How the right level of product knowledge across target groups such as sales reps, channel partners, customers and influencers can increase sales results.
The document provides an overview of key topics related to sales knowledge, including customers, products, technologies, and channels. It discusses the importance of being an expert on products and customers, and how knowledge builds relationships and leads to more sales. Specific areas of sales knowledge covered include the company, products, resellers, advertising, promotions, pricing, competition, technology, and financial metrics. The document emphasizes gaining a thorough understanding across many areas in order to effectively sell to customers.
The document discusses sales training objectives, techniques, and evaluation. It outlines various topics that should be covered in sales training like product knowledge, selling skills, and time management. It also examines different training methods such as on-the-job training, classroom instruction, and e-learning. Finally, it notes that while sales training requires substantial resources, it aims to increase productivity, improve customer relations, and lower turnover.
The document discusses strategies for improving customer acquisition and retention. It recommends defining business objectives, developing strategies to meet those objectives, and using tactics like A/B testing to implement strategies. A/B testing should be used for discovery, not just validation, to continuously learn and improve performance. The goal is to align marketing efforts with website content through testing to better engage customers.
This lecture provides practical tips on how to prepare to enter the marketplace with your product. It is relevant for all start-ups that are still in a development phase and contemplating the various pieces that need to be in place for product launch. Case studies are used to emphasize the importance of taking a customer-centred approach to market entry and illustrate the barriers to scaling and selling your product.
The document discusses various topics related to sales forecasting and budgeting. It describes different types of sales forecasts including top-down and bottom-up approaches. It also outlines numerous sales forecasting methods such as test marketing, moving averages, regression analysis and more. Finally, it discusses developing sales budgets, including purposes, allocation methods, and the budget process.
The document discusses the key concepts of marketing, including the marketing mix (product, price, place, promotion), relationship marketing, and consultative selling. It defines marketing as activities that create and deliver value for customers. Relationship marketing aims to establish long-term collaborative relationships with major customers through continuous engagement. Consultative selling helps customers achieve goals through sharing information and jointly working toward common objectives.
Sales promotion refers to direct inducements that offer extra value or incentives to consumers, sales forces, or distributors to encourage immediate sales. There are various vehicles for sales promotion, including samples, coupons, premiums, contests, and loyalty programs targeted at consumers, as well as trade allowances and cooperative advertising targeted at retailers. Sales promotion has increased due to factors like retailer power, declining brand loyalty, and competition. The objectives of consumer-oriented sales promotion are to increase brand consumption, obtain trial, defend current customers, and build brand equity, while trade-oriented objectives center around obtaining distribution, building retailer inventories, and maintaining trade support.
The document provides an overview of key topics related to sales knowledge, including customers, products, technologies, and channels. It discusses the importance of being an expert on products and customers, and how knowledge builds relationships and leads to more sales. Specific areas of sales knowledge covered include the company, products, resellers, advertising, promotions, pricing, competition, technology, and financial metrics. The document emphasizes gaining a thorough understanding across many areas in order to effectively sell to customers.
The document discusses sales training objectives, techniques, and evaluation. It outlines various topics that should be covered in sales training like product knowledge, selling skills, and time management. It also examines different training methods such as on-the-job training, classroom instruction, and e-learning. Finally, it notes that while sales training requires substantial resources, it aims to increase productivity, improve customer relations, and lower turnover.
The document discusses strategies for improving customer acquisition and retention. It recommends defining business objectives, developing strategies to meet those objectives, and using tactics like A/B testing to implement strategies. A/B testing should be used for discovery, not just validation, to continuously learn and improve performance. The goal is to align marketing efforts with website content through testing to better engage customers.
This lecture provides practical tips on how to prepare to enter the marketplace with your product. It is relevant for all start-ups that are still in a development phase and contemplating the various pieces that need to be in place for product launch. Case studies are used to emphasize the importance of taking a customer-centred approach to market entry and illustrate the barriers to scaling and selling your product.
The document discusses various topics related to sales forecasting and budgeting. It describes different types of sales forecasts including top-down and bottom-up approaches. It also outlines numerous sales forecasting methods such as test marketing, moving averages, regression analysis and more. Finally, it discusses developing sales budgets, including purposes, allocation methods, and the budget process.
