The Value Engagement Series is a skills blueprint created by The TAS Group to help sales professionals engage with customers to discover their needs, access the right decision makers, and deliver the preferred solution in a way that highlights the company's unique value. It includes modules on discovering customer requirements, connecting with stakeholders, and presenting value in a personalized manner. When used by InfoMentis salespeople, it led to higher win rates, improved forecasting, increased revenue and customer satisfaction. The TAS Group provides the series through an online automation platform to facilitate sustained, measurable results.
Using Targeted Account Selling to Crush Your Sales KPIsBrandon Redlinger
Account-Based Selling (ABS) is a new and quickly evolving space. There’s no set playbook circulating around the Internet. This method for selling is made possible by advancing technology, increasing availability of data in the public domain and the need to find a new, effective way to sell.
In this presentation you'll discover:
-What Account Based Selling is
-Why you should care
-How to find target accounts
-How to conduct research
-How to establish and execute your outbound plan
-The most costly mistakes
-An example of ABS in action
-----------
This presentation was brought to you by PersistIQ
Our software empowers sales reps to easily create personalized outbound campaigns at scale.
Move faster and sell smarter than ever before.
Try PersistIQ for free at www.PersistIQ.com
SiriusDecisions -The Transformation of B2B Sales, Marketing and Product - at ...MassTLC
Heather Loisel, VP of Consulting and CMO Practice Lead from SiriusDecisions presented on the transformation of B2B sales, marketing and product at MassTLC's annual sales and marketing summit on April 4.
Opportunity Management: The Key to Winning OpportunitiesAltify
There Are Only Two Reasons Why You Lose A Deal
Yes, just two! Either you should not have been competing in the deal in the first place (i.e. you did not qualify it properly) or you were outsold (either by a competitor or no decision).
Winning starts with four key questions:
Is there an opportunity?
Can we compete?
Can we win?
Is it worth winning?
Knowing which deals to resource and which to qualify out – is challenging. We agree.
Here’s what we’ve found:
Opportunity Management Matters! When you don't consistently follow a solid opportunity management process and methodology, you’ll miss important signs that often end up stalling or losing deals.
If there’s a chance that your team might be missing the real issues in your opportunities, watch and learn what you should be doing every single time, to maximize your opportunity to win.
Using Targeted Account Selling to Crush Your Sales KPIsBrandon Redlinger
Account-Based Selling (ABS) is a new and quickly evolving space. There’s no set playbook circulating around the Internet. This method for selling is made possible by advancing technology, increasing availability of data in the public domain and the need to find a new, effective way to sell.
In this presentation you'll discover:
-What Account Based Selling is
-Why you should care
-How to find target accounts
-How to conduct research
-How to establish and execute your outbound plan
-The most costly mistakes
-An example of ABS in action
-----------
This presentation was brought to you by PersistIQ
Our software empowers sales reps to easily create personalized outbound campaigns at scale.
Move faster and sell smarter than ever before.
Try PersistIQ for free at www.PersistIQ.com
SiriusDecisions -The Transformation of B2B Sales, Marketing and Product - at ...MassTLC
Heather Loisel, VP of Consulting and CMO Practice Lead from SiriusDecisions presented on the transformation of B2B sales, marketing and product at MassTLC's annual sales and marketing summit on April 4.
Opportunity Management: The Key to Winning OpportunitiesAltify
There Are Only Two Reasons Why You Lose A Deal
Yes, just two! Either you should not have been competing in the deal in the first place (i.e. you did not qualify it properly) or you were outsold (either by a competitor or no decision).
Winning starts with four key questions:
Is there an opportunity?
Can we compete?
Can we win?
Is it worth winning?
Knowing which deals to resource and which to qualify out – is challenging. We agree.
Here’s what we’ve found:
Opportunity Management Matters! When you don't consistently follow a solid opportunity management process and methodology, you’ll miss important signs that often end up stalling or losing deals.
If there’s a chance that your team might be missing the real issues in your opportunities, watch and learn what you should be doing every single time, to maximize your opportunity to win.
Account Based Sales for Key Account GrowthRevegy, Inc.
