As marketing professionals we see social at every turn. It is touted as the channel that will revolutionise our marketing activity and make us more influential, more in tune with our clients and more responsive. But without having the right internal structures in place – how do we ensure we keep on message and on pace? In this interactive session Claire argues for the best place to start a social project is “at home”. Pulling from personal and client experience she will outline how Enterprise Social Networking platforms can finally deliver on the promises made by intranets, crm and other back office systems making your organisation more productive, more connected, more profitable and more informed. Leaving this session you will understand:
• What is an enterprise social network (ESN) and is it for you?
• How can an ESN benefit the marketing function?
• What are the potential pitfalls of using a solution?
• How do you define and measure the results and therefore prove ROI?
• What considerations should you make when choosing a supplier?
This session will be useful for:
• Companies that employ more than 100 people
• Companies that have grown through or are undertaking mergers or acquisitions
• Companies that are considering where to start with social
• Companies with multiple locations
• Companies who are trying to re-brand or enhance brand awareness
• Companies in a state of change
• Companies that want to improve internal communication but lessen their reliance on email
Success in the Cloud requires 3 things:
1) A Compelling Value Proposition
2) Creating Competitive Separation
3) Strategy vs Execution. Making it happen requires execution
Startupfest 2012- Random Acts of Marketing are Killing Your StartupStartupfest
Marketing is a big term that covers lead generation, media relations, content marketing, social media, messaging, sales support and a huge heap of other things. Most startups have a puny budget and few (if any) dedicated marketing folks to get this stuff done. Yet many manage their marketing efforts more like a random to-do list than an integrated program. In this talk we’ll talk about the common pitfalls of disorganized startup marketing execution and outline a lightweight template for creating a marketing plan that makes that most of your limited marketing resources.
Success in the Cloud requires 3 things:
1) A Compelling Value Proposition
2) Creating Competitive Separation
3) Strategy vs Execution. Making it happen requires execution
Startupfest 2012- Random Acts of Marketing are Killing Your StartupStartupfest
Marketing is a big term that covers lead generation, media relations, content marketing, social media, messaging, sales support and a huge heap of other things. Most startups have a puny budget and few (if any) dedicated marketing folks to get this stuff done. Yet many manage their marketing efforts more like a random to-do list than an integrated program. In this talk we’ll talk about the common pitfalls of disorganized startup marketing execution and outline a lightweight template for creating a marketing plan that makes that most of your limited marketing resources.
Telemarketing services offered by B2B CM, including appointment setting, data cleansing, data analysis, list building, lead generation.
Call +44 (0) 845 345 0545 for more information.
Silent Edge, The Sales Performance Authority, short credentialsRussell Ward
This is a short credentials presentation from Silent Edge, The Sales Performance Authority, highlighting some key resullts from the Cranfield/Silent Edge report showing how top sales people in the UK have lacked the investment in their skills. It also contains examples of our reports and some amazing statements of the ROI and growth clients have had.
Do your prices include your costs to get the right customers? Here's an easy way to make sure and see what it really costs to acquire, maintain, and retain them. From BSC RISE Austin 2012.
Alexander Group 2012 SaaS Benchmarking Study SaaS sales leaders looking for actionable insights to inform their 2012 strategy will receive a comprehensive set of metrics, including information on sales coverage, job roles, sales productivity, customer acquisition and retention, and sales compensation.
7-Step Framework for Crafting a Bullet-Proof Sales Strategy in 2019Sales Hacker
What You'll Learn:
- How to develop a rhythmic sales process that predictably converts opportunities into revenue
- A simple 7-step framework that you can follow to craft a winning sales strategy
- The “bridge” between strategy and successful execution (hint: 90% of sales organizations don’t implement this)
- How to “back into your number” by building combining the sales process with demand generation
Better Bidding for Facilities Management Contractschrisdpayne
These slides accompany our online webinar on 'Managing complex bids for facilities management and other support service opportunities'. To attend one of our webinars free of charge, visit our website at www.cssconsultancy.com and register.
Product managers, through their efforts, have great potential to make a lasting impact on companies and entire industries. Exceptional product managers are marked by a passion to make their products, engineering staffs, and sales persons the stars of their companies. They are content to be the enablers of accomplishment and the “backstops” of products, so to speak. A great product manager is like a terrific coach; they orchestrate people, resources, and strategies to make their teams successful first and always.
Telemarketing services offered by B2B CM, including appointment setting, data cleansing, data analysis, list building, lead generation.
