The basic white paper is still one of the most important pieces of marketing content used and trusted as the key buying decision tool by over 60% of IT buyers (SiriusDecisions 2010).
LinkedIn Financial Services Webinar Part 1 - 6-13-2012LinkedIn
High Net Worth Investors Pt. 1 - Social Media’s Influence Among Affluent Investors
This deck takes a closer look at new research from LinkedIn and Cogent Research about how affluent investors use social media to inform their finance decisions. By Marie Rice and Chris Savio from Cogent Research and Jake Raroque from LinkedIn.
This is a presentation from the webinar on June 12, 2012 where we presented an update regarding this year's KWD Webranking. During the webinar we present key dates, highlights from the background research as well as some major updates to the scoring criteria. We have also introduced a new classification of companies into industries which is based on the ICB super sectors, which will be used to create industry lists that cuts across countries.
Integrated Measurement: Linking PR to SalesTim Marklein
Presentation on "Integrated Measurement: Linking PR to Sales" -- delivered by Tim Marklein, Executive VP of Measurement & Strategy for Weber Shandwick -- presented to PRSA Travel & Tourism Conference May 26, 2010 in Aspen, Colorado
working smarter - implementing dynamic, collaborative or connected working pr...ibmvietnam
Outperforming companies are already positioning for growth, concentrating on innovating and expanding. Introducing new services and products. Addressing new regulatory requirements. And moving into new markets.
How to do it? By working smarter - implementing dynamic, collaborative or connected working practices enabled by Business Intelligence and Business Analytic technologies.
LinkedIn Financial Services Webinar Part 1 - 6-13-2012LinkedIn
High Net Worth Investors Pt. 1 - Social Media’s Influence Among Affluent Investors
This deck takes a closer look at new research from LinkedIn and Cogent Research about how affluent investors use social media to inform their finance decisions. By Marie Rice and Chris Savio from Cogent Research and Jake Raroque from LinkedIn.
This is a presentation from the webinar on June 12, 2012 where we presented an update regarding this year's KWD Webranking. During the webinar we present key dates, highlights from the background research as well as some major updates to the scoring criteria. We have also introduced a new classification of companies into industries which is based on the ICB super sectors, which will be used to create industry lists that cuts across countries.
Integrated Measurement: Linking PR to SalesTim Marklein
Presentation on "Integrated Measurement: Linking PR to Sales" -- delivered by Tim Marklein, Executive VP of Measurement & Strategy for Weber Shandwick -- presented to PRSA Travel & Tourism Conference May 26, 2010 in Aspen, Colorado
working smarter - implementing dynamic, collaborative or connected working pr...ibmvietnam
Outperforming companies are already positioning for growth, concentrating on innovating and expanding. Introducing new services and products. Addressing new regulatory requirements. And moving into new markets.
How to do it? By working smarter - implementing dynamic, collaborative or connected working practices enabled by Business Intelligence and Business Analytic technologies.
Interactive White Paper Webcast: Increase content marketing effectivenessAlinean, Inc.
White papers remain the most important content to help buyers make purchase decisions – helping buyers to understand opportunities, understand solution options and understand the competitive differences of your solution vs. others.
However, in today's world of information overload, white paper download rates have declined, and your investment in traditional white paper marketing campaigns is not as effective as it used to be.
VFM Leonardo has just released the results of its first Hotel E-Business Survey which provides a revealing look at what hotel e-business professionals are spending their online marketing budgets on. The survey unveiled some fascinating trends. Interestingly, the features that many e-business professionals are currently using do not align with those that they believe to be most effective.
64% of respondents believe that “hotel tours (combinations of guided spin, zoom imagery, videos or animation)” are very effective yet only 41% have deployed this tactic.
At a glance, the most effective rich media merchandising and social media tactics include:
* User ratings and rankings: 67%
* Hotel tours (combinations guided spin, zoom imagery, videos or animation): 66%
* User comments and reviews: 64%
* Videos for merchandising, advertising and demonstration: 60%
* 360 degree spins/panoramas: 49%
Demand Generation Tools Webcast: Drive more leads with Alinean value-marketin...Alinean, Inc.
Generate more demand.
- Personalize to connect better with overloaded / skeptical buyers
- Engage better with diagnosis and value quantification
- Drive 50% more leads than traditional content marketing
- More quickly advance prospects through buying lifecycle
- Double number of visitor to buyer conversions
Sound impossible?
It's not with Alinean Demand-Gen Tools.
dgm | Online Retailer Expo Sydney 2012 | Chris GarnerChris Garner
We have all read the news, we all know the facts on how fast the ecommerce industry is growing, and we all know how much Australians' spend online is growing every year. Let’s dig deeper around what are the successful digital strategies being deployed in the online marketing industry to power this phenomenal revolution. We will show you the inside story on which clients are making it look easy. We will show you the levers that can be pulled to influence the flow of the customer journey. These levers can increase conversion and lifetime value, and decrease wastage of your marketing dollars. We will show you practical ways that you can use these proven ideas in your business, to help garner incremental customers cost effectively.
