In this session Prof. Jordi Gili with the Geneva Business School will share key learnings from digital sales programs and will hint at the Key Performance Indicators that Digital Sales programs should aspire to in 2023.
Building a Research Flywheel: A Helpful Guide for Product Managers & Their TeamsAggregage
You’ve heard of Amazon and Vanguard, two of the most successful customer-focused businesses in the world, but have you heard Jim Collins’ Flywheel Effect? You might be surprised to learn that neither of these businesses would be where they are today without it.
Every step of the product journey is informed by research: what works, what doesn’t, what customers want, what they need. But no one tool or method can create a thriving research practice for product managers. Instead, PMs and business leaders need to turn the crank of the wheel to get processes in motion and build momentum.
By developing product- and customer-focused Flywheels, you can uncover new insights, make better products, and invest in more meaningful research. This, ultimately, will lead to more value, more growth, and a greater understanding of what your customer’s need.
Join Jessica Hall, Product Strategy & Design Leader and Co-Author of The Product Mindset, for this illuminating discussion on the Flywheel Effect, and discover how it can help you supercharge your product process. Attendees for this session will:
• Learn how Flywheels create momentum and value
• Explore the process for defining your team’s Flywheel
• Uncover how to supercharge and expand your Flywheel
Brendan Browne, VP of Talent Acquisition at LinkedIn, shares an inside look at the LinkedIn recruiting team's strategic roadmap.
Catch the best of Talent Connect: http://bit.ly/2e5ojNe
Learning the Craft of Marketing and Selling Drupal ServicesMediacurrent
Drupal is at an inflection point. The open-source project has gone from a dorm room experiment to a thriving international community with hundreds of thousand of participants (developers, designers, marketers, business owners, etc.). While the recent adoption trends have been positive, the content management system (CMS) space is becoming more competitive. The proprietary CMSs are starting to take notice and the FUD (Fear, Uncertainty, Doubt) campaigns against Drupal have just begun. In this session, we will explore and recommend ways to better position, sell, and market Drupal. We will share actual success stories from the trenches of how large, enterprise-level Drupal deals were won (and lost).
10 Tips on New Hire Orientation & OnboardingEduson.tv
- 69% of employees choose to stay in the company as a result of onboarding program.
- It takes 1 year for an average new employee to become fully productive.
- 49% of millennials claim they need a better onboarding process.
In this white paper you’ll get:
- 10 tips on better onboarding with infographics.
- Best practices from global brands (IBM, Toyota, Master Card, etc.).
- 2 big onboarding mistakes you are likely to make.
Emplo an employee centric engagement software. Pawel Czech
What if we could make sure that 80% of your company’s employees are engaged every day, which in turn can increase your profitability by over 20% Integrating social collaboration and communication, development management and performance management.
What does the future look like? Is it a dark space where we’re suffering from varying degrees of techamphetamine or are we heading towards a Utopian fantasy of abundance and harmony?
Understanding that our basic human needs and wants barely change, we explore the future state of a range of topics; from our need for physical sustenance through to our age-long fascination of transcending the limitations of our biology.
Looking at the future from a human perspective, our potential for greatness is teetering on a fine line between darkness and hope. We’re banking on the latter.
Webinar Slides: 5 Reasons to Rethink the LMSAxonify
There’s no question that the LMS has become synonymous with corporate learning across small and large companies alike, and organizations are entrenched in it. But the reality is that many corporate learning management systems remain slow, hard to use, and fall short when it comes to improving employee capability and on-the-job behaviors that impact business objectives. There’s a lot of “wasted learning” taking place and it’s costing organizations millions of dollars every year.
Join David Wentworth, Principal Analyst with the Brandon Hall Group, and JD Dillon, Principal Learning Strategist at Axonify, as they explore some of the ways in which the traditional LMS falls short and new ways organizations should be thinking about learning and learning technology.
Building a Research Flywheel: A Helpful Guide for Product Managers & Their TeamsAggregage
You’ve heard of Amazon and Vanguard, two of the most successful customer-focused businesses in the world, but have you heard Jim Collins’ Flywheel Effect? You might be surprised to learn that neither of these businesses would be where they are today without it.
Every step of the product journey is informed by research: what works, what doesn’t, what customers want, what they need. But no one tool or method can create a thriving research practice for product managers. Instead, PMs and business leaders need to turn the crank of the wheel to get processes in motion and build momentum.
By developing product- and customer-focused Flywheels, you can uncover new insights, make better products, and invest in more meaningful research. This, ultimately, will lead to more value, more growth, and a greater understanding of what your customer’s need.
Join Jessica Hall, Product Strategy & Design Leader and Co-Author of The Product Mindset, for this illuminating discussion on the Flywheel Effect, and discover how it can help you supercharge your product process. Attendees for this session will:
• Learn how Flywheels create momentum and value
• Explore the process for defining your team’s Flywheel
• Uncover how to supercharge and expand your Flywheel
Brendan Browne, VP of Talent Acquisition at LinkedIn, shares an inside look at the LinkedIn recruiting team's strategic roadmap.
Catch the best of Talent Connect: http://bit.ly/2e5ojNe
Learning the Craft of Marketing and Selling Drupal ServicesMediacurrent
Drupal is at an inflection point. The open-source project has gone from a dorm room experiment to a thriving international community with hundreds of thousand of participants (developers, designers, marketers, business owners, etc.). While the recent adoption trends have been positive, the content management system (CMS) space is becoming more competitive. The proprietary CMSs are starting to take notice and the FUD (Fear, Uncertainty, Doubt) campaigns against Drupal have just begun. In this session, we will explore and recommend ways to better position, sell, and market Drupal. We will share actual success stories from the trenches of how large, enterprise-level Drupal deals were won (and lost).
