Transforming Sales And Marketing Around The Modern Buyer

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G3 Communications

SPEAKER: Jill Rowley of #SocialSelling http://b2bmarketing.exchange

Transforming Sales & Marketing
Around the Modern Buyer
@Jill_Rowley
Social Selling Evangelist
Modern Marketing Expert
Startup Advisor

Meet the Modern Buyer
Digitally-driven Socially-connected
Mobile Empowered

@jill_rowley #B2BMX

@jill_rowley #B2BMX

@jill_rowley #SocialSelling

@jill_rowley #SocialSelling

@jill_rowley #B2BMX
Advocates are proof you live up to your marketing

@jill_rowley #B2BMX

Marketing Needs to Know More about Sales
Sales Needs to Know More about Marketing
We all Need to Know More about
our CUSTOMERS
@jill_rowley #B2BMX

@jill_rowley #B2BMX

@jill_rowley #B2BMX

Mindset: from Selling to Helping
Skillset: digital, social
Toolkit: a fool with a tool is still a fool

Why do Social Selling?
@jill_rowley #B2BMX

@jill_rowley #B2BMX

@jill_rowley #B3BMX
Social Selling is using Social
Networks to do Research to be
Relevant to build Relationships that
drive Revenue.

@jill_rowley #B2BMX

@jill_rowley #B2BMX

The Art of a LinkedIn Invite
@jill_rowley #B2BMX

To be Interesting; Be Interested
@jill_rowley #B2BMX

Lead to you; not with you
@jill_rowley #B2BMX

@jill_rowley #B2BMX

Don’t be Single Threaded
@jill_rowley #B2BMX

Content is the Currency
of the Modern Sales Professional
@jill_rowley #B2BMX

@jill_rowley #B2BMX

@jill_rowley #B2BMX

@jill_rowley #B2BMX

Using Twitter for Research
and
Relationship Building
@jill_rowley #B2BMX

@jill_rowley #B2BMX

@jill_rowley #B2BMX

What I read, watch, listen to, &
share

5 Things for Sales Enablement to do Right
Away!
• Marketing & Sales Alignment around the customer
• Centralized content library
• Content aligned to buyer’s journey and buyer
persona(s)
• Curate third party thought leadership content &
identify Influencers for Sales
• Social Selling training and enablement program
@jill_rowley #B2BMX

Get a copy of Social Selling Mastery!
@jill_rowley #B2BMX

#B2BMX

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Access the full event here: https://event.on24.com/wcc/r/1959223/858371423C975CB61D19288C605A108C "The last mile has become a customer experience battleground for retailers, but it’s one that brands can win. While Amazon has raised consumer expectations around delivery speed, what shoppers really want are delivery options tailored to their needs — including self-service options; visibility into where and how their delivery will arrive; and no-hassle resolution when issues do occur. Retailers that focus on last-mile improvements reap benefits such as higher NPS scores, increased AOV and greater customer loyalty. In this Connected Consumer Series webinar from Retail TouchPoints, sponsored by Convey, attendees will learn how Delivery Experience Management (DEM) provides the single source of last-mile data and tools needed so that retailers can actively manage deliveries efficiently, at scale. Nearly 12% of all shipments encounter some kind of issue, from delays to damaged packages — retailers can either head off problems before they occur, or quickly resolve them to the customer’s satisfaction. With DEM, retailers can ensure customers get their orders how and when they expect, taking intelligent action to correct issues along the way and uphold brand promises. DEM best practices from retailers including Grove Collaborative, Uncommon Goods and Neiman Marcus will illustrate how retailers can proactively turn around negative shipping experiences, and often avoid them altogether. Expert commentary from a leading industry analyst will identify key last mile challenges and reveal what retailers can do to address them, resulting in efficient transportation, top line growth, and happier customers."

Learn How Top Retailers are Winning the Last Mile With Delivery Experience Ma...

