The rate of technology change is accelerating with thousands of ideas, apps and innovations bubbling up to help meeting planners, exhibitors, venues and other meeting participants do their jobs better. Here are seven event technology trends to monitor.
When customers understand their problems, it’s easy for salespeople to lead them through discovery, because customers don’t need salespeople to shine the light of insight on visible problems. A salesperson can simply confirm the value of their product by asking generic questions.
Most sales organizations are not unlike a college class being graded on the Bell Curve. Typically, 20 percent are top performers – these A+ performers get it done with minimal support. The D’s and F’s in the bottom 20 percent are either new or need to find another line of work.
Lead validation is the labor-intensive process of listening to recordings of phone inquiries and reading form submissions generated by SEO, PPC, email marketing and other Internet marketing campaigns, to separate true sales leads from non-leads such as spam, sales solicitations, customer service
Digital marketing has gone mobile. And thanks to smartphones and click-to-call, consumers are responding to search, social, display and other digital ads and campaigns by calling businesses by the billions.
Data quality and data access plague analytics – especially in sales and marketing. Let’s face it, whether your role is sales operations or marketing analyst, your data is constantly questioned at best, or simply wrong at worst. Does this sound familiar?
“We spent $2 million on a selling system a few years back and our reps won’t put it into play. So we’re looking to drop another $1.5 million on a new program.” A senior sales executive from a major cell phone carrier was talking sales training with me, at a global conference.
PowerPoint was originally created to improve and enhance presentations. With over 30 million PowerPoint presentations made each day, it has evolved into the default mode of all business communications. Ironically, with its success comes major pitfalls.
Gamification has become a popular method of improving sales because it works. Putting measurement devices such as leader boards, point totals, and scorecards in places where they are typically not found has been shown to improve performance.
In 1984, Jim Koch, then in his mid-30s, made the leap from working in management consulting at Boston Consulting Group to start Boston Beer Co. The company, makers of Samuel Adams, rented space and equipment from other breweries for more than a decade before Koch purchased his first brewery. Today, Koch is a billionaire and Boston Beer Co. is the second-largest craft brewery in America.