10 Tips on New Hire Orientation & OnboardingEduson.tv
- 69% of employees choose to stay in the company as a result of onboarding program.
- It takes 1 year for an average new employee to become fully productive.
- 49% of millennials claim they need a better onboarding process.
In this white paper you’ll get:
- 10 tips on better onboarding with infographics.
- Best practices from global brands (IBM, Toyota, Master Card, etc.).
- 2 big onboarding mistakes you are likely to make.
Emplo an employee centric engagement software. Pawel Czech
What if we could make sure that 80% of your company’s employees are engaged every day, which in turn can increase your profitability by over 20% Integrating social collaboration and communication, development management and performance management.
What does the future look like? Is it a dark space where we’re suffering from varying degrees of techamphetamine or are we heading towards a Utopian fantasy of abundance and harmony?
Understanding that our basic human needs and wants barely change, we explore the future state of a range of topics; from our need for physical sustenance through to our age-long fascination of transcending the limitations of our biology.
Looking at the future from a human perspective, our potential for greatness is teetering on a fine line between darkness and hope. We’re banking on the latter.
Webinar Slides: 5 Reasons to Rethink the LMSAxonify
There’s no question that the LMS has become synonymous with corporate learning across small and large companies alike, and organizations are entrenched in it. But the reality is that many corporate learning management systems remain slow, hard to use, and fall short when it comes to improving employee capability and on-the-job behaviors that impact business objectives. There’s a lot of “wasted learning” taking place and it’s costing organizations millions of dollars every year.
Join David Wentworth, Principal Analyst with the Brandon Hall Group, and JD Dillon, Principal Learning Strategist at Axonify, as they explore some of the ways in which the traditional LMS falls short and new ways organizations should be thinking about learning and learning technology.
A new paper from Cegos created with our Partners in Australia TP3 to update our thinking around blended learning and offer some best practices from our joint experiences.
Crossing the Higher Education Chasm - Russell GlassLinkedIn
Originally presented during EducationConnect 2015 on 10/15/15 in NY, Russ Glass , Head of Products, LinkedIn Marketing Solutions discusses how LinkedIn is adapting its platform for higher education.
Badgeville Webinar hosted on March 17th 2016. Hosted by Karen Hsu, VP of Marketing at Badgeville and Luiz Benitez, Product Management Leader at IBM Connections.
The document discusses plans to redesign the Stanford Graduate School of Business website to be more audience-centric, internationally accessible, and driven to engage people around the world. The changes aimed to connect people with Stanford GSB offerings and ideas to drive positive change. However, making these changes required organizational changes and forced cross-departmental integration that created challenges. Specifically, the new design triggered anxiety around redefining content strategies and required the marketing web team to earn trust as they led significant changes.
What's Next: Now, Next & Beyond - Preparing people to return to the workplaceOgilvy Consulting
Organisations need to be ready to confront the issues concerning a post-COVID–19 workplace. Business guidance and employee sentiment is changing rapidly. But, importantly, how we prepare our people and ensure we have plans in place to work together will be critical for recovery. Join us to explore how businesses can get ready and be best prepared to reintroduce employees to the workplace
Watch this course for a deep dive on building strategic L&D: https://www.linkedin.com/learning/organizational-learning-and-development
Workplace learning is evolving, and modern learning pros are facing new learning trends, challenges, and solutions. Join the LinkedIn Learning team and Britt Andreatta for a live overview of our new research from the 2017 Workplace Learning Report.
Together, we'll explore:
- Top learning trends and challenges uncovered
- Strategies for transitioning from a "service provider" to strategic business partner
- Tips for proving the value of learning to leaders and learners
- Insights to help inform your talent development strategies in 2017 and beyond
Meaningful Work: Building Resilience and Capacity through Skilled VolunteeringNetSquared Vancouver
Hosted by TechSoup Connect BC on August 2021.
https://events.techsoup.org/e/m6hyry/
Learn about how your nonprofit can achieve digital transformation and utilize skill-based volunteering to drive deeper impact. By the end of the event, you will learn how easy it is to connect with skill-based volunteers that have today's most in-demand skills to achieve some of your biggest goals and how to build new corporate partnerships & funding avenues through corporate volunteers.
Leading Remotely: The Keys to Being a Long-Distance LeaderBizLibrary
The reality of being a leader in the working world today means that all those you lead likely won’t be down the hall or in the next cubicle. Each day technologies allow more people to lead teams far from where they are, or even for people to work from home one or more days a week. While there are opportunities gained, this reality creates tremendous productivity and leadership challenges.
If you lead a team remotely, or expect that you will in the future, this session will help you be more successful in building your team, developing your people, and creating the results needed by your team. Presented by Kevin Eikenberry, a leadership expert who leads a remote team himself, you will leave this engaging and interactive webinar with new skills and the confidence to use them.
In this webinar, you'll learn:
The biggest challenges remote leaders face
How to systematically overcome these challenges
How to take advantage of the opportunities remote teams can offer
Presentation about careers in the charity/voluntary sector that have a social impact. includes details of the Worthwhile Graduate Scheme. November 2015
World of Learning 2014 Closing Keynote: Linking Learning to BusinessLaura Overton
Laura Overton provided the closing keynote at World of Learning 2014 (Birmingham, UK), sharing why it's important to prioritise the alignment of learning to business needs instead of focusing on the latest fads and technologies.
Learning and development professionals and business leaders have come to realize data-driven strategies effectively drive learning and business outcomes. But what does data-driven learning really mean to the learners and what happens when they are empowered to take the lead in learning strategy and execution?
