized jointly with Neto, Hubspot and SEMrush: https://www.semrush.com/webinars/e-commerce-meetup/?language=en
Using Influencer Brands to Escape the Echo Chamber - #SPARK15TrackMaven
You can't become a thought leader by just following your competitor's content marketing. Even if their content is performing well with your target audience, mimicking their topics does not ensure that you will gain a competitive advantage. Learn how the most effective marketers gain topical and tactical inspiration from brands and content creators beyond their direct competitive set. We show specific use cases - in TrackMaven - that you can employ to broaden your influencer universe.
Successful CPG Brand’s Amazon Strategy: Grow Your Brand & RevenueTinuiti
Online sales made up 90% of the growth in the CPG industry last year, highlighting a fast-growing segment in an otherwise slow-growth industry. A common theme we are seeing among CPG brands is implementing an omnichannel strategy to satisfy customers and stay competitive in today’s CPG marketplace. With Amazon’s prominent ecommerce dominance, it’s critical for brands to adopt an Amazon strategy.
LIFT is a digital marketing agency that was founded in 2018. They are committed to closely studying customer insights to develop strong and unique campaigns for each brand. LIFT has a team of talented and professional resources including managers, creative teams, and media planners. They follow a working flow that involves research, branding, strategy, creativity and media integration. Their goal is to help businesses solve marketing problems and create sales effectively and economically.
Building a $100M ARR Sales Team the Second Time Around with WP Enginesaastr
Matt Schatz is SVP of Sales at WPEngine, responsible for defining and executing the global sales strategy. Matt has nearly two decades of senior leadership experience in sales and customer growth, specifically for technology companies with customers around the world including Bazaarvoice, CityVoice and Rackspace.
Advanced Amazon Advertising Strategies for 2019Tinuiti
This document summarizes a webinar about advanced Amazon advertising strategies for 2019. It included presentations on utilizing different ad types on Amazon, including sponsored brands and sponsored products. It also covered targeting audiences with attributes and interests, optimizing ad creative with images and video, and using the Amazon DSP to reach audiences on and off Amazon. The webinar provided tips on campaign setup and optimization to help brands improve performance of their Amazon advertising.
We teach modern techniques for client acquisition and account management. Our customers range from start-ups to Fortune 100 companies including American Express, SAP and Mastercard. We focus on building pipeline, maximizing deals sizes and shortening sales cycles.
The slides used by Matthew Sauer from iProspect at the E-commerce Meetup organized jointly with Neto, Hubspot and SEMrush: https://www.semrush.com/webinars/e-commerce-meetup/?language=en
Using Influencer Brands to Escape the Echo Chamber - #SPARK15TrackMaven
You can't become a thought leader by just following your competitor's content marketing. Even if their content is performing well with your target audience, mimicking their topics does not ensure that you will gain a competitive advantage. Learn how the most effective marketers gain topical and tactical inspiration from brands and content creators beyond their direct competitive set. We show specific use cases - in TrackMaven - that you can employ to broaden your influencer universe.
Successful CPG Brand’s Amazon Strategy: Grow Your Brand & RevenueTinuiti
Online sales made up 90% of the growth in the CPG industry last year, highlighting a fast-growing segment in an otherwise slow-growth industry. A common theme we are seeing among CPG brands is implementing an omnichannel strategy to satisfy customers and stay competitive in today’s CPG marketplace. With Amazon’s prominent ecommerce dominance, it’s critical for brands to adopt an Amazon strategy.
LIFT is a digital marketing agency that was founded in 2018. They are committed to closely studying customer insights to develop strong and unique campaigns for each brand. LIFT has a team of talented and professional resources including managers, creative teams, and media planners. They follow a working flow that involves research, branding, strategy, creativity and media integration. Their goal is to help businesses solve marketing problems and create sales effectively and economically.
Building a $100M ARR Sales Team the Second Time Around with WP Enginesaastr
Matt Schatz is SVP of Sales at WPEngine, responsible for defining and executing the global sales strategy. Matt has nearly two decades of senior leadership experience in sales and customer growth, specifically for technology companies with customers around the world including Bazaarvoice, CityVoice and Rackspace.
Advanced Amazon Advertising Strategies for 2019Tinuiti
This document summarizes a webinar about advanced Amazon advertising strategies for 2019. It included presentations on utilizing different ad types on Amazon, including sponsored brands and sponsored products. It also covered targeting audiences with attributes and interests, optimizing ad creative with images and video, and using the Amazon DSP to reach audiences on and off Amazon. The webinar provided tips on campaign setup and optimization to help brands improve performance of their Amazon advertising.
