This document discusses how providing sales teams with insights into existing customers can uncover 8-12% more revenue opportunities. It notes that sales teams often lack visibility into additional products customers will buy, which customers may defect, and which represent the highest priorities. The document promotes a solution called SalesMax that claims to automatically analyze customers and identify opportunities like up-sell, cross-sell, and at-risk accounts worth pursuing for increased sales. It provides an example of a company that uncovered $39 million in opportunities through using SalesMax to gain insights into its existing customer base.
I wrote and researched this study published by the social media network, "The Customer Collective" and sponsored by Oracle. For over 8 weeks this became the #1 most downloaded financial management whitepaper on ZDNet’s worldwide network of websites. In April, 2009 “The Customer Collective” was asked by Kraft Foods for permission to use it in training their sales directors in 64 countries.
Make every customer conversation count: Power your 21st Century Sales Warrior to make an impact in every deal - with easy collaboration, agility and meaningful insight
50 Facts That Will Make Businesses Rethink their Customer ServiceDesk
Take a look at these cold, hard facts that might persuade you to rethink how you run your organization's customer service.
Curious about Desk.com? Download this free kit to get started: http://bit.ly/FreeCustomerServiceKit
I wrote and researched this study published by the social media network, "The Customer Collective" and sponsored by Oracle. For over 8 weeks this became the #1 most downloaded financial management whitepaper on ZDNet’s worldwide network of websites. In April, 2009 “The Customer Collective” was asked by Kraft Foods for permission to use it in training their sales directors in 64 countries.
Make every customer conversation count: Power your 21st Century Sales Warrior to make an impact in every deal - with easy collaboration, agility and meaningful insight
50 Facts That Will Make Businesses Rethink their Customer ServiceDesk
Take a look at these cold, hard facts that might persuade you to rethink how you run your organization's customer service.
Curious about Desk.com? Download this free kit to get started: http://bit.ly/FreeCustomerServiceKit
The Challenge How to create value in retail banking The recent financial crisis has led many banks to return to more sustainable business models with less-leveraged balance sheets and a much more customer-centric approach to retail banking. In part, this “Back to Basics” trend is a response to regulatory pressure and a need to restore customer and investor confidence.
The Power of Clienteling Raymark Case StudyRaymark
The following benefits were achieved within the first 90 days of the project:
• After a comprehensive cultural change management and training program, 95% of the associates were consistently using the system and successfully completing their pro-active selling tasks.
• Migration of all users from manual client books to the new system in alignment with PCI directives.
• A 1000%+ increase in the number of outbound e-mails and calls to prospective customers by sales associates.
• A 9% Increase in total sales revenue by associate over a period when new customer acquisitions were down 12%.
• Number of repeat customers increased by 33%.
• A 21% increase in average spend per transaction over 3 months with customers that were “clienteled.”
... and more!
Shareholders vs Customers: Now is the time for a balanced equation in retailQuantum Retail
he credit crunch is cementing itself into its second year. It’s apparent that households on both sides of the Atlantic are now feeling the pinch brought about by a soaring cost of living, weak income growth, falling house prices and rising mortgage bills. Retailers’ expectations of future sales are now at a record low. In the US, the clampdown on credit has hit consumers hard – and retailers are feeling the effect as people have no more instant money to turn to and are now resorting to the old fashioned process of budgeting what they have, instead of spending on future income.
The Many Faces of Sales Enablement: How to Drive Revenue Through Retention Ma...Aggregage
In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.
Gaining an insight into how your business can create a better synergy between marketing and sales.
This presentation was given at the Australian Direct Marketing Association (ADMA) Annual B2B Marketing Seminar in Melbourne the 28th of February and Sydney the 1st of March 2012.
This event will provide Senior Managers, Entrepreneurs, Sales Managers, Human Resources Managers and Recruiters with the knowledge, insights, tools and techniques required to consistently recruit effective salespeople.
This will typically provide greater than 90% hiring accuracy, reduce staff churn by at least 30% and increase average annual sales per salesperson by 20-40%.
Path To Revolutionary Merchandising And Marketing DecisionsG3 Communications
Retailers are under pressure from all sides today, from the empowered consumer to increased competition. Leading retailers have joined the revolution to harness the power of their data assets to improve their merchandising and marketing actions that drive real business value.
