Sherri Sklar Strategies provides expertise in growing revenue through optimizing sales, marketing, and business development. They have extensive knowledge and experience developing strategies to open new revenue sources, create customer-centric sales cultures, and tap into revenue from all parts of an organization. Their expertise is focused on game-changing strategies that can disrupt markets and help companies outpace competitors.
Startup marketing is incredibly challenging. Finding product-market fit, building a brand from scratch, and ramping revenue from zero to millions, these fundamental startup marketing problems are absolutely daunting. As if they weren’t enough though, the difficulty of scaling startup marketing is compounded by incredibly tight marketing budgets, changing market conditions, rapid organization growth, high expectations and an uneven understanding of marketing’s role in the business.
As a career CMO and now CEO of Markodojo, I’ve repeatedly confronted the startup marketing challenge. Yet, it doesn’t get any easier. Every startup is unique and the individual startup marketing challenges vary accordingly. However, there are some common themes that startup CMOs and CEOs can rely on as the business scales from A-round to B-round to C-round and beyond. These are the ABC’s of scaling startup marketing.
How marketers can earn respect at the revenue tableAnene Wealth
How would a 10% increase in your marketing budget affect the profitability of your company?
If you can’t answer that question, budget meetings probably aren’t your favorite part of the job. When you walk into your CEO’s office, maybe you bring activity reports, industry awards, examples of jobs well done…but does she care enough to increase —
Social selling is a powerful sales activity to engage buyers in the digital era. Social selling when done correct, is helpful and does not interruppt the contact. However social selling does require training to be really effective.
A compelling and believable growth plan relies on solid growth economics. If you can demonstrate solid growth economics to investors, you can prove that investing in your venture will lead to accelerated growth and deliver a return.
These slides explore the 4 core elements that are needed to demonstrate solid growth economics:
1. Ability to target a big market
2. Product to market fit
3. Evidence of a growth engine, or a plan to build one
4. Favourable unit economics
Startup marketing is incredibly challenging. Finding product-market fit, building a brand from scratch, and ramping revenue from zero to millions, these fundamental startup marketing problems are absolutely daunting. As if they weren’t enough though, the difficulty of scaling startup marketing is compounded by incredibly tight marketing budgets, changing market conditions, rapid organization growth, high expectations and an uneven understanding of marketing’s role in the business.
As a career CMO and now CEO of Markodojo, I’ve repeatedly confronted the startup marketing challenge. Yet, it doesn’t get any easier. Every startup is unique and the individual startup marketing challenges vary accordingly. However, there are some common themes that startup CMOs and CEOs can rely on as the business scales from A-round to B-round to C-round and beyond. These are the ABC’s of scaling startup marketing.
How marketers can earn respect at the revenue tableAnene Wealth
How would a 10% increase in your marketing budget affect the profitability of your company?
If you can’t answer that question, budget meetings probably aren’t your favorite part of the job. When you walk into your CEO’s office, maybe you bring activity reports, industry awards, examples of jobs well done…but does she care enough to increase —
Social selling is a powerful sales activity to engage buyers in the digital era. Social selling when done correct, is helpful and does not interruppt the contact. However social selling does require training to be really effective.
A compelling and believable growth plan relies on solid growth economics. If you can demonstrate solid growth economics to investors, you can prove that investing in your venture will lead to accelerated growth and deliver a return.
These slides explore the 4 core elements that are needed to demonstrate solid growth economics:
1. Ability to target a big market
2. Product to market fit
3. Evidence of a growth engine, or a plan to build one
4. Favourable unit economics
DirectionGroup Marketing Accountability - EDGE event slides May 2014DirectionGroup Limited
In these challenging times marketing professionals can be sure of one thing: accountability for their actions and expenditure is going to become ever more important. With digital marketing tactics offering near-instant measurement and executive management demanding greater, deeper insight into marketing performance the need is for marketing to get onto the front foot and become more accountable.
With budgets and marketing performance under greater scrutiny than ever and brands demanding ever greater levels of ROI on their marketing expenditure the question is, if marketing is required to deliver ROI, what exactly is the ‘asset’ that marketing funds are being invested in? How can Marketing get gain greater alignment with the Finance department and closer to the management top table? What measurement approaches should I put in place to justify our marketing efforts?