The document provides information about Amazon pay-per-click (PPC) advertising. It discusses that Amazon PPC allows advertisers to pay only when shoppers click on their ads. It also provides tips for advertisers on how to control ad spend, launch new products, boost product visibility, and promote seasonal products using Amazon PPC. Additionally, it describes different types of Amazon PPC ad campaigns including sponsored display, sponsored brands, and sponsored products.
Xoxoday Plum : Improve your sales team performance by gifting them Digital Re...Xoxoday
This document discusses how digital rewards can be used to increase sales and engagement across the customer lifecycle. It outlines how defining behaviors and triggers can drive sales velocity, conversions, and revenue. Digital rewards sent through automated programs can increase response rates, thank prospects, celebrate milestones, and incentivize actions like referrals. The platform discussed offers a global catalog of over 2000 digital gift cards from brands that can be sent for various engagement purposes.
Channel partner programmes can increase market share and sales by motivating those with influence over recommendations. Sales incentive schemes reward achievement to drive individual and team performance. A rewards platform can be customized and awards points for sales targets to focus on key product lines. Management tools provide oversight of return on investment from the incentive programme.
This document discusses how establishing customer success early can help a startup scale more effectively. It argues that customer success helps customers realize value from the product faster, which leads to stronger retention rates. This retention then makes it easier to accelerate growth compared to trying to scale quickly through revenue alone. The document recommends aligning all departments around long-term customer value and measuring success through indicators of value realization and churn rather than just unit economics or revenue targets alone.
Business Building Block [marketing/sales] - Market Better 4-12-17Paul (E) Kilzer
Every company has 3 main building blocks: Financial, Marketing/Sales, Operations. Take a look at the presentations from our recent session. Great stuff!
This document discusses how companies can build customer centricity and engagement. It provides examples of how Nike, Airbus, and 3M engage with customers. It argues that listening to customers, understanding them, co-creating value with them through collaboration are essential to building brand endurance. The document promotes Talisma as a company that can help deliver better customer insights, engagement, experiences, and relationships through intelligence-driven interactions on mobile devices. Analyst reports praise Talisma's growth strategy and value proposition in providing real-time customer insights and analysis.
You know about creating a go-to-market strategy, but how are you getting more from your existing customers? This deck will explore a new strategy designed to help you know, grow, and amaze your customers.
The Smarketers are growth catalysts for B2B Organizations helping them generate leads and new business by using a strategic mix of Inbound Marketing, content and best practices of sales and lead generation.
Grow and scale customer acquisition (and retention)Gary Corcoran
This presentation is for startups who understand who their customers are and have their product market fit.
We take a look at how you can scale and grow your acquisition and retention. Looking at some cool tips and techniques for both customer acquisition and retention.
The document provides 8 lessons for marketers during a crisis: 1) Crises are not permanent and business will return to normal; 2) Focus on fundamentals and ignore "perma-bears"; 3) Change tactics, not strategy to adapt; 4) Find new stakeholders and channels; 5) Pivot positioning to address new customer needs; 6) Focus heavily on leads and opportunities; 7) Serve existing customers well; 8) Create your own narrative of success. It also provides a case study of a company that pivoted its messaging during the pandemic to focus on enabling work from home.
SALSIFY PRESENTS: PRODUCT DETAIL PAGE OPTIMIZATION AND ITS IMPACT ON AD SPEND...Tinuiti
Discover which product content can improve discoverability, conversion rates, and grow market share for your brand. During this webinar we’ll share the keys to creating a successful product content strategy based on the insights from leading brands and more than 30 million product pages. Learn how to adopt core tenants of product experience management and win on the ever-expanding, highly competitive digital shelf.
This document discusses strategies for growing sales and market share. It argues that high penetration of the right products is key to winning in the marketplace. A four-step strategy is outlined: selecting the right product assortment, implementing the right go-to-market strategy, using the right systems and tools to measure performance, and building the right sales team capabilities. The document provides insights and processes for optimizing each part of the strategy based on over 20 years of industry experience leading different product categories. The overall goal is to make brands easier to buy by more people in more situations at lower cost.
Making Better Marketing Decisions Using Campaign Attribution ModelsTinuiti
Designed by retail marketing advertisers, the Q4 PPC Summit will showcase the innovative strategies used by PPC experts & will demonstrate how to implement into your Q4 advertising armory.
This document identifies 7 sales startups that are poised to break out in 2017 by leveraging innovative technologies like artificial intelligence, machine learning, and messaging platforms. The startups highlighted include CaliberMind which uses AI/ML to orchestrate buyer journeys, DocSend which tracks document performance and engagement, Drift which focuses on messaging-based sales communication, Gong.io and Chorus.ai which analyze sales calls using NLP and AI, Guru which builds smarter sales wikis using training data, Veelo which sends the right content at the right time using persuasion psychology and an ML recommendation engine, and Troops which integrates Salesforce and Slack.
