As B2B buyers take more control over the buying process, technology sellers are struggling with how to reach them. Cold calling is no longer effective.
Today, powerful tools exist to help Inside Sales teams optimize their outreach to prospects, accelerating the technology solution sales cycle.
Join SiriusDecisions, InsideSales.com, and N3 as we explore Reach Optimization technologies and the part they play in the modern, Inside Sales stack. The insights we’ll share will enable you to:
• Increase Inside Sales productivity and drive technology solution sales through best practices
• Connect your Inside Sales team with more qualified prospects who are ready to buy
• Arm your Inside Sales team with deep insights about prospects and increase close rates
Get Salesfierce: Transforming Accidental Admins into Bold Leaders!Spanning Cloud Apps
Are you an “Accidental Admin” constantly receiving duplicate or redundant requests, yet haven’t implemented many of your own ideas or best practices? As Admins of companies run on Salesforce, YOU see the big picture and hold vast amounts of cross-departmental knowledge. In this session held at Connections 2018 in Chicago, Nicole Smith, Spanning's Senior Salesforce Administrator, shared how to become a thought leader and change agent at your company by creating a seat at the executive table. Become the driver of innovation at your company while creating yourself as a bold leader. Check out her deck here.
Driving Value for Utilities using Speech AnalyticsPam Jeffries
Speech analytics can turn your call center recordings into insights that yield real business benefits. Built by our experts for a live webinar, these slides will share how speech analytics “as-a-service” capabilities can help your utility increase first-call resolution, lower cost to serve, and increase overall customer satisfaction.
Get Salesfierce: Transforming Accidental Admins into Bold Leaders!Spanning Cloud Apps
Are you an “Accidental Admin” constantly receiving duplicate or redundant requests, yet haven’t implemented many of your own ideas or best practices? As Admins of companies run on Salesforce, YOU see the big picture and hold vast amounts of cross-departmental knowledge. In this session held at Connections 2018 in Chicago, Nicole Smith, Spanning's Senior Salesforce Administrator, shared how to become a thought leader and change agent at your company by creating a seat at the executive table. Become the driver of innovation at your company while creating yourself as a bold leader. Check out her deck here.
Driving Value for Utilities using Speech AnalyticsPam Jeffries
Speech analytics can turn your call center recordings into insights that yield real business benefits. Built by our experts for a live webinar, these slides will share how speech analytics “as-a-service” capabilities can help your utility increase first-call resolution, lower cost to serve, and increase overall customer satisfaction.
Post Merger Integration Framework And Challenges PowerPoint Presentation SlidesSlideTeam
Enhance your audiences knowledge with this well researched complete deck. Showcase all the important features of the deck with perfect visuals. This deck comprises of total of twentyfive slides with each slide explained in detail. Each template comprises of professional diagrams and layouts. Our professional PowerPoint experts have also included icons, graphs and charts for your convenience. All you have to do is DOWNLOAD the deck. Make changes as per the requirement. Yes, these PPT slides are completely customizable. Edit the colour, text and font size. Add or delete the content from the slide. And leave your audience awestruck with the professionally designed Post Merger Integration Framework And Challenges Power Point Presentation Slides complete deck.
Are your service level reports all green, but your customer is still not happy? That's because traditional time-based IT support metrics suck. Discover a better way to measure IT service quality.
Beyond NPS: How to Measure the Entire Customer JourneyJeff Reekers
Presented by Aircall (http://aircall.io)
NPS has become a staple for companies to track their customer experience. We use it to forecast churn, appease investors, and view our customer base from a 10,000 foot view.
However, is surveying the customer base for an NPS rating enough? And are there other measurements that we should be considering for rolling out a credible NPS process while additionally assuring we monitor the entire experience a customer has throughout the customer lifecycle?
Aaron Bleiweiss, Director of Customer Success at Handshake, discusses how to effectively rollout and measure Onboarding Satisfaction surveys (OSAT) and Customer Satisfaction surveys (CSAT), how to drive decisions that instigate change based on the trends and how to use all measurements cohesively to create an end-to-end optimal customer experience.
6 Suggestions to Tackle Customer Experience in Times of CrisisSogolytics
“Always remember that everyone with whom you have a relationship has an invisible sign on their forehead that says ‘Make Me Feel Important.’ Treat them accordingly.”