Hear DemandTec, an IBM Company and a recognized Retailer discuss the revolution that is driving superior decisions across price, promotion, and assortment by introducing science to put the shopper at the center of each decision.
In this webinar you will learn the value of integrating your merchandising and marketing decisions, and effectively collaborating within your organization and with your manufacturer trading partners. We will discuss how to
Use shopper insights to make better merchandising decisions
Localize your assortment through optimization and collaboration
Deliver relevant, targeted promotions
Make pricing decisions that drive category and customer goals
Partner with your manufacturing partners across all your activities
How Intelligence Helps Business Make Better Decisions in Unpredictable TimesIntelCollab.com
What have we learned in the past 20 years about aligning intelligence leadership, priorities, personnel, processes and systems with strategic effectiveness and organizational performance?
The ROI of Empowering Associates Through In-Store MobilityG3 Communications
Today’s consumers have more choices and more control than ever before. They will not tolerate less-than-stellar customer service, because they can reach into their pockets and check product reviews, prices and even purchase nearly any product in real time from an online retailer.
So what can retailers do to up their game when it comes to customer experience? By equipping store associates with mobile devices used to build relationships, not simply process transactions, retailers can have a significant impact on transaction size, conversions and even overall traffic, leading to incremental increases in sales.
In this upcoming webinar, Scott Pearson from Retaligent and Danya Rielly from Raymark will discuss the ways retailers can use mobile technology to improve store operations, boost associate productivity and empower every store associate to provide outstanding levels of customer service. Topics will include: clienteling, mobile POS and a focus on the ROI and competitive advantage that specialty retailers can attain by employing mobile clienteling.
Becoming Customer Centric: A Business and IT RoadmapPlus Consulting
The rapid rise of global competition, combined with the adoption of Internet-based communications and cloud processing power, has created a state of hypercompetition across most industries. The antidote? Become customer centric. Here's a brief business and IT roadmap to make it happen.
Momentum – new perspectives on demand generationBANNER
Demand generation is the number one focus of an ever-increasing number of marketers. Faced by ever higher quarterly targets, they need to deliver predictable results from their activity. But, all too often, the traditional six week B2B campaign is simply failing to deliver.
In this white paper we explode the myth of the traditional sales funnel. We show how it is now time to move to a perpetual trigger-based approach. One recognising that different customers will need different information at different stages.
Today, this information can be triggered by easily observable customer behaviour using modern marketing automation systems such as Eloqua. The result is a more personal, more relevant and ultimately more effective way to generate and nurture demand.
Aquent/AMA Webcast: Priming the Pump: Driving Loyalty with Targeting and Posi...Aquent
It’s no secret that in many categories brand loyalty is declining faster than the price of Facebook’s stock. Kevin Clancy believes poor targeting and a lack of consistent, compelling positioning are major reasons so many companies struggle with connecting customers to their brand.
In this webcast, Kevin will outline a process that considers profit-related criteria such as retention potential, level of satisfaction with current brand, likelihood to try or usage of a competitor’s brand, and problem potential when assessing the value of current and prospective customers. He will also explain the relationship between the magnitude of the problem a brand solves for a customer and market response in the form of sales and advocacy.
Make Your Proposition 10 Times More Powerful!Growth Pitstop
Being heard over the competition in a crowded marketplace takes a special type of message. This whitepaper presents research on why some seller messages get heard, while most others don't. It shows you how you can make your proposition up to 10 times more powerful.
How to develop an effective messaging of your technology solutionThe Oren Group
Being able to develop a creative and state-of the art technology solution is a necessary but not sufficient condition for succeeding in today's crowded marketplace.
You must be able to message your solution positioning and differentiated value proposition to your key target audiences;
Six Mistakes Companies Are Making Today And How You Can Avoid ThemFindWhitePapers
"Look for additional opportunities to use business intelligence to uncover value and drive
improvements. Consider advanced planning tools that can help close the gap between
strategy and execution. Expand the use of sophisticated what-if analyses to model the
operational and financial impact of multiple scenarios on revenue, costs, and cash flow."
Staying In Droves: How to Win the Customer Retention Revolution (Full eBook)MaxMedia
Full version of the eBook is now available. It is suggested you use "view full screen" option.