An Introduction to Axis Business InsightCosine Group
Axis is the Business Insights consultancy division of the Cosine Group, a unique group of brand activation agencies owned by Omnicom that deliver connected consumer experiences from Insight to Implementation.
In a data rich, low growth world, commercial leaders are increasingly prioritising insight to influence their strategic direction. Axis helps commercial leaders maximise ROI by sourcing the right data and then applying industry leading expertise to produce highly actionable insights.
This presentation delivers insight into how to create a marketing strategy - everything from goals, the competitive landscape and buyer personas to the buyer's journey and measurement. It also includes interactive exercises.
How to scale a B2B Marketing Function - Roshan CariappaRoshan Cariappa
Notes from a workshop conducted on 16th Feb 2020 for Entrepreneurs and early hires at B2B SaaS startups on how they should go about building their Marketing function from scratch. [Note - will revise this periodically]
The content focused on principles one could use to think about various things from who you should hire and what campaigns you should run to what metrics you should focus on and how marketing should align with Sales.
The purpose of the slides themselves was to seed conversations and provoke questions from the audience (the session extended beyond 2hrs!) and so you might need some additional explanation on a few of the slides.
Please feel free to reach out to me on LinkedIn, Twitter or Email - happy to help in any way possible.
This document discusses improving sales performance and linking sales efforts to buyer decision-making. It notes that gross profit, earnings per share, and revenue/bookings per employee are key metrics companies use to determine their worth. It then discusses an Enterprise Enablement system that can help sales teams execute high-value conversations by providing value analysis, competitive analysis, sales presentations, proposals, and other assets to link solutions to customer value. The system aims to improve sales results and corporate performance metrics like profit.
TargetOne is a customer analytics solution that allows companies to personalize interactions and campaigns for individual customers. It uses customer data on demographics, behavior and purchase history to predict customer intent and create targeted promotions. TargetOne enables segmentation of customers into micro-groups and sending personalized offers through preferred channels, such as email, mobile apps or social media, at optimal times. This increases customer spending and loyalty through more relevant promotions.
The document provides information about Amazon pay-per-click (PPC) advertising. It discusses that Amazon PPC allows advertisers to pay only when shoppers click on their ads. It also provides tips for advertisers on how to control ad spend, launch new products, boost product visibility, and promote seasonal products using Amazon PPC. Additionally, it describes different types of Amazon PPC ad campaigns including sponsored display, sponsored brands, and sponsored products.
Xoxoday Plum : Improve your sales team performance by gifting them Digital Re...Xoxoday
This document discusses how digital rewards can be used to increase sales and engagement across the customer lifecycle. It outlines how defining behaviors and triggers can drive sales velocity, conversions, and revenue. Digital rewards sent through automated programs can increase response rates, thank prospects, celebrate milestones, and incentivize actions like referrals. The platform discussed offers a global catalog of over 2000 digital gift cards from brands that can be sent for various engagement purposes.
Channel partner programmes can increase market share and sales by motivating those with influence over recommendations. Sales incentive schemes reward achievement to drive individual and team performance. A rewards platform can be customized and awards points for sales targets to focus on key product lines. Management tools provide oversight of return on investment from the incentive programme.
This document discusses how establishing customer success early can help a startup scale more effectively. It argues that customer success helps customers realize value from the product faster, which leads to stronger retention rates. This retention then makes it easier to accelerate growth compared to trying to scale quickly through revenue alone. The document recommends aligning all departments around long-term customer value and measuring success through indicators of value realization and churn rather than just unit economics or revenue targets alone.
Business Building Block [marketing/sales] - Market Better 4-12-17Paul (E) Kilzer
Every company has 3 main building blocks: Financial, Marketing/Sales, Operations. Take a look at the presentations from our recent session. Great stuff!
This document discusses how companies can build customer centricity and engagement. It provides examples of how Nike, Airbus, and 3M engage with customers. It argues that listening to customers, understanding them, co-creating value with them through collaboration are essential to building brand endurance. The document promotes Talisma as a company that can help deliver better customer insights, engagement, experiences, and relationships through intelligence-driven interactions on mobile devices. Analyst reports praise Talisma's growth strategy and value proposition in providing real-time customer insights and analysis.
You know about creating a go-to-market strategy, but how are you getting more from your existing customers? This deck will explore a new strategy designed to help you know, grow, and amaze your customers.
The Smarketers are growth catalysts for B2B Organizations helping them generate leads and new business by using a strategic mix of Inbound Marketing, content and best practices of sales and lead generation.