Join this TICE Virtual session, as Kelly Siegel, vice president and chief talent officer of Continental Western Group, shares her story of the creation of underwriter development paths – A process driven by learner engagement and representative of significant cultural shift in two related organizations.
Arctos Consulting provides professional services focused on enhancing analytical marketing and customer engagement capabilities. They help companies build better relationships with customers through expertise in customer engagement strategy, analytical marketing, marketing data and technology. Richard Britton founded Arctos Consulting in 2016 drawing on over 25 years of experience in marketing, technology, and data roles. Arctos Consulting works with clients across various industries to assess capabilities, design customer engagement strategies and journeys, implement decisioning and marketing technology, and provide interim leadership and program management support.
Time Management & Productivity - Best PracticesVit Horky
Here's my presentation on by proven best practices how to manage your work time effectively and how to improve your productivity. It includes practical tips and how to use tools such as Slack, Google Apps, Hubspot, Google Calendar, Gmail and others.
The document discusses 5 types of stakeholders that are important to consider when developing a digital workplace strategy: 1) Individual employees, 2) Business/operational workforces, 3) Management, 4) Enterprise communities/shared services, and 5) External customers. It states that input from all 5 stakeholder perspectives is needed to define relevant strategies and action plans. It recommends involving representatives from each stakeholder group in core teams and steering committees to help ensure strategies meet varied needs and are more likely to succeed. The document provides examples of how to solicit input from each stakeholder type through research, interviews, personas, and direct involvement in planning groups.
The Employee Experience Engagement & Culture from the Bottom-UpYouEarnedIt
Build an employee engagement program that drives results.
Fancy employee perks. Employee wellness programs. Rewards and recognition — you name it, there's no shortage of initiatives to improve the employee experience.
But many of these efforts are falling flat.
There has been a shift in employee engagement, and companies with an outdated Employee Experience are missing the mark.
It's time to look at engagement from the bottom-up and build a culture that drives results.
Watch this webinar to learn:
- The main issues companies have with engagement
- A roadmap for improving key parts of the employee experience
- Tips, tactics, and best practices for building a better company culture
- Specific advice for incorporating managers and millennials
To request a demo, visit www.youearnedit.com/demo
Opening a New Conversation with Business Leaders: It's Time For ActionLaura Overton
Aligning learning with business is the hot topic in L&D, but many business leaders still think we are there to take orders for course. This session was delivered at Learning Technologies Summer Forum in the UK for L&D leaders who are tired of moaning about ‘If only my leaders understood me’ and want to take action. It’s was aimed at the energetic and enthusiastic who want to roll up their sleeves to crowdsource pragmatic strategies that will win the toughest business hearts and minds.
The ideas generated in the session of over 50 L&D leaders are captured in this slide deck on slides 13, 14, 17 and 21. A pack of curated resources was generated for all participants and Slideshare viewers of the slide deck can request one by completing the pop-up form at the end of this presentation.
When Collaboration Drives Your Digital TransformationeXo Platform
Companies always try to include digital transformation to their strategies. What about including it in employee collaboration? Find out about how collaboration can drive your Digital transformation
SharePoint "Moneyball" - The Art and Science of Winning the SharePoint Metric...Susan Hanley
Measurement is not just about looking for a bottom-line result to justify investments. It’s also a tool to provide feedback about where the organization is along the road to successfully leveraging investments in SharePoint and the business outcomes it provides. At every stage in the development of your solution, metrics provide a valuable means for focusing attention on desired behaviors and results. This presentation showcases a practical and realistic framework for SharePoint metrics based on real world examples and successes.
Behind every successful organization is a great team of leaders. But despite billions of dollars spent each year on leadership development programs most companies are still failing their next generation of emerging leaders. In fact, according to Gallup, 50% of attrition is due to poor managers––which makes that the biggest driver of employee disengagement.
So why are leadership development programs failing? And how can we fix it?
Join us for a live webinar where we discuss reasons these programs fail and how to keep your leadership development on track. We’ll explore:
How to identify who should be a leader in the first place
The big, pervasive problem with leadership development
What to do with great employees who might not be cut out for management
The best traits to bring out of your emerging leaders
And more!
The document provides guidance on how to build an effective marketing plan and measure return on investment (ROI) for a law firm. It outlines an 8-step process for developing a marketing plan, including conducting an analysis of the firm's current marketing efforts and clients, defining the ideal client, identifying competitive advantages, determining appropriate marketing mediums, setting goals and budget, ensuring readiness for growth, and tracking results to measure ROI and make adjustments. The document emphasizes the importance of having a marketing plan, tracking costs and conversions, and using data to analyze ROI in order to focus efforts and chart success.
A new paper from Cegos created with our Partners in Australia TP3 to update our thinking around blended learning and offer some best practices from our joint experiences.
Crossing the Higher Education Chasm - Russell GlassLinkedIn
Originally presented during EducationConnect 2015 on 10/15/15 in NY, Russ Glass , Head of Products, LinkedIn Marketing Solutions discusses how LinkedIn is adapting its platform for higher education.
Badgeville Webinar hosted on March 17th 2016. Hosted by Karen Hsu, VP of Marketing at Badgeville and Luiz Benitez, Product Management Leader at IBM Connections.
The document discusses plans to redesign the Stanford Graduate School of Business website to be more audience-centric, internationally accessible, and driven to engage people around the world. The changes aimed to connect people with Stanford GSB offerings and ideas to drive positive change. However, making these changes required organizational changes and forced cross-departmental integration that created challenges. Specifically, the new design triggered anxiety around redefining content strategies and required the marketing web team to earn trust as they led significant changes.
