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It's Never JUST A Sales Problem!

It's Never JUST A Sales Problem! | Sales and Marketing | Scoop.it
We often get called by execs, "We've got a sales problem!  We need your help," or some variation on the theme.  It could be, "Sales isn't doing their job," "They aren't making their numbers, what's...

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Jeremy Pollard's curator insight, September 2, 2014 11:19 AM

Dave Brock nails it (again) - to solve a problem you have to know where to start looking.

 

And a 'revenue problem' is rarely the fault of 'sales' alone or in isolation.

 

Trouble for most is that the sort of organisational analysis skills needed are uncommon. And so most stumble on with revenue issues, blaming sales. But never truly understanding where in all the complexity the other contributing factors are.

 

The simple answer ? Ask. Start with customers. Especially the great customers you'd like more of. Then check in with your delivery people. Sound out the support teams. Then, if you are still convinced it's just a sales problem, and only then - talk to sales.

 

This will do two things for you. 

 

1/ avoid the trap of attacking the wrong problem.  Chances are you'll hear about several peripheral issues contributing to revenue process issues.

 

2/ when you finally get to sales you'll more quickly get buy-in if you have demonstrated understanding the situation from their point of view.

 

Good old 'management by walking around'

 

Works every time - especially when you listen as you walk...

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How Big Data Will Transform Our Economy And Our Lives In 2015 - TechCrunch

How Big Data Will Transform Our Economy And Our Lives In 2015 - TechCrunch | Sales and Marketing | Scoop.it
The great Danish physicist Niels Bohr once observed that “prediction is very difficult, especially if it's about the future.” Particularly in the..

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The Best Content Types for Each Stage of the B2B Sales Cycle [Infographic] - Profs

The Best Content Types for Each Stage of the B2B Sales Cycle  [Infographic] - Profs | Sales and Marketing | Scoop.it

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Tips to Visualise Sales Methods for Business PowerPoint Presentation

Tips to Visualise Sales Methods for Business PowerPoint Presentation | Sales and Marketing | Scoop.it
Learn to use PowerPoint business diagrams to visualize sales methods. Read on to create impressive presentations.

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Rekha Sridhar's curator insight, December 2, 2014 1:08 AM

Looking for visual tools that help present your sales forecasting methods, sales analysis methods in a clear and succinct manner? 24point0’s Sales Methods PowerPoint Template does the job for you.

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The Future Of Marketing Combines Big Data With Human Intuition

The Future Of Marketing Combines Big Data With Human Intuition | Sales and Marketing | Scoop.it
Great marketers have great guts. Leo Burnett didn’t need a legion of focus groups to come up with the Marlboro Man. Steve Jobs, arguably the greatest marketing mind ever, famously eschewed market research because he didn’t think customers knew what they wanted until he showed it to them.

Yet big data and technology are clearly revolutionizing marketing. Gartner predicts that CMO’s will soon be spending more on IT than CIO’s. VentureBeat recently reported that marketing technology companies have attracted a hefty $50 billion in investment.

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Gisele Mekuate's curator insight, November 3, 2014 7:04 AM

very interesting approach!

Trumans's curator insight, November 3, 2014 5:17 PM

I can remember this guy and the product (dare I mention it these days?). As a kid it did have an influence on what I went on to buy....Although I have stopped that particular habit now!!!

kate jenkins's curator insight, November 5, 2014 12:28 PM

information processing + marketing

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The Tyranny of Indirect Feedback

The Tyranny of Indirect Feedback | Sales and Marketing | Scoop.it
Is Indirect Feedback used in your organization?
Do you prefer this model when dealing with sensitive issues?

The model of indirect feedback is one of the feedback models that I have been asked to use throughout my career.  Some executives actually prefer...

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AlGonzalezinfo's curator insight, November 5, 2014 9:55 PM

Leadership and branding expert, Lisa Manyoky joined me on ‪#‎HealthyLeadership‬ to explore the Tyranny of Indirect Feedback and how to make the GIANT LEAP from diversity to inclusion by minimizing the use of this exclusionary model.


Of course, leadership starts with us, so we also talked about how we can all be open to feedback in order to welcome others to talk to us directly.


Check it out at: ‪#‎HealthyLeadership‬

David Hain's curator insight, November 6, 2014 2:58 AM

Being straight is kinder than being oblique through body language and hints!

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New frontiers in strengths-based leadership: How Appreciative Inquiry magnifies innovation and positive collaboration | KDID Portal

New frontiers in strengths-based leadership: How Appreciative Inquiry magnifies innovation and positive collaboration | KDID Portal | Sales and Marketing | Scoop.it
New frontiers in strengths-based leadership: How Appreciative Inquiry magnifies innovation and positive… http://t.co/deKmOkzaZw

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David Hain's curator insight, October 30, 2014 4:25 AM

Appreciative Inquiry is a perfect collaborative OD tool for our wicked times!