The document discusses the key concepts of marketing, including the marketing mix (product, price, place, promotion), relationship marketing, and consultative selling. It defines marketing as activities that create and deliver value for customers. Relationship marketing aims to establish long-term collaborative relationships with major customers through continuous engagement. Consultative selling helps customers achieve goals through sharing information and jointly working toward common objectives.
Sales promotion refers to direct inducements that offer extra value or incentives to consumers, sales forces, or distributors to encourage immediate sales. There are various vehicles for sales promotion, including samples, coupons, premiums, contests, and loyalty programs targeted at consumers, as well as trade allowances and cooperative advertising targeted at retailers. Sales promotion has increased due to factors like retailer power, declining brand loyalty, and competition. The objectives of consumer-oriented sales promotion are to increase brand consumption, obtain trial, defend current customers, and build brand equity, while trade-oriented objectives center around obtaining distribution, building retailer inventories, and maintaining trade support.
This document discusses product and brand management. It defines a product as anything offered by a company to satisfy customer needs. Most new products are improvements on existing ones. The success rate for new products is very low, under 5%. Product development involves business analysis, market testing, and commercialization. Products can be classified as consumer or industrial goods. Brands create value when customers associate them with benefits. Managing brand equity involves nurturing the brand to maintain value and prevent dilution. Packaging and labels are important marketing tools that represent the company and product.
The document discusses the key aspects of sales and distribution management. It covers various topics like prospecting, qualifying leads, sales process, handling objections, negotiation skills, and follow up. Some of the main points discussed are methods of identifying sales prospects, distinguishing between hot, warm and cold prospects, sales presentation techniques like need satisfaction and consultative selling, handling objections by turning them into benefits, and following up with customers for account penetration and relationship building.
60 Minute Crash Course on Channel Management2Checkout
Discover all you need to know about designing and managing an effective software reseller network. Our experts: Casey Potenzone (VP, US Sales, Avangate) and Ken Beam (President / Founder, The VAR-City) presented what it takes to lay the foundations for a successful network and the latest tools and technologies for channel management and growth and revealed how you can focus your channel efforts and strategy on generating revenue by automating or eliminating inefficient, operational processes.
How to find new customers and increase salesHpm India
This document provides guidance on defining your target market and generating sales leads. It recommends answering questions about who will buy your product and what value you offer to define your audience. Existing customers should be marketed to through bundling products, upselling, discounts, and rewards to increase sales. Potential new customers can be identified by analyzing metrics on how current customers were obtained and networking, and various outreach strategies like advertising, affiliates, and websites can generate new leads.
The document discusses various marketing and sales strategies for small businesses, including developing a marketing plan, understanding customers' needs, pricing strategies, choosing a business location, creating an advertising budget, and using traditional, non-traditional, and public relations approaches to promote a business. Key elements include identifying the business's unique selling proposition, using the 80/20 rule to focus efforts, and leveraging low-cost cross-promotion partnerships.
Cross-Selling & Up-Selling with Miller Heimansarahlmilligan
These slides were originally presented by Rich Blakeman, sales vice president for Miller Heiman, in a presentation, Cross-Selling & Up-Selling:Uncovering Hidden Opportunities, to the San Francisco Chamber of Commerce, Tuesday, July 14, 2009.
This document outlines Dennis Antolin's go-to-market plan for a tech product. It includes identifying the target client and lead channels, mapping out the buyer's journey through awareness, consideration, and decision stages, and developing a sales strategy using a S-P-I-N framework. It also provides a sales battlecard template to position the solution against competitors by highlighting their weaknesses, asking questions, and handling objections.
Go-to-market strategy, positioning and viral growthLisa Enckell
Presentation during entrepreneurship week at Luleå University, Sweden on go to market strategies, positioning and viral growth. Examples and learnings from Wrapp, Clue and other startups.
Sales promotion is used as an incentive to encourage customers to purchase a product. It aims to stimulate immediate sales and can include discounts, coupons, samples, and sweepstakes with a limited time period. Sales promotion targets both trade partners to increase stock and consumers directly to induce trials, create new users, and reward loyal customers. While advertising communicates reasons to buy, sales promotion provides economic motivation for purchase.
Sales promotion is used as an incentive to encourage customers to purchase a product. It aims to stimulate immediate sales and can include discounts, coupons, samples, and sweepstakes with a limited time period. Sales promotion targets both retailers through trade promotions like bulk discounts and consumers directly. The document outlines different forms of trade and consumer promotions and discusses how and when during a product's life cycle different levels of sales promotion may be most effective. It stresses the importance of having a clear objective, plan, and evaluation for any sales promotion program.