Grow and scale customer acquisition (and retention)Gary Corcoran
This presentation is for startups who understand who their customers are and have their product market fit.
We take a look at how you can scale and grow your acquisition and retention. Looking at some cool tips and techniques for both customer acquisition and retention.
The document provides 8 lessons for marketers during a crisis: 1) Crises are not permanent and business will return to normal; 2) Focus on fundamentals and ignore "perma-bears"; 3) Change tactics, not strategy to adapt; 4) Find new stakeholders and channels; 5) Pivot positioning to address new customer needs; 6) Focus heavily on leads and opportunities; 7) Serve existing customers well; 8) Create your own narrative of success. It also provides a case study of a company that pivoted its messaging during the pandemic to focus on enabling work from home.
SALSIFY PRESENTS: PRODUCT DETAIL PAGE OPTIMIZATION AND ITS IMPACT ON AD SPEND...Tinuiti
Discover which product content can improve discoverability, conversion rates, and grow market share for your brand. During this webinar we’ll share the keys to creating a successful product content strategy based on the insights from leading brands and more than 30 million product pages. Learn how to adopt core tenants of product experience management and win on the ever-expanding, highly competitive digital shelf.
This document discusses strategies for growing sales and market share. It argues that high penetration of the right products is key to winning in the marketplace. A four-step strategy is outlined: selecting the right product assortment, implementing the right go-to-market strategy, using the right systems and tools to measure performance, and building the right sales team capabilities. The document provides insights and processes for optimizing each part of the strategy based on over 20 years of industry experience leading different product categories. The overall goal is to make brands easier to buy by more people in more situations at lower cost.
Making Better Marketing Decisions Using Campaign Attribution ModelsTinuiti
Designed by retail marketing advertisers, the Q4 PPC Summit will showcase the innovative strategies used by PPC experts & will demonstrate how to implement into your Q4 advertising armory.
This document identifies 7 sales startups that are poised to break out in 2017 by leveraging innovative technologies like artificial intelligence, machine learning, and messaging platforms. The startups highlighted include CaliberMind which uses AI/ML to orchestrate buyer journeys, DocSend which tracks document performance and engagement, Drift which focuses on messaging-based sales communication, Gong.io and Chorus.ai which analyze sales calls using NLP and AI, Guru which builds smarter sales wikis using training data, Veelo which sends the right content at the right time using persuasion psychology and an ML recommendation engine, and Troops which integrates Salesforce and Slack.
An Introduction to Axis Business InsightCosine Group
Axis is the Business Insights consultancy division of the Cosine Group, a unique group of brand activation agencies owned by Omnicom that deliver connected consumer experiences from Insight to Implementation.
In a data rich, low growth world, commercial leaders are increasingly prioritising insight to influence their strategic direction. Axis helps commercial leaders maximise ROI by sourcing the right data and then applying industry leading expertise to produce highly actionable insights.
This presentation delivers insight into how to create a marketing strategy - everything from goals, the competitive landscape and buyer personas to the buyer's journey and measurement. It also includes interactive exercises.
How to scale a B2B Marketing Function - Roshan CariappaRoshan Cariappa
Notes from a workshop conducted on 16th Feb 2020 for Entrepreneurs and early hires at B2B SaaS startups on how they should go about building their Marketing function from scratch. [Note - will revise this periodically]
The content focused on principles one could use to think about various things from who you should hire and what campaigns you should run to what metrics you should focus on and how marketing should align with Sales.
The purpose of the slides themselves was to seed conversations and provoke questions from the audience (the session extended beyond 2hrs!) and so you might need some additional explanation on a few of the slides.
Please feel free to reach out to me on LinkedIn, Twitter or Email - happy to help in any way possible.
This document discusses improving sales performance and linking sales efforts to buyer decision-making. It notes that gross profit, earnings per share, and revenue/bookings per employee are key metrics companies use to determine their worth. It then discusses an Enterprise Enablement system that can help sales teams execute high-value conversations by providing value analysis, competitive analysis, sales presentations, proposals, and other assets to link solutions to customer value. The system aims to improve sales results and corporate performance metrics like profit.
TargetOne is a customer analytics solution that allows companies to personalize interactions and campaigns for individual customers. It uses customer data on demographics, behavior and purchase history to predict customer intent and create targeted promotions. TargetOne enables segmentation of customers into micro-groups and sending personalized offers through preferred channels, such as email, mobile apps or social media, at optimal times. This increases customer spending and loyalty through more relevant promotions.
Patrick Cox is an accomplished sales and marketing executive with over 30 years of experience in consumer products sales. He has a proven track record of consistently exceeding sales objectives and establishing long-lasting customer relationships. Cox's experience includes vice president roles developing national accounts and growing sales significantly for various companies. He also previously owned and operated a manufacturer representative sales agency for 25 years, where he surpassed sales goals and received numerous awards and recognition.