Learn How Top Retailers are Winning the Last Mile With Delivery Experience Ma...

Learn How Top Retailers are Winning the Last Mile With Delivery Experience Ma...

G3 Communications

Access the full event here: https://event.on24.com/wcc/r/1963090/8D083B7B55462D75E842E96A689457C3 "From Amazon opening physical stores to Facebook opening a marketplace, the retail world is changing. Fast. And consumer behavior is the driving force behind much of that change. Brands and retailers have shifted toward “omnichannel” strategies across the retail landscape to target the increasing number of consumer touchpoints as well as the convergence of channels, business models and customer experiences. But e-commerce marketplaces are still a vital part of this changing landscape. In this webinar, we’ll talk about recent consumer trends and specifically how brands and retailers can leverage e-commerce marketplaces to capitalize on them. You’ll learn: • An overview of omnichannel 2.0: Stores, delivery, mobile and voice • Why marketplaces fit in well with current omnichannel trends • Which domestic and international marketplaces you should consider • How to win on marketplaces through more visibility • And more"

Leveraging Omnichannel Trends for E-Commerce Marketplace Success

Leveraging Omnichannel Trends for E-Commerce Marketplace Success

Leveraging Omnichannel Trends for E-Commerce Marketplace Success

G3 Communications

Access the full event here: https://event.on24.com/wcc/r/1963727/632C5E2064B82920B10916ACEA80499E "The physical store is by far the most powerful media channel your brand has - a living, breathing, experiential story about your brand, your values and the things you sell. The new role of stores is not simply to distribute products, but to distribute remarkable and memorable experiences. The question is, who are the people entrusted with bringing your brand story to life? What cultural onboarding, training, skills and tools do your frontline staff need in order to be your stand-out storytellers - the trusted voice and face of your brand. Join us on April 2 to learn how pioneering brands are reengineering their frontline teams for the new age of retail where the customer is king and experience is everything."

The Store is Media: Reengineering Frontline Teams for the New Age of Retail

The Store is Media: Reengineering Frontline Teams for the New Age of Retail

The Store is Media: Reengineering Frontline Teams for the New Age of Retail

G3 Communications

Access the full event here: https://event.on24.com/wcc/r/1828218/4A38B85D06648AB3305659E6CBC56924 This session will provide a blueprint of how top brands are integrating ecommerce, POS and order management to provide seamless a shopping experience across channels. By providing scenarios of real-life shopping journeys, the session would highlight how retail brands are using cloud systems to innovate and keep up with fast-moving market dynamics.

Optimizing the Omnichannel Journey

Optimizing the Omnichannel Journey

Optimizing the Omnichannel Journey

G3 Communications

Access the full event here: https://event.on24.com/wcc/r/1830314/96CA67060DE107FBB5BB20AE05F86E56 "Let’s face it, customers don’t care about ""omnichannel"" - they just want a seamless and unified experience relevant to their needs. To meet customer expectations, retailers must consider the entire customer journey in their acquisition and retention strategies to optimize life time value. In this session, we will explore how to use customer journey mapping to design differentiated experiences across all customer-facing channels and share best practices for achieving a truly unified and seamless retail approach. During this webinar we will discuss: • The importance of customer journey mapping in today's retail world • When and how to use customer journey mapping • Architecting your customer journey map - the structure, data and process "

Customer Journey Mapping 2.0: Best Practices for Creating Differentiated Expe...

Customer Journey Mapping 2.0: Best Practices for Creating Differentiated Expe...

Customer Journey Mapping 2.0: Best Practices for Creating Differentiated Expe...

G3 Communications

Access the full event here: https://event.on24.com/wcc/r/1816077/DFF9ECD078983862B13E8F3DA3C7144A Retailers have more data at their disposal than ever before. Every day new sources and types of data become available. It is critical that retailers are able to consume and analyze this data in order to understand the discrete success factors that drive store success. Location Intelligence combined with leading edge data science is how best in class retailers are finding insights they need to drive growth in today’s Unified Commerce environment. Join Gary Sankary from Esri and Joe Whitley from Environics Analytics to learn how advances in GIS technology and DataScience are enabling retailers to create interactive management decision support tools that that drive top line growth and bottom line performance.