Includes a Step-by-Step System, and 58 Ideas, Strategies, Trends, Examples and Tips to Help You Retain More Customers and Emerge Triumphant From the Recession.
How secure are your best customers? How sure are you?
Whether you realize it or not, you are in an all-out battle for your customers. A battle the likes of which hasn’t been seen in decades. Just like any army would prepare for battle, you need a plan of attack.
What if there were a system that was specifically designed to strengthen your customer relationships? Imagine a customer base so loyal that:
- Virtually no amount of pricing discounts would lure them away
- They couldn’t wait to refer their friends and associates to you
- They would forgive you when you made a mistake
🤫 Here's a dirty secret of Enterprise Go-to-Market:
There's a lot of guesswork ⁉️ and opinions ⁉️ involved.
Yes, your dozens of GTM tools provide a ton of data already. 💻
But all that data is about YOUR engagement with the Buyer.
👉🏻 Think views, downloads, touches, activities, sales stages, Rep talk time....
Does any of this data make your products and services more compelling to your Buyer? 🤔
Your Buyer cares about:
✅How well you know THEIR problems
✅Whether your value proposition aligns with THEIR decision criteria
✅Whether your competitive differentiation resonates with what THEY care about
It’s 2022. Your Buyer’s world is changing rapidly. Just like yours. ⏩🚀🛰️
Yet you’re relying on a manual win-loss process to keep up. Talk about too little, too late 😨
What’s scarier? Product, Marketing, Sales are being informed by a handful of cherry-picked deals.😨😨 😨
If you’ve been dreaming about:
💡 Data-driven messaging and positioning
💡 Predictable land and expand
💡 Higher conversion and win rates
Then it's time to unleash Real-time Buyer intelligence from ALL your deals. With 1-click.
We're beyond excited to share this breakthrough with you. You’ll hear from thought leaders, see innovative use cases in action, and walk away with an implementation blueprint to unlock 10-15% revenue growth.
We’d love your thoughts on #KnowThyBuyer in the comments. Follow #Tribyl to join the conversation.
The Challenge How to create value in retail banking The recent financial crisis has led many banks to return to more sustainable business models with less-leveraged balance sheets and a much more customer-centric approach to retail banking. In part, this “Back to Basics” trend is a response to regulatory pressure and a need to restore customer and investor confidence.
The Power of Clienteling Raymark Case StudyRaymark
The following benefits were achieved within the first 90 days of the project:
• After a comprehensive cultural change management and training program, 95% of the associates were consistently using the system and successfully completing their pro-active selling tasks.
• Migration of all users from manual client books to the new system in alignment with PCI directives.
• A 1000%+ increase in the number of outbound e-mails and calls to prospective customers by sales associates.
• A 9% Increase in total sales revenue by associate over a period when new customer acquisitions were down 12%.
• Number of repeat customers increased by 33%.
• A 21% increase in average spend per transaction over 3 months with customers that were “clienteled.”
... and more!
Shareholders vs Customers: Now is the time for a balanced equation in retailQuantum Retail
he credit crunch is cementing itself into its second year. It’s apparent that households on both sides of the Atlantic are now feeling the pinch brought about by a soaring cost of living, weak income growth, falling house prices and rising mortgage bills. Retailers’ expectations of future sales are now at a record low. In the US, the clampdown on credit has hit consumers hard – and retailers are feeling the effect as people have no more instant money to turn to and are now resorting to the old fashioned process of budgeting what they have, instead of spending on future income.
The Many Faces of Sales Enablement: How to Drive Revenue Through Retention Ma...Aggregage
In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.
Gaining an insight into how your business can create a better synergy between marketing and sales.
This presentation was given at the Australian Direct Marketing Association (ADMA) Annual B2B Marketing Seminar in Melbourne the 28th of February and Sydney the 1st of March 2012.
This event will provide Senior Managers, Entrepreneurs, Sales Managers, Human Resources Managers and Recruiters with the knowledge, insights, tools and techniques required to consistently recruit effective salespeople.
This will typically provide greater than 90% hiring accuracy, reduce staff churn by at least 30% and increase average annual sales per salesperson by 20-40%.