Demand Generation Tools Webcast: Drive more leads with Alinean value-marketin...Alinean, Inc.
Generate more demand.
- Personalize to connect better with overloaded / skeptical buyers
- Engage better with diagnosis and value quantification
- Drive 50% more leads than traditional content marketing
- More quickly advance prospects through buying lifecycle
- Double number of visitor to buyer conversions
Sound impossible?
It's not with Alinean Demand-Gen Tools.
Mark Hellinger, CEO of Xyleme, and Stacey Harris, the VP of Research from Brandon Hall Group spent some time analyzing a widespread and problematic deficiency among many learning departments: organizations not measuring if their learning content is effective. Many organizations are making assumptions about their content, which is leading to bad business decisions. Big Data is a major player in nearly every other industry and almost always connected to performance outcomes- why not in learning? Find out all you need to know now!
Are you trying to make sense out of this fast-changing marketing automation environment? Or, better yet, are you trying to find ways to deliver on that long-term lead nurturing strategy that you so eloquently sold to your execs last year? Then, join us as we tackle some of the great myths about automated lead nurturing. Using real-world examples
of Pardot in action, you will see how to overcome the hurdles that stand in the way of executing effective automated marketing and offer sage advice to help generate the promised results from your marketing automation system.
Effectively Leveraging Social Media as a Support ChannelTatyana Kanzaveli
Presentation done by John Ragsdale at the meetup for Bay Area Executives:
http://www.meetup.com/BayAreaExecutives/
Social media are fast-tracking to becoming important channels for customer support. In fact, our data shows that 57% of technology companies have a customer discussion forum, and 36% already embrace Twitter as a method for starting conversations with customers. Join us for an interactive lunch presentation to hear John Ragsdale, VP of technology research at Technology Services Industry Association (TSIA), share the advantages and risks of embracing social media for support, as well as data from TSIA’s social media survey.
Best practice in sales and marketing alignment B2B Marketing
The B2B marketing world has changed dramatically. Today's marketer must be technically proficient, possess strong analytical skills and be innovative in their approach to aligning effectively with their sales counterparts. They must determine how they will increase demand creation through effective lead generation, inbound marketing and more impactful sales enablement with the sales organisation.
In his keynote, John Neeson will review five best practice strategies that are leveraged by high growth organisations for better alignment and effectiveness. Specifically, he will address the following:
•A best practice demand creation framework
•Strategies that best practice organisations are using to effectively align marketing and sales
•A marketing model for inbound, outbound and sales driven demand creation
•Best practice demand creation for the channel
•Identification of buying cycle phases and alignment of marketing activities and budget according to sales requirements in each phase.
Customer centricity: still in its infancy? presented by Ramon Pardo, Managing Director InSites Consulting NL for SAS. The purpose of this SAS research in collaboration with InSites Consulting was to validate a customer centric framework across industries and thus understand the progress organisations from different service industries have made in becoming more customer centric.
Wondering how vertical networks like Spiceworks change how IT pros research and buy technology? Get the inside scoop on:
- The latest Forrester research on social IT purchasing trends
- How real IT pros use social networks to make buying decisions
- Social marketing success stories from marketers like you
Today's economic climate has lead most companies to be more budget constrained and risk adverse than ever before. As a result, more project strategies and purchase decisions have been shifted upwards. This trend makes it more important to implement marketing programs that enable sales teams to engage and sell to senior level executives directly. Yet these executives are suffering from Frugalnomics – more overloaded, skeptical and frugal than ever before – plus they are plain busy, making successful engagements harder than ever.
In this webinar we will discuss ways you can fight Frugalnomics, and answer the following important questions:
How can you overcome Frugalnomics to better reach, engage and sell senior level executives?
What techniques work best to break-the-ice and engage with value?
What needs to change when traditional lead generation programs aren't yielding the same return?
Based on proven methods, implemented by B2B leaders such as HP, IBM and Microsoft, this webinar will present 5 proven and practical ways, with specific case studies, of how to best break through the noise and achieve senior level engagement success.
Our speakers will guide you through specific advice and examples to achieve better revenue marketing effectiveness with senior level executives. This webinar is recommended for marketing and sales executives, content marketers and sales enablement teams who need to better connect, engage and sell.
LinkedIn Financial Services Webinar Part 2 - 6-19-12LinkedIn
High Net Worth Investors Pt. 2 - Leveraging Social Media to Reach Affluent Investors.
This deck gives insights and best practices for reaching affluent investors with social media, based on new research from LinkedIn and Cogent Research. By Marie Rice, Cogent Research and Eileen Loustau, BlackRock, Inc.
Do you need to draw some bright lines between your social media presence and business results? Have you been asked to prove the ROI of social media? It's no longer a question of if you should measure the business results of your social media interactions, but what to measure—and how. A new generation of tools based on mathematical modeling and natural language processing make it easier to draw the connections, but harder to determine which of the over 300+ tools you should use. From building marketing funnels and goals, to more complex analytics such as multi-channel media measurement and first-click attribution, the choices are getting more complicated. This presentation looks at a practical framework to build a social media measurement strategy and plan.