Location Intelligence - A Critical Tool in Retail Performance Management

Location Intelligence - A Critical Tool in Retail Performance Management

Location Intelligence - A Critical Tool in Retail Performance Management

G3 Communications

Access the full event here: https://event.on24.com/wcc/r/1817452/02D1B9BC132DB9B7D2D14665CC4B815D The first in a succession of monthly holiday-focused webcasts, this session will help retailers prepare for the holiday shopping season ahead. Stay tuned for related online events in Q4 2018 and the anticipated Holiday Wrap Up in Q1 2019! It’s the happiest time of the year, but it’s the busiest too, particularly for retailers. Every year, Salesforce analyzes data from 500 million shoppers to develop insights related to shopping behaviors during the holiday season. Last year, shoppers favored mobile to search for and purchase holiday gifts. AI-powered product recommendations demonstrated their value, driving a lift in overall transaction size for digital commerce. And every holiday season brings an element of surprise, such as the growing adoption of mobile combined with physical stores opting out of store hours on Thanksgiving Day or Black Friday. Tune in to hear about what’s in store for retailers this holiday season and what retailers must do to capture the hearts, minds and wallets of today’s sophisticated shoppers. Listen to Salesforce’s Rick Kenney, Sr. Director, Industry Strategy and Insights and Caila Schwartz, Business Intelligence Senior Analyst, discuss shopper research trends and how to create impactful shopping experiences to set your business up for holiday success.

Holiday Predictions: What to Expect Based on Data From 500 Million Shoppers

Holiday Predictions: What to Expect Based on Data From 500 Million Shoppers

Holiday Predictions: What to Expect Based on Data From 500 Million Shoppers

G3 Communications

Access the full event here: https://event.on24.com/wcc/r/1857248/435508AB175DDF720B1F0B902B23DB52 Believe it or not, it’s that time of year again. Annual planning is a huge undertaking - laying out strategy and tactics to achieve your goals in the new year. But where should you start? Start with the Full Circle Method: Planning, Achieving, Optimizing, and Evaluating. At the intersection of strategy, planning, and measurement, these four steps will help you study your breakthroughs and busts in 2018 and use those insights to plan for an amazing 2019. Come learn how successful companies have leveraged this data-driven framework to optimize their strategy, powered by funnel metrics and attribution data. After this session, you will be ready to: Derive insights from past campaign performance to plan next year’s campaigns Layout a 4-part strategy to reach your goals Create a marketing budget to support your 2019 objectives With these tools, dive into your 2019 planning with confidence - following practical next steps and a proven success strategy.

How to Leverage Funnel Metrics and Attribution Data for Your 2019 Planning

How to Leverage Funnel Metrics and Attribution Data for Your 2019 Planning

How to Leverage Funnel Metrics and Attribution Data for Your 2019 Planning

G3 Communications

Access the full event here: https://event.on24.com/wcc/r/1851123/DEA043797F4B69BB82731C9B36A9B172 Everyone talks about the importance of personalizing the customer experience. But what does that really mean? Sure, you can greet people by name in email, but that feature has been around for a decade already. Today’s customer experience is bigger than email, and to your customer, true personalization is about so much more than seeing their name. After this session, you’ll be able to: Identify new ways to personalize across your entire customer experience, including and beyond email Maximize the most valuable customer data that exists in your different tools and systems Strategize and coordinate with your internal teams to deliver more relevant, accurate, and productive customer and lead nurturing

Five Examples That Prove Personalized Marketing Doesn't Start with "Hello [Fi...

Five Examples That Prove Personalized Marketing Doesn't Start with "Hello [Fi...

