B2B sales lead to cash
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The document discusses the buyer's journey and lead to cash process. It outlines the three stages of the buyer's journey: awareness, consideration, and decision. It then discusses lead generation activities like referrals, websites, and content marketing. The document defines leads and discusses collecting lead data through behaviors, sources, needs, and other attributes. It provides example questions for interaction scenarios with leads and discusses providing quotations and proposals to potential customers.
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LinkedIn Profile: www.linkedin.com/pub/matt-dixon/1/17a/8b2
The Challenger Sale Twitter: https://twitter.com/CEB_Challenger
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油
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油
1) Key account management (KAM) involves developing long-term relationships with strategic customers and understanding their needs in depth to develop special offers that provide advantages over competitors.
2) Companies implement KAM to retain existing customers during downturns and to manage large, important accounts. It also reduces the chances of solutions being replaced by competitors.
3) The goals of a key account manager are to keep customers feeling positive ("glad") about purchases by solving their past, current and future problems, and identifying their needs to develop strategic offers and reinforce the value of the relationship.The Secrets to Increasing Customer Retention and Renewals
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油
Learn how to create a sustainable system for boosting customer retention and renewals.
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- How to leverage higher engagement
- 6 key elements of B2B customer retention
- Actionable strategies to increase customer retention and renewals
Find out if your business has all of the major symptoms of high customer churn.
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油
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2. Rank key accounts by plotting customer satisfaction and account attractiveness on a matrix.
3. Create account management strategies based on the results.
4. Take action by implementing the strategies.
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油
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油
Managing and developing your accounts is the key to sustainable business. As such, sales people and account managers need to be able to create strategic business relationships with their clients in order for the clients to remain loyal to them and the company. Sadly, most sales people and account managers treat their relationship with their clients as transactional instead of strategic.
In this short Nine-Grid Key Account Management training course, we will focus on creating strategic business relationships with clients by understanding how to manage their time and activities to better serve their key accounts.
By the end of this training course, participants will be able to:
1. Select and rank their key accounts
2. Create strategies to handling the different levels of key accounts
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油
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A master data management (MDM) strategy is critical to helping companies solve challenges like providing enterprise analytics and creating a 360-degree view of the customer. With Informatica Cloud, companies are learning to address the challenges and explore alternatives including a cost-effective cloud MDM versus a full-blown MDM solution.
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油
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油
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油
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油
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油
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油
This document outlines the key account management process. It begins by defining key account management as optimizing long-term partnerships through managing internal and external stakeholders. It then discusses the criteria for selecting key accounts and evaluating success, including increased profits, brand availability, and long-term contracts. The document also covers reasons for failure, such as poor communication and planning. Finally, it presents the main pillars of success as information, planning, and teamwork and provides a structure for key account planning involving situational analysis, objective setting, and strategy development.Business Process Management Training | By ex-Deloitte & McKinsey Consultants
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油
Want to adopt Customer Success but don't know where to start? A seasoned customer success manager looking to optimize your team, workflow and organization?
Accurately defining your Desired Outcomes for each customer segment
Outlining the roadmap to your customer's Desired Outcome
Aligning your team, organization and workflow to optimize for meeting your customer's desired outcomes
During the presentation, the audience will be invited to ask any questions about the content, customer success or Gainsight that come up. Contact Center of the Future: Smart, Selective Human Touch in the Digital Age
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油
The document discusses the contact center of the future and how it will shift from a cost center to a strategic asset. There will be three key themes driving this shift: smart automation to handle routine inquiries, selective human touch for complex issues that require empathy, and smart integration across channels. Contact centers will need to provide excellent customer service across channels while reducing costs through automation. Agents will require new skills like sales, problem solving, and understanding customer needs. The optimal balance of automation and human agents will depend on the type of interaction and customer segments.Similar to B2B sales lead to cash (20)
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油
We are very confident that I am successfully promoting your products and services on the internet market and social media sites to increase your brand value and increase business sales. Because we are currently working with many clients and their business is very well developed, results are coming by targeting keywords through Google search engine, social media sites.
If you are interested then give us a chance, we will send you our Technical Work Activities Plan, and our work plan includes both Search Engine Marketing and Social Media Optimization services.