Nadene Canning's curator insight, November 1, 2014 6:26 AM
An effective way to #facilitate change by shifting a mindset
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Is Social Marketing Actually a Grand Illusion? - Gartner

Is Social Marketing Actually a Grand Illusion? - Gartner | Sales and Marketing | Scoop.it

Digest...

 

Gartner used a social listening tool called Tracx to collect and analyze public conversations about a select list of companies, on popular social channels such as Facebook and Twitter and blogs. The targets we chose were leading digital marketing or ad tech related software companies or digital marketing agencies. There were 28 of them. This is what we found:

 

There was no observable correlation between social marketing volume and business success for digital marketing software and services companies. [The author] cannot find any obvious correlation between social marketing volume and product quality, company value, profitability, or anything really except — well — social marketing volume.

 

˅˅˅˅˅˅˅˅˅˅˅˅˅˅˅˅˅˅˅˅˅˅˅˅˅˅˅˅˅˅˅˅˅

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CYDigital's curator insight, October 27, 2014 8:24 AM

It's not the end-all study that disproves a link between business metrics and social (excluding social advertising), but its the first time I've seen a study of any kind that measure the direct linkage.

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When It Comes to Data, Skepticism Matters

When It Comes to Data, Skepticism Matters | Sales and Marketing | Scoop.it
Managers should rarely take an important analysis at face value. They should almost always dig into the data and develop a deeper understanding of the hidden insights that lie within. Sometimes there are real gems awaiting discovery. Other times the data contain some truly snarky beasts, and failing to spot them soon enough presages real danger.
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How Concerns about Status Affect New Product Adoption

How Concerns about Status Affect New Product Adoption | Sales and Marketing | Scoop.it
A new study finds that people of “middle status” are the most likely to adopt status-enhancing products.

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The Cultural Tipping Point: The 4 Reasons Change Initiatives Fail

The Cultural Tipping Point: The 4 Reasons Change Initiatives Fail | Sales and Marketing | Scoop.it
My fascination with culture began more than 40 years ago when another young industrial engineer named Jim Delaney and I started a process improvement consulting firm not long after …
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Can You Really Measure Sales Culture? - Dave Stein's Blog

Can You Really Measure Sales Culture? - Dave Stein's Blog | Sales and Marketing | Scoop.it
An interview with RoundPegg, experts in measuring and leveraging a company's sales culture
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Why complexity is enterprise’s biggest debt - Content Loop

Why complexity is enterprise’s biggest debt - Content Loop | Sales and Marketing | Scoop.it
business development, complexity, Enterprise IT, growth
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How Timberland used customer data to reboot its brand

How Timberland used customer data to reboot its brand | Sales and Marketing | Scoop.it
A deep customer study found that its ideal customer lives in cities, where new designs and marketing resonate.

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Eloquens's curator insight, January 4, 2015 3:30 PM

Timberland show how smart data use can provide deep, meaningful consumer insights.

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The Best Content Types for Each Stage of the B2B Sales Cycle [Infographic] - Profs

The Best Content Types for Each Stage of the B2B Sales Cycle  [Infographic] - Profs | Sales and Marketing | Scoop.it

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Rescooped by Graham Clark from Shipley Asia Pacific
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It's Never JUST A Sales Problem!

It's Never JUST A Sales Problem! | Sales and Marketing | Scoop.it
We often get called by execs, "We've got a sales problem!  We need your help," or some variation on the theme.  It could be, "Sales isn't doing their job," "They aren't making their numbers, what's...

Via Jeremy Pollard
more...
Jeremy Pollard's curator insight, September 2, 2014 11:19 AM

Dave Brock nails it (again) - to solve a problem you have to know where to start looking.

 

And a 'revenue problem' is rarely the fault of 'sales' alone or in isolation.

 

Trouble for most is that the sort of organisational analysis skills needed are uncommon. And so most stumble on with revenue issues, blaming sales. But never truly understanding where in all the complexity the other contributing factors are.

 

The simple answer ? Ask. Start with customers. Especially the great customers you'd like more of. Then check in with your delivery people. Sound out the support teams. Then, if you are still convinced it's just a sales problem, and only then - talk to sales.

 

This will do two things for you. 

 

1/ avoid the trap of attacking the wrong problem.  Chances are you'll hear about several peripheral issues contributing to revenue process issues.

 

2/ when you finally get to sales you'll more quickly get buy-in if you have demonstrated understanding the situation from their point of view.

 

Good old 'management by walking around'

 

Works every time - especially when you listen as you walk...