Five Examples That Prove Personalized Marketing Doesn't Start with "Hello [Fi...

G3 Communications

Access the full event here: https://event.on24.com/wcc/r/1861706/5433650BDB199FF227EC5D4E2F2E72BC "Does the task of identifying what existing content you can use for a new campaign bring on a cold sweat? Can you justify the cost of new content, without knowing exactly what you’ve got on hand? Content audits are the gifts that keep on giving, unwrapping new opportunities as you analyze the results and identify opportunities for targeting existing and new personas; diversifying your formats; and identifying neglected buying stages. The results of a custom audit can go further to give you laser focus on a specific campaign, a trending topic, or a new theme or persona. Presenting the results of a content audit can also help educate stakeholders and gain support for making investments in content marketing best practices. Join Content4Demand and JLL to see how JLL examined its existing content to mine the gems it could use for its upcoming Future of Work (FOW) campaign. Christine Elliott and Dana Harder will walk viewers through JLL’s successful custom content audit and discuss its value, including: The importance of an audit as a foundational element for a cost-effective and best-in-class content strategy The importance of identifying critical audit criteria to align to the desired outcomes Content to be used for upcoming demand generation campaign Providing data and insights on how content aligns to five campaign dimensions, service lines, and other strategic initiatives (like client maturity) How the audit helped align existing content to the five Future of Work campaign dimensions and used scoring to determine depth of relevance How applying additional custom criteria can create audit results that become a strategic weapon in advancing key marketing initiatives JLL was able to instantly see where to allocate budget for new content development to achieve multiple campaign objectives. Ready to uncover the secret treasures in your content library? Register for the webinar and learn to mine your content for a complete campaign.

The Payoffs of a Strategic Content Audit: The Gift That Keeps Giving for Unli...

The Payoffs of a Strategic Content Audit: The Gift That Keeps Giving for Unli...

The Payoffs of a Strategic Content Audit: The Gift That Keeps Giving for Unli...

G3 Communications

Access the full event here: https://event.on24.com/wcc/r/1800767/5BE4BCB5AE64B938308E14343DA3B309 Learn how taking a truly partner-first approach pays off in the channel. Channel marketing and management expert Cameron Avery shows you how to engage and enable partners across their journey with modern digital marketing tactics that put their business in the spotlight. Join us to see how purpose-built tech plus a partner-first approach from start to finish delivers more revenue and ROI for you.

How a Partner-First Approach Drives Revenue & ROI

How a Partner-First Approach Drives Revenue & ROI

How a Partner-First Approach Drives Revenue & ROI

G3 Communications

Access the full event here: https://event.on24.com/wcc/r/1812978/8E56FF06B70D20F23162F0F26D49402F In the digital age, the partner is in the driver's seat as they build the full solutions the customers are expecting. If you are looking to recruit, engage, empower, motivate, manage and support solution provider partners to grow sales, you'll need to adopt a lifecycle approach. Mimicking the customer journey, the partner journey is defined as the complete sum of experiences partners go through when interacting with a vendor. Also like the customer buying-decision, data shows about 60% of a solution provider’s decision on what products to market, sell and support is completed before they engage in a vendor’s enrollment process. Join us to discuss data around the partner journey: Awareness: 70% of partners learn about new technologies via vendor events; Consideration: On average partners consider 2 - 3 vendors against each other; Decision: Technical evaluation is the most important element in their decision to bring on a new vendor; Experience: People affect the experience the most (infrastructure second); and Growth: On average, partners drop 10% of their vendors each year.

