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Customer Development/Lean Startup 020210 Class 3
Customer Development/Lean Startup 020210 Class 3
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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%.
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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%.
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Почему клинике нужны группы в соцсетях? - Чтобы постоянно напоминать о своем присутствии. - Повысить узнаваемость клиники. - Создать удобный канал общения с аудиторией. - Увеличить охват аудитории. - Оперативно информировать о событиях, акциях, мероприятиях. 15% пользователей интересуются информацией о медицинских услугах, используя только социальные сети. Наши сотрудники, опытные практики в медицинском smm, готовы подключиться на любом этапе работы. Вам будет предложен индивидуальный план с учетом специфики вашей сферы – будь то стоматология, офтальмология, салон красоты, или аптека. http://www.medmarketing.ua/ Тел.: Киев +38 044 360-28-23 Тель-Авив +972 337-410-43 Москва +7 499 403-39-36
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Understanding customer core values and taking proper measures for increasing customer satisfaction is the key to Business success. Customer loyalty for a Business can be increased by implementing suitable strategies at the right time. Many important functions related to customer queries and satisfaction can be effectively handled by outsourcing the job.
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Event Marketers own some of the most immersive and powerful touchpoints in the customer experience landscape, which puts us under increasing pressure to demonstrate return on investment. But are we losing focus on the Customer Experience and how that is linked to ROI? Opus Chief Strategy Officer Pat McClellan explores how best to meet audience needs, while making the experience easy and enjoyable. Citing emerging research, historical trends, industry thought leaders, and the recent paradigm shift of getting ketchup out of the bottle, McClellan provides tangible and thought-provoking tips and KPIs you can use on your next event.
3 Essential Metrics For Event Marketers
3 Essential Metrics For Event Marketers
Opus Agency
Marketing management-by-philip-kotler-719-slides-1234238345990514-2untitled33...
Marketing management-by-philip-kotler-719-slides-1234238345990514-2untitled33...
Cy Quh
Unlike most surveys, ours is ACTIONABLE and will allow you to grow customers = revenue faster!
The Fastest way to GROW your Customer base
The Fastest way to GROW your Customer base
Customer Experience Group
Event Marketers own some of the most immersive and powerful touchpoints in the customer experience landscape, which puts us under increasing pressure to demonstrate return on investment. But are we losing focus on the Customer Experience and how that is linked to ROI? Opus Chief Strategy Officer Pat McClellan explores how best to meet audience needs, while making the experience easy and enjoyable. Citing emerging research, historical trends, industry thought leaders, and the recent paradigm shift of getting ketchup out of the bottle, McClellan provides tangible and thought-provoking tips and KPIs you can use on your next event.
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Keynote - putting the customer at the centre of your universe.
Steve Towers nasscom bpo summit 2012 opening keynote
Steve Towers nasscom bpo summit 2012 opening keynote
Steve Towers, CEO and CPP Champion
first steps for starting business, best ways to start a business, to understand how to make decisions, how to start a new business, experiments for business, how to decide what business to start, how to start a business, where to start a business.
The Lean Entrepreneur
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Chapter 6: Marketing Productivity Metrics
Chapter 6: Marketing Productivity Metrics
Alexander Michael Bautista
In our hyper-competitive world, standing out from the crowd has never been more important. Financial results from the world’s biggest advertising network WPP, run by ad boss Sir Martin Sorrell, underscore the importance of differentiation in today’s challenging economy.
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You can improve your bottom line, inspire your sales reps, increase your CRM adoption and gain quick insights into company performance when you move sales compensation management to the cloud. Incentives work, and used properly, they will align behaviors with company objectives. Learn how behavioral science can motivate sales teams and gain an understanding of how to move the revenue needle. All with the low cost of ownership, limited IT overhead, high availability, and zero-services upgrades familiar to fans of today's top cloud solutions.
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From Customer Success Summit 2017 - Michael Connery, Director of Customer Success at BetterCloud, discusses "After at risk - implementing a save process". Learn more about Customer Success Summit: http://customersuccesssummit.com Totango is the leading enterprise- grade customer success platform that helps recurring revenue businesses proactively impact business outcomes with customer success. With solutions to empower Customer Success Teams or entire companies, Totango enables everyone to participate in customer success. Learn more at www.totango.com.
After at risk - implementing a save process
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Totango
Imaginasium's President and CEO Patrick Hopkins presents how to do more effective recruiting by transforming your culture into a unique differentiator using the principles of "inside-out" marketing.
Imaginasium Inside-Out Recruiting
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Imaginasium, Inc.
Here is my presentation from my talk at Pipeline summit about how to create a minimum viable customer for SaaS businesses to increase your company growth. Feel free to reach out to me at stephen.meiller@unbounce.com
Unbounce - Pipeline Summit 2019 - Gdynia
Unbounce - Pipeline Summit 2019 - Gdynia
Stephen Meiller
Need to get B2B recurring revenue growth back on track? Sales enablement and ops expert Stephen Hallowell outlines steps to follow now, and BizOps geek Alex Laats describes how account lifecycle management can help.
Getting Unstuck: Overcoming Barriers to Revenue Growth
Getting Unstuck: Overcoming Barriers to Revenue Growth
Stephanie Fox
.
Edge of Amazing: Fast Track Session - Applying Customer Centricity to Your No...