Sales promotion is used as an incentive to encourage customers to purchase a product. It aims to stimulate immediate sales and can include discounts, coupons, gifts, and sweepstakes with a limited time offer. There are internal reasons like meeting sales targets and external reasons like increasing competition that lead companies to spend more on sales promotions. Promotions can be targeted at retailers through trade promotions like discounts or at consumers directly. The effectiveness of promotions may decline over time due to costs and clutter, so novelty is important.
Product and category management in abms universitytomii01
The document discusses the importance of the Executive Certificate in Product and Category Management course offered by ABMS. The 2-week course provides skills needed for production managers to focus on high quality production, training, packaging, and meeting client needs. This ensures companies offer correct product quality to clients and avoid bad reviews, while allowing growth through new product development and expansion. The course teaches how to deal with local and international clients and make simple changes to improve products and ingredients.
Chapter 4 Creating Customer Value, Satisfaction, and LoyaltyNishant Agrawal
1. Conducting periodic customer satisfaction surveys to understand customer perceptions and gather feedback.
2. Monitoring customer loss or defection rates to identify potential issues.
3. Tracking the performance of competitors to benchmark satisfaction levels.
This document provides an overview of advertising management, media selection, trade promotions, and direct marketing programs. It discusses key activities in advertising management like identifying customers and matching marketing messages. It also describes factors in choosing an advertising agency and the roles of creatives. Additionally, it outlines objectives for advertising campaigns and considerations for media selection. The document reviews various types of trade promotions and disadvantages of trade promotions. It also gives an overview of developing an integrated marketing communications database and direct marketing channels like mail and catalogs.
ajaykumarta-Unit 5 promotion & place mixajay kumarta
This document discusses integrated marketing communications and the marketing communications process. It covers the key elements of the marketing communications mix including advertising, public relations, direct marketing, sales promotion, social media, and word-of-mouth marketing. The document also discusses establishing objectives, designing communications, selecting channels, setting budgets, and measuring the results of marketing communications campaigns.
This document discusses setting objectives, planning, and budgeting for integrated marketing communications (IMC) programs. It defines marketing versus communications objectives and explains how to establish specific, measurable objectives based on understanding customer purchase funnels and how different communications tools can impact awareness, interest, and conversion at various stages. The document also covers methods for determining IMC budgets, including top-down versus bottom-up approaches and using marginal analysis to optimize spending levels. It provides examples of how companies assess return on investment for marketing activities.
Trade Promotion Management (TPM) refers to the management of promotional activities like trade shows, special pricing, and sales incentives to effectively plan, execute, and analyze their impact. TPM solutions help consumer packaged goods companies and other businesses that rely heavily on promotions. They provide tools for budgeting, data integration, planning, reporting, and analyzing promotional activities and expenditures to improve sales forecasting and measure return on investment. Closed Loop TPM integrates the TPM solution with a company's other financial and supply chain systems for end-to-end management and tracking of all trade promotion activities.
The document discusses 5 common issues with sales training and recommended solutions:
1) Sales training apathy - lack of buy-in from salespeople and executives. Solutions include leadership support and change management.
2) Wrong sales training mix - not aligning training to sales process and buyer needs. Solutions include focusing on skills and coaching.
3) Lack of sales development system - reactive approach not addressing skills gaps. Solutions include competency-based learning programs.
4) Poor measurement techniques - not tracking outcomes of training and coaching. Solutions include measuring outputs and behavior change.
5) The wrong content - one-size-fits-all approach. Solutions include customizing based on needs and understanding organizational maturity.
The book The Effortless Experience provides valuable insights into drivers of customer loyalty and disloyalty. The information is counter to what has traditionally been well-accepted practices in business. It's critical for Customer Success practitioners to understand the correlation between customer effort and loyalty in support of customer acquisition and retention goals.
Since the economic downturn, many retailers cut staffing levels to bare minimum in order to weather the storm. As the economy turnaround continues and consumer spending starts to increase, there is a renewed opportunity to enhance brand image with both old and new customers. Execution is as important as ever. Quality service levels are required to convert foot traffic to sales while perfect field execution must be achieved to implement corporate strategies to capitalize on the investment of targeted marketing campaigns.