What's Next: Now, Next & Beyond - Preparing people to return to the workplaceOgilvy Consulting
Organisations need to be ready to confront the issues concerning a post-COVID–19 workplace. Business guidance and employee sentiment is changing rapidly. But, importantly, how we prepare our people and ensure we have plans in place to work together will be critical for recovery. Join us to explore how businesses can get ready and be best prepared to reintroduce employees to the workplace
Watch this course for a deep dive on building strategic L&D: https://www.linkedin.com/learning/organizational-learning-and-development
Workplace learning is evolving, and modern learning pros are facing new learning trends, challenges, and solutions. Join the LinkedIn Learning team and Britt Andreatta for a live overview of our new research from the 2017 Workplace Learning Report.
Together, we'll explore:
- Top learning trends and challenges uncovered
- Strategies for transitioning from a "service provider" to strategic business partner
- Tips for proving the value of learning to leaders and learners
- Insights to help inform your talent development strategies in 2017 and beyond
Meaningful Work: Building Resilience and Capacity through Skilled VolunteeringNetSquared Vancouver
Hosted by TechSoup Connect BC on August 2021.
https://events.techsoup.org/e/m6hyry/
Learn about how your nonprofit can achieve digital transformation and utilize skill-based volunteering to drive deeper impact. By the end of the event, you will learn how easy it is to connect with skill-based volunteers that have today's most in-demand skills to achieve some of your biggest goals and how to build new corporate partnerships & funding avenues through corporate volunteers.
Leading Remotely: The Keys to Being a Long-Distance LeaderBizLibrary
The reality of being a leader in the working world today means that all those you lead likely won’t be down the hall or in the next cubicle. Each day technologies allow more people to lead teams far from where they are, or even for people to work from home one or more days a week. While there are opportunities gained, this reality creates tremendous productivity and leadership challenges.
If you lead a team remotely, or expect that you will in the future, this session will help you be more successful in building your team, developing your people, and creating the results needed by your team. Presented by Kevin Eikenberry, a leadership expert who leads a remote team himself, you will leave this engaging and interactive webinar with new skills and the confidence to use them.
In this webinar, you'll learn:
The biggest challenges remote leaders face
How to systematically overcome these challenges
How to take advantage of the opportunities remote teams can offer
Presentation about careers in the charity/voluntary sector that have a social impact. includes details of the Worthwhile Graduate Scheme. November 2015
World of Learning 2014 Closing Keynote: Linking Learning to BusinessLaura Overton
Laura Overton provided the closing keynote at World of Learning 2014 (Birmingham, UK), sharing why it's important to prioritise the alignment of learning to business needs instead of focusing on the latest fads and technologies.
Learning and development professionals and business leaders have come to realize data-driven strategies effectively drive learning and business outcomes. But what does data-driven learning really mean to the learners and what happens when they are empowered to take the lead in learning strategy and execution?
Join this TICE Virtual session, as Kelly Siegel, vice president and chief talent officer of Continental Western Group, shares her story of the creation of underwriter development paths – A process driven by learner engagement and representative of significant cultural shift in two related organizations.
Arctos Consulting provides professional services focused on enhancing analytical marketing and customer engagement capabilities. They help companies build better relationships with customers through expertise in customer engagement strategy, analytical marketing, marketing data and technology. Richard Britton founded Arctos Consulting in 2016 drawing on over 25 years of experience in marketing, technology, and data roles. Arctos Consulting works with clients across various industries to assess capabilities, design customer engagement strategies and journeys, implement decisioning and marketing technology, and provide interim leadership and program management support.
Time Management & Productivity - Best PracticesVit Horky
Here's my presentation on by proven best practices how to manage your work time effectively and how to improve your productivity. It includes practical tips and how to use tools such as Slack, Google Apps, Hubspot, Google Calendar, Gmail and others.
The document discusses 5 types of stakeholders that are important to consider when developing a digital workplace strategy: 1) Individual employees, 2) Business/operational workforces, 3) Management, 4) Enterprise communities/shared services, and 5) External customers. It states that input from all 5 stakeholder perspectives is needed to define relevant strategies and action plans. It recommends involving representatives from each stakeholder group in core teams and steering committees to help ensure strategies meet varied needs and are more likely to succeed. The document provides examples of how to solicit input from each stakeholder type through research, interviews, personas, and direct involvement in planning groups.
The Employee Experience Engagement & Culture from the Bottom-UpYouEarnedIt
Build an employee engagement program that drives results.
Fancy employee perks. Employee wellness programs. Rewards and recognition — you name it, there's no shortage of initiatives to improve the employee experience.
But many of these efforts are falling flat.
There has been a shift in employee engagement, and companies with an outdated Employee Experience are missing the mark.
It's time to look at engagement from the bottom-up and build a culture that drives results.
Watch this webinar to learn:
- The main issues companies have with engagement
- A roadmap for improving key parts of the employee experience
- Tips, tactics, and best practices for building a better company culture
- Specific advice for incorporating managers and millennials
To request a demo, visit www.youearnedit.com/demo
Opening a New Conversation with Business Leaders: It's Time For ActionLaura Overton
Aligning learning with business is the hot topic in L&D, but many business leaders still think we are there to take orders for course. This session was delivered at Learning Technologies Summer Forum in the UK for L&D leaders who are tired of moaning about ‘If only my leaders understood me’ and want to take action. It’s was aimed at the energetic and enthusiastic who want to roll up their sleeves to crowdsource pragmatic strategies that will win the toughest business hearts and minds.
The ideas generated in the session of over 50 L&D leaders are captured in this slide deck on slides 13, 14, 17 and 21. A pack of curated resources was generated for all participants and Slideshare viewers of the slide deck can request one by completing the pop-up form at the end of this presentation.