Inside look at the org charts, KPIs, acquisition channels and more from the top startup marketing teams in Chicago.
In conjunction with Northwestern's Kellogg MBA program, this deck shares the results of a survey with the most promising startup marketing leaders in Chicago. The deck talks about some of the trends around startup marketing leader profiles, goes in-depth on various org charts, and highlights the KPIs, top acquisition channels, and more that Chicago's startup marketing leaders focus on.
8 Critical Success Factorsfor Lead GenerationGil.B
Until now, "lead generation" was associated with direct mail campaigns, sometimes supported by a flashy website, sporadic trade show appearances, intense email blasts or stabs at telemarketing, but with very little, if any, special attention brought to bear on the complex sale.
Meanwhile, marketers are constantly reminded that the company needs more sales leads NOW. Unfortunately, that immediacy often means sacrificing quality for sheer quantity.
A flood of ordinary, low-quality leads doesn\'t mean better sales - so why waste your time? The challenge is to adopt lead generation programs that will increase the odds of creating better sales leads, ultimately resulting in long-term, happy and profitable customers.
HubSpot partnered with innovative executives from Forrester Research, Mindjet, Rue La La, Zendesk, Atlassian, and GitHub to bring you this look into modern-day marketing org structure. As inbound and digital change the way we market, we need to stay ahead in the way we organize our teams. In this report, each executive details their org chart and looks ahead to the future. You can also download each job description found in the report for your company to use!
We utilized this presentation during the marketing strategy workshop for local business owners and entrepreneurs, but I can work for anyone. Here are some of the points you will learn:
- What’s a marketing plan and why do you need one?
- What’s the difference between a marketing strategy and a marketing plan?
- Finding the right marketing tools and channels that would work for you.
- How to start building a small business marketing plan.
Studies that have examined consumers response to celebrity endorsements in advertising still suggest that this tool is extremely efficient for influencing, at least one of the 3 levels of their relationship with the brand: Awareness(Mind), Connection (Heart) and Behavior (pocket). The studies are conflicting in what is the impact level and whether if really impacts all the 3 but there seems to be no doubt that there is an influence. As a validation of this belief is that companies are increasing their spending and plan to continue doing it.
But, on the other hand, the cost of using this tool are extremelly high and the risks are undeniable.
Therefore, it becomes crucial that organizations are able to manage their portfolio of sponsorship and to measure if they are being sucessfull or not. In other words, organizations want to make smart decisions and need information to support them on that. This is what the paper “Sports Assets Portfolio Management” i’ve presented intends to address. The following slide will provide na overview of what can be found in that paper.
Today, marketing is more than simply about doing some communications and throwing leads over the wall to sales. It is a discipline that touches every part of the sales cycle – attracting new customers, making them sales-ready, helping close the deal, converting new customers into advocates, delivering long-term repeat sales.
Your company has an interest in taking a large share of the marketplace. Dreamlockers helps you do just that! List of services that will exponentially increase your profit margins and the perceived value of your brand!
DirectionGroup Marketing Accountability - EDGE event slides May 2014DirectionGroup Limited
In these challenging times marketing professionals can be sure of one thing: accountability for their actions and expenditure is going to become ever more important. With digital marketing tactics offering near-instant measurement and executive management demanding greater, deeper insight into marketing performance the need is for marketing to get onto the front foot and become more accountable.
With budgets and marketing performance under greater scrutiny than ever and brands demanding ever greater levels of ROI on their marketing expenditure the question is, if marketing is required to deliver ROI, what exactly is the ‘asset’ that marketing funds are being invested in? How can Marketing get gain greater alignment with the Finance department and closer to the management top table? What measurement approaches should I put in place to justify our marketing efforts?
Inside look at the org charts, KPIs, acquisition channels and more from the top startup marketing teams in Chicago.
In conjunction with Northwestern's Kellogg MBA program, this deck shares the results of a survey with the most promising startup marketing leaders in Chicago. The deck talks about some of the trends around startup marketing leader profiles, goes in-depth on various org charts, and highlights the KPIs, top acquisition channels, and more that Chicago's startup marketing leaders focus on.