Rescooped by Graham Clark from The MarTech Digest
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Why digital marketing companies have become tasty acquisitions - VentureBeat

Why digital marketing companies have become tasty acquisitions - VentureBeat | Sales and Marketing | Scoop.it

Digest...

 

The key pillars of a modern integrated digital provider these days, LiquidHub CEO Jonathan Brassington said, are social, mobile, analytics, and cloud — and the first three often involve some kind of digital marketing technology. And digital marketers, which create and manage customer expectations, become essential players in creating and managing the best customer interface.

 

“The customer is in control when deciding to engage with a vendor,” Stacey Bishop, a partner at investment firm Scale Venture Partners told us. This represents a “changing of the buying cycle, [in which] much more of buying is about marketing.” In that environment, she said, the key business need is “how do I get in front of the customer” to answer their questions, stimulate demand, and so on. And getting in front of the customer is what marketers do.

 

 

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CYDigital's curator insight, November 13, 2014 8:07 PM

Set aside B2C. The most important B2B components: cloud, analytics, data, predictive, personas. So the M&A strategy follows this path, and its weak right now in the data and predictive categories. Watch those spaces.

Rescooped by Graham Clark from Business change
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Introduction to Strategy Development and Strategy Execution

Introduction to Strategy Development and Strategy Execution | Sales and Marketing | Scoop.it

A successful business requires both a well developed strategy and the ability to execute on that strategy. Strategy without execution is merely theory. Many companies develop robust strategies, but fail at operationalizing their strategies into implementable steps. This article provides overviews for 12 business frameworks related to various aspects of Strategy Development and Strategy Execution.


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Why MaaS Makes Sense, and the Top 11 MarTech Articles Curated Wednesday, 10/29/14

Why MaaS Makes Sense, and the Top 11 MarTech Articles Curated Wednesday, 10/29/14 | Sales and Marketing | Scoop.it

 Marketing-as-a-Service is a full spectrum of marketing technologies, integrated with existing or new systems, so that the function is delivered on an outsourced basis.

 

Here’s what the marketer really DOESN’T want to do: manage technology. Here’s what the marketer NEEDS to do: leverage the technology to drive revenue.  Marketers are great at content, social, campaigns, positioning, features/functions, etc. Marketers are not that great at managing existing systems, onboarding new systems, and managing staff in these marketing tech flotsam and jetsam.

 

The other day I started to delineate all those services an MaaS provider would offer to its clients, and after a while I had to stop…because the list was getting too damn long. So then I tried to categorize those services into buckets, and again it started to get a bit unruly. Here’s where I stopped:

 

Systems Integration: integrating different marketing technology pieces into one cohesive flow with all the proper dashboards and reporting. This also includes the integration with internal systems, e.g., databases, financial systems, etc. And since it is cloud: Hosting management.Consulting: providing guidance around marketing tech choices that are in alignment with desired strategies and subsequent tactics. Includes workflow guidance, tech choices that mesh cleanly with existing systems, etc.Management: ongoing management of said systems, whether new or existing. Includes all consulting associated with management.People: placement of human resources to execute on any marketing tech task, whether on site or remote. Can be a simple staffing placement to a complete outsourced resource management by the client.Campaign execution: the day-to-day stuff, e.g., landing pages, lead scoring, nurturing, etc.

 

Marketing-as-a-Service (MaaS) may be a misnomer: perhaps it should be thought of as Marketing Technology-as-a-Service. Regardless, an MaaS provider is technically savvy, solution agnostic, and has a marketing soul. The MaaS provider can create the requirements with you, map out the plan with benchmarks, pull together the team to work independently or in concert with in-house groups, execute, and manage and maintain the system, either on site or remote.

 

So it makes sense to seriously consider the MaaS outsourcing of your marketing technologies so that you can focus on your core strengths (and not try to build a new core strength that may be outside your realm of expertise).

 

"With great marketing technology spending comes great ROI responsibility." 

iNeoMarketing 

8/4/2014

 

Marketing Technology…NOW!

 

Have a comment? Email it to info@ineomarketing.com or comment below. I’ll publish it here.