The document discusses building a "Marketing-Ready Enterprise" through the use of customer intelligence. It summarizes research from SAS and Aberdeen Group finding that companies adopting comprehensive customer lifecycle marketing practices are over 3 times more likely to report over 50% higher return on marketing investment. Building high levels of integration across targeting, acting, planning and learning functions allows companies to better acquire, retain and expand customer relationships in a profitable manner.
This document discusses managing and designing a sales force. It outlines the importance of sales and objectives like reviewing sales force decisions, recruitment, training, and evaluation. It also discusses types of sales representatives, structures, size determination, and compensation plans. Key aspects of managing a sales force are recruitment and selection, training, supervision, motivation, and evaluation. The document concludes that sales personnel are the link between companies and customers, and managing them requires decisions on objectives, strategy, structure, and compensation.
Account Based Marketing: Technology, Strategy, and TeamworkVersature
Marketing Automation Isn’t the Future. It’s Now.
Anastasia Valentine, CMO, Versature
Are you getting the most out of your CRM and your marketing stack? Are you delivering personalized and tailored experiences that match your customer buying signals and conversion points? Does your Account Based Marketing end when the deal is signed or does it continue on through to Customer Success? Join Anastasia Valentine, CMO at Versature to learn how you can leverage marketing automation and artificial intelligence to scale, customize the client experience, and mine the hidden value laying dormant in your CRM data today. She will walk through the entire customer journey from the marketing experience through to customer success and advocacy, including investments in technology and people, measuring marketing and sales metrics and staying focused on delighting the customer using a powerful end to end technology stack.
ABM from Customer Attraction to Loyalty & Advocacy - Scaling Your Organizatio...Anastasia Valentine
Are you getting the most out of your CRM and your marketing stack? Are you delivering personalized and tailored experiences that match your customer buying signals and conversion points? Does your Account Based Marketing end when the deal is signed or does it continue on through to Customer Success? Join Anastasia Valentine, CMO at Versature to learn how you can leverage marketing automation and artificial intelligence to scale, customize the client experience, and mine the hidden value laying dormant in your CRM data today. She will walk through the entire customer journey from the marketing experience through to customer success and advocacy, including investments in technology and people, measuring marketing and sales metrics and staying focused on delighting the customer using a powerful end to end technology stack.
10 X Your Retail Career And Business.
Learn to master the retail technical skills and adaptive skills.
To be a retail game changer in the 21st century, the technical skills alone is not enough as it is an assumed competency.
You need to have both the retail technical skills and also the adaptive skills.
The Retail Entrepreneur School will give you not only the retail technical skills but also the adaptive skills which will place you in the top 1% within the retail industry.
In the era of the technologically
driven marketing ecosystem, every
customer engagement is an
opportunity to deliver an enhancing
experience and drive value. Knowing
our customer’s need, what they value
and their spending habits are critical
for successful marketing. Imagine the
effectiveness of your marketing
activities, if you could understand
your customers better. Marketing
analytics offers a unique opportunity
to do so by delivering compelling,
personalized experiences that drives
higher customer satisfaction and
better yield.
These are the slides presented by Aaron Hunt at InsightfulCRM's monthly Meetup.com get-together in June 2014.
The presentation covered characteristics of a challenging business market (steel) and discussed similarities with other industries, specifically the intensification of competition.
It was suggested that differentiation is the only viable strategy for most companies, and explored some of the research which supports the view of what makes a high-performing sales teams within complex environments.
The presentation also includes a number of models which the author believes provide significant value to sales professionals within complex selling environments.
This is by no means a comprehensive presentation of the subject matter in this area of research and practice.
Sustainable Growth 2020: Sales as a Science by Winning by DesignJacco vanderKooij
This was the OpsStars 2019 keynote that presents the use of a more scientific approach to sales to establish sustainable growth. Today resources from VCs are mainly focused on birthing unicorns. Thousands of other companies are considered to be the walking dead.
Through the use of a more Scientific approach many of them can become financially successful in a sustainable way. Think of it as making them customer funded. This presentation discussed the 7 elements needed for success:
1) Define the right Go To Market
2) Establish a Data driven culture
3) Use of process to do more of what works
4) Develop skills not just knowledge
5) The right organizational structure
6) Enabled by the latest insights (content)
7) And provided with tools that act as a force multiplier
The frameworks to put these in practice are provided in this deck.