When Collaboration Drives Your Digital TransformationeXo Platform
Companies always try to include digital transformation to their strategies. What about including it in employee collaboration? Find out about how collaboration can drive your Digital transformation
SharePoint "Moneyball" - The Art and Science of Winning the SharePoint Metric...Susan Hanley
Measurement is not just about looking for a bottom-line result to justify investments. It’s also a tool to provide feedback about where the organization is along the road to successfully leveraging investments in SharePoint and the business outcomes it provides. At every stage in the development of your solution, metrics provide a valuable means for focusing attention on desired behaviors and results. This presentation showcases a practical and realistic framework for SharePoint metrics based on real world examples and successes.
Behind every successful organization is a great team of leaders. But despite billions of dollars spent each year on leadership development programs most companies are still failing their next generation of emerging leaders. In fact, according to Gallup, 50% of attrition is due to poor managers––which makes that the biggest driver of employee disengagement.
So why are leadership development programs failing? And how can we fix it?
Join us for a live webinar where we discuss reasons these programs fail and how to keep your leadership development on track. We’ll explore:
How to identify who should be a leader in the first place
The big, pervasive problem with leadership development
What to do with great employees who might not be cut out for management
The best traits to bring out of your emerging leaders
And more!
The document provides guidance on how to build an effective marketing plan and measure return on investment (ROI) for a law firm. It outlines an 8-step process for developing a marketing plan, including conducting an analysis of the firm's current marketing efforts and clients, defining the ideal client, identifying competitive advantages, determining appropriate marketing mediums, setting goals and budget, ensuring readiness for growth, and tracking results to measure ROI and make adjustments. The document emphasizes the importance of having a marketing plan, tracking costs and conversions, and using data to analyze ROI in order to focus efforts and chart success.
This document discusses how sales, marketing, and leadership can work together effectively for social selling. It emphasizes that social selling requires collaboration across departments. Marketing creates content and establishes processes to empower the sales team. Individual salespeople use social media to research and connect with prospects, developing profiles and relationships. Sales leaders inspire and coach their teams, adopting social selling practices themselves and tracking metrics like the Social Selling Index. The document provides examples of how coordinating sales, marketing, and leadership around a social strategy can boost pipeline, opportunities, and sales performance.
Putting Digital Marketing at the Centre of your International Business Strat...Enterprise Ireland
Kevin Moran of IMS Marketing discusses putting digital marketing at the center of international business strategies. He outlines 7 strategic digital building blocks companies should consider before building a website: 1) defining digital goals, 2) understanding sales processes, 3) focusing target markets, 4) sharpening value propositions, 5) conducting digital research, 6) creating digital marketing plans, and 7) aligning business processes. Moran stresses the importance of clarity, customizing digital strategies for different stakeholders and sales cycles, and having resources to support ongoing digital efforts.
Putting Digital Marketing at the Centre of your International Business Strate...Enterprise Ireland
Kevin Moran of IMS Marketing discusses putting digital marketing at the center of international business strategies. He outlines 7 strategic digital building blocks companies should consider before building a website: 1) defining digital goals, 2) understanding sales processes, 3) focusing target markets, 4) sharpening value propositions, 5) conducting digital research, 6) developing digital marketing plans, and 7) aligning business processes. Moran stresses the importance of clarity, customizing digital strategies for different markets and sales cycles, and having resources to support ongoing digital efforts.
Putting Digital Marketing at the Centre of your International Business Strat...Enterprise Ireland
The document discusses the importance of putting digital marketing at the center of an international business strategy. It outlines 7 strategic building blocks for developing a strong digital strategy: 1) defining business goals for going digital, 2) understanding the sales process, 3) focusing digital efforts on target markets, 4) sharpening the value proposition, 5) doing digital research, 6) having a digital marketing plan, and 7) ensuring business alignment. The presentation provides examples of how to apply these building blocks and emphasizes having clarity of purpose and aligning the digital strategy with the sales process and target markets.
Digital Strategies for International Markets | Kevin Moran | IMS MarketingEnterprise Ireland
This document discusses the importance of putting digital marketing at the center of an international business strategy. It provides 6 strategic considerations for digital marketing before building a website: 1) defining business goals, 2) targeting markets, 3) sharpening value propositions for different markets, 4) researching the digital landscape, 5) creating a digital marketing plan, and 6) aligning business processes. The document outlines survey findings on companies' digital investments and provides examples of successful client digital strategies that followed these fundamentals.
Digital Strategies for International Markets | Kevin Moran | IMS MarketingEoin O Siochru
This document discusses the importance of putting digital marketing at the center of an international business strategy. It provides 6 strategic considerations for digital marketing before building a website: 1) defining business goals, 2) targeting markets, 3) sharpening value propositions for different markets, 4) researching the digital landscape, 5) creating a digital marketing plan, and 6) aligning business processes. The document outlines survey findings on companies' digital investments and provides examples of successful client digital strategies that followed these fundamentals.
This document appears to be a summer internship report submitted by Saransh Poddar to the School of Management at Gautam Buddha University. It includes declarations by the student and supervisor, an acknowledgement section thanking those who supported the project, and an executive summary outlining the report. The report will examine lead management and demand segmentation activities at Housing.com, identify some issues, and provide recommendations to enhance effectiveness. It will also discuss the overall internship experience at Housing.com.
Nurturing. Another of those words we hear again and again. What’s so great about nurturing?
With so much of the buying journey unassisted by sales, marketing needs to be able to accompany buyers through their journey with the right content. The delivery of the right content at the right time is the role of nurturing. And that works equally well when we’re nurturing a prospect towards an initial sale – as it does when we’re nurturing customers towards repeat or additional purchases.