- Eric Philip Cowell
How to Modernize Your Data Strategy to Fuel Digital TransformationBrainSell Technologies
Learn how setting up a solid data foundation will position your company for predictable growth and scale by leveraging all the insights at your disposal.
Presentation delivered to JiveWorld13 to help Jive Customers with value models proving both employee (internal) and customer (external) community programs.
Virtual Assistants: How to Avoid Premature EngagementUSource
"Only fools rush in." Same with outsourcing. See our slide-guide to avoid losing time and money!
You need to be sure as shooting that you’re ready to outsource. Let US help you! Contact us today at: www.usource.me
If you are searching for Dj & Performer based in Delhi
(India), look no further. Gunjan Sharma isn’t just the best
Dj in India and all of India. He’s also the most versatile. In
addition to being top Dj in India, Gunjan Sharma does
Anchoring, Singing, Performance, Visuals and much more.
Having begun his musical journey already at the age of 16,
he knows his way through practically all genres of music.
Life is filled with hectic schedules and stress. Here are a few steps that can help you think clearly during stressful situations. Let MaidPro take something off your to-do list.
Post Merger Integration Framework And Challenges PowerPoint Presentation SlidesSlideTeam
Enhance your audiences knowledge with this well researched complete deck. Showcase all the important features of the deck with perfect visuals. This deck comprises of total of twentyfive slides with each slide explained in detail. Each template comprises of professional diagrams and layouts. Our professional PowerPoint experts have also included icons, graphs and charts for your convenience. All you have to do is DOWNLOAD the deck. Make changes as per the requirement. Yes, these PPT slides are completely customizable. Edit the colour, text and font size. Add or delete the content from the slide. And leave your audience awestruck with the professionally designed Post Merger Integration Framework And Challenges Power Point Presentation Slides complete deck.
Are your service level reports all green, but your customer is still not happy? That's because traditional time-based IT support metrics suck. Discover a better way to measure IT service quality.
Beyond NPS: How to Measure the Entire Customer JourneyJeff Reekers
Presented by Aircall (http://aircall.io)
NPS has become a staple for companies to track their customer experience. We use it to forecast churn, appease investors, and view our customer base from a 10,000 foot view.
However, is surveying the customer base for an NPS rating enough? And are there other measurements that we should be considering for rolling out a credible NPS process while additionally assuring we monitor the entire experience a customer has throughout the customer lifecycle?
Aaron Bleiweiss, Director of Customer Success at Handshake, discusses how to effectively rollout and measure Onboarding Satisfaction surveys (OSAT) and Customer Satisfaction surveys (CSAT), how to drive decisions that instigate change based on the trends and how to use all measurements cohesively to create an end-to-end optimal customer experience.
6 Suggestions to Tackle Customer Experience in Times of CrisisSogolytics
“Always remember that everyone with whom you have a relationship has an invisible sign on their forehead that says ‘Make Me Feel Important.’ Treat them accordingly.”
- Eric Philip Cowell
How to Modernize Your Data Strategy to Fuel Digital TransformationBrainSell Technologies
Learn how setting up a solid data foundation will position your company for predictable growth and scale by leveraging all the insights at your disposal.
Presentation delivered to JiveWorld13 to help Jive Customers with value models proving both employee (internal) and customer (external) community programs.
Virtual Assistants: How to Avoid Premature EngagementUSource
"Only fools rush in." Same with outsourcing. See our slide-guide to avoid losing time and money!
You need to be sure as shooting that you’re ready to outsource. Let US help you! Contact us today at: www.usource.me
If you are searching for Dj & Performer based in Delhi
(India), look no further. Gunjan Sharma isn’t just the best
Dj in India and all of India. He’s also the most versatile. In
addition to being top Dj in India, Gunjan Sharma does
Anchoring, Singing, Performance, Visuals and much more.
Having begun his musical journey already at the age of 16,
he knows his way through practically all genres of music.
Life is filled with hectic schedules and stress. Here are a few steps that can help you think clearly during stressful situations. Let MaidPro take something off your to-do list.
DV 2016: The Top 10 - Tealium AudienceStream Use CasesTealium
Chris Andres and team, Tealium
Tealium experts lead a dynamic, interactive discussion detailing the most compelling, impactful AudienceStream use cases. Drawing on their extensive customer experience in driving successful product deployments, the team explores the quickest wins in generating ROI with Tealium AudienceStream, and forward-looking uses that can drive marketing transformation this year and beyond.