According to SiriusDecisions, the recent buzz around account based sales reflects a long overdue need to enhance the way companies do account management...by breaking out of the status quo and exploring new, innovative approaches to the age-old concept of account planning, companies like Oracle are driving immediate pipeline growth from their most strategic customers.
Learn how world-class sales organizations are applying modern, account-based selling techniques to grow existing revenues:
The critical missing element that prevent account teams from discovering more immediate revenue opportunities
Why traditional approaches to account planning fail and what the most successful programs have in common
The best practices framework that companies like Oracle, JDA and BlackLine use to drive organic growth
Learn how to use Gainsight to prep for, conduct, and follow through on effective Executive Business Reviews. In this session, a Gainsight CSM will take you through how to use success plans to streamline your EBR process.
Are you dependent on the Rigid frameworks or on the Heroes in your Organisation to institutionalise KAM process?
1
Key Account Planning & Management needs strategic planning and thinking.
2
DemandFarm brings best flexible and configurable frameworks and make this process easy
3
Get introduced to a framework which is best of both Automated tools and Human intelligence
Startup Metrics 101: a Product & Marketing WorkshopDave McClure
This presentation demonstrates a simple, actionable 5-step model for measuring startup metrics. The 5 steps are: Acquisition, Activation, Retention, Referral, & Revenue (AARRR!). The presentation also explains how to use the model to make better product & marketing decisions for your startup.
Created by Dave McClure & Hiten Shah, presented at Web 2.0 Expo SF on Tue 4/22/08.
A High Growth SaaS Playbook - 12 Metrics to Drive SuccessSaaStock
Keynote by David Skok, ForEntrepreneurs Blog & General Partner, Matrix Partners, at SaaStock on Tour New York, 20th June 2018, KnockDown Center, Maspeth, NYC
Now that you’ve developed your strategy to optimize customer usage, loyalty and renewal, use this Customer Success Action Plan template to outline the activities you and your team will implement in order to reach your goals.
How to Achieve a 52% Reply Rate on Cold EmailsDatanyze
1. How to narrow down your search for companies and contacts
2. How to create an authentic outreach email
3. How to follow up
4. A/B testing to increase open and reply rates
5. Tools to help you along the way
Sales Decks for Founders - Founding Sales - December 2015 Peter Kazanjy
Presentation on "sales decks for founders" covering the best way to present your new technology product to a business-to-business buyer.
Presentation is an adaption of a chapter from Founding Sales (book on technology sales for founders and other first-time sellers): https://twitter.com/FoundingSales
Chapter excerpt here: http://firstround.com/review/building-your-best-sales-deck-starts-here/
Results, conclusions and recommendations from the Value Selling Survey 2015 - Research conducted in Germany, Switzerland, Benelux by Mercuri International and St Gallen University , based on survey of 278 B2B Companies.
Building a Repeatable, Scalable & Profitable Growth ProcessDavid Skok
In a talk I gave at SaaS North 2017 conference in Ottawa, I talk about the fundamentals of building a repeatable, scalable, and profitable growth process for a startup.
It’s true, the CSM Journey begins with User Adoption. Without strong adoption; retention and renewal become problematic.
Up until now, User Adoption has meant many different things to many different people. Today, Cloud and SaaS companies have redefined what User Adoption is and how it’s attained.
In this webinar, we've partnered with Tri Tuns Consulting to discuss:
- The UA/CSM Journey
- Who owns User Adoption?
- User Adoption: Defining Success
- User Adoption Planning
- Delivering the Goal
Account Based Sales for Key Account GrowthRevegy, Inc.
According to SiriusDecisions, the recent buzz around account based sales reflects a long overdue need to enhance the way companies do account management...by breaking out of the status quo and exploring new, innovative approaches to the age-old concept of account planning, companies like Oracle are driving immediate pipeline growth from their most strategic customers.
Learn how world-class sales organizations are applying modern, account-based selling techniques to grow existing revenues:
The critical missing element that prevent account teams from discovering more immediate revenue opportunities
Why traditional approaches to account planning fail and what the most successful programs have in common
The best practices framework that companies like Oracle, JDA and BlackLine use to drive organic growth
Learn how to use Gainsight to prep for, conduct, and follow through on effective Executive Business Reviews. In this session, a Gainsight CSM will take you through how to use success plans to streamline your EBR process.