It would be great if you will provide us with your website URL and target locations, So that we can analyze and then send your Initial Analysis report.
What can we do for your Website?
1. Build your Brand Name on the Internet Market and Social Media Market.
2. Increase your Business Sale up to 70% from your target locations
3. Increase your website speed on GTMetrix.
4. Removed negative complaints and reviews from Google.
5. Change the Meta tag & Meta description as per Google new updated Guidelines.
6. Delete the bad links/duplicate scripts from your website.
7. Fix the technical errors on your website and check canonical URLs errors.
8. Building more Backlinks.
9. Designs creatives for post on social media and writes unique contents for Blog and Article posting.
If youre interested, then let us know your convenience time for the call to describe our technical work plan and then start work.
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This document provides an overview of key concepts in marketing, including:
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2. It outlines the marketing process and explains the importance of understanding customers and the marketplace using concepts like needs, wants, demands, products, value, satisfaction, exchange and relationships.
3. It discusses marketing management orientations like the production, product, selling, and marketing concepts and identifies the marketing mix of product, place, promotion, and price as elements of a customer-driven marketing strategy.
4. It describes customer relationship management and strategies for building lasting relationships like lifetime customer value and share of customer.Optimizing Content: How to reach your prospects with the right message at the...
Optimizing Content: How to reach your prospects with the right message at the...LoopFuse
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This document discusses how to optimize content marketing by targeting the right audience with the right message. It recommends creating buyer personas to understand customers, mapping content to the buyer's journey from awareness to purchase, and measuring marketing performance using a demand waterfall model. Key points include collecting data to define buyer segments, choosing appropriate marketing channels, and tailoring content for different stages in the buyer's journey from discovery to decision. Metrics like lead conversion rates are also discussed to evaluate marketing ROI and identify areas for improvement.Customer Visits
Customer VisitsCredit Management Association
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Goes over the objectives of a customer visit, preparing for a customer visit, what to observe and ask about during a customer visit, etc.IT & Telecom Sales = Social Business Sales: Adapting to today's buyer driven ...
IT & Telecom Sales = Social Business Sales: Adapting to today's buyer driven ...albrodie
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Presentation that describes why & how to use social channels to listen, observe, engage, communicate and gain advantage and defeat your competitors strategy. Selling
SellingSyeda Azra
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The document discusses customer-centric selling strategies and techniques. It emphasizes understanding customers, discovering their needs, providing solutions to their problems, and keeping existing customers happy to retain them and sell them additional products and services. Some key points covered include differentiating customers, exploiting cross-selling potential, tracking the customer decision-making process, and using active listening to understand what interests customers.Opportunity Sales Plan
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The document discusses customer-centric selling strategies for businesses. It emphasizes understanding customers' needs, differentiating offerings for different customer segments, keeping existing customers satisfied, cross-selling additional products to loyal customers to maximize lifetime value, and focusing on customer retention, acquisition, and selling more to current customers. The core of any business should be strong customer relationships and knowledge of each customer.Customer Relationship Management
Customer Relationship ManagementMark Davies
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The document discusses customer relationship management (CRM) and provides several key points about CRM:
- CRM involves developing long-term, mutually beneficial relationships with strategically significant customers through open communication and feedback.
- Trust, value, understanding customer needs, honesty, and a long-term perspective are important determinants of CRM.