Predictive Lead Scoring - What's All The Buzz About? [SF Marketo User Group P...Mintigo1
Mark your calendars and plan to attend the San Francisco Marketo User Group meeting. Take the opportunity to share with, and learn from, Marketo users from various industries and experience levels. Reserve your seat today!
Topic: Predictive Scoring
We are pleased to have Tony Yang Director, Demand Generation with Mintigo as our speaker. Learn how they launched this program in their organization and how you can apply predictive scoring in your current lead generation program.
Roundtable: Best Practices in First Call Resolution (FCR) Sheri Greenhaus
Best Practices in First Call Resolution (FCR). Participants are Genesys, NICE Systems, OpenSpan and Virtual Hold Technology. Discussing first contact resolution, customer loyalty and predictive analytics.
Visit CRMXchange.com to join the premiere CRM community.
When it comes to forecasts, sales leaders are often left scratching their heads trying to determine which opportunities are just 'hype' and which ones are 'reality'. This makes it difficult for sales leaders to know if their sales reps will actually deliver on revenue goals. And we all know that you can't manage what you don't measure. How much insight do you have on what your sales reps are doing each day, and if those activities will translate into closed deals?
Join us for this webinar to learn how to get accurate insight into what your reps are doing, and if their forecasts are 'hype' or 'reality'.
[Webinar] Predictive Marketing: Competitive Advantage for Today, Survival for...Mintigo1
To view the full webinar replay, visit:
http://www.mintigo.com/predictive-marketing-competitive-advantage-today-survival-tomorrow/
Description:
Not so long ago, predictive modeling was a luxury item: a sophisticated tool used by big companies to squeeze another five or ten percent improvement from selected marketing programs. Today, it is rapidly becoming something that every company needs to survive.
The change is being driven by the speed of business. Shifts that formerly took weeks, months, or years can now occur in days, hours, or minutes as news flashes through online channels and social networks and customers change their behaviors in response. New products, new competitors, new messages, new applications, new problems, and new media can appear overnight. Hints about them are all buried in the “big data” of social media, Web behaviors, customer transactions, and product use, but can only be uncovered through techniques that work with big data volumes at big data velocity.
In this webinar, marketing technology expert David Raab from Raab Associates discusses why the time for predictive marketing is now and then explores practical applications of predictive marketing for B2B.
Detecting Fraud and AML Violations In Real-Time for Banking, Telecom and eCom...TigerGraph
FULL WEBINAR: https://info.tigergraph.com/graph-gurus-3
This presentation is an overview of how to minimize fraud with TigerGraph. TigeGraph:
- Enables faster detection of fraud using deep link analytics.
- Modernizes your AML process with case studies across multiple industries.
- Helps you get fewer false positives in your fraud detection workflow.
TigerGraph is addressing these challenges for some of the largest corporations in the world including Alipay, Visa, Uber, China Mobile and SoftBank.
Predictive Media Buying - an analytical method to optimise media buying.Shannon Shortridge
How can marketers be certain that their offline lead generation is optimised for maximum lead generation at minimal cost? This presentation was presented by Paul Shortridge at the AIDB conference in Johannesburg in September 2017 and explains how this is possible.
Mastering The Data Trifecta: How To Inject Campaigns With Flawless DataG3 Communications
Watch this #COSeries webinar on-demand here: http://dg-r.co/2nLzv28
What if the data powering your campaigns was 90%–or even 97% accurate?
Nearly perfect, always-updated data is no longer a pipeline dream, but the new reality in the age of intelligence. In this webinar, you’ll learn how a groundbreaking approach to leveraging state-of-the-art data paves the way for better campaign predictions, reach, and ROI.
Reserve your spot to learn how to:
Increase campaign reach by 33% immediately;
Access 400+ new data types for new targeting techniques; and
Leverage data that updates 10x faster than any other source.
Developing Relationship with Channel Partners Rebecca Sanders
Strategic channel partnerships provide scale to an organizations sales efforts. Developing these partnerships is both an art and a science and requires on-going planning, measurements and alignment to adjust to market dynamics. The Association of Strategic Alliance Professionals, "ASAP" invited me to speak at the Silicon Valley Chapter meeting on channel partner development. I hope you enjoy the presentation. Rebecca Sanders
Navigating the Worker Shortage in the Contact CenterAggregage
The latest trend in the contact center has CX leaders worried -- across industries, there is a massive shortage of workers. In a complete reversal from the widespread layoffs that occurred during the coronavirus pandemic, employers are now struggling to attract talent and fill open positions.