Path To Revolutionary Merchandising And Marketing DecisionsG3 Communications
Retailers are under pressure from all sides today, from the empowered consumer to increased competition. Leading retailers have joined the revolution to harness the power of their data assets to improve their merchandising and marketing actions that drive real business value.
Hear DemandTec, an IBM Company and a recognized Retailer discuss the revolution that is driving superior decisions across price, promotion, and assortment by introducing science to put the shopper at the center of each decision.
In this webinar you will learn the value of integrating your merchandising and marketing decisions, and effectively collaborating within your organization and with your manufacturer trading partners. We will discuss how to
Use shopper insights to make better merchandising decisions
Localize your assortment through optimization and collaboration
Deliver relevant, targeted promotions
Make pricing decisions that drive category and customer goals
Partner with your manufacturing partners across all your activities
How Intelligence Helps Business Make Better Decisions in Unpredictable TimesIntelCollab.com
What have we learned in the past 20 years about aligning intelligence leadership, priorities, personnel, processes and systems with strategic effectiveness and organizational performance?
The ROI of Empowering Associates Through In-Store MobilityG3 Communications
Today’s consumers have more choices and more control than ever before. They will not tolerate less-than-stellar customer service, because they can reach into their pockets and check product reviews, prices and even purchase nearly any product in real time from an online retailer.
So what can retailers do to up their game when it comes to customer experience? By equipping store associates with mobile devices used to build relationships, not simply process transactions, retailers can have a significant impact on transaction size, conversions and even overall traffic, leading to incremental increases in sales.
In this upcoming webinar, Scott Pearson from Retaligent and Danya Rielly from Raymark will discuss the ways retailers can use mobile technology to improve store operations, boost associate productivity and empower every store associate to provide outstanding levels of customer service. Topics will include: clienteling, mobile POS and a focus on the ROI and competitive advantage that specialty retailers can attain by employing mobile clienteling.
Becoming Customer Centric: A Business and IT RoadmapPlus Consulting
The rapid rise of global competition, combined with the adoption of Internet-based communications and cloud processing power, has created a state of hypercompetition across most industries. The antidote? Become customer centric. Here's a brief business and IT roadmap to make it happen.
Momentum – new perspectives on demand generationBANNER
Demand generation is the number one focus of an ever-increasing number of marketers. Faced by ever higher quarterly targets, they need to deliver predictable results from their activity. But, all too often, the traditional six week B2B campaign is simply failing to deliver.
In this white paper we explode the myth of the traditional sales funnel. We show how it is now time to move to a perpetual trigger-based approach. One recognising that different customers will need different information at different stages.
Today, this information can be triggered by easily observable customer behaviour using modern marketing automation systems such as Eloqua. The result is a more personal, more relevant and ultimately more effective way to generate and nurture demand.
Aquent/AMA Webcast: Priming the Pump: Driving Loyalty with Targeting and Posi...Aquent
It’s no secret that in many categories brand loyalty is declining faster than the price of Facebook’s stock. Kevin Clancy believes poor targeting and a lack of consistent, compelling positioning are major reasons so many companies struggle with connecting customers to their brand.
In this webcast, Kevin will outline a process that considers profit-related criteria such as retention potential, level of satisfaction with current brand, likelihood to try or usage of a competitor’s brand, and problem potential when assessing the value of current and prospective customers. He will also explain the relationship between the magnitude of the problem a brand solves for a customer and market response in the form of sales and advocacy.
Make Your Proposition 10 Times More Powerful!Growth Pitstop
Being heard over the competition in a crowded marketplace takes a special type of message. This whitepaper presents research on why some seller messages get heard, while most others don't. It shows you how you can make your proposition up to 10 times more powerful.
How to develop an effective messaging of your technology solutionThe Oren Group
Being able to develop a creative and state-of the art technology solution is a necessary but not sufficient condition for succeeding in today's crowded marketplace.
You must be able to message your solution positioning and differentiated value proposition to your key target audiences;
Six Mistakes Companies Are Making Today And How You Can Avoid ThemFindWhitePapers
"Look for additional opportunities to use business intelligence to uncover value and drive
improvements. Consider advanced planning tools that can help close the gap between
strategy and execution. Expand the use of sophisticated what-if analyses to model the
operational and financial impact of multiple scenarios on revenue, costs, and cash flow."