 

Today’s curated articles collected for your quick review:

>> Next Up for Marketing Technology: Measuring Its ROI - eMarketer http://sco.lt/5wambx ; #MarTech

>> A beauty contest for marketing clouds, but buyers resist monogamy - Chief Marketing Technologist http://sco.lt/5T06Ij ; #MarTech

>> 4 Parts of a Must-Click Call to Action | Convince and Convert http://sco.lt/7UkOvJ ; #MarTech

>> Hootsuite: 58% of businesses struggle to use social value to improve company revenue - The Drum http://sco.lt/6YqEO9 ; #MarTech

>> Why Your Brain Loves Good Storytelling - HBR http://sco.lt/7EzwFl ; #MarTech

>> Beyond Responsive and Adaptive: Introducing "Adjustive" Web Design http://sco.lt/5diSSf ; #MarTech

>> Infographic: 12 data-backed tips for increasing conversions through Twitter - The Hub http://sco.lt/8CK6RF ;

>> Content Promotion Strategy Decision Tree [Infographic] - B2B Infographic http://sco.lt/8WBkUj ; #MarTech

>> The Content Preferences of B2B Marketers [New Research & Infographic] - Kapost Content Marketeer http://sco.lt/7eXpxZ ; #MarTech

>> A Guide to an Effective Content Marketing Campaign for SMB (Infographic) - Digital Marketing Philippines http://sco.lt/7Xf43V ; #MarTech

>> Are Demand Generation and Sales Teams Aligned? [Infographic] http://sco.lt/5kfd9F ; #MarTech

 

See ALL Top Curated Marketing Technology Articles here.

___________________________________

► Receive a FREE daily summary of The Marketing Technology Alert directly to your inbox. To subscribe, please go to http://ineomarketing.com/About_The_MAR_Sub.html  (your privacy is protected).


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The Four Rs of High-Stakes Decision Making

Sometimes the most obvious questions are the most crucial.

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Don Dea's curator insight, October 22, 2014 1:43 AM

• Regret: What will you regret if you fail to act and are wrong? The more serious the potential regret, the sooner you should make your decision.

• Repeal: How difficult will it be to reverse course? The easier a decision is to repeal, the sooner you can make it.

• Repercussions: Who and what else will be affected by your decision? The broader the impact, the more carefully you should consider the decision. Be sure to account for less obvious stakeholders in order to minimize unintended consequences.

Oliver Durrer swissleap.com's curator insight, October 22, 2014 5:43 AM

Decision making is a key "make or break it" component to entrepreneurship. Here's a good systematical approach to effective high-stakes decision making. The more you systematize your decision making, the more efficient and effective it will become. No need to reinvent the process.

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7 Mistakes Your Brain Makes Every Day – And How To Fix Them

7 Mistakes Your Brain Makes Every Day – And How To Fix Them | Sales and Marketing | Scoop.it
This article reveals seven common mistakes your brain makes every day and suggests concrete solutions based on a regular mindfulness practice.
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David Hain's curator insight, October 22, 2014 2:18 AM

Mindfulness matters!

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[FREE REPORT] The State of Salesforce 2015 | Bluewolf

[FREE REPORT] The State of Salesforce 2015 | Bluewolf | Sales and Marketing | Scoop.it

Based on data collected in collaboration with MIT Sloan, Bluewolf’s 3rd annual State of Salesforce report distills insights from over 1,000 global salesforce.com customers.

KEY FINDINGS:

-Enterprise strategies are driven by business outcomes. Technology should align to company strategy, not drive it.
-Customers expect a personalized digital experience. Businesses are experiencing massive digital disruption, as the internet, social media, and mobile applications have changed traditional market and value frameworks.
-Cloud Governance and ALM are essential to innovation. Digital disruption informs a new imperative. There is now a business cost to not innovating.

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CYDigital's curator insight, October 14, 2014 9:29 PM

If you're a SFDC user, you'll want this report so that you can compare your org to others. It's nuggets of info like this:

• 71% of Salesforce customers will increase their investments in analytics, with 20% forecasting the spending in 2015 will be substantially above existing budgets. 88% of sales teams are using Business Intelligence (BI) or analytics tools followed by marketing (76%), operations (56%) and services (47%).

 

• 65% of marketers have a marketing automation tool synced to Salesforce with just 7% saying they are extremely satisfied with their existing marketing automation app.

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The Truth About Social Selling: Why Old-School Selling Is Still Critical

The Truth About Social Selling: Why Old-School Selling Is Still Critical | Sales and Marketing | Scoop.it
There is a cottage industry of social selling authorities, experts, and gurus proclaiming that the old ways of selling are dead. This social media mafia insists that cold calling is dead and that only social media works to create new opportunities. They tell salespeople, business owners, and entrepreneurs that the deals they need can only …
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Marketing and Branding Strategy: The Psychology of Color

Marketing and Branding Strategy: The Psychology of Color | Sales and Marketing | Scoop.it
The psychology of color as it relates to persuasion may be one of the most interesting aspects of marketing. For businesses, the colors that are chosen to represent a brand are done very carefully. T…
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Predictive analytics for sales and marketing

Predictive analytics for sales and marketing | Sales and Marketing | Scoop.it
Predictive analytics can make marketing more effective and targeted, and your salespeople better informed and more precise in their messaging. Learn more...
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