Call +44 (0) 845 345 0545 for more information.
Silent Edge, The Sales Performance Authority, short credentialsRussell Ward
This is a short credentials presentation from Silent Edge, The Sales Performance Authority, highlighting some key resullts from the Cranfield/Silent Edge report showing how top sales people in the UK have lacked the investment in their skills. It also contains examples of our reports and some amazing statements of the ROI and growth clients have had.
Do your prices include your costs to get the right customers? Here's an easy way to make sure and see what it really costs to acquire, maintain, and retain them. From BSC RISE Austin 2012.
Alexander Group 2012 SaaS Benchmarking Study SaaS sales leaders looking for actionable insights to inform their 2012 strategy will receive a comprehensive set of metrics, including information on sales coverage, job roles, sales productivity, customer acquisition and retention, and sales compensation.
7-Step Framework for Crafting a Bullet-Proof Sales Strategy in 2019Sales Hacker
What You'll Learn:
- How to develop a rhythmic sales process that predictably converts opportunities into revenue
- A simple 7-step framework that you can follow to craft a winning sales strategy
- The “bridge” between strategy and successful execution (hint: 90% of sales organizations don’t implement this)
- How to “back into your number” by building combining the sales process with demand generation
Better Bidding for Facilities Management Contractschrisdpayne
These slides accompany our online webinar on 'Managing complex bids for facilities management and other support service opportunities'. To attend one of our webinars free of charge, visit our website at www.cssconsultancy.com and register.
Product managers, through their efforts, have great potential to make a lasting impact on companies and entire industries. Exceptional product managers are marked by a passion to make their products, engineering staffs, and sales persons the stars of their companies. They are content to be the enablers of accomplishment and the “backstops” of products, so to speak. A great product manager is like a terrific coach; they orchestrate people, resources, and strategies to make their teams successful first and always.
Customer Engagement Strategies Overview
The ADM Professional Community is a living example of the compelling value proposition for online communities that serve the automotive industry. ADM serves as proof that the impact of Social Media on the automotive vertical is more significant than widely understood. Be sure to visit the ADM Professional Community at http://www.AutomotiveDigitalMarketing.com or the acronym URL at http://www.ADMPC.com or the Twitter URL at http://ADM.fm today, and don’t just be a Lurker... Join!
How to align your marketing-driven sales lead processes to better meet sales’...Mac McIntosh
Learn how to get all your sales lead management processes—from lead generation to nurturing, qualification, scoring and routing the leads to the right person in the right sale channel—aligned with the needs of your sales team and channel partners by attending this information-packed workshop
To successfully meet or exceed your company’s sales revenue goals today, you need to make sure your marketing-driven sales lead management processes align with the needs of your sales people and channels. Why? Because qualified, sales-ready leads are harder to find and more expensive than before, and sales costs keep climbing. So you can’t afford to have your salespeople, reps, dealers or distributors wasting their time with prospects that aren’t ready or able to buy.
Lead Nurturing and Lead Scoring Software Accelerates Buying CycleRight On Interactive
Learn from savvy marketers how to accelerate the buying cycle with lead nurturing and lead scoring. Presented at ExactTarget Connections 10 customer conference on Sep 15, 2010 by Dave Morse of Delta Faucet, Bo Lowery of Wild Birds Unlimited, Jeremy Williams of Indiana Tourism, and Troy Burk of Right On Interactive.
Lead Lifecycle Management: Finding, Creating and Managing Your LeadsLeadLife Solutions
Discover how to accelerate top of the funnel lead creation, qualification, nurturing and conversion. Also see real-world examples and learn, helpful suggestions and recommendations on all aspects of lead lifecycle management.
Referral marketing is the same as helping your business to grow, all by itself. But referrals don't just happen. This presentation explores ways to be better with your referral processes. Presented to Sage Australia/New Zealand at the Partner Insights Summit.
SugarCon 2013: CRM and Marketing Automation: Understanding the Customer Relat...SugarCRM
Tim Price, Act-On
Sophisticated business managers recognize that not only is the definition of customer relationships changing, but requirements in the earlier stages of the sales funnel are evolving as well. Maintaining a holistic view of the process, recognizing that Marketing Automation and CRM are both natural extensions of one another is essential, however few fully understand how they coexist effectively. In this session, learn the similarities and differences, as well as how, when integrated, the two technologies deliver a whole that is exponentially more efficient and complete than the sum of its parts.