More then 120 videos can be found on this youtube channel: youtube.com/winningbydesign
Asia Pricing & Revenue Management Summit 2016Joyce Lee
This document advertises the Asia Pricing & Revenue Management Summit 2016 conference. The 3-day conference will cover topics related to pricing strategies and revenue management. It will feature presentations and case studies from leaders in various industries. A pre-conference focus day on retail pricing will also be held. The document provides details on speakers, sessions, sponsors and registration. It encourages attendees to learn best practices in pricing and revenue management to drive profit margins and sales.
5 Go-to-Market Strategies for B2B SaaS, FinTech, and IaaS [Webinar Recording]SP Home Run Inc.
(Preview Webinar for Go-to-Market Strategy Reboot Camp)
For founders, marketers, and sales professionals at B2B SaaS (software as a service), FinTech (financial technology), and IaaS (infrastructure as a service) firms -- especially startups, scaleups, and small businesses
How B2B prospects and clients research and make buying decisions has changed. Quite dramatically!
Some of the biggest names in the tech industry have figured this out. And they are shouting it from the rooftops:
Gartner found that 83% of a typical B2B purchase decision -- researching, comparing options, and evaluating pricing -- happens before a potential buyer engages with a vendor.
McKinsey discovered that 70% to 80% of B2B decision-makers now prefer to make decisions digitally.
And LinkedIn, partnering with Edelman, concluded that “thought leadership remains critical to customer engagement, but breaking through the noise is harder than ever.”
However, most SaaS, FinTech, and IaaS startups, scaleups, and small businesses are largely unprepared to confront this once-in-a-generation change in purchasing behavior -- that’s approaching at jet speed whether your company is prepared or not.
And that’s why we hosted this webinar: to help you and your team upskill and stay relevant to how your prospects and clients want to buy.
When you watch the recording of 5 Go-to-Market Strategy Best Practices, you’ll learn how to:
Adapt your sales process to support your prospects’ and clients’ buying process
Build your team with the right mix of generalists and specialists, modeled after some of the most successful professional baseball teams on the planet
Connect the dots between marketing, sales, customer success, and product, so you approach go-to-market as a team sport
Get on the radar screen of the right strangers, in the right places, at the right time, and in the right context
Plan your content strategy for maximum relevance, efficiency, and effectiveness across the most popular formats
And much more!
This webinar is especially crucial for founders, marketers, sales professionals, customer success leaders, and product managers at B2B SaaS, FinTech, and IaaS firms -- especially startups, scaleups, and small businesses.
Learn About Go-to-Market Strategy Reboot Camp http://www.GTMReboot.com
What Would Beyonce Do? 5 Fierce PPC Tactics To Make Your Account A Superstar ...Maddie Cary Deuel
What do PPC and Beyoncé have in common (besides everyone loving them?) They bring people together! In this session, paid search expert Maddie Cary reimagines Beyoncé hits to help your campaigns dominate the Google "charts,"
Webinar - Build a Better Sales Force using SPM technologyFred Sass
Organizations that use Sales Performance Management technology hire better people, increase sales productivity, improve visibility and insight, increase organizational agility, meet compliance requirements, and reduce errors and cycle time.
This document discusses how analytics can be added to CRM to improve customer acquisition, development, retention, and lifetime value. It shows how analytics can be used across the customer lifecycle to win the right customers, create lasting bonds, and protect customers for life. Specifically, it discusses how analytics can be used to understand customers, acquire new customers through improved targeting, cross-sell and upsell the right products, design new products, and improve post-sales servicing. The key benefits highlighted are lowering direct marketing costs with predictive scorecards, increasing product revenues through better customer segmentation, focusing on high value customers, and maximizing yield through optimal pricing.
How To Set Up A Powerful Sales Funnel PowerPoint Presentation SlidesSlideTeam
How To Set Up A Powerful Sales Funnel PowerPoint Presentation Slides are designed to cater to sales professionals and marketers. Use this comprehensive PPT deck to represent the sales funnel of your organization. Illustrate the sales pipeline with the help of this professionally designed PowerPoint presentation. Convey how to boost sales through a sales pipeline. Demonstrate how your organization can work towards growth. Depict various sales drivers like sales pitches and business strategies. Explain your firm’s sales process using state-of-the-art data visualization tools featured in this PPT presentation. Showcase sales trend analysis in a dashboard-style diagram. Our PowerPoint theme also assists you in consolidating the customer journey map. Make use of the tabular format to compile the different stages at a glance. Communicate benchmarks for sales operations based on the performance of your competitors. Elucidate sales team productivity, and sales operations maturity assessment through our versatile PPT presentation. So, hit the download button and begin instant personalization. Our How To Set Up A Powerful Sales Funnel PowerPoint Presentation Slides are explicit and effective. They combine clarity and concise expression. https://bit.ly/3lu71I9
The document provides an overview of Old Mutual's corporate social investment initiatives across South Africa. It introduces Old Mutual's focus on collaborating through its initiatives to enable positive futures by improving financial inclusion, education, services and savings. The 48-page booklet outlines Old Mutual's diverse initiatives addressing challenges of building an inclusive economy and laying foundations for future generations.