- Managing customer relationships involves initiating relationships, developing them over various stages, and enhancing relationships over time.Introduction To Marketing and Basic Terms
Introduction To Marketing and Basic TermsPrashant Kumar Gupta
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This document provides an overview of key marketing concepts. It discusses what marketing is, why it is important, and some fundamental concepts. Marketing is defined as an organizational function for creating and delivering value to customers. It involves understanding customer needs and wants in order to create superior value through products and services. Key terms are also defined, including exchange, transactions, needs, wants, demands, value, satisfaction, offerings, and branding. Different types of markets are discussed as well as different demand states that marketers must understand in order to effectively stimulate demand. The document emphasizes that marketing is both an art and a science involving understanding customers and choosing the right target markets.Chapter 1 Creating And Capturing Customer Value
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This document defines marketing and discusses the marketing process. It explains that marketing involves understanding customer needs, designing a customer-driven strategy to deliver value, building relationships, and capturing value from customers. The document also discusses trends like digitalization, globalization, and the importance of ethics. It emphasizes satisfying customer needs over selling and defines key concepts like the marketing mix, segmentation, value propositions, and customer relationship management.Ppt Customer services
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The document discusses various aspects of customer service including types of customers, customer needs and expectations, and factors that influence customer perception. It outlines five main types of customers - loyal, discount, impulse, need-based, and wandering. It also discusses how customer needs are driven by complexity of products/services and experience level. Excellent customer service is defined as consistently exceeding customer expectations. Customer perceptions are influenced by expectations and experience over time.Live Webinar: The Importance of Full Funnel Content Marketing
Live Webinar: The Importance of Full Funnel Content MarketingLinkedIn
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Demand Metric recently found that content marketing costs about 63% less than traditional marketing, yet generates almost 3 times as many leads. However, many marketers today struggle with a full funnel approach to content when measured solely on CPL.
But with the momentum of content marketing only continuing to increase, is your business leveraging the benefits of content marketing to the fullest extent?
In this webcast, we'll explore:
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- How to leverage top funnel content to drive results
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This document discusses how marketers analyze consumer and business markets. It covers factors that influence consumer behavior like culture, social class, and lifestyle. It also explains the consumer decision process of need recognition, information search, evaluation, purchase and post-purchase evaluation. For business markets, it describes organizational buying, characteristics of business customers, and how purchasing decisions are made by buying centers.How to Create Buyer Personas and Do Customer Discovery
How to Create Buyer Personas and Do Customer DiscoveryME Consulting
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A workshop presentation on how to create buyer personas and do customer discovery so your marketing and sales are more focused and effective. More from Amir NikKhah (11)
Motivation and Emotion
Motivation and EmotionAmir NikKhah
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Consumer behavior is driven by motivations and emotions. Consumers feel positive emotions when motivations are satisfied and negative emotions when motivations are not satisfied. Motivations arise from needs, which can be physiological, emotional, or cognitive. When needs are aroused but not satisfied, tension and drive occur directing behavior towards either approach or avoidance. Several theories seek to explain consumer motivation and emotion, including Maslow's hierarchy of needs, self-determination theory, attitude function theory, regulatory focus theory, balance theory, and cognitive dissonance theory. Mood also influences consumer evaluations and judgments in complex ways according to models like the mood-as-information model and affect confirmation model.Online Marketing
Online MarketingAmir NikKhah
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The document discusses online marketing and the importance of market and brand for continual sales. It outlines the marketing mix of product, pricing, promotion, and place. For each element of the marketing mix, action plans must be designed considering goals, time, and budgets. The overall goal is to create a market and brand that leads to consistent sales through an effective marketing strategy.Tech Startups
Tech StartupsAmir NikKhah
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Seed capital for tech startups comes from founders' personal assets and friends/family in small amounts for research, operations, and attracting venture capitalists. Venture funding is then vital to propel growth, with options like angel financing, venture capital, and crowdfunding. A strong network of contacts through clubs, events and services helps startups succeed within the ecosystem. Maintaining a staff-friendly workplace with productive employees and clear disciplinary procedures also contributes to business success.Strategic thinking
Strategic thinkingAmir NikKhah
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This document discusses strategic thinking and provides definitions and models of strategic thinking from various experts. It addresses how strategic thinking differs from strategic planning by being more synthetic, innovative, divergent, intuitive and creative compared to strategic planning which is more rational, prescriptive, rule-based and convergent. Several models of strategic thinking are presented, including a two-level model focusing on organizational and individual levels, a chain results model, and an elements of strategic thinking model focusing on goals, systematic thinking, orbital theory and opportunism. Mintzberg's model of strategic thinking as seeing is also discussed.Management Learning