This presentation was first given at the Marketing Profs B2B Forum in Boston on October 4th, 2012. It was updated for CARMA on November 13, 2012.
ADTRAN Channel Webinar - The Hunt for the Coveted "A" LeadScott Salkin
Over the last 5-plus years, the high-tech industry has gone through a revolution - a customer revolution. While we've all felt the effects of enormous disruptions to the world's economy, we've also been lucky enough to have witnessed and contributed to an incredible transformation in how we communicate, share knowledge and work with one another. As a result, our prospects and customers have taken near-complete control of the sales cycle. Your prospects are actually 70% through the sales pipeline BEFORE ever talking to a sales rep.
Many organizations have developed spreadsheet-based ROI / TCO tools to help financially justify solutions to frugal buyers.
Often these spreadsheets are developed by a field subject matter expert based on the demand of the client. However, many of these same cumbersome spreadsheets are also being used by sales reps and channel partners as their customers want and need financial justification to make purchasing decisions.
These spreadsheet-based ROI / TCO tools are meeting a need but can be difficult for users and prospects alike. There are typically issues with version control, calculation errors, output reports, credibility, ease of use, tracking, security and validation.
In this session, industry leader and ROI Guy, Tom Pisello will show you how to address these issues and more.
Better Executive Conversations - Financial Peer Comparisons and Financial Jus...Alinean, Inc.
You need the right sales enablement content to better attract interest, engage earlier and most importantly, help spark purchase decisions with skeptical executives and buying committees. However more of the same old white papers and product pitches won’t do the trick.
Executive buyers indicate that a paltry 20% of the salespeople they meet with achieve expectations and create value. As a result, only one in four salespeople ever get to meet with the executive again.
Executives want competitive insights and consultative advice, not the same old sales pitch. How can you fuel more compelling executive conversations? How can you empower your salespeople to get more executive meetings, and deliver the unique insights and competitive advice these executives want?
In this session, Betty McNeil, SVP will introduce you to the Alinean Peer Comparison application, your ticket to sales rep financial acumen and early business value engagement.
More Related Content
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White papers remain the most important content to help buyers make purchase decisions – helping buyers to understand opportunities, understand solution options and understand the competitive differences of your solution vs. others.
However, in today's world of information overload, white paper download rates have declined, and your investment in traditional white paper marketing campaigns is not as effective as it used to be.
VFM Leonardo has just released the results of its first Hotel E-Business Survey which provides a revealing look at what hotel e-business professionals are spending their online marketing budgets on. The survey unveiled some fascinating trends. Interestingly, the features that many e-business professionals are currently using do not align with those that they believe to be most effective.
64% of respondents believe that “hotel tours (combinations of guided spin, zoom imagery, videos or animation)” are very effective yet only 41% have deployed this tactic.
At a glance, the most effective rich media merchandising and social media tactics include:
* User ratings and rankings: 67%
* Hotel tours (combinations guided spin, zoom imagery, videos or animation): 66%
* User comments and reviews: 64%
* Videos for merchandising, advertising and demonstration: 60%
* 360 degree spins/panoramas: 49%
Demand Generation Tools Webcast: Drive more leads with Alinean value-marketin...Alinean, Inc.
Generate more demand.
- Personalize to connect better with overloaded / skeptical buyers
- Engage better with diagnosis and value quantification
- Drive 50% more leads than traditional content marketing
- More quickly advance prospects through buying lifecycle
- Double number of visitor to buyer conversions
Sound impossible?
It's not with Alinean Demand-Gen Tools.
dgm | Online Retailer Expo Sydney 2012 | Chris GarnerChris Garner
We have all read the news, we all know the facts on how fast the ecommerce industry is growing, and we all know how much Australians' spend online is growing every year. Let’s dig deeper around what are the successful digital strategies being deployed in the online marketing industry to power this phenomenal revolution. We will show you the inside story on which clients are making it look easy. We will show you the levers that can be pulled to influence the flow of the customer journey. These levers can increase conversion and lifetime value, and decrease wastage of your marketing dollars. We will show you practical ways that you can use these proven ideas in your business, to help garner incremental customers cost effectively.
Demand Generation Tools Webcast: Drive more leads with Alinean value-marketin...Alinean, Inc.
Generate more demand.
- Personalize to connect better with overloaded / skeptical buyers
- Engage better with diagnosis and value quantification
- Drive 50% more leads than traditional content marketing
- More quickly advance prospects through buying lifecycle
- Double number of visitor to buyer conversions
Sound impossible?
It's not with Alinean Demand-Gen Tools.
Mark Hellinger, CEO of Xyleme, and Stacey Harris, the VP of Research from Brandon Hall Group spent some time analyzing a widespread and problematic deficiency among many learning departments: organizations not measuring if their learning content is effective. Many organizations are making assumptions about their content, which is leading to bad business decisions. Big Data is a major player in nearly every other industry and almost always connected to performance outcomes- why not in learning? Find out all you need to know now!