Snap-on Tools is a tool manufacturer that achieved $1.49 billion in revenues in 1996 through a commitment to high-quality premium tools, an unusual credit system that gives customers access to tools, and a well-organized delivery system. Snap-on has 5,700 franchise dealers that stock over $100,000 worth of inventory in their vans and visit 200-300 customers per week. Snap-on has been successful by respecting auto mechanics customers, considering dealers as partners, and offering loans to customers for tool purchases.
"Cold Call Campaigns Success visually represent data and information related to the effectiveness of cold calling in sales and marketing strategies. These graphics use a combination of charts, graphs, and illustrations to convey key insights and statistics in a concise and engaging manner.
The infographics may include data on conversion rates, lead generation, call-to-sale ratios, and other metrics to showcase the impact of cold calling on business growth. They can also highlight best practices, tips, and strategies for optimizing cold call campaigns to improve success rates.
By presenting complex information in a visually appealing format, these infographics make it easier for viewers to understand and digest the content quickly. This makes them an effective tool for businesses looking to communicate the benefits of cold calling and its role in driving sales success.
Overall, infographics on Cold Call Campaigns Success serve as a valuable resource for sales professionals, marketers, and business owners seeking to enhance their cold calling strategies and achieve greater success in their campaigns.
Comfort & Clean Air Solution Authorized Corporate Sale & Service Dealer.
HVAC is an acronym for Heating, Ventilation, and Air Conditioning. The term HVAC is used to describe a complete home comfort system that can be used to heat and cool your home, as well as provide improved indoor air quality.
ChartMogul Sales Deck Example - SaaS payment analytics
Selling strategically
1. D R . A N D R E W S A K O L A A
A A
THE IMPORTANCE OF STRATEGIC SALES
MANAGEMENT
IN A COMPANY’S COMPETITIVENESS
1st SALES LEADERSHIP BREAKFAST SERIES
July, 2018
aakolaa@oceanstarconsulting.com
2. THE ROLE OF SALES LEADERSHIP
Lead the
planning of
the roadmap
to the
numbers
Give direction as to
where the numbers will
come from
Value/Volumes
Which Brand
Which Sales Territory
Lead the
entire
organization
aakolaa@oceanstarconsulting.com
3. Determines your Egypt and your Canaan!!!
Deliver the
numbers, beat
competition
and win the
market war.
Market Share
Stock
Availability
Market
Coverage
Customer Stock
Cover
THE ROLE OF SALES LEADERSHIP
5. STRATEGIC SALES MANAGEMENT
Strategic Sales Management is the deployment
of a firm resources human and material to deliver
competitive value.
It defines and communicate the strategic direction
of sales for their organization, manage sales and
distribution, recruit and develop sales talent, and
budget for these activities.
aakolaa@oceanstarconsulting.com
6. 1 SALES FORCE ORG STRUCTURE AND CAPABILITY ANALYSIS
2 YOUR ROUTE TO MARKET ANALYSIS
3 PARTNER CAPACITY AND CAPABILITY
4 KEY COMPETITOR ANALYSIS
5 SALES FORCE COMPENSATION PLANS
6 AVAILABLE RESOURCES TO DELIVER ON YOUR STRATEGY
INTERNAL FOCUS AREAS IN YOUR STRATEGIC
SALES MANAGEMENT REVIEW
aakolaa@oceanstarconsulting.com
8. DEEPER UNDERSTANDING OF INDUSTRY
AND BUSINESS
• Where your strengths are
• Where are your weak links
area
• Is there opportunity for one
more truck or CAN or Stick
• Opportunity for one more
SIM Card
aakolaa@oceanstarconsulting.com
9. BETTER RESOURCE ALLOCATION or RE-
ALLOCATION
Number of sales force required to deliver on the sales
agenda- the matrix
Territories, quotas and headcount metrics
What logistics are required for effective delivery
What amount of resources should go into
partnership development
The best sales compensation plans for your team
aakolaa@oceanstarconsulting.com
10. GET ORG OWNERSHIP AND ALIGNMENT
EVERYONE SELLS OR HELPS TO SELL!
SALES MANAGEMENT
IS EVERYONE’S
BUSINESS!
• Sales day outs?
• Adopt an outlet or
customer?
• Cross brand teams?
Share the
sales
roadmap!
aakolaa@oceanstarconsulting.com
11. YOU NEVER LOOSE SIGHT OF
COMPETITION
“In a competitive sales environment, be worried
about which dog is barking it might bite”!