Edge of Amazing: Fast Track Session - Applying Customer Centricity to Your No...
PIHCSnohomish
Creating Insanely Great Customers: A Lean innovation strategy for engaging the planet's most strategic customers, the Insanely Great ones. | Get The Book | http://www.creatinginsanelygreat.com Preso, video, workbook and infographic located here: | http://spicecatalyst.com/sales-enablement-of-the-customer-journey/ | Accelerate and close more B2B deals. Align marketing and sales on the materials and customer insight needed. This hard-hitting presentation helps you facilitate a powerful planning dialog between the sales and marketing department that will focus time and money on high impact materials and information that simply sell more and more. You will come away with definitions and recommendations for each sales stage that will take your sales enablement program from good to Insanely Great. | http://spicecatalyst.com |
B2B Sales Enablement & The Customer Journey
B2B Sales Enablement & The Customer Journey
Mike Connor
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Developing Your Customer Core Values
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Making the Connection - Sales 2.0 London 2013 presentation
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Customer Engagement Masterclass: In-Store Clienteling
3 Essential Metrics For Event Marketers
3 Essential Metrics For Event Marketers
Marketing management-by-philip-kotler-719-slides-1234238345990514-2untitled33...
Marketing management-by-philip-kotler-719-slides-1234238345990514-2untitled33...
The Fastest way to GROW your Customer base
The Fastest way to GROW your Customer base
3 Essentials Every Event Marketer Should Be Measuring
3 Essentials Every Event Marketer Should Be Measuring
Steve Towers nasscom bpo summit 2012 opening keynote
Steve Towers nasscom bpo summit 2012 opening keynote
The Lean Entrepreneur
The Lean Entrepreneur
Chapter 6: Marketing Productivity Metrics
Chapter 6: Marketing Productivity Metrics
HOW B2B COMPANIES CAN USE A CONTENT MARKETING AGENCY TO STAND OUT FROM THE CR...
HOW B2B COMPANIES CAN USE A CONTENT MARKETING AGENCY TO STAND OUT FROM THE CR...
Cloud: Session 9: Compensation and Motivation in the Cloud
Cloud: Session 9: Compensation and Motivation in the Cloud
After at risk - implementing a save process
After at risk - implementing a save process
Imaginasium Inside-Out Recruiting
Imaginasium Inside-Out Recruiting
Unbounce - Pipeline Summit 2019 - Gdynia
Unbounce - Pipeline Summit 2019 - Gdynia
Getting Unstuck: Overcoming Barriers to Revenue Growth
Getting Unstuck: Overcoming Barriers to Revenue Growth
Edge of Amazing: Fast Track Session - Applying Customer Centricity to Your No...
Edge of Amazing: Fast Track Session - Applying Customer Centricity to Your No...
B2B Sales Enablement & The Customer Journey
B2B Sales Enablement & The Customer Journey
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Now is the time to transform your organization into it's next generation self! Create a new vision, increase sales and make that vision a reality! Here's 10-Reasons why you'd want to do that.
10 Reasons to Become a NextGEN Vendor
10 Reasons to Become a NextGEN Vendor
Thomas (Tom) Ancona
Download the exciting document 30 killer checkpoints... Use this checklist to measure up and find out where your organization is in your quest to become a NEXTGEN Vendor.
30 Killer Checkpoints
30 Killer Checkpoints
Thomas (Tom) Ancona
Download the exciting document 30 killer checkpoints... Use this checklist to measure up and find out where your organization is in your quest to become a NEXTGEN Vendor
NextGen 30 Killer Checkpoints
NextGen 30 Killer Checkpoints
Thomas (Tom) Ancona
This powerful innovative and proven four step process that I use to help my clients transform their companies into NEXTGEN Vendor's
Trans4mation
Trans4mation
Thomas (Tom) Ancona
View dozens of actual before and after case studies and how we've transformed manufacturing and industrial companies into great-looking high-performing organizations.
NextGenVendor Project Scopes
NextGenVendor Project Scopes
Thomas (Tom) Ancona
Download the book 10 reasons to become a NEXTGEN Vendor and learn why you want to help your company transform into its NEXT-generation self. The market has changed have you?
10 Reasons to become a NextGen Vendor
10 Reasons to become a NextGen Vendor
Thomas (Tom) Ancona
Competitive Advantage
Nextgen.competitive.advantage
Nextgen.competitive.advantage
Thomas (Tom) Ancona
TRANSFORMATION
TRANSFORMATION
Thomas (Tom) Ancona
Concepts that we have created for our clients that helped them create differentiation and competitive advantage within their marketplace.
Competitive Advantage Examples
Competitive Advantage Examples
Thomas (Tom) Ancona
View great examples of how we transform our clients organizations... from staid, dated looking organizations to exciting, dynamic looking, high performing organizations... view these examples before and after!
Corporate Transformation Project Examples
Corporate Transformation Project Examples
Thomas (Tom) Ancona
Typical projects and the stories behind them.