This document discusses product and brand management. It defines a product as anything offered by a company to satisfy customer needs. Most new products are improvements on existing ones. The success rate for new products is very low, under 5%. Product development involves business analysis, market testing, and commercialization. Products can be classified as consumer or industrial goods. Brands create value when customers associate them with benefits. Managing brand equity involves nurturing the brand to maintain value and prevent dilution. Packaging and labels are important marketing tools that represent the company and product.
The document discusses the key aspects of sales and distribution management. It covers various topics like prospecting, qualifying leads, sales process, handling objections, negotiation skills, and follow up. Some of the main points discussed are methods of identifying sales prospects, distinguishing between hot, warm and cold prospects, sales presentation techniques like need satisfaction and consultative selling, handling objections by turning them into benefits, and following up with customers for account penetration and relationship building.
60 Minute Crash Course on Channel Management2Checkout
Discover all you need to know about designing and managing an effective software reseller network. Our experts: Casey Potenzone (VP, US Sales, Avangate) and Ken Beam (President / Founder, The VAR-City) presented what it takes to lay the foundations for a successful network and the latest tools and technologies for channel management and growth and revealed how you can focus your channel efforts and strategy on generating revenue by automating or eliminating inefficient, operational processes.
How to find new customers and increase salesHpm India
This document provides guidance on defining your target market and generating sales leads. It recommends answering questions about who will buy your product and what value you offer to define your audience. Existing customers should be marketed to through bundling products, upselling, discounts, and rewards to increase sales. Potential new customers can be identified by analyzing metrics on how current customers were obtained and networking, and various outreach strategies like advertising, affiliates, and websites can generate new leads.
The document discusses various marketing and sales strategies for small businesses, including developing a marketing plan, understanding customers' needs, pricing strategies, choosing a business location, creating an advertising budget, and using traditional, non-traditional, and public relations approaches to promote a business. Key elements include identifying the business's unique selling proposition, using the 80/20 rule to focus efforts, and leveraging low-cost cross-promotion partnerships.
Cross-Selling & Up-Selling with Miller Heimansarahlmilligan
These slides were originally presented by Rich Blakeman, sales vice president for Miller Heiman, in a presentation, Cross-Selling & Up-Selling:Uncovering Hidden Opportunities, to the San Francisco Chamber of Commerce, Tuesday, July 14, 2009.
This document outlines Dennis Antolin's go-to-market plan for a tech product. It includes identifying the target client and lead channels, mapping out the buyer's journey through awareness, consideration, and decision stages, and developing a sales strategy using a S-P-I-N framework. It also provides a sales battlecard template to position the solution against competitors by highlighting their weaknesses, asking questions, and handling objections.
Go-to-market strategy, positioning and viral growthLisa Enckell
Presentation during entrepreneurship week at Luleå University, Sweden on go to market strategies, positioning and viral growth. Examples and learnings from Wrapp, Clue and other startups.
Sales promotion is used as an incentive to encourage customers to purchase a product. It aims to stimulate immediate sales and can include discounts, coupons, samples, and sweepstakes with a limited time period. Sales promotion targets both trade partners to increase stock and consumers directly to induce trials, create new users, and reward loyal customers. While advertising communicates reasons to buy, sales promotion provides economic motivation for purchase.
Sales promotion is used as an incentive to encourage customers to purchase a product. It aims to stimulate immediate sales and can include discounts, coupons, samples, and sweepstakes with a limited time period. Sales promotion targets both retailers through trade promotions like bulk discounts and consumers directly. The document outlines different forms of trade and consumer promotions and discusses how and when during a product's life cycle different levels of sales promotion may be most effective. It stresses the importance of having a clear objective, plan, and evaluation for any sales promotion program.
Sales promotion is used as an incentive to encourage customers to purchase a product. It aims to stimulate immediate sales and can include discounts, coupons, gifts, and sweepstakes with a limited time offer. There are internal reasons like meeting sales targets and external reasons like increasing competition that lead companies to spend more on sales promotions. Promotions can be targeted at retailers through trade promotions like discounts or at consumers directly. The effectiveness of promotions may decline over time due to costs and clutter, so novelty is important.