8 Critical Success Factorsfor Lead GenerationGil.B
Until now, "lead generation" was associated with direct mail campaigns, sometimes supported by a flashy website, sporadic trade show appearances, intense email blasts or stabs at telemarketing, but with very little, if any, special attention brought to bear on the complex sale.
Meanwhile, marketers are constantly reminded that the company needs more sales leads NOW. Unfortunately, that immediacy often means sacrificing quality for sheer quantity.
A flood of ordinary, low-quality leads doesn\'t mean better sales - so why waste your time? The challenge is to adopt lead generation programs that will increase the odds of creating better sales leads, ultimately resulting in long-term, happy and profitable customers.
HubSpot partnered with innovative executives from Forrester Research, Mindjet, Rue La La, Zendesk, Atlassian, and GitHub to bring you this look into modern-day marketing org structure. As inbound and digital change the way we market, we need to stay ahead in the way we organize our teams. In this report, each executive details their org chart and looks ahead to the future. You can also download each job description found in the report for your company to use!
We utilized this presentation during the marketing strategy workshop for local business owners and entrepreneurs, but I can work for anyone. Here are some of the points you will learn:
- What’s a marketing plan and why do you need one?
- What’s the difference between a marketing strategy and a marketing plan?
- Finding the right marketing tools and channels that would work for you.
- How to start building a small business marketing plan.
Studies that have examined consumers response to celebrity endorsements in advertising still suggest that this tool is extremely efficient for influencing, at least one of the 3 levels of their relationship with the brand: Awareness(Mind), Connection (Heart) and Behavior (pocket). The studies are conflicting in what is the impact level and whether if really impacts all the 3 but there seems to be no doubt that there is an influence. As a validation of this belief is that companies are increasing their spending and plan to continue doing it.
But, on the other hand, the cost of using this tool are extremelly high and the risks are undeniable.
Therefore, it becomes crucial that organizations are able to manage their portfolio of sponsorship and to measure if they are being sucessfull or not. In other words, organizations want to make smart decisions and need information to support them on that. This is what the paper “Sports Assets Portfolio Management” i’ve presented intends to address. The following slide will provide na overview of what can be found in that paper.
Today, marketing is more than simply about doing some communications and throwing leads over the wall to sales. It is a discipline that touches every part of the sales cycle – attracting new customers, making them sales-ready, helping close the deal, converting new customers into advocates, delivering long-term repeat sales.
Your company has an interest in taking a large share of the marketplace. Dreamlockers helps you do just that! List of services that will exponentially increase your profit margins and the perceived value of your brand!
A study about growth marketing reasons growth marketing could help you win -...EzioSolutions
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Marketing is an organizational function and a set of processes for creating, communicating and delivering value to customers and for managing customers’ relationships in ways that benefit the organization and its stakeholder.
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Marketingtechzone.com and its services. We started a strategy consulting in 2015 and haven't stopped smashing it since with global and domestic project experience.
Lead generation is a crucial aspect of business development, marketing,
and sales. It involves identifying and attracting potential customers (leads)
who have shown interest in a product or service. The benefits of lead
generation are significant and can contribute to the overall success of a
business.
Measuring Success Key Metrics for Evaluating Your Content Marketing Efforts.pdfSEOHabibi
This guide explores the essential metrics and performance indicators you need to track in order to assess the effectiveness of your content marketing endeavors. From engagement rates to conversion metrics, discover how to gauge the impact of your content and make data-driven decisions for improved results.
How Digital Marketing Professionals Can Increase Sales and Profits.docxSavv Digital
With the expertise of a skilled Digital Marketing professional, your business can tap into previously untapped market segments. Through in-depth market research and data analysis, Savv Digital can identify potential customers who may have been overlooked. By tailoring marketing strategies to target these specific audiences, your brand can expand its reach and attract a broader customer base. To know more, visit our website today.
Discover the essence of marketing strategy in this comprehensive guide. Uncover core components, specialized strategies, and real-world examples for business success. Elevate your brand with IM4U's tailored solutions.
Exploring the Dynamics of In-House Marketers vs. Marketing Agencies: Which Serves Your Business Better?
Delve into the intricate debate surrounding the employment of in-house marketers versus the engagement of marketing agencies for business advancement. This comprehensive analysis dissects the advantages and limitations of both approaches, shedding light on the evolving landscape of contemporary marketing strategies.