Project Scope Book.2018
Project Scope Book.2018
Thomas (Tom) Ancona
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10 Reasons to Become a NextGEN Vendor
10 Reasons to Become a NextGEN Vendor
30 Killer Checkpoints
30 Killer Checkpoints
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NextGen 30 Killer Checkpoints
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Trans4mation
NextGenVendor Project Scopes
NextGenVendor Project Scopes
10 Reasons to become a NextGen Vendor
10 Reasons to become a NextGen Vendor
Nextgen.competitive.advantage
Nextgen.competitive.advantage
TRANSFORMATION
TRANSFORMATION
Competitive Advantage Examples
Competitive Advantage Examples
Corporate Transformation Project Examples
Corporate Transformation Project Examples
Project Scope Book.2018
Project Scope Book.2018
Último
The Epson EcoTank L3210 is a high-performance and cost-efficient printer designed to meet the printing needs of both home users and small businesses. Equipped with Epson’s revolutionary EcoTank ink tank system, the Epson eliminates the need for traditional ink cartridges, thereby significantly reducing printing costs and plastic waste. With its PrecisionCore technology, this printer delivers sharp, vibrant prints for both documents and photos. Its user-friendly design ensures easy setup and operation, while its compact form factor saves valuable desk space. Whether it’s everyday printing jobs or creative projects, the Epson EcoTank L3210 provides a reliable and eco-friendly printing solution.
Buy Epson EcoTank L3210 Colour Printer Online.pdf
Buy Epson EcoTank L3210 Colour Printer Online.pdf
EasyPrinterHelp
Intrigued by why some of the world's largest companies (Netflix, Google, Cisco, Twitter, Uber etc) are using gRPC? In this demo based talk we delve into the world of gRPC in .Net, what it does and why we should use it. We compare the interface with both Rest and graphQL. We will show you how to implement grpc server-side in .net and in the web. Finally, I will show you how the tooling helps you deliver powerful interfaces and interact with them quickly and simply.
Demystifying gRPC in .Net by John Staveley
Demystifying gRPC in .Net by John Staveley
John Staveley
A talk given by Julian Hyde at the San Francisco Distributed Systems Meetup on May 22, 2024.
Measures in SQL (a talk at SF Distributed Systems meetup, 2024-05-22)
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Julian Hyde
ScyllaDB has the potential to deliver impressive performance and scalability. The better you understand how it works, the more you can squeeze out of it. But before you squeeze, make sure you know what to monitor! Watch our experienced Postgres developer work through monitoring and performance strategies that help him understand what mistakes he’s made moving to NoSQL. And learn with him as our database performance expert offers friendly guidance on how to use monitoring and performance tuning to get his sample Rust application on the right track. This webinar focuses on using monitoring and performance tuning to discover and correct mistakes that commonly occur when developers move from SQL to NoSQL. For example: - Common issues getting up and running with the monitoring stack - Using the CQL optimizations dashboard - Common issues causing high latency in a node - Common issues causing replica imbalance - What a healthy system looks like in terms of memory - Key metrics to keep an eye on This isn’t “Death-by-Powerpoint.” We’ll walk through problems encountered while migrating a real application from Postgres to ScyllaDB – and try to fix them live as well.
Optimizing NoSQL Performance Through Observability
Optimizing NoSQL Performance Through Observability
ScyllaDB
The standard Salesforce Approval process can be limiting in many ways, especially in complex scenarios. What if there was a way to implement very flexible approvals where one can use Apex code to make data updates in unrelated records, dynamically generate next steps details, and compute assignees on the fly? And still use UI-based configurations to implement concrete approval processes. In this session, we will share ideas behind such a solution and show a few lines of code to get you started.
Custom Approval Process: A New Perspective, Pavel Hrbacek & Anindya Halder
Custom Approval Process: A New Perspective, Pavel Hrbacek & Anindya Halder
CzechDreamin
Brief Introduction to Generative AI and LLM in particular. Overview of the market, and usages of LLMs. What's it like to train and build a model. Retrieval Augmented Generation 101, explained for non savvies, and a perspective of what are the moving parts making it complex
AI presentation and introduction - Retrieval Augmented Generation RAG 101
AI presentation and introduction - Retrieval Augmented Generation RAG 101
vincent683379
Explore the core of Salesforce success in 'Salesforce Adoption – Metrics, Methods, and Motivation.' We will discuss essential metrics, effective methods to drive adoption, and the driving force behind user engagement and explore strategies for onboarding, training, and continuous support that empower users to navigate the platform seamlessly. By leveraging these tools, you can effectively measure adoption against your company’s goals and create an environment where users not only adopt Salesforce but actively contribute to its ongoing success.
Salesforce Adoption – Metrics, Methods, and Motivation, Antone Kom
Salesforce Adoption – Metrics, Methods, and Motivation, Antone Kom
CzechDreamin
In this session, we will showcase how to revolutionize automated testing for your software, automation, and QA teams with UiPath Test Suite. In part 1 of UiPath test automation using UiPath Test Suite – developer series, we will cover, Software testing overview What is software testing Why software testing is required Typical test types and levels Continuous testing and challenges Introduction to UiPath Test Suite UiPath Test Suite family of products Speaker: Atul Trikha, Chief Technologist & Solutions Architect, Peraton and UiPath MVP Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
UiPath Test Automation using UiPath Test Suite series, part 1
UiPath Test Automation using UiPath Test Suite series, part 1
DianaGray10
Partner Tech Talk with Tinybird
Speed Wins: From Kafka to APIs in Minutes
Speed Wins: From Kafka to APIs in Minutes
confluent
This is a powerpoint that features Microsoft Teams Devices and everything that is new including updates to its software and devices for April 2024
What's New in Teams Calling, Meetings and Devices April 2024
What's New in Teams Calling, Meetings and Devices April 2024
Stephanie Beckett
FIDO Taipei Workshop: Securing the Edge with FDO
The Value of Certifying Products for FDO _ Paul at FIDO Alliance.pdf
The Value of Certifying Products for FDO _ Paul at FIDO Alliance.pdf
FIDO Alliance
New customer? New industry? New cloud? New team? A lot to handle! How to ensure the success of the project? Start it well! I've created the 3 areas of focus at the beginning of the project that helped me in multiple roles (BA, PO, and Consultant). Learn from real-world experiences and discover how these insights can empower you to deliver unparalleled value to your customers right from the project's start.
