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War for Talent!!

That was an Oil & Gas Engg Co., They called their employees & their families for a get together.

What’s special about it, you ask. Hang on. I’ll answer that.

Companies are now doing such events to build a strong sense of belonging & culture.

You will find fun events for everyone in the family. Drinks & Great Food will be on the house. Goodies bag at the end of the event.

Here’s where this company differed.

All those mentioned above were part of the event. Plus a talk by the CEO.

He said many families did not know what work they were doing & hence felt a need to talk about it. He spoke in a language that they understood.

There was a short film featuring the CEO, taken at his home, played during his talk, peppered in between. It showed him as a down to earth person [which he is] & as much human as everyone else in the room.

Hats off to the CEO. I am sure he’ll take the Co., to great heights.

Takeaways:

1. It is not just sufficient if your employees share your vision. Even their families have to.

2. Sense of belonging & culture is important.

3. Build a community around your brand.

4. Your Sales people are NOT the only ones who sell. All your employees & their families also do.

5. In the ecosystem of Customers, Partners & Employees, it is your employees who come first. They’re the ones who are going to serve your customers & partners.

6. War for talent is real. Companies that genuinely take care of its people are the ones that will win now.

7. Take care of your employees else someone else will.

Happy Caring!!

Happy Selling!!

#employees #communitybuilding #caring #branding #sales #marketing #warfortalent #community

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Add Value, not Tax!

Once, I was pretty late into an Account. The deal was almost signed when I entered.

Can’t change it.

But I did the unusual.

I didn’t walk away.

Instead, kept in touch. Shared some interesting anecdotes from other customers.

Over time, I became the most trusted advisor.

The customer wouldn’t buy anything without consulting me.

He called me one day & reminded me about what I had told him months before about how a particular solution can save them money & time. I had almost forgotten about it.

The rest is history.

I closed that deal.

I even sat in discussion with their ISP, negotiated a good deal for them.

Implemented the solution. Customer realized ROI in no time.

It was a feather in the cap for him internally.

My learning:

1. Never underestimate the potential of any customer.

2. Just because you lost a deal, it doesn’t mean you will not win any future deals.

3. You can’t win without playing the game.

4. If you add value, you will win.

5. Show up everyday, deal or no deal.

6. Keep rocking, be energetic, smile always. They will like you if you do.

#HappySelling

#b2b #changethegame #scienceofsales #prospecting #sales #underdog #marketing #ABM #rapport

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Rediscovering the “Art” of Prospecting!

John Barrows & M. Jeffrey Hoffman conducted the webinar “John Barrows Goes Back to School: Rediscovering the “Art” of #Prospecting” yesterday or today [depending on where you live :)].

I enjoyed it thoroughly. What an energy & insight. Learnt about “Why you? Why you now?” technique to turn cold calls and cold emails to hot ones. How to get them to call you back?

It is important to connect with the C level but start from bottom. Bottom-up approach. That Fedex story is going to stay with me forever.

My takeaways:

1. Fake it to yourself until you actually make it.

2. Connecting with the non-buyer first to learn something that you can use when you have the live conversation with the buyer.

3. Prefer live conversations with a non-buyer over email interaction with a buyer. [more relevant now, when all of us are getting thousands of emails]

4. Look for triggers while prospecting.

5. Energy and enthusiasm are important in Sales.

6. Keep yourself busy always.

7. Do not jump on the inbound leads at once. Give it some time before you do that.

8. Do not use all that you have learnt in an MBA when you interact with the C Level.

9. Have the maturity to walk out of a deal early if there is no fit.

10. During discovery & prospecting call, disqualify more than you qualify.

#Happyselling #b2b #sales #salesprocess #changethegame

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Startups know how to use time wisely!

3:55 pm is your appointment. Be specific. Ms.Jules has another meeting at 4 pm.

That was a scene from the movie “The Intern”.

The movie captures the #startup scene quite well.

Among all that,

  1. The #speed with which the entire team operates,
  2. The founder getting into customer service calls,
  3. The founder taking special efforts to ensure that a customer, a would-be bride, receives her dress on time in an impeccable manner,
  4. The founder visiting the warehouse and teaching the staff how to pack the stuff after ordering an item from the company herself &
  5. Congratulating someone in the team by ringing a bell when he/she achieves some milestone

are some of the great moments to learn from.

A lesson in #customerexperience #timemanagement

And if there is one difference between startups and big businesses, then this is that: Startups know how to use their time effectively and they don’t do long meetings. Decisions are taken on the fly. People are empowered to take decisions.

In contrast, when we want to reach someone in big businesses, you always hear that they are in a meeting.

Let us pledge to use #time effectively.