Uncover the shifting preferences observed in recent years, where businesses increasingly favor in-house marketing teams over external service providers. A nuanced examination reveals the intricacies of crafting effective marketing strategies tailored to meet diverse business challenges.
Navigate through the multifaceted realm of in-house marketers, individuals dedicated to sculpting bespoke marketing plans aligned with the core ethos of your enterprise. Discover the unparalleled insights these insiders offer, from brand understanding to rapid adaptation to market trends, fostering seamless collaboration across internal departments while maintaining cost control and nurturing marketing expertise within the organization.
Contrast the strengths and weaknesses inherent in the in-house model, ranging from limited exposure to industry practices to the risk of echo chamber thinking, prompting the necessity for periodic external audits to ensure strategic relevance and innovation.
Conversely, explore the realm of digital marketing agencies, equipped with specialized expertise to amplify your online presence and navigate the ever-changing digital landscape. Unveil the advantages of tapping into external resources, from accessing specialized skills to embracing scalability and flexibility in marketing endeavors.
Grapple with the intricacies of choosing between an in-house marketer and a digital agency, considering factors such as company culture alignment, control over marketing activities, and cost-effectiveness. Embrace the tailored solutions offered by IM4U Digital Marketing Agency, bridging the best of both worlds to elevate your brand in the dynamic arena of digital marketing.
Embark on a journey of strategic decision-making, guided by insights into brand alignment, consistent messaging, and the pursuit of marketing ROI. Join the discourse on navigating the evolving terrain of digital marketing, where success hinges on strategic partnerships and adaptive strategies in a landscape ripe with possibilities and challenges alike.
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HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
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It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
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Explore our most comprehensive guide on lookback analysis at SafePaaS, covering access governance and how it can transform modern ERP audits. Browse now!
India Orthopedic Devices Market: Unlocking Growth Secrets, Trends and Develop...Kumar Satyam
According to TechSci Research report, “India Orthopedic Devices Market -Industry Size, Share, Trends, Competition Forecast & Opportunities, 2030”, the India Orthopedic Devices Market stood at USD 1,280.54 Million in 2024 and is anticipated to grow with a CAGR of 7.84% in the forecast period, 2026-2030F. The India Orthopedic Devices Market is being driven by several factors. The most prominent ones include an increase in the elderly population, who are more prone to orthopedic conditions such as osteoporosis and arthritis. Moreover, the rise in sports injuries and road accidents are also contributing to the demand for orthopedic devices. Advances in technology and the introduction of innovative implants and prosthetics have further propelled the market growth. Additionally, government initiatives aimed at improving healthcare infrastructure and the increasing prevalence of lifestyle diseases have led to an upward trend in orthopedic surgeries, thereby fueling the market demand for these devices.
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Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
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Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
2. Sherri Sklar Strategies
We are experts in growing revenue by optimizing all aspects of the
organization that can contribute to revenue generation. Our in-depth
knowledge of sales, marketing and business development—gives us the
power to effect maximum positive change. Our expertise is second to
none. We’ve lived it, struggled with it, and experienced what works and
what doesn’t work, ultimately triumphing with our approaches.
What sets us apart from all others is our game-changing strategies to open
new sources of profitable demand, create a customer-centric sales culture
with full cross-functional buy-in among all senior executives in the
company, and our ability to go beyond the traditional, tapping into new
sources of revenue from all corners of the organization.
3. How is Your Business Doing?
What is the health of your revenue-generating organizations?
How are you doing compared to your competition? Compared to market opportunity?
Have you started to lose your position in the market and have not yet figured out
why?
Are you wondering why you are trailing behind the competition?
Or wondering how you can achieve market leadership and
outpace your competitors?
Do you have a really big opportunity in front of
you that you must make sure you win?
CEO’s have told us and we have personally witnessed . . .
The traditional sales approach organizations have been using that has always worked well in the past is just not cutting it today.
4. What Will It Take To Win?
It takes an integrated sales, marketing
and business development
lifecycle where key inflection
points and hand-offs are coordinated
to maximize performance across the
organization.
It takes a ‘revenue innovation process’™ to generate
new demand
previously unforeseen
and to capture more
customer mindshare and
budget-share
And today, more than ever, it takes a
than ever
customer-centric sales culture that can
before.
mean the difference between winning
and losing a deal.