Staying In Droves: How to Win the Customer Retention Revolution (Full eBook)MaxMedia
Full version of the eBook is now available. It is suggested you use "view full screen" option.
Includes a Step-by-Step System, and 58 Ideas, Strategies, Trends, Examples and Tips to Help You Retain More Customers and Emerge Triumphant From the Recession.
How secure are your best customers? How sure are you?
Whether you realize it or not, you are in an all-out battle for your customers. A battle the likes of which hasn’t been seen in decades. Just like any army would prepare for battle, you need a plan of attack.
What if there were a system that was specifically designed to strengthen your customer relationships? Imagine a customer base so loyal that:
- Virtually no amount of pricing discounts would lure them away
- They couldn’t wait to refer their friends and associates to you
- They would forgive you when you made a mistake
🤫 Here's a dirty secret of Enterprise Go-to-Market:
There's a lot of guesswork ⁉️ and opinions ⁉️ involved.
Yes, your dozens of GTM tools provide a ton of data already. 💻
But all that data is about YOUR engagement with the Buyer.
👉🏻 Think views, downloads, touches, activities, sales stages, Rep talk time....
Does any of this data make your products and services more compelling to your Buyer? 🤔
Your Buyer cares about:
✅How well you know THEIR problems
✅Whether your value proposition aligns with THEIR decision criteria
✅Whether your competitive differentiation resonates with what THEY care about
It’s 2022. Your Buyer’s world is changing rapidly. Just like yours. ⏩🚀🛰️
Yet you’re relying on a manual win-loss process to keep up. Talk about too little, too late 😨
What’s scarier? Product, Marketing, Sales are being informed by a handful of cherry-picked deals.😨😨 😨
If you’ve been dreaming about:
💡 Data-driven messaging and positioning
💡 Predictable land and expand
💡 Higher conversion and win rates
Then it's time to unleash Real-time Buyer intelligence from ALL your deals. With 1-click.
We're beyond excited to share this breakthrough with you. You’ll hear from thought leaders, see innovative use cases in action, and walk away with an implementation blueprint to unlock 10-15% revenue growth.
We’d love your thoughts on #KnowThyBuyer in the comments. Follow #Tribyl to join the conversation.
🤫 Here's a dirty secret of Enterprise Go-to-Market:
There's a lot of guesswork ⁉️ and opinions ⁉️ involved.
Yes, your dozens of GTM tools provide a ton of data already. 💻
But all that data is about YOUR engagement with the Buyer.
👉🏻 Think views, downloads, touches, activities, sales stages, Rep talk time....
Does any of this data make your products and services more compelling to your Buyer? 🤔
Your Buyer cares about:
✅How well you know THEIR problems
✅Whether your value propositions align with THEIR decision criteria
✅Whether your competitive differentiation resonates with what THEY care about
It’s 2022. Your Buyer’s world is changing rapidly. Just like yours. ⏩🚀🛰️
Yet you’re relying on a manual win-loss process to keep up. Talk about too little, too late 😨
What’s scarier? Product, Marketing, Sales are being informed by a handful of cherry-picked deals.😨😨 😨
If you’ve been dreaming about:
💡 Data-driven messaging and positioning
💡 Predictable land and expand
💡 Higher conversion and win rates
Then it's time to unleash Real-time Buyer intelligence from ALL your deals. With 1-click.
We're beyond excited to share this breakthrough with you. You’ll hear from thought leaders, see innovative use cases in action, and walk away with an implementation blueprint to unlock 10-15% revenue growth.
We’d love your thoughts on #KnowThyBuyer in the comments. Follow #Tribyl to join the conversation.
Retaining & nurturing customers (Igniter breakfast seminar, 2008)Paul Roberts
The summary notes from a breakfast seminar I presented in 2008, on how to identify, engage and delight customers.
Presenting my '3 lens' model for retaining and growing the value of your existing customers, it includes case study examples for successful companies and clients.
The seminar was attended by people from several industries, including sport and banking.
While most retailers focus on the inventory that is visible in their stores and distribution centres, too few pay attention to the hidden costs of high inventory.