Happy Selling!!

#happyselling #b2b #changethegame #sales #marketing #customerservice

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Heard of these cutting-edge tech startups?

They are all #hiring.

  1. Algolia – https://www.algolia.com/ – Search as a Service
  2. ASAPP – https://www.asapp.com/ – Create better customer experiences
  3. BigID – https://bigid.com/ – Data Discovery, Privacy & Protection
  4. Dialpad – https://www.dialpad.com/ – Business VoIP
  5. Frame.io – https://frame.io/ – Video Collaboration Platform
  6. Gong – https://www.gong.io/ – Revenue Intelligence for Teams
  7. Loom – https://www.loom.com/ – Video Messaging for Work
  8. Sendbird – https://sendbird.com/ – Chat Platform
  9. Tray.io – https://tray.io/ – General Automation Platform for Business
  10. Webflow – https://webflow.com/ – Responsive Web Design Tool, CMS

Try to use these tools for improving your marketing & sales effectiveness and also improving your customer experiences.

You can also use this list as Sales leads.

#sales #marketing #customerexperience

Happy Selling!!

#customerexperience #CustomerExperiencetools #Cuttingedgetech #Marketingtools #Salestools #Startups #happyselling #b2b #changethegame #b2bsales #newtech #fundedcompanies #hiring #jobs #cx #marketingautomation #saleseffectiveness #gong #bigid #datadiscovery #leadgen #leadgeneration

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Stay Safe! Happy Working from home!!

I was living in Singapore then. Until I got a job in Singapore & went to work there, I had only seen Singapore in movies & it is needless to say that I was fascinated. From Chennai, I took the noon Air India flight, landed in Singapore after 3.5 hours & it was already 6 pm local time.

There was a pick up. The person who picked me up was doing the driver’s job as a part time one & he was working full time with the Singapore Radio. He was a Tamil, spoke to me like a long lost friend & dropped me in the guest house.

From then on my daily commute was in the MRT to office & back. Found my own PG acco later. The entire city was beautiful & I loved every single day.

I found a Punjabi Restaurant in City Hall & loved Singh’s Aloo Paratha meal for Lunch. I would be doing injustice if I don’t talk about my experience at Hotel Annalakshmi. My boss, Bala, took me there first & I instantly fell in love with the food & experience. Definitely not because of their policy that states “Eat what you want, Pay what you like”. Definitely not. I am not that kind of a guy. I just love good food & ambience.

In the work front, I had never seen such speed & agility. Buying decisions were rapid & coming from a laid back, slow & long sales cycle market, this was a different world altogether for me. I scaled up very quickly.

All this lasted for a while. Then came a shock. It was SARS. Many Indians went back home then. But I didn’t. I stayed back. Singapore Government did their best to contain it. All the elevator railings, lift buttons were cleaned every minute & the admin staff of MRT did their best. Health care people, I read then, were doing a phenomenal job. Unfortunately, many of them laid down their lives in line of service. Dedication. Salute them all.

Such a wonderful place. Suddenly there were many deaths. It was contained soon & things bounced back so quickly.

I am seeing a similar situation now. It has brought all of us together because we have a common enemy. Love & respect for fellow human beings have increased & is at its peak. Did you ever think this could happen?

Stay Safe. Follow advises strictly.
But don’t stop dreaming or creating or taking action or marketing or selling.

Things are going to be fine very soon. Much faster than you think it’s going to take. Will you be ready to quickly bounce back, then?

Happy Working!! [From Home]

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Words to use in your Marketing copy

I am amazed at some of the emails I receive. They inspire me to take action. They get me interested in whatever the vendor offers. Quite inspirational stuff. I was thinking how was all this possible?

The magic is in the words that they all use. Words have power they say. How true?

Let us take a look at some of these words, these marketers cleverly use:

  1. Definitive
  2. 10x
  3. Comprehensive
  4. Hacks
  5. Best Selling
  6. No. 1
  7. Proven
  8. Money back Guarantee
  9. Final Call
  10. Life-changing

Does your marketing copy have such words. If not, start using them right away. I “guarantee” you that such a “powerful marketing copy” will produce a “never-before” success.

Happy Marketing!

Happy Selling!

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Create Content else Curate Content!!

Today Customers are better informed than the Sales people themselves. They do all the homework before calling you for a discussion.

Content is King, as they say. And Marketing is the new Sales. Though it can never replace Sales, Digital Marketing & Inbound marketing is a given. And businesses need to invest in it.

So, how to create content?