It also takes a
metrics-driven
operating model
geared for
best-in-class
performance.
5.
6. We Are Innovators in Revenue Growth Strategies
Analysis &
Strategy
Customer
Retention &
Growth
Attraction
Marketing
Innovation
Sales
Enablement
Engagement
Conversion
Lead
Generation
Your customers are being literally bombarded by an explosion
of social media, content management, and a never-ending onslaught of
varying forms of outreach. You are on this treadmill where one competitor is trying
to outdo the other. A whole lot of marketing dollars are being spent on tactics.
But where will the real leap forward come from?
It’s not going to come from playing the same game everybody else is playing.
At SSS, we are game-changers. The strategy we help you develop can
disrupt markets, single you out as a leader among your competitors, and
enable Marketing to be a change agent for revenue generation.
Marketing, done this way, can be the make-or-break factor in how companies win.
7. We Are Innovators in Revenue Growth Strategies
Marketing as an agent of change for Revenue Generation, can
be the driver of unprecedented levels of demand in a way
that others in the market are missing.
Analysis &
Strategy
Customer
Retention &
Growth
Attraction
Marketing
Innovation
Sales
Enablement
Engagement
Conversion
Lead
Generation
Key to winning big in this process is an effective analysis and
strategy, including:
- Market research
- Lean customer development
- Competitive analysis
- Opportunity Demand Chain Growth Matrix
- Market Landscape Matrix
- The importance of a well defined:
- Vision
- Value Proposition
- Mission
- Messaging/Positioning
- Values
- Branding
- Corporate Image
At heart of it are analytics and metrics, and our touchpoint
framework that continually keeps the Marketing strategy fresh
with innovative sources of profitable revenue.
8. We Are Innovators in Revenue Growth Strategies
Analysis &
Strategy
Customer
Retention &
Growth
Attraction
Marketing
Innovation
Sales
Enablement
Attraction is good old fashioned awareness building—but we do it
with a twist. PR, Word of mouth, and reach marketing are tools
to drive more awareness. For example, press mentions, credibility
pieces such as articles, speaking engagements, viral videos and
digital advertising can all be great tactics to increase Attraction
and awareness. Other ways to attract new customers can simply
come from opt-in strategies on the web, social media sites, or via
mobile outreach.
Engagement
Conversion
Lead
Generation
The twist—and what we do differently than just about everybody
else—is tying this very essential tactical step into the revenue
generation demand profiles you build in the Analysis and Strategy
Stage. In this way, you are getting the precise message to the precise
audience at the precise time, attracting a greater more qualified
audience.
9. We Are Innovators in Revenue Growth Strategies
Analysis &
Strategy
Customer
Retention
& Growth
Attraction
Marketing
Innovation
Sales
Enablement
Engagement
Conversion
Lead
Generation
Engagement is when you can attract a customer to
engage with you requiring some interaction. Typically,
This could include getting the target to engage with you via
a webinar, or download a piece of content, such as a white paper
or case study. It could include looking at videos, viewing a
demo, or joining a community discussion.
Other communication, such as just-in-time welcome emails and
follow-up messages after each touchpoint—inspires, motivates, and
continues to add value—all of which keep the customer coming back
for more.
Which means greater customer mindshare. Which
means eventually the opportunity for greater customer wallet-share!
10. We Are Innovators in Revenue Growth Strategies
Analysis &
Strategy
Customer
Retention &
Growth
Attraction
Marketing
Innovation
Sales
Enablement
Engagement
Conversion
Lead
Generation
One of the biggest ways to convert prospects into customers
is through excellent content. Sending targeted content to
a targeted market segment can be a powerful way to get
potential customers to buy, especially by providing credibility
pieces such as case studies, white papers, customer testimonials.
Another key way to convert customers at this point, is to work
closely with either Inside Sales, Direct Sales, or Channel Sales to
convert the customer via a personal conversation. Maybe it’s
a Chat Line on your website; maybe it’s a new way to interact
with the customer via texting or mobile interaction. Maybe it’s a
phone call, fax, or perhaps an innovative attention-getter that
sales and marketing can come up with together—to directly
converse with that customer.