As the U.S. continues to recover from the economic implications of the global pandemic, certain technologies have come to the rescue, paving the way for a burgeoning remote workforce, the adoption of AI-powered virtual assistants, and more.
Key takeaways:
• Why there’s a shortage of call center agents during a time of relatively high unemployment
• How to mitigate the impact of an understaffed contact center with conversational AI
• How the maturation of conversational AI tools enables virtual agents to perform on par with live agents
5 Simple Secrets to Totally Rocking Your Digital Marketing ROIDigital Vidya
Wish to know '5 Simple Secrets to Totally Rocking Your Digital Marketing ROI'. You will find this deck presented by Rajeev Sharma, CTO & Co-Founder, GreyBox Technologies during Webinar for Digital Vidya. Interested in attending similar Webinar Live? Register Now at http://www.digitalvidya.com/webinars/
Drive ROI from Your Business Applications with Embedded Real-Time Data QualityPrecisely
CRM, ERP, eCommerce platforms and call center applications are powerful tools that can drive revenue and customer satisfaction – but if the data they rely on is filled with duplicate, inaccurate or incomplete data, they will come up short with your business users, customers and partners.
View this webinar on-demand to learn how you to ensure your business applications are always working with the most accurate, up-to-date data to drive your sales, marketing, partner, loyalty and customer service programs. We’ll cover how to:
• Seamlessly integrate robust data quality, global address validation and geocoding into virtually any business application
• Get a single view of your customers by embedding the most powerful, flexible data quality right in Microsoft Dynamics or SAP (now with support for S/4HANA)
Customer Experience: From Single Channel to OmnichannelNicolas Rodriguez
Technology is allowing for a growing number of communication channels between businesses and their customers. As businesses contemplate the various options available, questions naturally arise about the pros and cons of various communication channels, the costs involved, and whether customers will use them. And there’s the rub. What channels do your customers want? What will they use? Customer expectations can change as rapidly as the technology.
Customer Experience: From Single Channel to OmnichannelAggregage
Technology is allowing for a growing number of communication channels between businesses and their customers. As businesses contemplate the various options available, questions naturally arise about the pros and cons of various communication channels, the costs involved, and whether customers will use them. And there’s the rub. What channels do your customers want? What will they use? Customer expectations can change as rapidly as the technology.
More Offline Leads from Online Traffic - Brighton SEO 2013 - CalltracksAli White
We all spend vast sums of money on digital marketing activities that drive traffic to our websites. But what can we do to make sure we are getting the right type of traffic, and what can we do to make sure we increase our conversion rate of these visitors to both leads and more importantly to sales
5 Reasons to Improve Your Customer Experience in Your Avaya Contact CenterSpoken Communications
Your customers are the key to your business and your Avaya contact center is the hub for your interaction with your customers. If you've been waiting to optimize your Avaya contact center to better connect with your customers, here are the top 5 reasons your should start today to improve your customer experience.
If you'd like to learn more after viewing this presentation, please contact Spoken today: http://bit.ly/ContactSpoken
Welocme to ViralQR, your best QR code generator.ViralQR
Welcome to ViralQR, your best QR code generator available on the market!
At ViralQR, we design static and dynamic QR codes. Our mission is to make business operations easier and customer engagement more powerful through the use of QR technology. Be it a small-scale business or a huge enterprise, our easy-to-use platform provides multiple choices that can be tailored according to your company's branding and marketing strategies.
Our Vision
We are here to make the process of creating QR codes easy and smooth, thus enhancing customer interaction and making business more fluid. We very strongly believe in the ability of QR codes to change the world for businesses in their interaction with customers and are set on making that technology accessible and usable far and wide.
Our Achievements
Ever since its inception, we have successfully served many clients by offering QR codes in their marketing, service delivery, and collection of feedback across various industries. Our platform has been recognized for its ease of use and amazing features, which helped a business to make QR codes.
Our Services
At ViralQR, here is a comprehensive suite of services that caters to your very needs:
Static QR Codes: Create free static QR codes. These QR codes are able to store significant information such as URLs, vCards, plain text, emails and SMS, Wi-Fi credentials, and Bitcoin addresses.