Powerful Start- the Key to Project Success, Barbara Laskowska
Powerful Start- the Key to Project Success, Barbara Laskowska
CzechDreamin
When you think of a highly secure meeting environment, do you instantly think 'Microsoft Teams'!? Or do you think about some unknown application, troublesome UI and daunting login process...? If you think the latter - let's change that! In this session Femke will show you how using Teams Premium features can create secure, but also good looking meetings! PRETTY. Make sure your company's brand is represented before, during and after the meeting with Customization policies in place. SECURE. Lets utilize Meeting templates and Sensitivity Labels to protect your meeting and data to prevent sensitive information from being leaked. After this session, you will have a clear understanding of the capabilities of Teams Premium features and how to set up the perfect meeting that suits your organizational requirements!
ECS 2024 Teams Premium - Pretty Secure
ECS 2024 Teams Premium - Pretty Secure
Femke de Vroome
We're living the AI revolution and Salesforce is adapting and bring new value to their customers. Einstein products are evolving rapidly and navigating their limitations, language support, and use cases can be challenging. Let's make review of what Einstein product are available currently, what are the capabilities and what can be used for in CEE region and how Rossie.ai can help to learn Salesforce speak Czech. We will explore the Einstein roadmap and I will make a short live demo (based on your vote) of some Einstein feature.
AI revolution and Salesforce, Jiří Karpíšek
AI revolution and Salesforce, Jiří Karpíšek
CzechDreamin
Agentic RAG transforms how we approach question answering by introducing an innovative agent-based framework. Unlike traditional methods that rely solely on large language models (LLMs), agentic RAG employs intelligent agents to tackle complex questions requiring intricate planning, multi-step reasoning, and utilization of external tools.
Agentic RAG What it is its types applications and implementation.pdf
Agentic RAG What it is its types applications and implementation.pdf
ChristopherTHyatt
This talk focuses on the practical aspects of integrating various telephony systems with Salesforce, drawing on examples from implementations in the Czech scene. It aims to inform attendees about the spectrum of telephony solutions available, from small to large scale, and their compatibility with Salesforce. The presentation will highlight key considerations for selecting a telephony provider that integrates smoothly with Salesforce, including important questions to support the decision-making process. It will also discuss methods for integrating existing telephony systems with Salesforce, aimed at companies contemplating or in the process of adopting this CRM platform. The discussion is designed to provide a straightforward overview of the steps and considerations involved in telephony and Salesforce integration, with an emphasis on functionality, compatibility, and the practical experiences of Czech companies.
Integrating Telephony Systems with Salesforce: Insights and Considerations, B...
Integrating Telephony Systems with Salesforce: Insights and Considerations, B...
CzechDreamin
This talk offers actionable insights at an executive level for enhancing productivity and refining your portfolio management approach to propel your organization to greater heights. Key Points Covered: 1. Experience Transformation: - The core challenge remains consistent across organizations: converting budget into user-centric designs. - Strategies for deploying design resources effectively in both startups and large enterprises. 2. Strategic Frameworks: - Introduction to the "Ziggurat of Impact" model, detailing layers from basic system interactions to comprehensive customer experiences. - Practical insights on creating frameworks that scale with organizational complexity. 3. Organizational Impact: - Real-world examples of navigating design in large settings, focusing on the synthesis of consumer products and customer experiences. - Emphasis on the importance of designing systems that directly influence customer interactions. 4. Design Execution: - Detailed walkthrough of organizational layers affecting design execution, from touchpoints and customer activities to shared capabilities. - How to ensure design influences both the micro and macro aspects of customer interactions. 5. Measurement and Adaptation: - Techniques for measuring the impact of design decisions and adapting strategies based on data-driven insights. - The critical role of continuous improvement and feedback in refining customer experiences.
Structuring Teams and Portfolios for Success
Structuring Teams and Portfolios for Success
UXDXConf
FIDO Taipei Workshop: Securing the Edge with FDO
How Red Hat Uses FDO in Device Lifecycle _ Costin and Vitaliy at Red Hat.pdf
How Red Hat Uses FDO in Device Lifecycle _ Costin and Vitaliy at Red Hat.pdf
FIDO Alliance
Already know how to write a basic SOQL query? Great! But what about an *aggregate* SOQL query? You know, the kind that uses aggregate functions like COUNT & MAX along with GROUP BY and HAVING clauses? No? Well, get ready to learn how to slice & dice your org’s data right inside your own dev console. From finding duplicate records to prototyping summary & matrix reports, learn the ins and outs of aggregate queries during this fast-paced but admin-friendly session on advanced SOQL concepts.