Best practices in converting a lead into a sale requires going
beyond the traditional, beyond the definition of what Marketing
typically does—and has Marketing working together with Sales
on out-of-the-box methods that work to convert leads into sales.
11. We Are Innovators in Revenue Growth Strategies
Analysis &
Strategy
Customer
Retention &
Growth
Attraction
Marketing
Innovation
Sales
Enablement
Engagement
Conversion
Lead
Generation
What does Marketing do to generate new and tangible leads?
Events—both online and off—content, campaigns that are
designed to inspire, capture the imagination, and tap into an existing
need—are great ways to attract and nurture a potential customer to
become an actual lead.
Analyzing the specific demand chain target, and monitoring
prospect engagement throughout each stage of the marketing
lifecycle, is absolutely critical to generating warm leads that
are ripe for either Inside Sales, or even Direct or Channel Sales.
12. We Are Innovators in Revenue Growth Strategies
Analysis &
Strategy
Customer
Retention &
Growth
Attraction
Marketing
Innovation
Engagement
Conversion
Sales
Enablement
Lead
Generation
Marketing can and should play a very significant role in helping
sales become more effective, by producing material to help
sales do its job better.
How does Marketing make itself indispensable to Sales and
Business Development? First, by creating an ongoing lock-step
alignment between Marketing and Sales, and next by delivering
really valuable information, sales tools, market and competitive
information, easy to use powerpoint presentations, and
content geared to help sales with specific industries, segments,
and accounts.
13. We Are Innovators in Revenue Growth Strategies
Analysis &
Strategy
Customer
Retention &
Growth
Attraction
Marketing
Innovation
Sales
Enablement
Engagement
Conversion
Lead
Generation
Marketing is the energy that keeps customers engaged,
keeps them updated and knowledgeable about the value
the company delivers, and finds new ways to reinforce
why the customer should be doing business with the company.
Many tactics can be used such as welcome, confirm, and
reward messages—for those who have chosen to subscribe
or engage with the company. To re-engage customers
who haven’t made a purchase for a period of time, we
work with our clients to provide new incentives to try something
new or grow from what they already have.
14. We Are Innovators in Revenue Growth Strategies
Sales
Infrastructure
Sales
Intelligence
Sales
Performance
Management
Sales
Analytics &
Strategy
High
Performance
Sales
Environment™
Sales
Innovation
Inside Sales
Social Selling
15. We Are Innovators in Revenue Growth Strategies
In today’s economy, with the rise of the well-educated, and
well-informed customer, and with the power these
customers now have thanks to social media and the
wealth of information on the internet, the whole value
of the “sales rep” has been called into question.
The old “solution” selling model often
doesn’t apply, and now there’s a need
for reframing the value the sales
organization can bring to the table.
Sales
Infrastructure
Sales
Intelligence
Now more than ever, sales organizations
need to figure out how they can
make a difference in the lives of their
customers. How can they set themselves
apart from the competition and how
can they add value?
Sales
Performance
Management
Sales
Analytics &
Strategy
High
Performance
Sales
Environment™
Sales
Innovation
Inside Sales
Social Selling
At SSS, we’ve got the metricsdriven, performance focused
formula--easily customized
to your environment--that
will deliver this level of value
and enable you to optimize
revenue growth. You can
make a huge difference . . .
just in the way you sell!
16. We Are Innovators in Revenue Growth Strategies
One of the most important things
you can do to optimize your sales
operation is to do an assessment:
what’s working and what’s not working?
What do your customers say? What do
your salespeople say? What are the
executives saying? Is your forecast
reliable, or do you have to
micro-manage it as the only way
to understand what’s real?
How much “fluff” is in your
pipeline? Do you have the
right people doing the right things?
How do you compare to Best-In-Class
Sales organizations?
Sales
Infrastructure
Sales
Analytics &
Strategy
High
Performance
Sales
Environment™
Sales
Intelligence
Sales
Performance
Management
Sales
Innovation
Inside Sales
Social Selling
Once you take a look at
the hard facts, a powerful
strategy for Sales emerges.
We then take that strategy
and bolster it with
helping you gain crossfunctional alignment
and buy-in from all
executives in the company,
as well as create a
customer-centric sales
culture that will outperform your competition
every time.
17. We Are Innovators in Revenue Growth Strategies
Here we look at how you operationalize Sales.