Are you dependent on the Rigid frameworks or on the Heroes in your Organisation to institutionalise KAM process?
1
Key Account Planning & Management needs strategic planning and thinking.
2
DemandFarm brings best flexible and configurable frameworks and make this process easy
3
Get introduced to a framework which is best of both Automated tools and Human intelligence
Startup Metrics 101: a Product & Marketing WorkshopDave McClure
This presentation demonstrates a simple, actionable 5-step model for measuring startup metrics. The 5 steps are: Acquisition, Activation, Retention, Referral, & Revenue (AARRR!). The presentation also explains how to use the model to make better product & marketing decisions for your startup.
Created by Dave McClure & Hiten Shah, presented at Web 2.0 Expo SF on Tue 4/22/08.
A High Growth SaaS Playbook - 12 Metrics to Drive SuccessSaaStock
Keynote by David Skok, ForEntrepreneurs Blog & General Partner, Matrix Partners, at SaaStock on Tour New York, 20th June 2018, KnockDown Center, Maspeth, NYC
Now that you’ve developed your strategy to optimize customer usage, loyalty and renewal, use this Customer Success Action Plan template to outline the activities you and your team will implement in order to reach your goals.
How to Achieve a 52% Reply Rate on Cold EmailsDatanyze
1. How to narrow down your search for companies and contacts
2. How to create an authentic outreach email
3. How to follow up
4. A/B testing to increase open and reply rates
5. Tools to help you along the way
Sales Decks for Founders - Founding Sales - December 2015 Peter Kazanjy
Presentation on "sales decks for founders" covering the best way to present your new technology product to a business-to-business buyer.
Presentation is an adaption of a chapter from Founding Sales (book on technology sales for founders and other first-time sellers): https://twitter.com/FoundingSales
Chapter excerpt here: http://firstround.com/review/building-your-best-sales-deck-starts-here/
Results, conclusions and recommendations from the Value Selling Survey 2015 - Research conducted in Germany, Switzerland, Benelux by Mercuri International and St Gallen University , based on survey of 278 B2B Companies.
Building a Repeatable, Scalable & Profitable Growth ProcessDavid Skok
In a talk I gave at SaaS North 2017 conference in Ottawa, I talk about the fundamentals of building a repeatable, scalable, and profitable growth process for a startup.
It’s true, the CSM Journey begins with User Adoption. Without strong adoption; retention and renewal become problematic.
Up until now, User Adoption has meant many different things to many different people. Today, Cloud and SaaS companies have redefined what User Adoption is and how it’s attained.
In this webinar, we've partnered with Tri Tuns Consulting to discuss:
- The UA/CSM Journey
- Who owns User Adoption?
- User Adoption: Defining Success
- User Adoption Planning
- Delivering the Goal
Facets Training functionality that is supported under application group. Best Trizetto Facets online course cover healthcare, claims processing in USA, UK
Oracle Sales Cloud - Driving Growth Through Smarter Selling!Justin Lavoie
The world of selling has changed - see the new era of Smarter Selling! Here is a high level overview and demonstration of Oracle Sales Cloud and some customer successes.
CRMIT : Oracle CRM On Demand to Fusion CRM Migration success storyNaga Chokkanathan
This presentation talks about CRMIT 's successful migration from Oracle CRM On Demand #CRMOD to Fusion CRM.
For More details, visit us at http://www.crmit.com/ or http://blog.crmit.com/
The Oracle Sales Cloud Fixed Scope Offering (FSO) from Delivery Centric is specifically designed by incorporating leading practices to provide a fast track implementation and get clients up & running on Oracle Sales Cloud quickly, reliably with minimum-risk and maximum-ROI
Organizations need a plan for moving from their current state toward cloud models based on standardized and consolidated platforms, shared services, self-service and metered use. How can organizations get started on the evolution to cloud computing? This webcast explores how enterprises can create a roadmap to cloud computing, including developing the business case; financial models; governance considerations; security considerations; organizational, policy and process considerations; and technical architecture considerations.