A Practical Guide to Market SegmentationResearchShare
There are ten basic steps in finding unique segments in your customer base. Segmentation can be created by looking at factors such as purchase history, industry, need, and behaviour. B2B International shares their segmentation methodology in this white paper.
There may be a way to reduce wasted resources and
finances chasing undesirable clients, while also targeting
those customers that it may be worth investing in
This white paper discusses why small businesses are experiencing a decline in lead volume and quality, and acts as a step-by-step guide for lead generation in "the new normal".
Customer Acquisition Hacks For the B2B MarketerRadius
A “hack” is a tip or trick that increases efficiency. With lowered marketing budgets and lengthening sales cycles, customer acquisition is an arena in desperate need of hacks.
Check out our customer acquisition hacks to run more effective marketing campaigns and speed prospects through the sales cycle.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
"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."
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.
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.
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
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
Buy Verified PayPal Account | Buy Google 5 Star Reviewsusawebmarket
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USA WEB MARKET is the Best Verified PayPal, Payoneer, Cash App, Skrill, Neteller, Stripe Account and SEO, SMM Service provider.100%Satisfection granted.100% replacement Granted.
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
Recruiting in the Digital Age: A Social Media MasterclassLuanWise
In this masterclass, presented at the Global HR Summit on 5th June 2024, Luan Wise explored the essential features of social media platforms that support talent acquisition, including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok.
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.
2. Struggling to Answer
Three Golden Questions
In a recent survey, B2B Sales VPs and
Directors were asked to name the three
most-powerful “customer insights” their
teams were lacking today.
Not surprisingly, the customer insights
that top the list answer vital questions
that come up on a daily basis:
1. Which additional products is a
customer actually willing to buy?
2. Which customers are starting to
defect to the competition?
3. Which specific customers should
be my highest priorities?
62.9% of sales executives say
Each of these simple questions has a that generating more business from
powerful influence on the revenues and existing customers is the primary
profits you’re able to capture from your focus of their overall sales efforts.
--- B2B Sales Executive Survey ---
existing base of B2B customers.
1
3. Which Other Products
Will This Customer Buy?
Selling more to existing customers is a
well-established priority for most B2B
companies today. Companies know the
value of cross-selling, up-selling, and
selling into so-called “whitespace”.
But actually delivering on this priority
can be a significant challenge:
• Internal opinions about what each
account should be able to buy don’t
often line-up with the realities.
• Pushing products customers aren’t
willing or able to buy wastes time
and can damage relationships.
89.7% of sales executives say
Lacking insight into what products each that their teams lack visibility into
customer is really willing and able to the additional products a given
buy, it’s not too difficult to understand customer is willing to buy.
--- B2B Sales Executive Survey ---
why many teams give-up in frustration.
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4. Which Customers
Are About to Defect?
For a B2B company, losing a valuable
customer can cost you millions in future
revenues and profits. And once they’re
gone, getting that customer back will be
challenging and expensive.
Of course, it’s far better to head-off the
defections before they happen, but:
• It’s very difficult for people to see
the small changes in behavior that
are early indicators of defection.
• People just don’t have the time to
constantly monitor each and every
customer, looking for the signs.
87.2% of sales executives say
As a result, customer defection is often that their teams have poor visibility
only recognized when it becomes very, into which specific customers are
very obvious --- and by that time, a lot starting to defect to competitors.
of the damage has already be done. --- B2B Sales Executive Survey ---
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5. Which Customers Are
My Highest Priorities?
In response to the downturn, many B2B
companies have reduced sales coverage
and increased the number of customers
each salesperson is responsible for.
While being more efficient, this has led
to problems with sales effectiveness:
• People struggle to identify all of the
opportunities across each and every
customer in their book-of-business.
• It’s difficult for salespeople to give
much attention to each and every
customer in their book-of-business.
With these dynamics, it’s little wonder 92.3% of sales executives say that
that only the very largest or “loudest” their teams are unable to identify
customers get priority attention --- even and prioritize all the untapped
though the best growth opportunities potential in their customer base.
are often found with other customers. --- B2B Sales Executive Survey ---
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6. Data Is Everywhere,
But Answers Are Rare
In an effort to help, many companies
have opted to throw more data at the
situation. Their hope is that people will
be able to find the answers they need
once they’re given enough data.