Dscoop8 Presentation: How Marketing Automation is Changing the Printing Industrymindfire.agency
Marketing has evolved and it directly impacts your print business. Learn from your peers as they share their real-life examples on how they have used marketing automation technology to offer a new, highly in-demand service to their customers. See how marketing automation empowers your marketing team to generate quality leads, and helps your sales people close more deals—faster.
You’ll learn how to:
· Leverage marketing automation as a new service, and as a tool to grow your business
· Build multi-channel campaigns leveraging print, email, mobile and social media
· Create drip marketing campaigns with lead nurturing and lead scoring
8 steps for excellent B2B CX (customer experience)B2B Marketing
Customer Experience is an increasingly hot topic right now (but like most things) it is far more complex in B2B than it is in B2C, given the length and complexity of the buying process. So what does great CX look like? And how do you set about achieving it? These were questions that we sought to answer as part of our CXcellence report, the findings of which we then unveiled at our November conference.
CASE STUDY: How insights on your customer’s end consumers can help your B2B s...B2B Marketing
CASE STUDY: How insights on your customer’s end consumers can help your B2B sales
Javier Nieto, Vice president of global marketing, eCommerce, Worldpay.
BEST PRACTICE: How to be insightful: a storyteller’s guide to developing the ...B2B Marketing
BEST PRACTICE: How to be insightful: a storyteller’s guide to developing the genuine insights that drive more impactful communication
Sam Knowles, Founder & MD, Insight Agents
9. • Email goes out to 5 Colleagues
• First user sends a direct reply
but does not copy in other 4.
• Another user sends a different
response but copies in
everyone.
• Originator replies but does not
copy everyone in.
• Another user replies to all but
does not realise that someone
else has said the same thing
because they have not opened
up that email yet.
• Originator sends direct email
back to let them know they
already have the answer.
9
17. Standard feeds - CRM
• Opportunities – Within X days of Close Date
• Opportunities – Lost
• Opportunities – Won
• Orders – Over £X,000 Value
• Contracts – Cancelled Contracts
• Contracts – New Contracts
• Campaigns – Sign Up
• Campaigns – Near Sign up Closure
• Campaigns – Near full Capacity
17
21. Lauren - marketing
Follow
Staff Changes
Key Customers
Benefits:
• Customer / Product knowledge base
• Better informed about Staff Changes Product Info
• Real time updates from CRM
• Company Brand / Messaging
• Push Information – Reduce Queries
• Reduced admin– 2 days admin time Company Info
• More time for value add e.g sector
research
• Less emails /meetings
Sales
21
22. m-hance staff survey
94 % improvement in connection to others
87 % improvement in question response times means faster
service on to the customer
88% improvement in understanding the company and
departmental objectives
90 % improvement in breaking down knowledge silos
88% improvement in ability to contribute to the business
68% improvement in email noise
16% improvement on deal closure
22
23. I heard there was a
m-hance staff quotes price promotion so I
adjusted my quote and
won the deal
The recognition
I get pushes me
to do more I get responses
The competitive aspect of quicker – so do
seeing deals published and my customers
credited makes me want to
sell more
Resulted in me finding out I understand the pressures
a product I didn’t know we and priorities of other
had resulting in a sales departments and how to
worth £10k margin work with them
23
24. Savings for m-hance
Productivity - (6% - avg wage 35k) £966,000
Meetings saved - (10) £9,329
On-Boarding – (reduced by one week) £65,158
Employee Engagement - (5%) £23,000
Total £1,063,486
Cost of software £17k
Hardware £10k
On-going yearly costs £9,660
24
25. How much could you save?
£300,000
£250,000
£200,000
Engagement
£150,000 Onboarding
£100,000 Productivity
£50,000
£0
Yr1 Yr2 Yr3 Yr4
25
28. An offer for the audience
Pre-review
questionnaire
½ day
workshop
recommendations
report
marketing@m-hance.com Communications Review
28
Editor's Notes
Good afternoon. I am Claire Carter, Marketing Director at m-hance. We are a UK based software company serving 2,500 customers from 8 locations including Ireland, Scotland, USA and IndiaToday I want to talk to you about three of the current marketing buzzwords social, mobile and big data and I want to talk to you not only as a provider but also as someone who has to get to grips with them myself for our organisation.How many people already have social projects in play ? What are they ? Why did you start them?Does anyone find social confusing – after all what does it really mean?
No wonder we’re confused There are currently over 250 typesof social types of software or service available.But this isn’t a presentation about tools.This presentation is trying to understand what we are our communication objectives and then based on that deciding if social tools are relevant So where should we start ?