Dynamic QR codes: These also have all the advanced features but are subscription-based. They can directly link to PDF files, images, micro-landing pages, social accounts, review forms, business pages, and applications. In addition, they can be branded with CTAs, frames, patterns, colors, and logos to enhance your branding.
Pricing and Packages
Additionally, there is a 14-day free offer to ViralQR, which is an exceptional opportunity for new users to take a feel of this platform. One can easily subscribe from there and experience the full dynamic of using QR codes. The subscription plans are not only meant for business; they are priced very flexibly so that literally every business could afford to benefit from our service.
Why choose us?
ViralQR will provide services for marketing, advertising, catering, retail, and the like. The QR codes can be posted on fliers, packaging, merchandise, and banners, as well as to substitute for cash and cards in a restaurant or coffee shop. With QR codes integrated into your business, improve customer engagement and streamline operations.
Comprehensive Analytics
Subscribers of ViralQR receive detailed analytics and tracking tools in light of having a view of the core values of QR code performance. Our analytics dashboard shows aggregate views and unique views, as well as detailed information about each impression, including time, device, browser, and estimated location by city and country.
So, thank you for choosing ViralQR; we have an offer of nothing but the best in terms of QR code services to meet business diversity!
Essentials of Automations: Optimizing FME Workflows with ParametersSafe Software
Are you looking to streamline your workflows and boost your projects’ efficiency? Do you find yourself searching for ways to add flexibility and control over your FME workflows? If so, you’re in the right place.
Join us for an insightful dive into the world of FME parameters, a critical element in optimizing workflow efficiency. This webinar marks the beginning of our three-part “Essentials of Automation” series. This first webinar is designed to equip you with the knowledge and skills to utilize parameters effectively: enhancing the flexibility, maintainability, and user control of your FME projects.
Here’s what you’ll gain:
- Essentials of FME Parameters: Understand the pivotal role of parameters, including Reader/Writer, Transformer, User, and FME Flow categories. Discover how they are the key to unlocking automation and optimization within your workflows.
- Practical Applications in FME Form: Delve into key user parameter types including choice, connections, and file URLs. Allow users to control how a workflow runs, making your workflows more reusable. Learn to import values and deliver the best user experience for your workflows while enhancing accuracy.
- Optimization Strategies in FME Flow: Explore the creation and strategic deployment of parameters in FME Flow, including the use of deployment and geometry parameters, to maximize workflow efficiency.
- Pro Tips for Success: Gain insights on parameterizing connections and leveraging new features like Conditional Visibility for clarity and simplicity.
We’ll wrap up with a glimpse into future webinars, followed by a Q&A session to address your specific questions surrounding this topic.
Don’t miss this opportunity to elevate your FME expertise and drive your projects to new heights of efficiency.
PHP Frameworks: I want to break free (IPC Berlin 2024)Ralf Eggert
In this presentation, we examine the challenges and limitations of relying too heavily on PHP frameworks in web development. We discuss the history of PHP and its frameworks to understand how this dependence has evolved. The focus will be on providing concrete tips and strategies to reduce reliance on these frameworks, based on real-world examples and practical considerations. The goal is to equip developers with the skills and knowledge to create more flexible and future-proof web applications. We'll explore the importance of maintaining autonomy in a rapidly changing tech landscape and how to make informed decisions in PHP development.
This talk is aimed at encouraging a more independent approach to using PHP frameworks, moving towards a more flexible and future-proof approach to PHP development.
The Art of the Pitch: WordPress Relationships and SalesLaura Byrne
Clients don’t know what they don’t know. What web solutions are right for them? How does WordPress come into the picture? How do you make sure you understand scope and timeline? What do you do if sometime changes?
All these questions and more will be explored as we talk about matching clients’ needs with what your agency offers without pulling teeth or pulling your hair out. Practical tips, and strategies for successful relationship building that leads to closing the deal.
Transcript: Selling digital books in 2024: Insights from industry leaders - T...BookNet Canada
The publishing industry has been selling digital audiobooks and ebooks for over a decade and has found its groove. What’s changed? What has stayed the same? Where do we go from here? Join a group of leading sales peers from across the industry for a conversation about the lessons learned since the popularization of digital books, best practices, digital book supply chain management, and more.
Link to video recording: https://bnctechforum.ca/sessions/selling-digital-books-in-2024-insights-from-industry-leaders/
Presented by BookNet Canada on May 28, 2024, with support from the Department of Canadian Heritage.