However, there are a couple of major
problems with this notion:
• Most sales and marketing people
are not number-crunchers --- and
have no inclination to be analysts.
• Most sales and marketing people
don’t have time to conduct detailed
analysis around every customer.
So even with more data, there are too
many people still struggling to answer
the questions that really matter.
But…what if there was a better way?
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7. What If Your Team Were He actually buys
Shown the Answers? 5X the volume
he’s giving you.
What if they could see which products
each customer is really willing to buy?
What if they could see which customers
are leaving before they’re long gone?
What if they could see which customers
had the most untapped potential?
And, what if your team could be shown
these answers automatically, without all
the time-consuming analysis?
You don’t have to be psychic to see how
customer insights like these would allow
you boost revenues, fatten margins, and
keep your best customers buying.
But what you may not know is that it’s
now possible to have all these valuable
customer insights at your fingertips…
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8. SalesMax™ Provides the SalesMax has detected opportunities
Answers Automatically worth $166,000 with Acme Corp:
$78K up-sell available in Category X
With a degree of scientific accuracy and $42K cross-sell available in Category Y
rigor that cannot be matched manually,
$19K wallet-share loss in Category Z
SalesMax shows you exactly where you
can capture and retain the most value $27K wallet-share loss Category Q
from your current accounts: Defection Risk = HIGH
Analyzes each and every customer in
your business automatically---small or
large, no customer is overlooked.
Automatically identifies, quantifies,
and prioritizes all opportunities to sell
more volume and sell other products.
Identifies the early signs of customer
defection and prioritizes the greatest
risks and competitive intrusions.
Best of all, this incredible capability is
available as a subscription-based service
that’s easy on your cash-flow, with no
software to buy or manage.
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9. 8-12% More Revenue Company Description
Opportunities
Identified*
from Existing Customers
Industrial Manufacturer 9.8%
In case after case, the lack of visibility
into these crucial aspects of customer
purchasing behavior has proven to be Commercial Services 13.1%
extremely costly to B2B companies:
• Opportunities for 8-12% organic Automotive Distributor 8.5%
growth remain “hidden”---making it
that much harder to hit quotas and
achieve overall revenue objectives. Industrial Manufacturer 12.5%
• These hidden opportunities increase
your competitive exposure --- giving High-Tech Distributor 8.9%
competitors an entry-point from
which to attack the entire account.
Wholesale Distributor 12.7%
With SalesMax from Zilliant, companies
are finally able to gain the visibility they
need to mitigate the long-term risks and Aftermarket Distributor 14.7%
competitive threats; while exposing the
“hidden” opportunities that can help * Total amount of quantified wallet-share expansion and
recovery opportunities SalesMax identified within existing
them make their numbers this quarter. customers, expressed as a percentage of their revenues.
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10. Customer Case Study:
Uncovering $39 Million
An industrial manufacturer had tried a Sales Revenues Analyzed
number of things to uncover the organic
growth opportunities they knew existed
within their current customer base:
• A team of analysts attempted to find
the opportunities manually --- but
there were too many customers and
products to cover in a timely fashion.
• Analytical tools were pushed-out to
the sales people --- but adoption and
utilization was virtually zero.
SalesMax automatically analyzed over
10,000 of their customers and identified
growth and retention opportunities
worth $39 million. Customer-specific
“leads” were then sent directly to the Incremental Opportunities
assigned reps --- who began closing the
incremental business within weeks.
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11. Giving Your Team the
Customer Insights They
Really Need to Succeed
Every day, your team is working hard to
achieve their goals. And, they’re doing
the best they can with the information
and tools at their disposal.
Along the way, they’ve probably come
to the conclusion that all of the “blind
spots” and unanswered questions are
just something they have to accept.
Not anymore.
With SalesMax, “hidden” opportunities
to sell more, sell other products, and
Zilliant is the premier service provider of
stop customer defections can now be predictive guidance that turns sales strategy
identified, prioritized, and captured. into P&L results. For over a decade, leading
B2B companies have relied on Zilliant’s
To learn about SalesMax for your innovative solutions to reduce risk, gain
business, contact Zilliant today! advantage, and make their numbers.
www.zilliant.com 1-877-893-1085
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