We help you with designing and implementing
the best strategies for:
Territory assignment
Quotas
Teams
Hunter/Farmer distribution
Sales Operations
Reporting
Meetings
Travel Incentive Trips and Planning
And more!
Sales
Infrastructure
Sales
Intelligence
Sales
Performance
Management
Sales
Analytics &
Strategy
High
Performance
Sales
Environment™
Sales
Innovation
Inside Sales
Social Selling
18. We Are Innovators in Revenue Growth Strategies
Sales needs to get the latest
and most insightful intelligence
on the competition, industry
knowledge, and account information. Some
or all of this can come from Marketing, while
some can come from Sales and Business Development.
In addition, Sales also needs to have
its own repository of knowledge
management tools that provides
on-demand access to best practices,
scripts, model letters, model
Action Plans, model competency
statements, Impact Trees®, capability
statements, Account Planning tools,
Opportunity Identification tools, Need
Development tools, Implementation
Planning tools, and many other
key knowledge tools.
Sales
Infrastructure
Sales
Intelligence
Sales
Performance
Management
Sales
Analytics &
Strategy
High
Performance
Sales
Environment™
Sales
Innovation
Inside Sales
Social Selling,
We have extensive
experience implementing
knowledge tools and sales
intelligence that empower
Sales to have the insights
and knowledge needed for
building a trusted-advisor
relationship with your
customers.
19. We Are Innovators in Revenue Growth Strategies
How are you motivating, inspiring
and getting people to perform in
synch with not only your Sales strategy,
Goals, and Objectives but also your
Company goals and objectives?
Here, we look at ways to
impact performance
such as with:
Incentives
Rewards
Compensation plans
Gamification
strategies
Contests
Kickoffs
Meetings
Motivation
Performance reviews
Development plans
Sales
Analytics &
Strategy
Sales
Infrastructure
Sales
Intelligence
Too many incentive vehicles
leave so much opportunity on
the table, or are ineffective
either because each one was
done in a vacuum, or not tied to
the overall vision, mission, values
and goals of the company and/or
function within the company.
High
Performance
Sales
Environment™
Sales
Innovation
Sales
Performance
Management
Inside Sales
Social Selling
We are passionate about the use
of metrics and incentives to
guide expected behavior in a
way to reliably produce expected
results. And our plans and
programs produce the results
you want!
20. We Are Innovators in Revenue Growth Strategies
A classic challenge most sales
organizations struggle with is
how to handle lead generation:
Should there be an inside sales
team? Should there be a
telemarketing versus a telesales team?
Should we outsource this
function, is it worth the money, and is
anybody really good at it?
Regardless of which route you
take, the management and leadership
of this effort needs to be carefully
considered.
Sales
Analytics &
Strategy
Sales
Infrastructure
Sales
Intelligence
Sales
Performance
Management
High
Performance
Sales
Environment™
Sales
Innovation
Social Selling
Inside Sales
And before you do anything,
think about the values your
organization stands for, the
culture you want to establish,
and the critical lock-step
alignment between Marketing,
Sales and Business Development
that must occur for maximum
results.
This is one of the many things
we do best. This is one good
reason you should be bringing us
in to help you navigate this
process.
21. We Are Innovators in Revenue Growth Strategies
InsideView says, “conversations occurring within social media have become more influential to the buying decision than
traditional sales and marketing tactics…the customer now has the means and networks to get what they want and formulate
their opinions—without the company or the sales person. Social selling is based on this new reality.”
Cool Facts
Did you know that 55% of B2B survey
respondents search for information on
social media? * And that 70% of the
buyer’s journey is complete before it
gets to sales?**
IBM reported a 400% increase
In sales in the first quarter, 2013 tied to
a pilot program of social selling. Of over
1000 global buyers, 1/3 used social
media to engage with their vendors.
And 75% said they were likely to use
social media in the purchase process in
the future.***
* Business.com **SiriusDecisions
Sales
Analytics &
Strategy
Sales
Infrastructure
Sales
Intelligence
Sales
Performance
Management
***InsideView
High
Performance
Sales
Environment™
Sales
Innovation
Inside Sales
Social
Selling
Our workshops and coaching
empower your people to
engage more effectively with
greater results than leaving
this up to each salesperson to
figure out on their own. Tool
training is not enough. Your
organization needs a welldefined social engagement
strategy; social selling is a
part of that strategy.