  1. Make a list of what your customers are looking for. And write about them.
  2. Problems faced by your customers and probable solutions for those problems.
  3. Reference guides in your industry – trade them in return for email ids.
  4. Best Practices – will show your thought leadership on the subject.
  5. White Papers – can be completely unbiased on any topic. Need not narrow down to only what you sell.
  6. Approach Papers – what will be your approach for any given situation.
  7. Case Studies – what did Customer A do when faced with a certain issue and how did he become successful with your product or service.
  8. eBooks – helpful resources for various tasks or problems.
  9. What to do in any situation or what not to do – if you help your customers when they are stuck, there is a good chance that they will remember you when they are looking for what you are selling.
  10. Customer speak – not just testimonials but capture in depth customer experiences.
  11. Expert Views – collect views from experts in your area of operation on a particular subject and publish them.
  12. Events – Talk about the upcoming events in your Industry or your experience in a just happened event.
  13. Podcasts – nothing like a talk show and it will be interesting if you can invite industry experts for the show.
  14. Demos – You can have a YouTube channel to give a sneak peak in to your product.
  15. User guides – Let it be easy for your customers to locate them online.
  16. Last but not the least, Curate Content: it is not that you are the only expert in your industry. There are plenty of them out there. They are creating good quality content as well. Curate them. This should add to your credibility.

Happy Creating and Curating !!

Happy Selling!

For any help in Marketing, Sales, Startup Consulting or CRM Software, please contact me at:

kannan @ zignalytics dot com

#marketing #sales #crm #startupconsulting #digitalmarketing #inboundmarketing

Keep your Content Fresh!! Always!

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America, August, Apple, Amazon – A’s & the Aces!

You must have read the news, I am sure.

Apple became the first $ 1 Trillion company in terms of market valuation in August this year, followed by Amazon, the second $ 1 Trillion company.

What makes Apple & Amazon tick?

One thing I am sure, they are focused on Customer Experience & making lives simpler for their customers.

Daniel Martins, an independent researcher says: “It’s too high of a bar to assume that they’ll succeed at everything that they do.” “But at the same time, I think Amazon is the best combination in the world of the scale of a large company and that entrepreneurial DNA with the spirit of a startup.”

So, that’s the secret.

It is reported that Apple took long to reach there whereas Amazon sprinted to get there. Amazon took 3 months to cover the last 200 billion whereas Apple took 15 months to do the same, news agencies reported.

Apple was founded in 1976 & Amazon in 1994.

Amazon generates an annual revenue of 178 Billion & in 2018 it may make a paltry sum of 8.5 Billion as profits. It employs around 550,000 people worldwide.

While there are differences between these two Trillion Dollar Giants, the common thing is this: They both know how to market and sell.

Jeff Bezos = Bill Gates + Warren E. Buffett, in terms of Net Worth.

Between Apple and Amazon, one sells at a premium whereas the other lowers prices consistently. You know who.

Some ideas to follow:

  1. If you do Marketing right, everything will fall in place.
  2. Create great Customer Experiences.
  3. Create excitement – on your products & services – and for people to work with you
  4. Have an entrepreneurial DNA.
  5. Have the spirit of a start-up.
  6. Be agile. Respond faster.
  7. Make lives simpler, better & a lot easier.
  8. Sell your dreams. Products will follow.
  9. Create a community of believers.
  10. Last but not the least: You can even start today. And Create. [I didn’t say “Compete”, for a good reason.]

Happy Creating!

Happy Selling!!

#sales #startup #ideas #marketing #branding

Contact us at:

Sales at zignalytics .com for any help in Marketing / Sales / CRM.

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Starbucks offers Crypto Coffee & a lesson in Customer Experience!

Soon customers will be able to pay for their Coffee using Bitcoin or a fraction of that, of-course. It’s official. Starbucks is teaming up with Microsoft and New York Stock Exchange to let customers pay using their bitcoins to buy the items in stores.

CNN Reported this hot news just now.

What it tells us is this: Brands like to give customers a great experience and some brands take the lead. Customer Experience is the new Currency. Not Bitcoin. Strange yet true.

CEOs, savvy ones, see the world through their customer’s eyes, says McKinsey. And they create great customer experience during the entire customer journey and not just at all touch points alone.

Today, companies are armed with data and insights from that data. Companies can change their processes to adapt to what Customers want. And they remove the pain points.

Customer Perception matters. Companies work on it to make it work for them.

Great Customer Experience means not having a single bad experience. Period.

I have always had great Customer Experience with a particular brand. Their attitude in customer service is phenomenal.

It’s a world where monopolies don’t exist anymore and customers wield a growing power in their hands.

Are you listening?

Offer Great Experience to your customers. No matter how small or big they are.

Happy Selling!!

#sales

sales@zignalytics.com