SOQL 201 for Admins & Developers: Slice & Dice Your Org’s Data With Aggregate...
SOQL 201 for Admins & Developers: Slice & Dice Your Org’s Data With Aggregate...
CzechDreamin
This instalment looked at building performance at the earliest stages of your project, covering Interoperability, Solar and Daylighting.
IESVE for Early Stage Design and Planning
IESVE for Early Stage Design and Planning
IES VE
Último
(20)
Buy Epson EcoTank L3210 Colour Printer Online.pdf
Buy Epson EcoTank L3210 Colour Printer Online.pdf
Demystifying gRPC in .Net by John Staveley
Demystifying gRPC in .Net by John Staveley
Measures in SQL (a talk at SF Distributed Systems meetup, 2024-05-22)
Measures in SQL (a talk at SF Distributed Systems meetup, 2024-05-22)
Optimizing NoSQL Performance Through Observability
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Custom Approval Process: A New Perspective, Pavel Hrbacek & Anindya Halder
Custom Approval Process: A New Perspective, Pavel Hrbacek & Anindya Halder
AI presentation and introduction - Retrieval Augmented Generation RAG 101
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Salesforce Adoption – Metrics, Methods, and Motivation, Antone Kom
Salesforce Adoption – Metrics, Methods, and Motivation, Antone Kom
UiPath Test Automation using UiPath Test Suite series, part 1
UiPath Test Automation using UiPath Test Suite series, part 1
Speed Wins: From Kafka to APIs in Minutes
Speed Wins: From Kafka to APIs in Minutes
What's New in Teams Calling, Meetings and Devices April 2024
What's New in Teams Calling, Meetings and Devices April 2024
The Value of Certifying Products for FDO _ Paul at FIDO Alliance.pdf
The Value of Certifying Products for FDO _ Paul at FIDO Alliance.pdf
Powerful Start- the Key to Project Success, Barbara Laskowska
Powerful Start- the Key to Project Success, Barbara Laskowska
ECS 2024 Teams Premium - Pretty Secure
ECS 2024 Teams Premium - Pretty Secure
AI revolution and Salesforce, Jiří Karpíšek
AI revolution and Salesforce, Jiří Karpíšek
Agentic RAG What it is its types applications and implementation.pdf
Agentic RAG What it is its types applications and implementation.pdf
Integrating Telephony Systems with Salesforce: Insights and Considerations, B...
Integrating Telephony Systems with Salesforce: Insights and Considerations, B...
Structuring Teams and Portfolios for Success
Structuring Teams and Portfolios for Success
How Red Hat Uses FDO in Device Lifecycle _ Costin and Vitaliy at Red Hat.pdf
How Red Hat Uses FDO in Device Lifecycle _ Costin and Vitaliy at Red Hat.pdf
SOQL 201 for Admins & Developers: Slice & Dice Your Org’s Data With Aggregate...
SOQL 201 for Admins & Developers: Slice & Dice Your Org’s Data With Aggregate...
IESVE for Early Stage Design and Planning
IESVE for Early Stage Design and Planning
Critical decision
1.
STEPSTHATYOUCANTAKETOENSURE YOURCOMPANY’SNOTONTHE‘OUTSIDE LOOKINGIN’ THECHANGINGSTATEOFINDUSTRIAL SALESANDMARKETING DECISION CRITICAL
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CONTENTS TABLEOF 1.THECHANGINGSELLINGPROCESS 2.MANUFACTURESANDTHEIRDISTRIBUTORS 3.YOUANDYOURWEBTRAFFIC 4.CRITICALPOINTININDUSTRIALMARKETING 5.WHATYOUNEEDTODO! CHAPTERS
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SELLINGPROCESS THECHANGINGCHAPTER1
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Customersarechoosingtodelay commercialconversationwithsuppliers N=1500 Source:CEBMLCCustomer PurchaseResearchSurvey2011 PurchaseCustomersFirst SeriousEngagement withSales CustomersDue DiligenceBegins 57%Complete CustomerAverage DegreeofProgressThroughthePurchaseProcess BeforeEngagingSales PostSaleCloseProposalOpportunity Qualification Opportunity Identification www.industrialshift.com ShareThisEbook! Traditionallong-termrelationshipsellingis beingreplacedbyadifferentprocess,gone arethedaysofhavingasalesteamgoout andmakecallsattemptingtogenerate demandandsellsomething.Thatprocess hassometimesbeenreferredtoas‘selling byuseofabluntinstrument’… Hittingbyuseofabluntinstrument’… Hitting prospectsovertheheadwithsales messagesandcallsuntilyougettheir attentionandtheyagreetobuy. is SELLINGPROCESS LONG-TAIL THE 4
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Onceuponatimeitwasasalesmanthatdrove thesale… Theydispensedproductinformation, educatedthecustomerandultimatelyclosed thesale… HoweverIntoday'sworld,thebuyerisnearly 60%throughthesalescyclebeforetheyeven contactthesalesdepartmentofthecompaniescontactthesalesdepartmentofthecompanies they'reevaluatingthattheywilleventually buyfrom.60%throughtheprocess? Thingssurehavechanged. ASHIFTWHERECUSTOMERSAREOVER HALFWAYTHROUGHTHESALESPROCESS BEFOREENGAGINGASALESREP... THESHIFTININDUSTRIALMARKETING SALESPROCESS THROUGHTHE 60% 5