Are you trying to make sense out of this fast-changing marketing automation environment? Or, better yet, are you trying to find ways to deliver on that long-term lead nurturing strategy that you so eloquently sold to your execs last year? Then, join us as we tackle some of the great myths about automated lead nurturing. Using real-world examples
of Pardot in action, you will see how to overcome the hurdles that stand in the way of executing effective automated marketing and offer sage advice to help generate the promised results from your marketing automation system.
Effectively Leveraging Social Media as a Support ChannelTatyana Kanzaveli
Presentation done by John Ragsdale at the meetup for Bay Area Executives:
http://www.meetup.com/BayAreaExecutives/
Social media are fast-tracking to becoming important channels for customer support. In fact, our data shows that 57% of technology companies have a customer discussion forum, and 36% already embrace Twitter as a method for starting conversations with customers. Join us for an interactive lunch presentation to hear John Ragsdale, VP of technology research at Technology Services Industry Association (TSIA), share the advantages and risks of embracing social media for support, as well as data from TSIA’s social media survey.
Best practice in sales and marketing alignment B2B Marketing
The B2B marketing world has changed dramatically. Today's marketer must be technically proficient, possess strong analytical skills and be innovative in their approach to aligning effectively with their sales counterparts. They must determine how they will increase demand creation through effective lead generation, inbound marketing and more impactful sales enablement with the sales organisation.
In his keynote, John Neeson will review five best practice strategies that are leveraged by high growth organisations for better alignment and effectiveness. Specifically, he will address the following:
•A best practice demand creation framework
•Strategies that best practice organisations are using to effectively align marketing and sales
•A marketing model for inbound, outbound and sales driven demand creation
•Best practice demand creation for the channel
•Identification of buying cycle phases and alignment of marketing activities and budget according to sales requirements in each phase.
Customer centricity: still in its infancy? presented by Ramon Pardo, Managing Director InSites Consulting NL for SAS. The purpose of this SAS research in collaboration with InSites Consulting was to validate a customer centric framework across industries and thus understand the progress organisations from different service industries have made in becoming more customer centric.
Wondering how vertical networks like Spiceworks change how IT pros research and buy technology? Get the inside scoop on:
- The latest Forrester research on social IT purchasing trends
- How real IT pros use social networks to make buying decisions
- Social marketing success stories from marketers like you
Today's economic climate has lead most companies to be more budget constrained and risk adverse than ever before. As a result, more project strategies and purchase decisions have been shifted upwards. This trend makes it more important to implement marketing programs that enable sales teams to engage and sell to senior level executives directly. Yet these executives are suffering from Frugalnomics – more overloaded, skeptical and frugal than ever before – plus they are plain busy, making successful engagements harder than ever.
In this webinar we will discuss ways you can fight Frugalnomics, and answer the following important questions:
How can you overcome Frugalnomics to better reach, engage and sell senior level executives?
What techniques work best to break-the-ice and engage with value?
What needs to change when traditional lead generation programs aren't yielding the same return?
Based on proven methods, implemented by B2B leaders such as HP, IBM and Microsoft, this webinar will present 5 proven and practical ways, with specific case studies, of how to best break through the noise and achieve senior level engagement success.
Our speakers will guide you through specific advice and examples to achieve better revenue marketing effectiveness with senior level executives. This webinar is recommended for marketing and sales executives, content marketers and sales enablement teams who need to better connect, engage and sell.
LinkedIn Financial Services Webinar Part 2 - 6-19-12LinkedIn
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This deck gives insights and best practices for reaching affluent investors with social media, based on new research from LinkedIn and Cogent Research. By Marie Rice, Cogent Research and Eileen Loustau, BlackRock, Inc.
Do you need to draw some bright lines between your social media presence and business results? Have you been asked to prove the ROI of social media? It's no longer a question of if you should measure the business results of your social media interactions, but what to measure—and how. A new generation of tools based on mathematical modeling and natural language processing make it easier to draw the connections, but harder to determine which of the over 300+ tools you should use. From building marketing funnels and goals, to more complex analytics such as multi-channel media measurement and first-click attribution, the choices are getting more complicated. This presentation looks at a practical framework to build a social media measurement strategy and plan.
This presentation was first given at the Marketing Profs B2B Forum in Boston on October 4th, 2012. It was updated for CARMA on November 13, 2012.
ADTRAN Channel Webinar - The Hunt for the Coveted "A" LeadScott Salkin
Over the last 5-plus years, the high-tech industry has gone through a revolution - a customer revolution. While we've all felt the effects of enormous disruptions to the world's economy, we've also been lucky enough to have witnessed and contributed to an incredible transformation in how we communicate, share knowledge and work with one another. As a result, our prospects and customers have taken near-complete control of the sales cycle. Your prospects are actually 70% through the sales pipeline BEFORE ever talking to a sales rep.
Similar to Stay Relevant: Map Your Interactive White Papers to the Buyer's Journey (20)
Many organizations have developed spreadsheet-based ROI / TCO tools to help financially justify solutions to frugal buyers.