In this presentation, we will cover topics such as:
• What the buyer journey looks like, pre- and post-sale
• Ways to maximise customer lifetime value
• What content works at each stage of the buyer journey
• Marketing automation and CRM systems: what are they good for?
• Marketing automation: don’t get carried away by hype
• What should we be measuring and when
10 Do's and Don'ts of an Effective Modern Marketing MachineEllie Mirman
There's no secret formula, but there is an effective methodology to building an effective modern marketing machine. Here are 10 do's and don'ts to follow if you're a C-level building a marketing team.
Without an effective onboarding process, converting leads into clients and growing your practice can be challenging. So, how can you turn leads into clients who then become raving fans?
In this webinar, Director of Product & Enterprise Marketing, Elise Lambert shares her strategies for successfully boosting your firm's lead generation, referrals and conversions.
Account-Based Marketing 101: A Marketo Case StudyMarketo
This document provides an overview of account-based marketing (ABM) and how Marketo approaches ABM. It discusses:
1) What ABM is and why leverage it over broad marketing approaches
2) The 5 critical steps to ABM: identifying target accounts, mapping accounts, creating content, executing targeted campaigns, and measuring results
3) Examples of how Marketo implements ABM, such as targeted website personalization, display ads, direct mail, and email campaigns
4) The importance of measuring ABM campaign success through metrics like pipeline, opportunities, and closed wins.
Putting Digital Marketing at the Centre of your International Business Strat...Enterprise Ireland
This document discusses the importance of putting digital marketing at the center of an international business strategy. It outlines 7 strategic digital building blocks that should be considered before building a website: 1) defining business goals for digital, 2) understanding the sales and customer buying process, 3) defining the target market, 4) sharpening the value proposition, 5) doing digital research, 6) having a plan to promote the business online, and 7) ensuring business processes are aligned. It then provides examples of successful client strategies that followed these fundamentals.
Innovative B2B sales techniques in the social media industry: the Sales Navig...Carlo Sicoli
ü The document discusses innovative B2B sales techniques on LinkedIn, specifically their Sales Navigator tool. It provides an overview of how B2B sales has evolved through the internet, describes LinkedIn and their solutions, and analyzes Sales Navigator through user interviews and a survey. The author also proposes developing a CRM system within LinkedIn and integrating it with Microsoft Dynamics CRM following LinkedIn's acquisition by Microsoft.
This document discusses strategies for financial advisors to market their services, including strategic networking, referrals, client events, and targeted messaging. It provides statistics showing that targeted messaging and video marketing can increase client engagement. The document also notes that affluent clients are increasingly using mobile devices and that financial advisors should have a mobile marketing strategy to reach these clients.
The Annual Planning Process & Social/Digital MediaGemma Craven
The document discusses best practices for annual planning processes (AOP) and integrating digital and social media marketing. It recommends developing an AOP that includes specific goals, key projects, budgets, and timelines for digital and social media initiatives. Measurement of initiatives should align with marketing funnels. Trends to consider include real-time marketing to capitalize on unexpected events, amplifying brand events, evolving community management roles, and driving advocacy through super fans and exclusive communities.
ME2B Social | An Introduction to the Market Edge Social AgencyME2B Social
ME2B Social is the integrated marketing agency of Market Edge, providing social media strategy, education and engagement support to B2B clients.
Clients range from Fortune 1000 brands to midsized companies in:
• Technology
• Semiconductors
• Security
• Travel & Hospitality
• Nonprofit
• Legal Services
• Startups
Putting Digital Marketing at the Centre of your International Business Strate...Enterprise Ireland
This document discusses the importance of developing a strategic digital marketing plan before building an international website. It recommends:
1) Having a clear goal for the website to focus its design and marketing.
2) Defining target markets by researching specific countries and understanding local competition instead of a uniform global approach.
3) Sharpening your value proposition by understanding local market conditions and how you are better than local competitors.
4) Researching the local digital landscape, including search behavior, competitors, and social media, before investing in campaigns.
5) Creating a digital marketing plan with objectives, tools, promotions calendar, and metrics to support long-term online success.
6) Ensuring business processes are aligned across
SIDEKIQ is a mobile app that aims to simplify the process of finding reliable service providers for consumers and increase business for small service providers. The app uses a real-time dispatch system and matchmaking algorithm to directly connect consumers with contractors for home improvement and repair jobs. SIDEKIQ plans to launch initially in Cleveland, Ohio and later expand to other service industries and markets globally. They are seeking a $200,000 investment for 10% equity to develop a working prototype and fund initial marketing and operations.
Similaire à The Secret to Building Successful Digital Sales Programs in 2022 and Beyond (20)
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https://www.humanresourcestoday.com/frs/26903483/the-rules-do-apply--navigating-hr-compliance
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We know we want to create products which our customers find to be valuable. Whether we label it as customer-centric or product-led depends on how long we've been doing product management. There are three challenges we face when doing this. The obvious challenge is figuring out what our users need; the non-obvious challenges are in creating a shared understanding of those needs and in sensing if what we're doing is meeting those needs.
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Industry expert Scott Sehlhorst will:
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Recent studies show that only 21% of employees feel their performance and growth are within their control. What if the answer to employee development and high performance lies elsewhere?
Enter continuous feedback. Imagine a work environment where feedback isn't a dreaded annual event, but a constant source of growth. Join us to discover how ongoing, actionable feedback empowers your team to take ownership of their performance, boosting engagement and development. After all, when surveyed, almost all employees say they want and crave timely feedback!
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From Awareness to Action: An HR Guide to Making Accessibility AccessibleAggregage
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Making accessibility accessible for organizations of all sizes may seem complex, but it doesn’t have to be.