Product and category management in abms universitytomii01
The document discusses the importance of the Executive Certificate in Product and Category Management course offered by ABMS. The 2-week course provides skills needed for production managers to focus on high quality production, training, packaging, and meeting client needs. This ensures companies offer correct product quality to clients and avoid bad reviews, while allowing growth through new product development and expansion. The course teaches how to deal with local and international clients and make simple changes to improve products and ingredients.
Chapter 4 Creating Customer Value, Satisfaction, and LoyaltyNishant Agrawal
1. Conducting periodic customer satisfaction surveys to understand customer perceptions and gather feedback.
2. Monitoring customer loss or defection rates to identify potential issues.
3. Tracking the performance of competitors to benchmark satisfaction levels.
This document provides an overview of advertising management, media selection, trade promotions, and direct marketing programs. It discusses key activities in advertising management like identifying customers and matching marketing messages. It also describes factors in choosing an advertising agency and the roles of creatives. Additionally, it outlines objectives for advertising campaigns and considerations for media selection. The document reviews various types of trade promotions and disadvantages of trade promotions. It also gives an overview of developing an integrated marketing communications database and direct marketing channels like mail and catalogs.
ajaykumarta-Unit 5 promotion & place mixajay kumarta
This document discusses integrated marketing communications and the marketing communications process. It covers the key elements of the marketing communications mix including advertising, public relations, direct marketing, sales promotion, social media, and word-of-mouth marketing. The document also discusses establishing objectives, designing communications, selecting channels, setting budgets, and measuring the results of marketing communications campaigns.
This document discusses setting objectives, planning, and budgeting for integrated marketing communications (IMC) programs. It defines marketing versus communications objectives and explains how to establish specific, measurable objectives based on understanding customer purchase funnels and how different communications tools can impact awareness, interest, and conversion at various stages. The document also covers methods for determining IMC budgets, including top-down versus bottom-up approaches and using marginal analysis to optimize spending levels. It provides examples of how companies assess return on investment for marketing activities.
Trade Promotion Management (TPM) refers to the management of promotional activities like trade shows, special pricing, and sales incentives to effectively plan, execute, and analyze their impact. TPM solutions help consumer packaged goods companies and other businesses that rely heavily on promotions. They provide tools for budgeting, data integration, planning, reporting, and analyzing promotional activities and expenditures to improve sales forecasting and measure return on investment. Closed Loop TPM integrates the TPM solution with a company's other financial and supply chain systems for end-to-end management and tracking of all trade promotion activities.
The document discusses 5 common issues with sales training and recommended solutions:
1) Sales training apathy - lack of buy-in from salespeople and executives. Solutions include leadership support and change management.
2) Wrong sales training mix - not aligning training to sales process and buyer needs. Solutions include focusing on skills and coaching.
3) Lack of sales development system - reactive approach not addressing skills gaps. Solutions include competency-based learning programs.
4) Poor measurement techniques - not tracking outcomes of training and coaching. Solutions include measuring outputs and behavior change.
5) The wrong content - one-size-fits-all approach. Solutions include customizing based on needs and understanding organizational maturity.
The book The Effortless Experience provides valuable insights into drivers of customer loyalty and disloyalty. The information is counter to what has traditionally been well-accepted practices in business. It's critical for Customer Success practitioners to understand the correlation between customer effort and loyalty in support of customer acquisition and retention goals.
Since the economic downturn, many retailers cut staffing levels to bare minimum in order to weather the storm. As the economy turnaround continues and consumer spending starts to increase, there is a renewed opportunity to enhance brand image with both old and new customers. Execution is as important as ever. Quality service levels are required to convert foot traffic to sales while perfect field execution must be achieved to implement corporate strategies to capitalize on the investment of targeted marketing campaigns.
This folder introduces customer insight expert emnos, an international consultancy which helps retailers and consumer businesses across the world make better commercial decisions.
emnos offers a unique combination of data analytics, consulting, solutions and services that enable its clients to effectively use, and benefit from, customer insight. With this, clients are able to optimise communications, pricing, promotions, ranging and store layout and make marketing communication relevant and integrated across multiple channels.
More information: www.emnos.com
Evangelize specializes in optimizing digital end user experiences through transformational business consulting. They help clients build and improve product portfolios to drive digital revenue. Evangelize provides a defined digital experience platform that orchestrates applications and services. Their performance framework focuses on digital revenue generation, business model innovation, end user enablement, and life cycle extension to create maximum business value through strategic products, engaged people, optimized processes, and sustained product value.