Cultivate Talent January Newsletter on the theme "Solution Focused Selling" around getting the right sales culture and framework to improve sales performance
Incorporating Social Media and Customer Service Mary Naylor VIPdesk Blake Cah...VIPdesk
Incorporating Social Media and Customer Service: How to Develop a Strategy
Blake Cahill: SVP of Marketing, Visible Technologies
Mary Naylor, VIPdesk
Setting goals and objectives for your social media efforts
Getting buy-in
Resources required to successfully implement a social media plan
Tools to use
Measurement of success
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.”
Introduction to Technology Marketing as a Service (TMaaS). The presentation was made by Manish Godha at Technology for Marketing and Advertising conference (TFM&A/ TFMA), New Delhi on June 20, 2013.
Brain Bridge is an outsourcing company with expertise in Value/Cost Management, Business Analytics, Marketing and Media. We help Ukrainian companies to be competitive and profitable during economic crisis and further integration into competitive EU environment. We also help to re-define company’s problems, find hidden reasons and fix them.
If you are looking for:
• Making profit on falling markets
• Re-launching falling brand and the return in a growing trend
• Launching brands set to become leaders
• Setting up an effective marketing in the companies
• Calculating ROI and optimization of investments
• Efficient media placement by the true prices
• Building a profitable and competitive brand portfolio
• Profit growth at falling sales
• Launching innovations which are increasing share and sales
... just let us know.
The Top 3 Reason Why Your Account Planning Process is Broken (And How To Fix It)Altify
Maximizing revenue from key accounts is critical to maintaining revenue growth. Yet, when it comes to Account Planning, if honest, we often treat it as a chore to be avoided. Or, addressed once a year and then shelved until the following year.
Account Planning Matters …
1. For large enterprise sales Account Planning and Management delivers more additional pipeline and consistently greater win rates than any other sales or marketing activity.
2. For Territory or Portfolio Planning, account planning helps you to select the accounts that will deliver most revenue, and develop a plan to grow your entire book of business.
3. Acquiring business from new customers is six times more expensive than growing your revenue in an existing account
4. You are seven times more likely to win a deal in an existing customers than from a new account
5. We wrote the book on Account Planning in Salesforce. Oh, and yes, Salesforce uses our Dealmaker Smart Account Manager solution for their account planning.
Join us as we revisit the fundamentals of this surefire revenue growth strategy and share the insights we have gleaned since we first launched our book, Amazon #1 Bestseller Account Planning in Salesforce.
Everyone wants to improve sales results, however, not everyone is willing to change their sales behavior. 52% of companies report that the primary reason why new sales behaviors are not adopted is the failure to operationalize change.
For sales people, this comes down to a reward/effort equation. Is the benefit obvious, and great enough to motivate salespeople to adopt new behaviors?
Join us and learn the best practices to optimize your smart sales transformation initiative for sustained and predictable revenue growth. Hear Michael Campbell, Vice President of Sales Operations & Development for Diebold and JP Knapp, Director of Sales Enablement for Vocera Communications share their lessons learned about the internal challenges of driving adoption and sustained value.
How Great Sales Managers Minimize Risk to Maximize ImpactAltify
Frontline sales managers are in a high-pressure role and are the linchpin of the sales organization. When sales management fails, sales fails, and the business fails to scale.
Failure is too frequent – the average tenure of a CSO is just 18 months – but it doesn't have to be that way.
Managing the business of sales demands rhythm and a framework to prioritize what to do and when to do it. Effective sales managers can balance short-term current revenue activities (represented by your forecast), with the future business pursuits (represented by your pipeline) while at the same time managing day-to-day tasks.
In this presentation, we lay out a framework to help you manage your sales business and answer the Big Questions.
Webinar | Fail Early, Win More. The Strategy Behind Opportunity ManagementAltify
Our research suggests that just over half (59%) of sales professionals think they can qualify effectively. The problem is that when you do a great job in qualification your pipeline shrinks, and even though it’s the right thing to do, sometimes you keep that deal in the pipeline longer than you should.
If you’re pursuing 10 deals and winning 3, that’s a 30% win rate—average for enterprise sales. How about winning 4 out of 7? That’s a 57% win rate – with less time spent on deals you can’t win.