Prepare to broaden your understanding of Disability, Cultural Competency, and Inclusion with this insightful webinar. We’ll explore disability as a vibrant culture, understand the nuances of reasonable accommodations under the ADA, and navigate the complexities of undue hardship while challenging the status quo of accessibility practices. This session will offer practical strategies for creating a company culture of accessibility, ranging from cost-effective initiatives to moderate investments, ensuring an environment where every individual feels valued, respected, and included.
We'll cover:
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https://www.productmanagementtoday.com/frs/26795801/the-path-to-product-excellence--avoiding-common-pitfalls-and-enhancing-communication
In the fast-paced world of digital innovation, success is often accompanied by a multitude of challenges - like the pitfalls lurking at every turn, threatening to derail the most promising projects. But fret not, this webinar is your key to effective product development!
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• Explore proven solutions, laying the groundwork for triumphant product launches.
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• Discover how the symbiotic relationship between product managers, UX/UI designers, and developers can transform pitfalls into opportunities, propelling your product outcomes to unprecedented heights.
How to Leverage Behavioral Science Insights for Direct Mail SuccessAggregage
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https://www.corporatefinancebrief.com/frs/26690636/how-automation-is-driving-efficiency-through-the-last-mile-of-reporting
As organizations strive for agility and efficiency, it's imperative for finance leaders to embrace innovative technologies and redefine traditional processes. Join us as we explore the pivotal role of digitalization and automation in reshaping what is commonly referred to as the “last mile of reporting”.
We’ll deep-dive into why digitalization is no longer a choice, but a necessity for finance departments to stay competitive in a fast-paced environment touching on:
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ChartMogul Sales Deck Example - SaaS payment analytics
The Secret to Building Successful Digital Sales Programs in 2022 and Beyond
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Jordi Gili
International Speaker, Managing
Director at Execus, Professor Geneva
Business School
Rayvonne Carter
Sales Pro Central
Webinar Coordinator
The Secret to Building
Successful Digital Sales
Programs in 2022 and
Beyond
Sales Pro Central
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Seismic is the global leader in enablement,
helping make sales teams better by
becoming more productive and engaging
with buyers in a compelling way. Seismic’s
platform provides continuous guidance to
improve behavior, content, and skills to win
more deals and deliver better experiences.
More than 2,000 organizations including IBM
and American Express have made Seismic
their enablement platform of choice. Seismic
integrates with business-critical platforms
including Microsoft, Salesforce, Google and
Adobe. Seismic is headquartered in San
Diego, with offices across North America,
Europe, and Australia.
Sponsored by:
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The Secret to Building
Successful Digital Sales
Programs in 2022 and
Beyond
Jordi Gili
International Speaker,
Managing Director at
Execus, Professor Geneva
Business School
5. 4/5/2022 5
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A few ice breaker facts…
● Best in class Digital Sales programs achieve 3.51% contact to
opportunity ratios
● I am from Barcelona, Spain
● One key element of successful programs is Account-Based
Sales strategy
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• Professional • Academic
About Jordi Gili
Who we are
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About execus
Who we are
Switzerland
Professional
Services
Spain Italy
An international group, consolidated in 14 countries in Europe, with specific expertise that
we integrate to respond to the digital transformation desires of our clients
SaaS Sales Enablement
Social Selling
Training
Consulting
Social selling
Training
Consulting
Digital Business Solutions
Web marketing
web & Mobile app
development
Training
Consulting
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Agenda
● Understanding ABM, ABS and Social Selling
● Key Learnings up to 2022
● The Secrets to building a Successful Digital Sales Program in
2022 and beyond
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… but before that …
a little experiment
● Please navigate to
www.bit.ly/salesprocentral
● You will be able to download this presentation
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Agenda
● Understanding ABM, ABS and Social Selling
● Key Learnings up to 2022
● The Secrets to building a Successful Digital Sales Program in
2022 and beyond
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I. From Account-Based Marketing …
* graph credit: RedBranchMedia
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I. From Account-Based Marketing …
* graph credit: RedBranchMedia
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… to Account-Based Sales
Key Account List
Key Individual List
Engagement Playbook
Nurturing Playbook
* graph credit: RedBranchMedia
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II. From individual Social Selling …
* Image credit: job monkey
• Enthusiastic
• Serendipity
• Trial-Error method
• No Corporate “control”
over brand
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… to Corporate Digital Selling programmes
* Image credit lightico
• Structured approach
• Science
• Training
• Visibility / Predictability
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Team Organization
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Sales Processes
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Technology and Systems
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Agenda
● Understanding ABM, ABS and Social Selling
● Key Learnings up to 2022
● The Secrets to building a Successful Digital Sales Program in
2022 and beyond
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I. Wrong ABS Focus
Typical Book of clients / Targets
A
B
C
• Key Accounts: 15% of Accounts bring in 70% of
revenue
• ABS everywhere does not work
• Automation everywhere does not work either
• 20% connection requests with automation (*)
(*) Source: CES Global Survey 2022
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II. TRUST does not scale
• Humans detect automated messages
• Different language used at different
relationship levels
• 70% progress rate with personalized
messages (*)
(*) Source: CES Global Survey 2022
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III. Pushing prospects is not the answer
• Respect their buying journey
• Be patient
• Your urgency is not theirs
• Build “nurturing” Playbooks
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IV. Micro-segment = Micro-value proposition
• Stop the one-size-fits-all approach
• We see jumps from 20% to 60%
contact to conversations (*) when
truly tailored messages
(*) Source: CES Global Survey 2022
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V. Customer Engagement Success rates
26. Customer Engagement Global Study 2022
Prof. Jordi Gili
Study Data:
Dataset of 219.692 records of Linkedin contact attempts, traced to opportunities
Period: Jan 2021 – Dec 2021
Regions covered: EMEA, USA, LATAM
Industries covered: Technology, Retail, Insurance, Services, Industrial
Target roles covered: IT, Operations, Business Leaders, Marketing
Data Source: Execus, from own customer projects
Any questions on the study? Need clarification or more details?