Accelerate Your Partners' Digital Transformation With Point-Based Rewards

Accelerate Your Partners' Digital Transformation With Point-Based Rewards

Accelerate Your Partners' Digital Transformation With Point-Based Rewards

G3 Communications

Access the full event here: https://event.on24.com/wcc/r/1812978/8E56FF06B70D20F23162F0F26D49402F In the digital age, the partner is in the driver's seat as they build the full solutions the customers are expecting. If you are looking to recruit, engage, empower, motivate, manage and support solution provider partners to grow sales, you'll need to adopt a lifecycle approach. Mimicking the customer journey, the partner journey is defined as the complete sum of experiences partners go through when interacting with a vendor. Also like the customer buying-decision, data shows about 60% of a solution provider’s decision on what products to market, sell and support is completed before they engage in a vendor’s enrollment process. Join us to discuss data around the partner journey: Awareness: 70% of partners learn about new technologies via vendor events; Consideration: On average partners consider 2 - 3 vendors against each other; Decision: Technical evaluation is the most important element in their decision to bring on a new vendor; Experience: People affect the experience the most (infrastructure second); and Growth: On average, partners drop 10% of their vendors each year.

5 Stages of the Partner Journey

5 Stages of the Partner Journey

5 Stages of the Partner Journey

G3 Communications

Access the full webcast here: https://dg-r.co/2L5QdrM Data fuels every marketer’s strategy, but not all data is created equal. To be successful today, marketers need to be able to effectively analyze, optimize and maintain data accuracy as the first steps to gaining true insight. This is particularly true for account-based programs, where visibility into key decision makers is imperative. As the saying goes, “Garbage in, garbage out.” If the data going into your CRM is incomplete, incorrect or simply not the right data, any programs that rely on that data will deliver disappointing results. During this webinar, David Cowings, Chief Marketing Data Scientist at RingCentral, and Chris Lynde, CEO of SaleScout Data Solutions, will share the steps needed to optimize buyer contact data and sales intelligence, with real-life insights from RingCentral’s demand gen data optimization process.

How RingCentral Optimized Account-Based Insights and Buyer Intelligence To Ra...

How RingCentral Optimized Account-Based Insights and Buyer Intelligence To Ra...

How RingCentral Optimized Account-Based Insights and Buyer Intelligence To Ra...

G3 Communications

Access the full webcast here: https://dg-r.co/2uiS82A Fluke used AI-based insights to identify the right target accounts and engage them with hyper-personalized nurture and outbound using a combination of Lattice, Conversica and Eloqua – resulting in 48% higher engagement and greater opportunity creation in their target accounts. Join our distinguished speakers to learn how Fluke used AI and data to improve segmentation and engage across different channels with hyper-personalized messaging.

Engaging With Relevance At Scale: How Fluke Used AI To Transform Their Sales ...

Engaging With Relevance At Scale: How Fluke Used AI To Transform Their Sales ...

Engaging With Relevance At Scale: How Fluke Used AI To Transform Their Sales ...

G3 Communications

Access the full webcast here: https://dg-r.co/2LhxSVI In this session, David Fortino, SVP of Audience and Product at NetLine, will discuss his observations on content consumption and demand based on findings from the company’s 2018 State of B2B Content Consumption and Demand Report. Fortino will dissect some of the stand-out data, such as consumption gap trends with C-level professionals and the significance of appealing to the larger active audience comprised of Individual Contributors. The webcast will also feature Valerie Riley, Director of Marketing for ITProTV, who will share her experience and perspective on the efficacy of content syndication. Specifically, she will discuss: * The challenges she faced to pilot a new, successful lead generation program prior to launching campaigns; and * The winning strategy that led to over 1,500% ROI that can help other B2B marketers discover or expand their lead gen tactics.

Lessons From The State Of B2B Content Consumption & Demand Report And Real-Wo...

Lessons From The State Of B2B Content Consumption & Demand Report And Real-Wo...

Lessons From The State Of B2B Content Consumption & Demand Report And Real-Wo...