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HOWISITPOSSIBLEYOUASK,THATTHEPROSPECTIS 60%OFTHEWAYTOMAKINGUPTHEIRMINDBEFORE THEYCONTACTASALESPERSON? HOWCANTHISPOSSIBLYBEHAPPENING? THAT? ACCOMPLISHING HOW ARETHEY 6
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Studiesindicatethatequipmentpurchasers donolessthan3to5hoursofonlineresearch and‘doingtheirhomework’priortomaking apurchasingdecision. THESENEWAGEPROSPECTSAREREADING, LISTENINGANDWATCHINGFREEDIGITAL CONTENTTHAT’SAVAILABLEATTHECLICKOF THEIRMOUSE... WATCHING... orLISTENING READING 7
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Theirspecificneeds,thepotentialsolutions availableandthequalifiedcompaniesthat canprovidethemasolution.Theyare seekinganswerstotheproblemstheyface anywaytheycan… Areyouequippedto convincethemthatyoucanhelp?Thatyou cansolvetheirproblems?Thatyourcompanycansolvetheirproblems?Thatyourcompany istheone? THESENEXTGENERATIONCUSTOMERS THATWESPEAKOFAREENGAGINGPEERS INSOCIALMEDIATOLEARNMOREABOUT... BUYINGARE NEW CUSTOMERS HOW
THE 8
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CHAPTER2 DISTRIBUTORS ANDTHEIR MANUFACTURERS
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Fordecadesmanufacturershavehopedtheirdistributorsandtheir distributor/repnetworkswouldspendmoretimesellingtheir products.Theyputoncontests,createdincentiveprogramstocajole themintosellingmoreandbasicallywoulddoanythingtoentice themtosellmoreoftheirproducts.Butchangingaprocessthathas beenaroundnearlyforeverisdifficult,ifnotimpossibletoaccomplish. However… nowtheprocesshaschangedonitsownandmanufact-However… nowtheprocesshaschangedonitsownandmanufact- urershavetorespondtothesechanges.Therulesaredifferentand distributorscannotbereliedontomakeallthesalesthatacompany needstomeetandexceedtheirsalesobjectives. Endusersareplayingalargerroleindecidingwhotheybuyfrom, thedistributorsnolongerowntherelationshipstheyoncethought theydid…
Nowmanufacturerscantakecontrolofthesalescycle likeneverbefore.likeneverbefore. THINGSARECHANGING... DISTRIBUTORS ANDTHEIR MANUFACTURERS 10
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Nolongerdoestheprospecthavetocontactsalesto learnmore,nolongerdoestheprospecthavetowait forasalesperson(insideorout)togetbacktothem withaprice… Timehaspassed,thingshavechanged… theroleofasalespersoncanbeverydifferentfrom whatitoncewas. THESOLESOURCEORGATEKEEPEROFPRODUCT ANDSERVICEINFORMATION... SALESFORCE... NOLONGERISTHE 11
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Gettingcomfortablewiththisnewbuying process(versusthesellingprocess)must happenquickly.Inmanycasesthetrad- itionalsalescycle/processisproving obsoleteandsalesdepartmentshaveto transitionfrombeingproductpushers toinformationandinsightproviderswhotoinformationandinsightproviderswho addvaluetothebuyer'sbusiness.Individ- ualsdonotwanttobesoldsomething, theywanttohavetheabilitytomake educatedbuyingdecisionsbasedonthe informationandresearchtheyhaveun- covered.Areyoudoingwhatyoucanto ensuretheychooseyou?Areyouaproductensuretheychooseyou?Areyouaproduct pusheroraninsightprovider?Theanswer tothisquestioniscriticaltoyoursuccess. GOFROM BEINGAPRODUCTPUSHER TOANINSIGHTPROVIDER VERSUSTHE SALESPROCESS BUYERPROCESS THE 12
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Theonlinemarketplacehasreplacedthe traditionalmanufacturertodistributorto end-userbusinessandsalesmodel.Many manufacturersareseizingthecontrolthey wantandsometimesdesperatelyneed.No longeraremanufacturerswaitingfortheir distributorstocontroltheirsalescycle.distributorstocontroltheirsalescycle. WHYSOMEARETAKINGITBACK! CONTROL AND MANUFACTURERS 13
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WEBTRAFFIC YOUANDYOURCHAPTER3
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Doyouhaveanyideahowmanypotential customersarelookingtopurchaseorlearn moreabouttheproductsandservicesthat yourcompanyprovides?Doyouknowhow manypermonthareinthebuyingorlearning morepool? ThisisaveryimportantnumberforcompaniesThisisaveryimportantnumberforcompanies toknow… Therearethousands,maybetens ofthousands(orevenhundredsofthousands) ofpotentialcustomerslooking,learningmore andpurchasingtheproductsandservicesyou selleachmonth… Doyouknowwhothesepeopleare?Areyou gettingyourfairshareofattentionfromthem?gettingyourfairshareofattentionfromthem? TENSOFTHOUSANDS MAYBE THOUSANDS 15