Often these spreadsheets are developed by a field subject matter expert based on the demand of the client. However, many of these same cumbersome spreadsheets are also being used by sales reps and channel partners as their customers want and need financial justification to make purchasing decisions.
These spreadsheet-based ROI / TCO tools are meeting a need but can be difficult for users and prospects alike. There are typically issues with version control, calculation errors, output reports, credibility, ease of use, tracking, security and validation.
In this session, industry leader and ROI Guy, Tom Pisello will show you how to address these issues and more.
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You need the right sales enablement content to better attract interest, engage earlier and most importantly, help spark purchase decisions with skeptical executives and buying committees. However more of the same old white papers and product pitches won’t do the trick.
Executive buyers indicate that a paltry 20% of the salespeople they meet with achieve expectations and create value. As a result, only one in four salespeople ever get to meet with the executive again.
Executives want competitive insights and consultative advice, not the same old sales pitch. How can you fuel more compelling executive conversations? How can you empower your salespeople to get more executive meetings, and deliver the unique insights and competitive advice these executives want?
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Webcast: Engage Earlier and Higher with Persuasive Interactive Assessment Too...Alinean, Inc.
You need the right content to better attract interest, engage earlier and most importantly, help spark purchase decisions with skeptical executives and buying committees. However more of the same old white papers and product pitches won’t do the trick.
Did you know …
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* 97% prefer prescriptive content (over a product pitch), providing advice on what to do next
To address these changing buyer demands, you need newer interactive content. One of the best assets to accomplish this is an Interactive Assessment Tool. A provocative, personalized and prescriptive Assessment Tool can be made available from your web site. The tools are self-service to prospects and can be leveraged by sales reps and partners to help:
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* Engage earlier
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* Spark and motivate purchase decisions
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It's more important than ever to engage earlier and higher but this can be a challenge.
Executive buyers indicate that a paltry 20% of the salespeople they meet with achieve expectations and create value. As a result, only one in four salespeople ever get to meet with the executive again.
Executives want competitive insights and consultative advice, not the same old sales pitch. How can you fuel more compelling executive conversations? How can you empower your salespeople to get more executive meetings, and deliver the unique insights and competitive advice these executives want?
In this event, Betty McNeil, SVP will introduce you to the Alinean Peer Comparison application, your ticket to sales rep financial acumen and early business value engagement.
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* Proves how a small improvement using your solutions could directly impact their competitive position and drive significant business value improvements.
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You need the right content to better attract interest, engage earlier and most importantly, help spark purchase decisions with skeptical executives and buying committees. However more of the same old white papers and product pitches won’t do the trick.
Did you know …
- 41% of buyers now desire more interactive and personalized content
- 62% want more benchmarking data, to know how they compare to peers and to get a competitive edge
- 97% prefer prescriptive content (over a product pitch), providing advice on what to do next.
To address these changing buyer demands, you need newer interactive content. One of the best assets to accomplish this is an Interactive Assessment Tool. A provocative, personalized and prescriptive Assessment Tool can be made available from your web site. The tools are self-service to prospects and can be leveraged by sales reps and partners to help:
- Attract interest
- Engage earlier
- Uncover and prioritize buyer challenges
- Spark and motivate purchase decisions
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You need the right marketing and sales enablement content to better attract interest, engage earlier and most importantly, help spark purchase decisions with skeptical executives and buying committees. However more of the same old white papers and product pitches won’t do the trick.
Executive buyers indicate that a paltry 20% of the salespeople they meet with achieve expectations and create value. As a result, only one in four salespeople ever get to meet with the executive again.
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Empowers your sales reps to engage earlier and have poignant financial conversation with prospects
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You need the right marketing and sales enablement content to better attract interest, engage earlier and most importantly, help spark purchase decisions with skeptical executives and buying committees. However more of the same old white papers and product pitches won’t do the trick.
Did you know …
- 41% of buyers now desire more interactive and personalized content
- 62% want more benchmarking data, to know how they compare to peers and to get a competitive edge
- 97% prefer prescriptive content (over a product pitch), providing advice on what to do next
To address these changing buyer demands, you need newer interactive content. One of the best assets to accomplish this is an Interactive Assessment Tool. A provocative, personalized and prescriptive Assessment Tool can be made available from your web site. The tools are self-service to prospects and can be leveraged by sales reps and partners to help:
- Attract interest
- Engage earlier
- Uncover and prioritize buyer challenges
- Spark and motivate purchase decisions
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Webinar - Executive Conversations and ROI with Financial Peer comparison and ...Alinean, Inc.
It’s more important than ever to engage earlier and higher but this can be a challenge.
Executive buyers indicate that a paltry 20% of the salespeople they meet with achieve expectations and create value. As a result, only one in four salespeople ever get to meet with the executive again.
Executives want competitive insights and consultative advice, not the same old sales pitch.
How can you fuel more compelling executive conversations?
How can you empower your salespeople to get more executive meetings, and deliver the unique insights and competitive advice these executives want?
In this session, Betty McNeil, SVP will introduce you to the Alinean Peer Comparison application, your ticket to sales rep financial acumen and early business value engagement.