Builder.ai Founder Sachin Dev Duggal's Strategic Approach to Create an Innova...Ramesh Iyer
In today's fast-changing business world, Companies that adapt and embrace new ideas often need help to keep up with the competition. However, fostering a culture of innovation takes much work. It takes vision, leadership and willingness to take risks in the right proportion. Sachin Dev Duggal, co-founder of Builder.ai, has perfected the art of this balance, creating a company culture where creativity and growth are nurtured at each stage.
UiPath Test Automation using UiPath Test Suite series, part 4DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 4. In this session, we will cover Test Manager overview along with SAP heatmap.
The UiPath Test Manager overview with SAP heatmap webinar offers a concise yet comprehensive exploration of the role of a Test Manager within SAP environments, coupled with the utilization of heatmaps for effective testing strategies.
Participants will gain insights into the responsibilities, challenges, and best practices associated with test management in SAP projects. Additionally, the webinar delves into the significance of heatmaps as a visual aid for identifying testing priorities, areas of risk, and resource allocation within SAP landscapes. Through this session, attendees can expect to enhance their understanding of test management principles while learning practical approaches to optimize testing processes in SAP environments using heatmap visualization techniques
What will you get from this session?
1. Insights into SAP testing best practices
2. Heatmap utilization for testing
3. Optimization of testing processes
4. Demo
Topics covered:
Execution from the test manager
Orchestrator execution result
Defect reporting
SAP heatmap example with demo
Speaker:
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
SAP Sapphire 2024 - ASUG301 building better apps with SAP Fiori.pdfPeter Spielvogel
Building better applications for business users with SAP Fiori.
• What is SAP Fiori and why it matters to you
• How a better user experience drives measurable business benefits
• How to get started with SAP Fiori today
• How SAP Fiori elements accelerates application development
• How SAP Build Code includes SAP Fiori tools and other generative artificial intelligence capabilities
• How SAP Fiori paves the way for using AI in SAP apps
GDG Cloud Southlake #33: Boule & Rebala: Effective AppSec in SDLC using Deplo...James Anderson
Effective Application Security in Software Delivery lifecycle using Deployment Firewall and DBOM
The modern software delivery process (or the CI/CD process) includes many tools, distributed teams, open-source code, and cloud platforms. Constant focus on speed to release software to market, along with the traditional slow and manual security checks has caused gaps in continuous security as an important piece in the software supply chain. Today organizations feel more susceptible to external and internal cyber threats due to the vast attack surface in their applications supply chain and the lack of end-to-end governance and risk management.
The software team must secure its software delivery process to avoid vulnerability and security breaches. This needs to be achieved with existing tool chains and without extensive rework of the delivery processes. This talk will present strategies and techniques for providing visibility into the true risk of the existing vulnerabilities, preventing the introduction of security issues in the software, resolving vulnerabilities in production environments quickly, and capturing the deployment bill of materials (DBOM).
Speakers:
Bob Boule
Robert Boule is a technology enthusiast with PASSION for technology and making things work along with a knack for helping others understand how things work. He comes with around 20 years of solution engineering experience in application security, software continuous delivery, and SaaS platforms. He is known for his dynamic presentations in CI/CD and application security integrated in software delivery lifecycle.
Gopinath Rebala
Gopinath Rebala is the CTO of OpsMx, where he has overall responsibility for the machine learning and data processing architectures for Secure Software Delivery. Gopi also has a strong connection with our customers, leading design and architecture for strategic implementations. Gopi is a frequent speaker and well-known leader in continuous delivery and integrating security into software delivery.
What are the key disciplines to master to optimize teleprospecting effectiveness?
We have identified eight factors that must be mastered in order to optimize a b-to-b lead development function. The eight factors can be segregated into three foundational elements, four building blocks and one overarching discipline.
The foundational factors. The model is built on a foundation of three pillars: the culture of the lead development organisation, the design of the lead development jobs, and the measurements that are established to help characterize performance and diagnose opportunities to optimize.
The building blocks. On top of the three foundational factors sit four key building blocks. The first of these, LDR selection, establishes how to select candidates who will be likely to succeed in an LDR role. The second, LDR development, describes an approach for organizing and prioritizing subjects for mastery by the LDRs. Next, we consider how LDR roles should be executed, including the tools, processes and systems to use to enable consistently excellent execution. Finally, we consider the importance of selecting calling targets thoughtfully.