Sales And Marketing Alignment: The Good, The Bad, and The UglyAltify
Align Your Solutions to Customer Problems
Accelerate Sellers’ Credibility with their Buyers
Only 36% of salespeople can identify their customers’ problems and fewer can connect the problems to the business impact. Marketing & Sales aligning with the buyer is the first step. It’s the only way to connect your solutions to their problems. And only then can the salesperson add value to the conversation.
Account Planning in Salesforce: Trending in 2015 Altify
In every large customer account there is hidden white space where you can sell your existing products to new divisions and sell more solutions to the same business units, for complete penetration across the account.
In this webinar we reveal the secrets we have learned since early 2013 when we launched the Amazon #1 Bestseller Account Planning in Salesforce.
Since then we have seen thousands of account managers grow their business with their major customers, while also increasing the value that they deliver.
We have seen account and territory plans fully completed in just 6 hours, a large enterprise company add $400 million to their pipeline in just weeks, and an increase in win rate of 300%.
We will revisit the fundamentals of this surefire revenue growth strategy and share the insights we have gleaned since we first launched Account Planning in Salesforce.
Webinar | Bridging the Buyer / Seller Credibility GapAltify
Here’s the problem …
Buyers tell us that most sales professionals (64%) don’t understand their business.
Many sellers say that the materials they get from marketing don’t help build credibility during the first sales call.
Marketing leaders suggest that maybe sellers don’t use the materials that they provide in the right way.
Here’s the result ...
Buyers get frustrated, and sellers lose deals.
This is not just a sales and marketing alignment problem; it is a customer alignment problem. How can we help salespeople connect their solutions with the customers’ business problems? Without that connection, sellers lack credibility and lose deals.
Join us as we will dig into this deal-killing issue.
We will show you how to accelerate the salesperson’s experience in the customer’s business, and share the most relevant insights and sales messages; advancing their credibility, and advancing the deal.
We will also demonstrate Dealmaker Align, part of our Smart Sales Transformation suite, and the solution for bridging the buyer / seller credibility gap and resolving the sales and marketing alignment problem.
Webinar | Zero to Account Plan in 6 Contact HoursAltify
The likelihood of winning business in an existing customer is 60-70% compared to 5-20% for new customers (source: Marketing Metrics). Yet when it comes to Account Planning, if we’re being honest, we often treat it as a chore to be avoided. Or, addressed once a year and then shelved until the following year.
Billy Martin, Account Planning Evangelist and Senior Manager, Marketing Cloud at Salesforce, has seen serious return from a rigorous account planning structure. He’s willing to share key learnings including how to make Account Planning a natural part of a sales organization’s rhythm on a consistent path to maximizing revenue in Key Accounts. And how to go from Zero to Account Plan in six contact hours.
Joining Billy is The TAS Group’s VP of Strategic Alliances, Mark Handron. Mark has been working hand-in-glove with Salesforce to roll out their Account Planning initiative worldwide.
Watch this and gain insight to key takeaways to maximize revenue in your key accounts.
Webinar | Opportunity Management - Mind the Reality GapAltify
Process matters. If you don't follow a solid opportunity management process routinely, you’ll miss important signs that could end up killing deals.
Too often sales teams have vague conversations about the most challenging issues in opportunities. We’d like all sales teams to learn how to get to the heart of the matter.
Roger White, Sales Operations Manager at Level 3 Communications, EMEA, and our AVP Sales, Tim Foster explain how to surface deal vulnerabilities and wring every drop of value out of your opportunity management process.
Q1 may feel like a world away, but now's the perfect time to assess your 2015 State of the Union – while there's still time to close gaps and build momentum.
Ask yourself …
1. What do you want to accomplish in your business in 2015?
2. What are the gaps?
3. What resources are required to close the gaps?
Get ahead of your 2015 revenue number instead of letting it get ahead of you.
During this webinar, Jim Crisera provided CSOs and their teams with the key areas they should be focused on now (yes, now) to ensure a positive 2015.
Webinar | Access Key Players - Improve Your Win RateAltify
While tending to the needs of all buying roles in a sale is important, accessing key players is a critical skill that must be mastered.
Only 54% of sales professionals feel they are effective at accessing key players in the buyer’s organization.