22. We Are Innovators in Revenue Growth Strategies
Are you hiring the right people? Do you know how
to let go those that are not the right fit? Do you
have a good On-Boarding process? Do you have a
consistent, metrics-based process to manage and
win opportunities? Do you have an integrated
process, tied to your opportunity and people
management process, that optimizes both your
pipeline and your forecast?
Winging it without some kind of a sales process
can be devastating. But sometimes sales
methodologies can be too rigid, and the sales force
rejects its use. Sometimes sales training programs
and well-intentioned sales processes are not
comprehensive enough, becoming the latest sales
program to die an ugly death without any results to
show for it.
We have been told by our clients, we are the
only one out there, that “sticks”; we become
a part of a living, breathing process within the
company that ends up sustaining and helping
the company thrive and grow.
Sales
Infrastructure
Sales
Intelligence
Sales
Performance
Management
Sales
Analytics &
Strategy
High
Performance
Sales
Environment®
Sales
Innovation
Inside Sales
In our opinion, the best sales
methodology in the world is from our
partner, Adventace. As a licensed
and certified practitioner of the
method, together, we help Sales
Executives Create the High
Performance Sales Environment
(HPSE)®. An investment in creating
your HPSE® means consistent sales,
sales management, and executive
processes, methods to develop skills
across the organization, effective
tools, and common terminology, thus
enabling executives to continuously
monitor and direct the sales
operation top-down.
Social Selling
By implementing the HPSE®, we have seen
improvements typically reflecting
647% Performance Improvement
Contract Size Increases of 4X-10X
575% no-fluff Pipeline Increases
Shortened sales cycles
and Numerous Multi-Million Dollar Wins
23. We Are Innovators in Revenue Growth Strategies
Analysis &
Strategy
Channel
Optimization
Incentives &
Communication
Content coming soon!
Business
Development
Innovation
Alliance &
Partnership
Program
OEM , Private
Label,
Franchise
Opportunities
24. Contact us about any of these sample hot topics and more:
Marketing, BizDev, Culture
Sales
Hiring & Firing
How to Handle
Difficult People
Negotiating Your
Comp Package
Your Sales Team’s
Comp Plan
Working with
Marketing
Working with
Development
Working with
Finance
Building a Sales
Culture
Building Alignment
Across Functional
Lines
Growing &
Developing Your
Team
The Importance of
Skills Assessments
& Developmt Plans
Kickoffs: How to
Set the Tone for
the Whole Year
How to Design
Great Contests
Reward Systems:
Gifts or Money?
Leadership Clubs;
Advisory Councils
The Ultimate
Reward Trip
How to run a
Global Sales
organization
Sales Operations:
Do’s and Don’ts
Managing Up
Sales Team
Structure &
Territory Allocation
How to set Quotas
to Drive
Performance
Sales VPs: The First
90 Days Action
Plan
What to do about
Lead Generation?
Why You Should
NOT invest in Sales
Training (without
an integrated
process)
How to Build Killer
Sales Managers
Connecting with
Your Sales Force
Negotiating Your
Best Deal
Sales Training That
STICKS
Social Selling
and
Social
Marketing
How to Use
Linked In to
Grow
Revenues
How to Use
Twitter,
Facebook,
Pinterest and
more to grow
revenues
Establishing
Marketing as a
Revenue
Center (as
opposed to a
cost center)
The Rise of a
More Powerful
CMO
CMO: Your
First 90 Day
Action Plan
VP, BizDev:
Your First 90
Day Action
Plan
Creating a
Profitable
Demand Chain
CustomerCentric Sales
Culture
Sales &
Marketing
Alignment
Web
Development
Content
Marketing
Creating a
Strategic
Partner
Program
Becoming a
Visionary
Company
Market
Disruption:
the Ultimate
Game Changer
Defining Your
Value
Proposition
Showing
Customers ROI
Making the
Deal a NoBrainer
How to Stand
Out Among
Competitors
Marketing
Strategy 101
Growing
Revenues Thru
3rd Parties
Building a
Knowledge
Repository
How to Make
Marketing
Indispensable
to Sales
Structuring
BizDev Deals
Lean Customer
Development