For the purposes of today I am going to concentrate on internal social media tools or enterprise social networks and their role in sales and marketing and then the wider organisation
Buzzwords and fashions come and go and if we’ve learned one thing in the course of our careersnot every fashion suits us all social may not be right for you especially if:You are a small company where you can still shout across the desks You don’t really want to share information in your business – culturally you have no senior sponsorshipYou don’t employ younger peopleYou don’t have a dynamic and mobile workforceYou don’t have a multi strand product setYou don’t have a fast paced environmentYou don’t have major competitionYou don’t have a communication issueLet’s look at it another way …………………………..
Forbes says marketeers face 5 major challenges. Do these sound familiar ?By 2017 CMO’s will be buying more technology the IT function but have we really embraced our inner geek ?The people that we sell and market too are connected via tech to our brands and our competitors on a global basis – price and message But the biggest challenge is perhaps the structure of our own organisation Marketing needs to get control of the product, country, and functional silos to foster cooperation and communication rather than competition and isolation. Firms no longer have the luxury to see opportunities for consistency and synergy lost. In Lou Gerstners' classic turnaround of IBM one of his boldest moves was to attack the product and country silo culture. It is especially important to overcome functional silos to create integrated marketing programs where some functional areas accept a supporting rule even when that is not what they are accustomed to. Jim Stengel, former P&G CMO, made some progress by allowing the functional area with the best big idea to become the team leader, but the goal of integrated marketing has been long elusive.
Investors and analysts, prospects and media, customers and employees we need to communicate to them allBut with budgets and departments stretched where do we really spend our money ?Let me then for example discuss my own company and dilemaI have a marketing budget of about £350k this yearWe have 40 people in the pre-sales, sales and marketing functionsIn reality that means for me, myself, a marketing manager, an exec, a digital/design resource, a PR resource and two TMs and we have a sister company with its own resource in scotlandBut we also have 210 other staff – all of whom are customers of marketing in a way from attending events with us, to collaborating on projects, to helping us reach our marketing and sales goals.With budgets tight how much of that can I afford both in time and £ to spend on internal communication?Does anyone have any ratios in the audience ?People always say communication could be better but in essence it’s not til you put a £ value on not communicating by loosing opportunities, or people that we tend to sit up and take notice.I think I realised that last week when I heard the CEO of HP say “If only HP knew what HP knows, we’d be three times more productive.”
If you do face some of these challenges then it might look like this Sales are often out on the road and therefore would benefit from a mobile or tabletdevice to check ESNThey need to be kept informed ofproduct/service offerings, price promotions, stock nearing expiry or end of seasonAnything that is going on with or effects their customersThe local office newsCompany information – especially around key stats, brand, marketing messages, event to invite their customers toCompetitors – to keep abreast of what is ging on in the marketStill have email/phone calls – reduce to actionable emailUltimate aim for this worker = increase sales
For her role Lauren needs to pull information from others in the business such as her line manager, her team, business partners and then she needs to push it out to others too in the form of campaign reporting, events, etc
But also eshots sent, people signed up for events, products close to launch, the latest collateral, refences etc.Once the information is posted it can be is tagged and searchable and hot topics get presented in a tag cloud
This is great for Amanda in products and also for our execs who can click on a word and find out why it is trending
And importantly we have also reduced the admin in our roles by automating feeds – this example is twitter but you can use any RSS feed or take feeds from any sql based system
It’s not on here but recently held innovation den results or business planning
If you are going to embark on a social journey make sure you understand why before you start.Look at communication as a whole on all levels, inside and outside your organisationStart with the audiences, the messages and then the meansMeasure and get feedback and then and only then will you know if social is for you and where to start inside or out.
Please take away our whitepaper on ESN which is at the back of the room and …..
Thank you for your time today. We’d like to make an offer to you for a free communications review undertaken by Dr Andrea Corbett, Author of the ESN surgery blog Three stage process. Andrea will send you Pre-review informationAn initial document will be delivered in advance of the visit to give the customer some background information about what will be covered in the review and also to get them thinking about their organization’s communication profile.Workbook for gathering information – onsite ½ dayWork with the customer in a structured manner through a workbook of the Pre-review information. This will document and identify communication profiles, issues and gaps.Overview and recommendations reportA summary report will be provided which will include the customer’s communication profile, any issues, and recommendations on improvements that they can make.Value is £1800Valid on bookings made before 16th Nov email marketing@m-hance.com subject Communications Review