Áine Denn provides you with 8 Key Elements of a Great Political Map. Aine also shares best practices for using Political Maps to identify the right people, gain access, and develop support in your target accounts⎯ giving you a smart competitive advantage to win.
Matt Close lays out 4 key principles to start winning more of the deals you're working. You'll walk away with clear direction on how to start winning more deals by using smart software and proven methodology to focus on the right deals and the factors that matter to win.
Matt Close, EVP Sales at The TAS Group, shares how progressive sales teams have learned that Account Planning is the New Marketing, and how navigating the Sales & Marketing Continuum lets you put your competitors on the wrong side of the 57% point.
Rockstar sales reps know how to unlock revenue in large customers by gaining control in the account early.
In the Adani-Hindenburg case, what is SEBI investigating.pptxAdani case
Adani SEBI investigation revealed that the latter had sought information from five foreign jurisdictions concerning the holdings of the firm’s foreign portfolio investors (FPIs) in relation to the alleged violations of the MPS Regulations. Nevertheless, the economic interest of the twelve FPIs based in tax haven jurisdictions still needs to be determined. The Adani Group firms classed these FPIs as public shareholders. According to Hindenburg, FPIs were used to get around regulatory standards.
An introduction to the cryptocurrency investment platform Binance Savings.Any kyc Account
Learn how to use Binance Savings to expand your bitcoin holdings. Discover how to maximize your earnings on one of the most reliable cryptocurrency exchange platforms, as well as how to earn interest on your cryptocurrency holdings and the various savings choices available.
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
Building Your Employer Brand with Social MediaLuanWise
Presented at The Global HR Summit, 6th June 2024
In this keynote, Luan Wise will provide invaluable insights to elevate your employer brand on social media platforms including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok. You'll learn how compelling content can authentically showcase your company culture, values, and employee experiences to support your talent acquisition and retention objectives. Additionally, you'll understand the power of employee advocacy to amplify reach and engagement – helping to position your organization as an employer of choice in today's competitive talent landscape.
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.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
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.
Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
This is the accepted paragraph describing the Value Engagement Series offering. The Dealmaker difference is what sets us apart, so you need to stress the ‘intelligent and automated’ aspect of the blueprint.
These are the key business requirements of Chief Sales Officers, translated into which areas of sales effectiveness they are investing in in 2011. We touch all of these 7 priorities, but the first 2 speak to Engage to Deliver Value and Engage to Discover and Access, in that order.
This is how the Value Engagement Series fits into The TAS Group capability ‘stack’. It complements the sales methodology and is delivered, underpinned and reinforced by the intelligent Dealmaker platform (specifically Collaboration Map, Political Analysis Map, Pulse and Coach Me).
Sales skills, specifically the Value Engagement Series are all about ‘how do I?’. Sales skills are about how you execute on the sales methodology and sales process to progress the deals and improve revenues in a sustained manner. Value Engagement Series is complementary to any sales methodology or process.
You can’t sell VES to your customer until you have uncovered problems or pain points for which our skills solution would be right. These are the typical tactical pains that you might expect to hear from your customer that would lead you to solution components contained in VES.
The Value Engagement Series is intended to be additive to both the OM and the AM methodologies – applicable equally to both. They are focused on skill building, delivered in the context of the methodology with which they’d be used.Engage to Discover and Access is all about understanding the customer situation – through the eye of the buyer, and the subsequent gathering and mapping of customer problems and their related business impact. Then you can begin to connect potential solutions we can offer to the various needs you’ve uncovered. It also Engage you to effectively navigate to and interact with the key executives and stakeholders in your customer organization and establish a plan for working together collaboratively.Engage to Deliver Value focuses on the skills and techniques to provide your solution and value proof points in a concise and compelling way, reinforcing your competitive position and fulfilling your competitive strategy.