A. A Akolaa
Set a system that picks real time market intelligence including competition.
Sales Impact Teams, war rooms to monitor every competitive activity
They can disrupt
your strategy
aakolaa@oceanstarconsulting.com
12. UNDERSTANDING THE COMPETITIVE
LANDSCAPE- DO WE KNOW??
aakolaa@oceanstarconsulting.com
Direct
Integrated
Indirect
Use of technology?
etc
Number of vans RTM- structure
Distributors
Per division
Per sales territory
Capability
Competence
Financial Resources
Logistics
Sales force
How many feet on ground
Structure
Capability
Per Territory
.
YOU BEAT THEM
TO THE GAME
13. BUILD A BETTER PARTNER RELATIONSHIPS
WITH FOCUS THAN COMPETITORS
1 Agree the partnership for growth with each partner
2 Share your numbers and strategy roadmap with each partner
3 Agree the “how” with each partner
4 Incentivice your partner with resources, to deleiver the numbers
5 Agree milestones with your partner to measure performance
P4Gaakolaa@oceanstarconsulting.com
14. TO ALIGN THE SALES STRUCTURE TO
FIT YOUR SALES STRATEGY
aakolaa@oceanstarconsulting.com
PERFORMANCE
Data revenue grew by 21%
in 3 months
SALES ORG
STRUCTURE-
regional data leads,
data sales team,
incentive
CONDUCT.
Mind set Change
• Should sales org be fixed
or strategy driven?
• Is your sales org fit for
purpose in this strategy
• What sales org fits your
current strategy?
.
• Sales leadeship conduct
• Field salesforce conduct .
Market share
Profitabilty
Innovation success
Price compaliance
Distribution penetrartion
Market coverage
15. DEFINE THE RIGHT PEOPLE FOR
THE JOB
The sales journey is tough and
rough
A Salesman is like a vampire bat
between boss and client
Performance easily measured
Only the tough gets going in sales
Come with fun
Rewards and recognition
Fat purses
Glamorous personalities
Get the people!!!
Get involved!
aakolaa@oceanstarconsulting.com
16. FOCUS ON THE RIGHT SALES DRIVERS
Quality In Channel Delivery??
Availability and Stock Cover??
Visibility or Price complaince in Trade?
aakolaa@oceanstarconsulting.com
17. THE RIGHT INCENTIVES AND
COMPENSATION
Base Pay.
Commissions.
Overtime Pay.
Bonuses, Profit Sharing, Merit Pay.
Stock Options.
Travel/Meal/Housing Allowance.
Benefits including: dental, insurance, medical,
vacation, leaves, retirement, taxes...
aakolaa@oceanstarconsulting.com
18. EXECUTION EXCELLENCE
How to turn the drivers of each
strategy into executable plans
How to use different sales activity
tools and templates
How to test and predict the
accuracy of the sales forecast
How to translate the sales activity
plans into monthly sales synopsis
IT MUST BE
GRANULAR
aakolaa@oceanstarconsulting.com
19. UNDERSTAND
TERRAN
EMOTIONALY
CONNECTED
ANALYTICAL AND
MICRO
STRATEGIST.
ABILITY TO DEAL WITH PARTNERS WITH
BIG EGOES TO DELIVER NUMBERS
MAWULI OCLOO- MIDDILE BELT
FMCG
CAPABILITY
GET TO KNOW YOUR TEAM AND BUILD A
CULTURE
TONY BOTWE HEAD OF
IMPACT
ANDREWS AKOLAA
NORTHERN
SECTOR
JACINTA ASSIEDU
BEERS
Which team memberer
Plays where??
aakolaa@oceanstarconsulting.com
20. IT IS GREAT TO WORK HERE!
aakolaa@oceanstarconsulting.com
21. A PERFORMANCE DASHBOARD TO
MEASURE RESULTS
Day by day
Week to date
Month to date
Year to date
By brand
By territory
By sales person
We can
measure
Results
aakolaa@oceanstarconsulting.com
22. AVOID POLITICAL SALESMEN
• These are the guys who
don’t focus on their job
• Discuss irrelevant issues
that does not add to
numbers
• Always managing your
expectations only to end
sales cycle poorly
• Objectives is to have
favours
Manage with the
numbers
They don’t lie!
aakolaa@oceanstarconsulting.com
23. ALLOWS YOU TO SHOW LEADERSHIP WITH
INSIGHTS WHEN
THE BOAT ROCKS
aakolaa@oceanstarconsulting.com
24. BUILD A TEAM WITH A TO WIN MIND SET
WITH NUMBERS IN FOCUS!
with clear
road map
and message
aakolaa@oceanstarconsulting.com