G3 Communications

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4 TRIK CARA MENGGUGURKAN JANIN ATAU ABORSI KANDUNGAN

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Aiizennxqc Digital Marketing | SEO & SMM

Aiizennxqc Digital Marketing | SEO & SMM

Aiizennxqc Digital Marketing | SEO & SMM

Lead generation is the process of attracting and converting potential customers into leads – individuals or organizations who have shown interest in your product or service. This involves tactics like targeted advertising, content marketing, and networking to capture the attention of potential leads and encourage them to provide their contact information or engage with your business. The ultimate goal is to nurture these leads through the sales funnel, turning them into paying customers. Effective lead generation strategies focus on understanding the needs and preferences of your target audience, offering valuable content or solutions, and building relationships to establish trust and credibility

Gain potential customers through Lead Generation

Gain potential customers through Lead Generation

Gain potential customers through Lead Generation

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Aiizennxqc Digital Marketing | SEO & SMM

Aiizennxqc Digital Marketing | SEO & SMM

Aiizennxqc Digital Marketing | SEO & SMM

Gain potential customers through Lead Generation

Gain potential customers through Lead Generation

Gain potential customers through Lead Generation

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Transforming Sales And Marketing Around The Modern Buyer

1. Transforming Sales & Marketing Around the Modern Buyer @Jill_Rowley Social Selling Evangelist Modern Marketing Expert Startup Advisor

2. Meet the Modern Buyer Digitally-driven Socially-connected Mobile Empowered

3. @jill_rowley #B2BMX

4. @jill_rowley #B2BMX

5. @jill_rowley #SocialSelling

6. @jill_rowley #SocialSelling

7. @jill_rowley #B2BMX Advocates are proof you live up to your marketing

8. @jill_rowley #B2BMX

9. Marketing Needs to Know More about Sales Sales Needs to Know More about Marketing We all Need to Know More about our CUSTOMERS @jill_rowley #B2BMX

10. @jill_rowley #B2BMX

11. @jill_rowley #B2BMX

12. Mindset: from Selling to Helping Skillset: digital, social Toolkit: a fool with a tool is still a fool

13. Why do Social Selling? @jill_rowley #B2BMX

14. @jill_rowley #B2BMX

15. @jill_rowley #B3BMX Social Selling is using Social Networks to do Research to be Relevant to build Relationships that drive Revenue.

16. @jill_rowley #B2BMX

17. @jill_rowley #B2BMX

18. 1. Buyer-centric LinkedIn profile 2. The Art of a LinkedIn Invite 3. LinkedIn Job Change Alerts 4. Join LinkedIn Groups 5. Advanced Search in LinkedIn 6. Find Alumni 7. Recommendations & Endorsements = Credibility 8. Share Content @jill_rowley #B2BMX

19. The Art of a LinkedIn Invite @jill_rowley #B2BMX

20. To be Interesting; Be Interested @jill_rowley #B2BMX

21. Lead to you; not with you @jill_rowley #B2BMX

22. @jill_rowley #B2BMX

23. Don’t be Single Threaded @jill_rowley #B2BMX

24. Content is the Currency of the Modern Sales Professional @jill_rowley #B2BMX

25. @jill_rowley #B2BMX

26. @jill_rowley #B2BMX

27. @jill_rowley #B2BMX

28. Using Twitter for Research and Relationship Building @jill_rowley #B2BMX

29. @jill_rowley #B2BMX

30. @jill_rowley #B2BMX

31. What I read, watch, listen to, & share

32. 5 Things for Sales Enablement to do Right Away! • Marketing & Sales Alignment around the customer • Centralized content library • Content aligned to buyer’s journey and buyer persona(s) • Curate third party thought leadership content & identify Influencers for Sales • Social Selling training and enablement program @jill_rowley #B2BMX

33. Get a copy of Social Selling Mastery! @jill_rowley #B2BMX

Notes de l'éditeur

http://embed.vidyard.com/share/2R77E5bDjSqdtX4LBZe7G5
One key initiative to drive Sales & Marketing Alignment is Social Selling.
https://share.viewedit.com/8jUYDN1UVLLZzYrvHjmSMC