This document discusses how MindTickle helps companies improve sales readiness through online training and assessments for sales reps. It notes that the typical onboarding process takes several months for reps to become fully productive. MindTickle provides tools to start onboarding earlier and track learning progress to identify gaps. This allows companies to reduce onboarding time and efforts by over 40% through replacing in-person training with online modules accessible on any device. Customers report increased participation in training and improved sales performance as a result.
The Big Think Revenue Maximizer system delivers consistent and predictable revenue growth for clients. It leverages Big Think's Business IQ to increase revenue output from each business component and the overall revenue generation capacity. Big Think focuses on profitable revenue growth through a holistic approach considering all interconnections within a business as a total system. They help assure recommendations are best for the overall company bottom line, not just one department.
The Art of the Hand-Off, featured Phone Works founder Anneke Seley and Act-On Software CMO Atri Chatterjee as presenters.
This webinar focused on the handoff of leads between marketing and sales, using a simple formula: “Strategy + Process + People + Technology = Increased revenue results and decreased cost.”
Product Marketing Content Curator: Why do you need one?NeuronLeaders
A proficient Content Curator can help increase sales, lower costs and improve results by auditing, evaluating, creating, managing, and optimizing your product marketing assets.
This document outlines a sales strategy for a product management system sold with an annual license fee. It discusses targeting customers with less than 75 employees, focusing sales efforts on recruiting new customers to build annual revenue, and delivering profitability through operational excellence, competitive pricing, and easy to use modular products. Key performance indicators are identified to measure the sales process and customer interactions.
Cloud-based CRM software helps you to prioritize follow-ups with data-backed insights and make more sales on the go. Get the most out of your CRM experience.
Huthwaite is a company that provides sales training and methodology. Their Buyer Focused Marketing program teaches marketing teams to create customer demand throughout the buying cycle by helping customers see problems, presenting solutions, and identifying opportunities. The program trains marketing in buyer-focused behaviors to better align with sales and increase revenue. Upon completing the program, participants will be able to discover customer concerns at each phase of the buying cycle and increase synergy between sales and marketing.
This document provides an overview of Confirmit and its Voice of the Customer solutions. It discusses:
- The problems many companies face with unstructured, labor intensive customer feedback collection
- How Confirmit's VoC solutions can increase productivity, standardize processes, and drive higher profitability through formal VoC programs
- Confirmit's multi-channel data collection, text/social analytics, reporting, action management, and system integrations that provide a complete VoC solution
- Examples of large companies who have improved customer retention, reduced costs and improved processes through Confirmit's VoC programs
OptifiNow offers software tools that optimize conversion rates across each stage of the marketing and sales funnel. The tools provide key benefits like personalized marketing, a common content platform, lead management and routing, and measurement of marketing ROI. The document discusses how the software empowers salespeople with tools for engagement, conversion and repeat sales through features like content management, personalization, and adaptable processes. It positions OptifiNow as a solution to improve marketing and sales alignment and performance.
The document discusses key factors for business success including lead generation, converting leads to sales, lifetime customer value, operating costs, and reinvesting profits. It emphasizes the importance of marketing to provide a constant flow of quality leads and sales to convert those leads into customers quickly with high lifetime value. Finally, it offers the services of ADSPORT to help businesses with marketing plans, generating quality sales leads, and closing more sales faster through sales process training and management.
How Enterprise SaaS Companies Justify Investment in Customer SuccessGainsight
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How Enterprise SaaS Companies Justify Investment in Customer Success - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from Bazaarvoice, ToutApp, Enviance, LinkedIn
Implementing lead management best practices through marketing automation reduces the cost of marketing, fills the sales pipeline faster with better quality leads, and grows revenue
Metrics That Matter: Bridging User Needs and Board Priorities for Business Su...Product School
This document discusses metrics that matter for product teams to bridge user needs and business priorities. It emphasizes starting with understanding customer pain points and desired outcomes. It also stresses measuring key metrics like retention, activation, and usage that align with operational goals and tracking progress towards business outcomes. The document provides strategies for product teams to use data and experiments to drive ROI, including identifying features that increase retention and targeting users to reach goals.
This document describes Porter Henry & Company's sales training and consulting services. It outlines their philosophy of collaborative, learner-centered training. It also details their comprehensive curriculum covering sales, sales management, leadership and other topics. Their services include needs assessment, customized training solutions, and competency-based interventions. Testimonials and profiles of leadership are provided.