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Willyourcompanybefoundwhenyourproducts andservicesaresearchedfor?Isyourcompany's websiteequippedtoattractenoughpotential customersforyoutobecompetitiveormeetyour salesgoals?Haveyoudonetheupfrontwork necessarytogiveyourwebsiteafightingchance toproducenewbusinessopportunities?It'sGoogle'stoproducenewbusinessopportunities?It'sGoogle's jobtoserve-uptherightcompanieswhensome- bodysearchesforaparticulartermorsearchstring. Googlethenserves-upsitesthatprovidetheright contentandbackgroundinformationtosatisfythe webvisitorsneed. Doesyourcompanywebsiteput youatthetopofthatlist?youatthetopofthatlist? ISYOURCOMPANYEQUIPPEDTOATTRACT? BEFOUND? COMPANY WILLYOUR 16
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USEREXPERIENCE Thelook,feelandintuitivenessofyourwebsitehave neverplayedalargerroleinkeepingvisitorsengaged andinterestedinyourcompany’sproductsand services.Today’swebvisitorisseekinganswersand solutionstotheproblemstheyface,theyarelooking atwebsitestolearnmoreandgainconfidencethatatwebsitestolearnmoreandgainconfidencethat yourorganizationcansolvetheirproblems. Userexperienceisthenewbranding.Haveyouhad yourwebpropertiesanalyzedfromauserexperience professional? Iftheyfindyourcompanyandproducts whilesearching.... Willtheybecompelledtoengageyou. Chooseyou?Orwilltheymoveon? BOUNCERATE...DOYOUKNOWWHATYOURSIS? WILLTHEYSTAY? IFTHEYFINDYOU AND 17
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INDUSTRIALMARKETING inCRITICALPOINTCHAPTER4
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Companyprincipalsfindthemselvesinapositionthatin somecasesiscriticaltotheircompany'sfuture,aspot whereorganizationsarecompetingforthesamepieceof businesslikeneverbefore.Ascenarioexistswheresmaller companieswhoareaggressivelymarketingcanusurptheir largeronceuntouchablecompetitiononavailableprojects andsalesopportunitiesinthemarketplace.andsalesopportunitiesinthemarketplace. Thedecisionsthatyourcompanymakesonhowtheywill market,towhomtheymarketto,andhowexactlythey intendtoattractnewbusinesswillbecritical.Thedecision thatyoumakewillimpactdramaticallywhereyour organizationisheaded… Andwhereitwillbein 18,36,60monthsout… andforsomecompanies, willtheybethereatall?willtheybethereatall? ORGANIZATIONSLARGEANDSMALLFIND THEMSELVESATACRITICALPOINTREGARDING THEIRBUSINESSFUTURE... NOW! SOMECOMPANIESARETHERE CRITICALPOINT... 19
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Progressivecompaniesthatunderstandthe changesthatarewellunderwayinthenew marketplacearetakingactionandleveraging thedigitalopportunitiesthatarehelping companiesgrow...dramatically.Attractingnew leads,nurturingsalesprospectsandsecuring newcustomersdigitallyisthekeytogrowthnewcustomersdigitallyisthekeytogrowth throughincreasedrevenue. Thiscanbeagreatopportunityforsmall,smart andinsightfulcompanieswhoareresponsive andmakethedecisiontomaximizetheseexcit- ingnewtechnologiesorthiscouldbecomea nightmarescenarioforcompanieswhoignore thisshiftandinsistondoingthingsthe’waythisshiftandinsistondoingthingsthe’way we’vealwaysdonethem’. Whichoneofthesetwoexampleswill describeyourorganization? SMALLER,LESSCAPABLECOMPANIESNOW HAVETHEOPPORTUNITYTOOUTMARKET ANDOUTSELLTHEIRONCEUNTOUCHABLE LARGERCOMPETITORS... COMPANIES... LESSCAPABLE SMALLER 20
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Themaingoalofbusinessesistocompete,sellmoreandgrowtheorganization… Gettingaheadandstayingaheadofyourcompetitionisattherootofthese corebusinessobjectives. Out-marketing,out-communicatingandultimatelybeatingyourcompetition tonewbusinessopportunitieshasneverbecomemoreattainable.Thedigital tools,e-marketingstrategiesandexcitingnewwaystoattractbusiness opportunitiesarehereforthetaking…opportunitiesarehereforthetaking… Areyougoingtoout-marketyourcompetitors… orareyougoingtobethe onebeingout-marketed? COMPETITIONYOUR OUTMARKET THEULTIMATEGOAL: 21
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NEEDTODO WHATYOUCHAPTER5
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KeywordResearch,Identificationand Optimization/Analysis MetaTags/RobotTextOptimization Navigation,LinkandImage TagOptimization There’snomagic… Theon-goingidentification andimplementationofkeywordsearchsuccess strategiesandactivitiescanmeanthedifference betweenacompanythat’sgoingplacesand onethat’sgoingnowhere.Weliketosay there’snomagictoincreasingthetotalof indexedkeywordsfoundonyourwebsite,theyindexedkeywordsfoundonyourwebsite,they comeasaresultofknowledge,experience, andperformingthefinedetailsnecessaryto bringyoursitetothetop. ALWAYSWORKONIMPROVING YOURCOMPANY’SORGANICSEARCH PERFORMANCE... OPTIMIZATION SEARCHENGINE 23 WHATYOUNEEDTODO