Management LearningAmir NikKhah
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This document discusses several theories and concepts related to management and organizational behavior. It covers classical management theories from Taylor and Weber, as well as behavioral theories from Maslow, McGregor, and Argyris. Additionally, it discusses concepts like bureaucracy, operations management, systems thinking, contingency theory, quality management, continuous improvement, and high-performance organizations. The document provides overviews of these various topics at a high level.Expert Systems
Expert SystemsAmir NikKhah
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Expert systems are computer programs that use human expertise to solve complex problems. They have four main components: a knowledge base that stores facts and rules, a working memory that stores current problem data, an inference engine that applies rules to data to deduce solutions, and a user interface. Expert systems are useful because they can apply expertise consistently without tiring, forgetting details, or showing bias. They are best suited for problems involving expert heuristics or judgment. By combining human knowledge with computer processing, expert systems can help distribute expertise and make expert-level decisions more accessible.Analytic Network Process
Analytic Network ProcessAmir NikKhah
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The Analytic Hierarchy Process (AHP) and Analytic Network Process (ANP) are techniques for multi-criteria decision making. AHP structures decisions as a hierarchy, while ANP structures them as a network to account for interdependencies. Both use pairwise comparisons to measure weights and rank alternatives. The four major steps of ANP are: 1) model construction, 2) pairwise comparison matrices to derive local priorities, 3) supermatrix formation to obtain global priorities, and 4) selection of the best alternative based on overall priorities. The document then provides an example case study of applying ANP to analyze strengths, weaknesses, opportunities, and threats for an insurance company in Iran.Brand Development Index (BDI)
Brand Development Index (BDI)Amir NikKhah
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Internet MarketingAmir NikKhah
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The document discusses the history and principles of internet marketing. It began in the early 1990s with basic websites and grew significantly in 1995. Internet marketing is now essential and has principles of immediacy, personalization, and relevance. It offers advantages over traditional marketing like lower costs, measurability, and convenience for users. The document then outlines various internet marketing strategies like search engine marketing, advertising, affiliate marketing, social media marketing, content marketing, video marketing, email marketing, and analytics. It emphasizes that internet marketing requires an overall online strategy and time to achieve results.Postmodern marketing
Postmodern marketingAmir NikKhah
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The document discusses postmodern marketing and customers. It talks about how marketing has shifted from focusing on the physical and objective qualities of products to the conceptual and subjective aspects from the customer's perspective. It lists some characteristics of postmodern customers as making identity through products, individualism, non-loyalty, and expecting more profit. The document also outlines aspects of a postmodern marketing mix and how postmodern customers pay for the symbolic value of products and services rather than just their material qualities.Malcolm Baldrige National Quality Award
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The document provides an overview of the Malcolm Baldrige National Quality Award, which was created in 1987 to promote quality awareness and share best practices among U.S. organizations. It describes the award's aims of enhancing competitiveness, identifying role models, and establishing evaluation criteria. It also outlines the criteria used for the award, including leadership, strategic planning, customer focus, measurement/analysis, workforce focus, and operational effectiveness.B2B sales lead to cash
- 1. B2B $ales Lead to Cash By: Amir NikKhah
- 3. Buyer Journey The buyers journey is the process buyers go through to become aware of, evaluate, and purchase a new product or service
- 4. Buyer Journey Awareness Stage Buyers realize they have a problem. Buyers identify their challenge or an opportunity they want to pursue.
- 5. Buyer Journey Consideration Stage Buyers have clearly defined the goal or challenge. Buyers evaluate the different approaches or methods available to pursue the goal or solve their challenge.
- 6. Buyer Journey Decision Stage Buyers have already decided on a solution category. Buyers decide on the one that best meets their needs. The list of specific offerings
- 10. Lead A lead, in a marketing context, is a potential sales contact. An individual or organization that expresses an interest in your products. Strangers Leads Customers Promoters
- 11. Referral Website Email Advertising Social Media NewsletterPress Release Phone Content Direct Mail Other Marketing Tools Lead Generation
- 13. 360属 View of The Lead Future PresentPast
- 14. Lead Data Collection Real-Time Behaviors Attraction Source Needs & Wants Business Type Work Experience Credibility PII Capital Power
- 16. What are your sales goals? What are your competitive advantages? What are your limitations? What the lead wants? What the lead needs? What are the leads questions? What is your Plan B?
- 18. A client asking for a quotation is asking: how much will you charge me for such product or service? That means: "I know what I need, just gimme your price". A client asking for a proposal is saying: I have this problem, suggest me the best solution and tell me how much it will cost.