The Alinean Peer Comparison Tool can help your consultants, sales reps and channel partners deliver important executive conversations with an easy to use interactive application that:
Empowers your sales reps to engage earlier and have poignant financial conversation with prospects
Compares the prospect to the competition to help uncover issues and drive improvements
Proves how a small improvement using your solutions could directly impact their competitive position and drive significant business value improvements.
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You need to arm your sales reps with the right messaging, content and tools to make them more successful, but exactly what works best, and what should you be investing more in this year to assure sales success?
In this presentation, SiriusDecisions reveals important research on just what buyers are looking for from B2B solution providers, and what you can do to meet these needs and get your sales reps to be even more successful.
Nancy Maluso, Research Director for Sales Enablement Strategies at SiriusDecisions exposes the right messaging, content and tools you need to facilitate buyer decision making and drive more wins, especially how more personalized, value-focused and data driven content and tools are now required.
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Although required to gain approval, buyers struggle with the metrics and models to provide financial justification to ever more frugal executives and buying committees, delaying or in many cases stalling the decision entirely.
If you are an IT or B2B solution provider, the research clearly indicates you can’t leave financial justification to your buyer, or worse, to an unarmed sales rep.
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Today’s B2B buyer doesn’t want a sales pitch. They want to know how your insights and experience can help them beat the competition.
But this is easier said than done:
• Are your sales reps empowered to engage earlier and have poignant financial discussions you’re your prospects?
• Can they compare the prospect to the competition to help them uncover issues and drive improvements?
• Can you prove how a small improvement using your solutions could directly impact their competitive position and drive significant business value improvements?
In this session, Tom Pisello, the ROI Guy, will introduce you to the new Alinean Peer Comparison application, your ticket to sales rep financial acumen and early business value engagement.
Developed in conjunction with S&P Compustat, you’ll see how this elegantly simple, yet powerful benchmarking application empowers your sales reps, pre-sales support and value engineers to quickly and easily:
• Compare your prospects to named competitors, from a database of 60,000+ worldwide companies,
• Examine the leaders, laggards and peer averages across over 30 dimensions of financial performance.
• See how small “move the needle” improvements from your proposed solutions can drive big improvements, business value and ROI.
Originally recorded: Thursday, January 26, 2017
Featuring: Tom Pisello, The ROI Guy and Alinean CEO & Founder
SiriusDecisions - The Value of Value Selling & Marketing - Using ROI / TCO To...Alinean, Inc.
Your buyers are concerned about the economics of each purchase decision, and as a result, require financial justification early and often throughout the buyers journey.
At the same time, your standard product-centric content and demo-laden sales approach haven’t kept pace.
You have to change, and in order to do so, need to invest in new content, tools and training to effectively implement a value-focused sales and marketing approach. But this is easier said than done, as many organizations are scrutinizing new sales and marketing investments, spending less, not more, on content and enablement.
So, how do you make the case for more investment in value?
How do you quantify the tangible value of value, to make a solid business case?
In this interview, Peter Ostrow , Research Director from the sales and marketing advisory firm SiriusDecisions, discusses the business benefits of Value, with solid advice on how to measure the impact and prove the ROI from taking your value selling and marketing from “good” to “great”.
This session will give you the practical models and metrics to quantify and communicate the business case for Value, providing the framework to establish the right Value Marketing and Selling programs, project the potential business value and drive outcomes post deployment.
November 10, 2016 11:00 am
Duration: 45 minutes
Presented By
Peter Ostrow
SiriusDecisions
Research Director, Sales Enablement Strategies
Tom Pisello
The ROI Guy
Alinean
CEO & Founder
The Five Pillars of Value Marketing & Selling Success - Maximizing your ROI f...Alinean, Inc.
Featuring:
Dave Stachura – VP Customer Success, Alinean
Tom Pisello – CEO / Founder, Alinean
“If you build it, they will come” is a quote made famous in the movie Field of Dreams. While the philosophy behind this saying worked great in a Hollywood movie about a fictional baseball field built in an Iowa cornfield, applying it when launching a new value / ROI tool to your organization may prove disastrous.
Once you’ve wrapped up development on that new value / ROI tool, you now have to make sure the launch is successful. A business value / ROI tool can be a fantastic foundation to business value selling success, but to elevate to greatness, you need more.
We have seen incredible roll-out success over the past 20 years of developing and delivering value marketing and selling tools. Some launching with great adoption (>80%) and >$100M+ incremental revenue results, and some, not so much.
In this informative session, Dave Stachura, former Sales Enablement lead at AMD and Alinean’s new VP of Customer Success, will discuss the common “failure to launch” characteristics and discuss in detail the Five Pillars of Value Success: the definitive roadmap for launch success.
SiriusDecisions Sales Content Secrets - Aligning to Customer Needs and Challe...Alinean, Inc.