In Discover, Discovery, the 4 phases of the buying cycle helps you remember that the intensity of importance shifts across the various buying concerns as the sales cycle advances – and even in the post-sale timeframe. Also, you must remember that you will encounter 3 types of customer need in every situation: those that are unknown by the customer, those that are known, but not being actively addressed, and those that are active and in need of a solution.The proper use of the Collaboration Map as a Discovery tool, including The Way Organizations Work, Tactical Pains, Consequential Pains and Key Business Requirements helps you and your customer visualize the customer challenge. Extending the Collaboration Map to attach solutions to your customer’s Tactical Pains and validating this this against your strategyensures that your solution fit is aligned with your selected competitive strategy.Effective competitive traps contain competitive messages and are aimed at helping your customer come to their own conclusion regarding your superiorityand advantageIn order to ensure you have the right information to build the maps, you use High Yield Questions, including the High Yield Opener techniques, layering questions and question types, all to be used within the engagement framework.You need to do this all while keeping in mind the Competitive Landscape, your Unique Business Value and the degree of Solution Fit you believe you have.
When you are having the conversations with the executive, you need to focus on the topics they care about, within their conversational context. This leads to increased credibility with executives and contributes to the trust that is needed to elevate yourself above vendor status.As you engage to access key stakeholders, particularly executives within your customer, you need to plan the call or meeting, to ensure you have well structured objectives and the topics for discussion will laid out. In a team setting, this helps ensure that everyone is working toward the same outcome of the conversation and aligned as to their responsibilities.When you are having the conversations with the executive, you need to focus on the topics they care about, within their conversational context. This leads to increased credibility with executives and contributes to the trust that is needed to elevate yourself above vendor status.As part of navigating your way to the right executives, you will need to establish credibility and have a message of value that resonates with that executive. The Political Map offers valuable guidance as to how to reach those executives through the use of coaches and influencers who have preference for you or your solution. Additionally, research via any number of sources, including Google search, Google reader, LinkedIn or any of the many Social Media tools such as blogs or Twitter, can be used to gather valuable information to help you align your message to an area of interest – professional or personal – to that executive.In any type of ongoing relationship, there is value in documenting the activities each of the parties will do, who has responsibility for those activities and when they’ll be accomplished. Whether managing an evaluation for a particular solution, or constructing a collaborative plan for working together over the next 2-4 years, having a Joint Engagement Plan enables everyone in the relationship to identify and plan for the resources needed and the activities expected to occur.
To communicate value – whether related to a specific opportunity at hand – or for an ongoing, strategic level relationship between you and your customer, you will need to deliver a well structured, meaningful message that is easily understood and related to the customer’s issues.The Delivery Heartbeat provides such a structure for communicating that message, in a way that addresses the executive, management and functional needs of your customer.The first step of the heartbeat is to Set the Stage – to establish a foundation, giving you control in the delivery environment. It allows you to establish your credibility to the entire audience, and gain agreement on the key topics to be discussed, the agenda, and to ensure active participation by everyone involved.As you begin to convey your message, linking your solution or approach to the customer’s challenges, you have the opportunity to re-live the business issues, bringing them to the forefront and creating a connection to the proof statements you will provide. You can personalize the benefits and related the competitive advantages delivered by your solution or approach, differentiating yourself from other alternatives the customer may believe they have.As part of this, you will want to present the customer-specific Collaboration Map, in a way that ensures it speaks from the customer’s perspective, giving credit and ownership to those who’ve either shared the issues with you, or validated those you brought to the table yourself. The map can provide a valuable visualization of how your solution or approach matches their needs exactly.Closing the Delivery Event offers you an opportunity to answer any last open questions, summarize the proof points you’ve shown, as well as the benefits, value and competitive advantages you’ve communicated. Lastly, before closing, you have the opportunity to set expectations as to next steps to maintain the momentum of the relationship.Throughout this process, you should rely upon the Political AnalysisMap,as well as paying close attention to where you are in the sales cycle and which stage you’re in related to the Buying Cycle.
These are some specific results achieved by InfoMentis customers.The Value Engagement Series is a product of the acquisition by The TAS Group of InfoMentis. It combines the InfoMentis intellectual property that has been delivered to 50,000 sales professionals in 67 countries with The TAS Group’s Value Driven Selling methodology, all incorporated in our intelligent Dealmaker application creating a superior sustainable solution for our Customers.
This slide reinforces the Dealmaker difference, namely sales skills to execute on sales methodology, made automatic and intelligent by the Dealmaker platform, and encapsulated in the end-to-end Momentum change execution process.