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Doesyourcompany’swebsitesaytherightthings aboutyourorganization? Doesitcontainrelevantandimportantcontent thatusersarelookingfor? Doyouhavedeepsiteanalyticsandtraffic trackingtools? Thelook,feelandintuitivenessofyourwebsitehave neverplayedalargerroleinkeepingvisitorsengaged andinterestedinyourcompany’sproductsand services.Today’swebvisitorisseekinganswersand solutionstotheproblemstheyface,theyarelooking atwebsitestolearnmoreandgainconfidencethat yourorganizationcansolvetheirproblems.Askyourorganizationcansolvetheirproblems.Ask yourselfthesequestions... DOESYOURCOMPANY’SWEBSITEPOSITION YOUASALEADERINYOURMARKETPLACE? USEREXPERIENCE DESIGNAND WHATYOUNEEDTODO 24
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Online Marketing LeadGenerationandProspectContactCapture Campaigns E-BookCreationandLeadGeneration DistributionPrograms eCRMIntegrationandOngoingProgramExecution Ongoingleadgenerationanddistributionofgatedcontent willhelpyoubuildthepoolofprospectsthatareinterested and/orlookingforyourproductsandservices.These individualswhohaveinquired,downloadedorotherwise raisedtheirhandscanthenbetargetedthroughinformative, creativeandsalesdrivencampaignsande-marketing strategiesandprograms.strategiesandprograms. THEFUTURESUCCESSOFCOMPANIESWILLRESIDE INTHEIRSALESANDMARKETINGDATABASES... LEADGENERATION 25 WHATYOUNEEDTODO
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Display/retargetingadvertisingcampaigns Search-orientedbanneradprograms Campaignconcept,designandexecution Bidmonitoring,budgetmanagementand campaignoptimization Companiesaretakingcontroloftheirsalesandleveraging digitalmediatoconceive,createandlaunchdisplay advertisingandretargetingcampaignsaimedatgenerat- ingtrafficandcreatingdemandfortheirproductsand services.Byplacingcreativeadvertisingonsitesviewed bypotentialcustomersandtargetingsearchdrivenmedia, companiesaresuccessfulincapturingtheattentionofcompaniesaresuccessfulincapturingtheattentionof prospectivenewcustomerswhoarein-marketNOW. BEMOREAGGRESSIVETHROUGHBOLDAND EXCITINGE-MARKETINGCAMPAIGNS...TAKECONTROL OFYOURSALES! CAMPAIGNS E-MARKETING 26 WHATYOUNEEDTODO
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Contenteditorialstrategyconcept throughproduction E-bookconcept,copywritingand production Contentcreation,production andexecution Theproductionoforiginal,newandfresh contentwillplayanimportantroleinhow wellyourwebsiteperformswhensearched foraswellashowlongvisitorswillstayif theydofindyoursite.Searchenginesare nowmonitoringcompany’swebsitesand scoringthembasedontheircontentquantity,scoringthembasedontheircontentquantity, quality,thenumberofupdatesandadditional newcopy/contentadded.You’veheardthe term‘ContentisKing’… nowisthetimeto understandwhatthatisandthenharnessits powertoperform. ONGOINGCREATIONANDPUBLICATION OFRELEVANTANDVALUABLEPRODUCT/ SERVICECONTENTWILLBEKEY... STRATEGY CONTENT 27 WHATYOUNEEDTODO
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YoureCRM System Loyalty Programs Reportingon theCustomer Experience Marketing &Customer Insight Customer Communications Customer Sales Social Media Integration Content Management Ifyourwebsiteisnotequippedtoleadgenerateandcapture vitalprospectdatainaproactive/systematicfashion,you aremissingout.eCRMistheelectronicversionofyour customerandprospectrelationshipmanagementprogram andisfedfromonlineinquiriesande-prospectsrequesting moreinformation.Thisvitaltoolwilldramaticallyseparate thecompanieswhoareleveragingthistechnologyandthecompanieswhoareleveragingthistechnologyand strategysuccessfullyfromthecompanieswhocontinueto ignorethispowerful,excitingnewwayofdoingbusiness. SALESPIPELINE YOURELECTRONIC eCRM... 28 WHATYOUNEEDTODO
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Competitororganickeywordidentify andanalyze Competitorpay-per-clickkeyword identifyandanalyze Competitorbanneradvertising campaignresearch Youwouldbesurprisedtoseewhatyour competitorsarespendingtoattracttraffic andnewbusinessopportunitiesinthedigital marketplace.Wehelpourclientsgeta betterunderstandingofthecompetitive environmentbyresearchingandanalyzing theexactkeywordsbeingpurchased,thetheexactkeywordsbeingpurchased,the topicsandcontentofadsbeingplacedand theindexedkeywordsthatexistontheir competitor’swebsites.Wefeelit’sbetter toknowwhat’sgoingonEXACTLY… beforewecanproperlyhelpourclients. DOYOUKNOWWHATYOURCOMPETITORS ARESPENDINGONDIGITALMARKETING... SPECIFICALLY? LANDSCAPE COMPETITIVE 29 WHATYOUNEEDTODO
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800-969-7033 DigitalMarketingSolutions forProgressiveThinking IndustrialandManufacturing Companies! CONTACTUS 30
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