The importance of sales content remains strong, with 79% of b-to-b buyers reporting that the content provided by a rep is very to extremely influential in their selection of one vendor over another
New research results from SiriusDecisions reveal the significance of Sales Content to winning more business, revealed by Heather Cole, Services Director of Sales Enablement with SiriusDecisions, in a compelling webcast interview with Alinean’s own Tom Pisello.
In the session, Heather indicated that more sales content than anticipated was being leveraged by sales reps throughout each stage of the buyer’s journey, with the research tallying an average of 6.3 pieces delivered to buyers in the Education phase, 6.1 in Solution, and 4.9 in Selection,
But more content does not guarantee accelerated decisions, greater deal size or more wins. The research quantified for the first time that all content is not created equal, with a decided difference in the assets used more often by the highest performing sales reps compared to low performers and middlers. Most importantly, the research uncovered and ranked content as to perceived value to buyers.
Interpreting the results, Heather Cole exposed how today’s B2B buyer isn’t valuing product videos and glossy brochures as high as one might think. Rather, decision makers want relevant insights and transformative advice, perceiving 3rd party research and articles as most valuable, as well as valuing solid ideas and proposals based on identified needs.
Value Selling & Realization VSR Summit - The Importance of Getting Value / RO...Alinean, Inc.
Keynote for the Value Selling and Realization Summit (VSR Summit) on the importance of getting value selling / ROI consulting right with B2B buyers / prospects. Featured Jim Ninivaggi from SiriusDecisions / Strategy to Revenue and Tom Pisello, the ROI Guy / CEO of Alinean (value sales and marketing tool experts).
SiriusDecisions - Death of the B2B Rales Rep?- An Interview with Jim Ninivag...Alinean, Inc.
Several analyst firms have predicted the "Death of the B2B Sales Rep", with their research indicating how sales reps are engaging later and later in the sales cycle, when the decision is already 57% complete , and that over 1 million B2B sales reps will be in search of new jobs in 2020.
Are these findings accurate? What can you do to stay ahead of the curve?
In this “myth busting” interview, Jim Ninivaggi, the Sales Enablement Practice Director for SiriusDecisions will discuss their latest research of 1,000 B2B buyers, to separate the fact from fiction and provide specific guidance on what you need to do now to remain relevant and effective.
Tom Pisello, the ROI guy and author of The Frugalnomics Survival Guide, will be asking Jim the tough questions you need to know, about the disparities in the research, and why there is a new movement underway to #SavetheB2BSalesRep.
Unisys Case Study - New Product Launch Success - From Product Pitch to Value ...Alinean, Inc.
Assuring New Launch Success: Migrating from Product to Value
Jim Howard, Solution Architect at Unisys
Unisys, a global IT solutions company, was readying for the launch of two new products:
1. Forward! - a new converged infrastructure solution for the secure data center
2. Desktop as a Service (DaaS) – personal computing delivered more efficiently as a service.
It was important to generate immediate demand for these new products, and get new sales reps up to speed in order to effectively sell the solution.
But how could Unisys quickly and effectively educate prospects on the value of these solutions, and differentiate them uniquely from other offerings?
In this informative session, Jim Howard from Unisys will be interviewed, discussing his new product launch challenges, which are likely similar to your own, and ways he leveraged value messaging, provocative insights, value marketing / ROI tools and training to achieve success.
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Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
Tata Group Dials Taiwan for Its Chipmaking Ambition in Gujarat’s DholeraAvirahi City Dholera
The Tata Group, a titan of Indian industry, is making waves with its advanced talks with Taiwanese chipmakers Powerchip Semiconductor Manufacturing Corporation (PSMC) and UMC Group. The goal? Establishing a cutting-edge semiconductor fabrication unit (fab) in Dholera, Gujarat. This isn’t just any project; it’s a potential game changer for India’s chipmaking aspirations and a boon for investors seeking promising residential projects in dholera sir.
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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:
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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.
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Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
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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
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.
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
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Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
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.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
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Stay Relevant: Map Your Interactive White Papers to the Buyer's Journey
1. Best Practices Webinar Series Presents…
“Stay Relevant: Map Your Interactive
White Papers to the Buyers Journey”
Featuring Tom Pisello, Chairman & Founder, Alinean Inc.