The overarching discipline. The last factor in the model, management, builds on the foundational elements of culture, job design and measurement to ensure that consistent application of best practices for governing both the effort and the quality of work conducted by lead development.
Ok, so we’ve talked about a lot to do in preparing so far, but we haven’t really talked about how to prepare the human resources.
So, bit of background…
Our data shows that 95% of all calls end with a neutral or negative outcome. So, you know a moment ago I was saying that you should invest in predictive analytics to improve the ability of your team to call at the right time, and to inves the right amount of energy. Think of it, 95% of all your LDR’s time produces nothing or a negative outcome.
=
One of the reasons it is so poor is that the standard practice is to hit voice mail and either leave one or hang up without leaving one, both of which are terrible choices when you don’t know anything more about the prospect or account. Your team has to get out of voice mail jail and find someone, anyone, to talk to who can provide some intel on the account, the contact. Our data also shows that reps who continually make just a little bit more effort on each contact attempt are the ones who proeduce the best results.
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Finally, the very worst thing your team can do is bully or play tricks on gatekeepers. You all know what I mean. You wouldn’t want it done to you. Don’t allow your organization to do it to others. It makes people angry, and even if they are an ideal prospects, you will lose far more than you gain.
Example of the need for more sophisticated measurement
<<>>
Put the context
Isabel: The situation is slightly better in Germany where 52% of respondents say they track both leading and lagging diagnostic indicators. (range is from 33% to 52%)
Here’s what we advise.
Begin with the goal – producing qualified leads. It could be TQLs or TGLs, so we use an x to represent both.
Working backward from there, we know that we have to engage prospects in real conversations to produce leads, so let’s make sure we are counting that. Your team can report that in their call dispositions.
And to get genuine dialogs, you have to be talking to other humans. The data show that reps who have more total conversations also produce the most leads, so let’s make sure we are counting that.
One of the primary reasons we don’t have conversations is that gatekeepers, be they assistants, subordinates in the department – whoever – refuse to help us reach the right person. We call these blocks. And they indicate a coaching oppportunity around clearly explaining who you are, and why you are worthy of someone’s time.
Finally, contact attempts. That is typically all anyone is measuring today.
Each measure should be evaluated relative to what came before. Variation in performance at each conversion point will indicate a specific problem that can be solved for the rep.
The technological innovations of the last several years have really changed how we think about and execute prospect outreach.
So, we start with our prospector, and we now have a varied toolset, including linkedin, social, email, phone, and all powered by predictive.
So, instaed of just talking about email or social, I’ll momentarily raise the level back up to the theoretical to talk about types of communications, and I think you’ll see why that matters.
In the fields of communications and psychology, researhers distinguish two broad categories of communications. They are either synchronous, meaning that they involve a live 2-way exchange in real time, or there are asynchronous, meaning there is or may be a gap between receipt and response.
The telephone is a purely synchronous medium, and synchronous media are disruptive. They are absolutely the best for a rich, productive conversation, but the disruptive nature makes them less than idea for first communications in many respects. So,….
Asynchronous communications are definitely in vogue, particularly as introductions and as a way of doing some quick opportunity research.
Ultimately, we want to get to a synchronous exchange – we need to have a conversation. But, we may need to start that conversations asynchronously.
Here are some tips for doing that. ….
Now we shift to the preparation phase, which is really about establishing and sequencing the tactics.
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And it starts with selecting prospects to whom we are going to direct our outreach.
The most common sources are
Known visitors, generally kept in marketing automation
Retired prospects, recycled from both CRM and MAP
Because these are known prospects, we can market to them directly.
What is different now is that we want to run these through a predictive filter to surface and prioritize the best prospects.
The first step will be to target them with messages via email
Now, we can also include anonymous prospects from our MAP, through targeted display advertising to high propensity IP address.
That’s a mouthful, so what does that mean. It means that now, we can run anonymous visitors through a predictive filter, often determining which companies they work for via reverse IP lookup. From there, they can be run through predictive models that determine whether and to what extent they are good fits to be targeted by display advertising.
Finally, we can source net new prospects (accounts and contacts) that can be targed through these digital means
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Only once we've done that do we begin our human directed outreach - that's the part involving people.
This is still primarily an email and phone based project, but InMail, twitter and other social communities also present options for reaching out directly for one on one communications with prospects.