Similar to The Value of the right Product Knowledge (20)
1. Knowledge is Power
Francis Bacon (1561 – 1626)
Adequate Knowledge among
Sales reps, Channel Partners,
Influencers and Customers
means increased sales results
“Delivering knowledge, information and training to an audience
beyond employees is one of the fastest growing segments of
the learning industry, increasing at an annual pace greater than
25%”.
(Bersin & Associates)
2. Agenda
Challenges and Complications
Companies are continuously experiencing challenges in relation to the achieving
and maintaining the adequate level of Product Knowledge in their channel.
Solution
HRDi is a system which achieves the adequate Product Knowledge level, monitors
and measures the Product Knowledge level.
Implementation and Value
If a company implements the HRDi system, it is done easily – and the impact is
significant.
3. Inadequate Knowledge causes ”pain”
Innovation drives need for
knowledge. Innovation represent
26-43% of revenue. (Telco 84%
in 2009) Products
Employee churn in sales and Employees
Customers/
Influencers
customer service multiplies the
value of efficient onboarding. Channel
Partners
Success means more Customers
& Sales Channel Partners who
needs to understand the value
of your offering.
4. Adequate Knowledge = More Sales
Equips and empowers the sales rep to
match the different needs of customers.
The sales rep becomes an enthusiastic
ambassador, confidently pitching the product.
Prepared with facts for winning objections.
-> More Sales
5. Agenda
Challenges and Complications
Companies are continuously experiencing challenges in relation to the achieving
and maintaining the adequate level of Product Knowledge in their channel.
Solution
HRDi is a system which achieves the adequate Product Knowledge level, monitors
and measures the Product Knowledge level.
Implementation and Value
If a company implements the HRDi system, it is done easily – and the impact is
significant.
6. We increase revenue & market shares
Our Business
Targeted and measureable
upgrade of Sales & Product
Knowledge for Sales & Customer
Service representatives, Sales
Channel Partners, Influencers and
Customers.
Providing knowledge for your
decision makers to
make the right decisions and
adjustments.
7. Knowledge Intelligence
Executive Knowledge, certifications &
overview results: Targeted, fast, easy
ERP and efficient
CRM – for all relevant parties.
HRM
HRDi
SaaS
Sales/Customer Service Automatic follow-up & Testing &
Knowledge Management involvement Registration of activity
Improvement Material
8. Agenda
Challenges and Complications
Companies are continuously experiencing challenges in relation to the achieving
and maintaining the adequate level of Product Knowledge in their channel.
Solution
HRDi is a system which achieves the adequate Product Knowledge level, monitors
and measures the Product Knowledge level.
Implementation and Value
If a company implements the HRDi system, it is done easily – and the impact is
significant.
9. The system ensures maximum impact
Your
Company
Product
Channel Marketing
Manager
Channel Customer Alignment of Knowledge within Marketing,
Partners operation Product Management, Customer
Operation, Sales Channel Partners,
Influencers and Customers – HRDi
creates the ability to optimize impact of
Customers/ campaigns by ensuring required
Influencers Sales/Product Knowledge is present.
10. Value of Product Knowledge – Just in time
Knowledge level Revenue
HRDi shortens
90% Time-to-Knowledge &
Optimizes Impact
80%
70%
Time
Launch of training/ Launch of product, campaign or
promotion of knowledge sales partnership
Product Knowledge Traditional revenue development
Promotion & Analysis HRDi revenue development
with HRDi
Gained revenue opportunities
11. The system creates value – example
New Product Launch
60.000 units and DKK 5.000 per unit ~ DKK 300 mill.
Product Knowledge expected overall influence at least 5 %
Change in Product Knowledge from 18 % to 70 %
Impact from 0,9 % to 3,5 % -> 2,6 %
-> Increased value of DKK 7,8 mill.
-> Shorten time-to-knowledge/
early stage revenue generation
12. High ROI, - fast, easy and efficient
SaaS + existing databases
– Fast, easy and efficient implementation of solution
PULL-PUSH-PULL
– Knowledge always updated and relevant – fast
Automatic follow-up and management involvement
– High response rate and knowledge level.
Automatic on-boarding
– Efficient sales reps, fast, at a low cost.
ROI = increase + sustained sales