26 May 2011
2. Tom Pisello: The ROI Guy
A 20-year career helping companies to get more business value
from their IT and business investments
• Blogger
• Evangelist
• CEO
• Analyst
• Serial Entrepreneur
• Engineer
Page 2 5/27/2011
8. Information Overload Rising / Effectiveness Declining
Campaigns Received Per Week
60%
50% Average 2006: 15.4 campaigns
50% Average 2010: 20.3 campaigns
40% 32% increase
40% 37%
30% 28%
20%
10% 11%
10% 6% 6%
3% 3% 3% 3%
0%
1 to 10 11 to 25 26 to 40 21 to 50 51 to 75 75+
2006 2010
32% increase
62% of B2B vendors need more leads in order
Source: SiriusDecisions 2010
to generate the same amount of sales
8
9. Which Content is Most Effective?
Most often used to help make purchase decisions
70%
White papers
60%
Peer referrals
50%
Webinars
40%
Email
30%
User Events
20% Analyst reports
10% Case Studies
0%
Early Middle Late
Source: SiriusDecisions 2010
11. Who do Buyers Trust for Decision Support Content?
Most often selected as trusted source for purchase decisions content
35%
30% Internal events/triggers
Peers
25%
Industry analysts
20%
Trade publications
15%
Search engine results
10% VARs/Partners
Consultants
5%
Vendors
0%
Early Middle Late
Source: SiriusDecisions 2010
12. Irrelevant Content Has a Significant Cost
Irrelevant Content :
• Drives up content creation costs
• Increases the buyer’s decision making process by two weeks or more
• Reduces the chances of making the buyer’s selection shortlist by 1/3rd
• Shrinks the chance of getting the sale by almost 50%
86% of respondents indicating that relevant content drove the buyer’s decision
Making the Case for Shorter Content, IDG Connect, Bob Johnson, Analyst, n=389, October 30, 2008
http://www.idgconnect.com/view_abstract/6005/making-case-shorter-content?source=connect
13. Making Content Relevant with the Buyer’s Journey
Buyer’s Journey
Discovery Consideration Decision
16. Why Different Strategy is Needed?
• Connect, Engage and Sell to More Empowered, Skeptical and Frugal Buyers
– How do you stand out from the 100 other marketing emails / campaigns buyer
receives each day?
– How do you create credible content that users will trust / believe?
– How do you engage without overload?
• Long and more comprehensive assets have value, but demand a lot of time and
some information may not be relevant or may confuse buyer
• But, if you make it short, you may not have enough information to really engage the
prospect and hit their specific pain points
– How do you deliver what buyers need based on their stage / role in the buying
decision?
• Improving Marketing Effectiveness
– How do you increase the effectiveness of content marketing being created?
– How do you help drive higher quality sales ready leads to sales?
– How do you get more lead intelligence to directly assist sales in more
successful calls and increased conversions?
17. Will White Papers Retain The Content King Crown?
• > 84 % buyers use white papers during the buying journey (most used)
• Average of 3.2 white paper downloads per month (very active)
• Leveraged throughout the buying lifecycle:
– Discovery
• 35% for awareness and finding ideas to challenge status-quo
• 33% for finding solution options
– Consideration -23% for creating a short list of vendors and vendor evaluation
– Decision - 10% for making a final decision
BUT, utilization and frequency of use are DOWN year over year…
Need something newer, more personalized / dynamic to break through the clutter and
renew relevance to more skeptical / frugal buyers ….
Source: Ziff-Davis Enterprise
18. Evolving to Meet Buyer Challenges
One size fits all white papers don’t work any
more
• Challenges:
– Cut through information overload with
something new and different
– Evolve into more relevant one-to-one
content
– Connect with frugal buyers
• Percentage indicating targeted content
is more valuable when customized for:
– By Industry: 82%
– By Role / Job Function: 67%.
Source: MarketingSherpa and KnowledgeStorm
– By Company Size: 49% http://www.knowledgestorm.com/search/viewabstract/90153
– By Geography: 29%
19. Connect and Engage with Interactive White Papers
• Break through the Noise!
• 3rd Party Credibility
• Improved Intelligence via Profile
PERSONALIZATION
•
CUSTOMIZATION
•
ONE-ON-ONE COMMUNICATION
20. Abstract and Simple Profile
Preview w/ Abstract
Pivot Points:
• Industry
• Location
• Size
• Stage in Buying Cycle
• Role in Buying Cycle
• Pain Points
• AS IS: Asset / Service
Survey
21. User Provides Responses to Profile Questions
User Fills in Simple Form
Tip Help Provided
Confirms Edits
22. Pain Point Profile Collects Additional Information
Pain Point Profile
Intelligence for:
• Personalized report
• Lead Nurturing
Weigh Value of Each
Question versus:
• User Time
• Personalization /
Intelligence Value
Once Questionnaire
Complete, Can
Download Report
23. Registration
Customized Registration
Integrate with Existing
Registration
Rich Lead Nurturing
Integration
• Lead information
• Profile information
• Key results
24. Personalization
Qualitative
• Company Name
• Focus on Pain Points
• Case Studies by Industry /
Location / Size
Quantitative
• Cost of Doing Nothing
• Quantify Value / Benefits
• ROI / Payback
• TCO Advantages
25. Connect and Engage with Interactive White Papers
• Break through the Noise!
• Generate More Leads vs. Traditional
White Papers
• Better Engage and Educate
• Reduce Sales Cycles
• Drive more Sales
• Engage
• Personalized
• One to One Dialogue
• Research Based
• 3rd Party Credibility
• Improved Intelligence via Profile /
Results
26. Next Steps
Get a Free White Paper Assessment
http://www.alinean.com/white_paper_audit/
• Examine existing white paper inventory for potential Interactive
conversion
– Pivot points
– Content availability / content / research needed
• Examine new white paper potential
– Properly aligned with Demand Creation Spectrum?
– Help Buyers Journey along the Buying Lifecycle?
– Value Focused: Diagnostics / Justification / Competitive Value?