So, we've mentioned predictive already, so I'd like to tie it all together for you and talk about the five specific use cases for predictive analytics in small net fishing, which we've already mentioned.
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As before, we'll look at this across our four phases, and the three use cases of small net fishing.
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And when it comes to predictive, marketing drive and rapid response share predictive use cases, so we'll treat them together.
In both, predictive models are used to build ideal customer models, including both profile or fit and behavior. We break this isn't two distinct uses, prioriitizing existing or known prospects, and sourcing net new.
Another use of predictive is what we call Tactic Matching. Given enough information about your prospects and their behaviors and attitudes, it becomes possible for predictive models to not only determine what the next best message is, but also what medium should be used to deliver it. Now, this is an advanced use case. If you don't have lots of experience - think, 1000s of records in marketing automation and CRM, you won't yet be able to take advantage of this use case. But, many of you do. And if you do, a predictive provider may well be able to help tie next best message and tactic to help plan your outreach.
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Next we have contact engagement. So, we've selected and prioritized the accounts we want to reach out to, but contact engagement takes this a step deeper, as helps us understand which contacts are most likely to pick up the phone when we call, at what times we should try them, and how much effort is the right amount. This is last mile spredictive in a sense. But think of this. The most expensive resource in this chain of events will be the LDRs. How they apply their effort is critical, adn is typically left to their own discretion. This is a big mistake, especially when we can know what the right kind, amount and timing of effort should be.
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Finally, we have the account monitoring function I mentioned earlier. We've already talked about it, so won't go much vurther here, only to say, think how valuable it would be to know that one of your named accounts is showing a spike of research activity in web searches, social media interactions and follows, etc., researching just the issue you address with your solutions?
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Finally, what is also hugely beneficial about predictive is that most predictive models are or can be continusously learning models. when results are fed back into the machine, it continues to refine its output.
One of the most straightforward uses of data to drive productive is to use it to figure out
When to call
How often to call
And even what to say when you call prospects.
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The first is quite straightforward and rely heavily on third party historical data to determine the optimal time to reach out to prospects.
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But it should not be news to anyone in this audience that there is an optimal level of effort to apply to reaching prospects, and this can be a game changer for organizations with LDR teams. Knowing how much is enough can both improve productivity and help prevent annoying prospects.
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In the final category, companies are popping up now that specialize in reading the public pronouncements of people and making scientifically valid assessments about their personalities and communications styles that can help organizations structure communications, both live and digital, in a way that is more likely to connect with the prospect.
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How does predictive help to get the right number and type of inquiries? And we want
And so we want to start by showing how a predictive sourcing lookalike model works, and as we’ll see, many of the other applications we will look at today share a common dataset that they work from, and do very similar things.
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look-alike modeling starts with two sets of records. The first is a set of companies that we tried to sell to but failed, and the other is a matched set where we succeeded. And we have the dataset of predictor variables,
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this is everything from our internal MAP and SFA data to the huge universe of third party data
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And we're going to try to build a template with this data.
And in essence what this predictive application is doing is pouring all that data over the two positive and negative data sets,
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to see if there is some data that reliably sticks to the companies where we were successful, but does not stick to the losses.
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And if we find that, These becomes markers that identify good prospects.
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And we can take that template and go match new prospects against it. Ones that look substantially like our Wins template are sourced so that we can go market and sell to them.
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So by now, this should look familiar. We have our model with all the familiar data elements, and it’s essentially the same model with the same data. In this case, we may rely more heavily on data in our own systems – marketing automation and SFA. But, not necessarily.
Here, we are assuming that we have some prospects consuming our content and in our MAP. Now, the reason we don’t call this lead scoring is that with predictive we are often not primarily interested in the actions of one person, but we’re interested in the aggregate of actions of multiple people. So, just like back with intent data, we’re interested in knowing whether more than one person in an account is active.
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So, we take our prospect – whether it’s an individual or a group of individuals at an account, and we drop it into our model.
Here the model may have the very same profile we had before when we were doing look-alike modeling.
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Here, we have our ideal prospect, but rather than go out into the world and match new prospects to it, we’re going to
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compare our existing prospects to that ideal and give that prospect a score that tells us how well it corresponds to the ideal.
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Prospects that are a good match are kicked out to an LDR or a sales to take action on.
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One of the principle benefits of a prioritization model of this kind is that you can take the results you get following up on those prospects and feed that back into the model to continually refine the model.
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