Please contact
jgili@gbsge.com
27. Customer Engagement Global Study 2022
Executive Summary
●Dataset and methodology
- 219.692 Linkedin contacts attempts were analyzed
- Every contact attempt was traced for the whole target customer interaction cycle with the
objective to understand how many contact attempts turned into opportunities
- Progress of every contact was tracked into 4 sales process stages: Contact accepted,
conversation, pitch, opportunities
Download the complete study here: www.bit.ly/CESGlobalStudy
28. Global Average
Customer Engagement
Success
The study of the data showed the
different percentages of success in the
advancement to the following phase in
the relationship form an initial contact.
The average Successful Contact rate is
29.44%, the average conversation rate is
10.80%, the average “pitch” rate is
4.99% and finally the average contact to
opportunity ratio is 1.43%.
In the figure we can also see success
rates for Best practices and worst
practices
Fig. 1. Best, Average and Worst success rates of advancement in global
customer engagement practices on Linkedin. n=219.692. Source: Execus
Download the complete study here: www.bit.ly/CESGlobalStudy
29. Customer Engagement
Success per Region
The study of the data per geographic
region showed different success rates in
advancement to the following phase in
the relationship form an initial contact.
The average contact to opportunity ratio
is best in Europe with 2.14%, Latin
America comes second with 1.17% and
USA comes third with just 0.83%
Fig. 3. Relationship advancement success rates on Linkedin per Region.
n=219.692. Source: Execus
Download the complete study here: www.bit.ly/CESGlobalStudy
30. Customer Engagement
Success per Industry
The study of the data per industry shows
some relevant results. The industrial
(machinery, chemical, …) sector is more
open to enter deal conversations
(2.36%) than Technology (2.07%). The
services sector comes third in this study
with 1.77% and Retail would be the one
with the least probability of success with
0.87%.
Sectors that seem to be less active on
Linkedin have the best connection rate
with 41.28%
Fig. 4. Success rates of advancement in customer engagement practices per
Industry. n=219.692. Source: Execus
Download the complete study here: www.bit.ly/CESGlobalStudy
31. Customer Engagement
Success per Role
The study of the data per Target role
showed interesting results. Overall,
Business support roles offer better
success rates than Business roles. In
particular, Technology roles accept sales
discussions in 2.53% of instances.
Operations roles accept 2.36% of times.
On the other hand Business leaders
(CEOs, owners) only enter sales
conversations 0.73% of times and
Marketing roles only present 0.47% of
contact to Opportunity rates.
Fig. 5. Relationship advancement success rates on Linkedin per Target Role.
n=219.692. Source: Execus
Download the complete study here: www.bit.ly/CESGlobalStudy
32. To download this study please go to
https://bit.ly/CESGlobalStudy
Image/Video
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Agenda
● Understanding ABM, ABS and Social Selling
● Key Learnings up to 2022
● The Secrets to building a Successful Digital Sales
Program in 2022 and beyond
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Do not stick to traditional SDR + AE + CS + RM
Sophisticate with:
Researchers
Inbound SDRs, Outbound SDRs
Playbook Specialists
Or even try the whole end-to-end approach
I. Find Sales Teams Organization that works for you
I. Find Sales Teams Organization that works for you
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● TRUST is the Single most important element in sales
● No Corporate pre-canned messages!
● We believe in People, not companies!
● Become a reference
II. Trust and Thought leadership
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The brightest light
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• Allow for room to expand their influence
• x6 more effective than Ads
• # employees x #connections = #audience
• Side-effects: Brand, Recruiting
III. Elevate your SDRs
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Brand Ambassador
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● Capture Intent
● LinkedIn Continues to be the best B2B tool
● SmartLinks
● Customer Engagment reports
● No forms!
IV. Track Target Activity
42. ‣ Creation of a landing page
with LinkedIn's smartlinks
‣ Implementation of assets
‣ NO FORM
Create a Landing Page
I
43. Track Target Activity
II
‣ Identification of Leads
WITHOUT A FORM
‣ MQL: Pre-filtered Quality
Leads
‣ Sent directly to our Sales
Teams
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Results of our little experiment
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Sales organization (task oriented, hand
over, multiple teams)
+
Employee Advocacy (ABM repository)
+
Otubound tech = Calling + Emailing +
LinkedIn Sales Navigator + ...
V. Sales Tech Stack
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VI. Invest in your Playbooks
• Marketing needs to provide One2One content (ABS
content)
• Not mass-production
• Who should write the content? – Playbook Specialists
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VII. Evolve your Multichannel Outbound
• Customers may be reached by more tan one channel
• Try more than one
• Stick to the one that Works for your client
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VIII. Refine your practice
(*) Source: Linkedin
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(*) Source: Linkedin
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(*) Source: Linkedin
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Analysis of a closed won on CRM
(*) Source: Linkedin
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Analysis of a closed won on CRM
(*) Source: Linkedin
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Executive Summary
(*) Source: Linkedin
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Thank you!
5 Key learnings up to 20202
8 key ideas for 2022+
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Sales Pro Central
Expert Insights. Personalized For you.
Jordi Gili Rayvonne Carter
Webinar Coordinator, Sales Pro Central
/in/jordigili/
execus.com
@Jordi_Gili
/in/rayvonnecarter/
salesprocentral.com
@salesprocentral
Q&A
International Speaker, Managing Director at
Execus, Professor Geneva Business School