12. PRINT
WHITE PAPER
ONLINE
INFOGRAPHIC
EMAIL
EDMS
PR/IAR
BYLINES/ARTICLES
SOCIAL
AWARENESS
WEBINARS
Proceed With Intelligence
Manage the Complexity
PERCEPTION
Connect With the City
SURVEYS
INTERACTIVE
VIRTUAL TOUR
PRINT
WHITE PAPER
ONLINE
INFOGRAPHIC
EMAIL
ADVERTISING
SOCIAL
EDMS
INQUIRY
MQL
Develop Solution-based Content
And Promotions
SAL
Leverage In-House Database to
Identify Sales Opportunities
Distribute Qualified Leads to Sales
INTERACTIVE
POV TOOLS
EMAIL
BRIEFS
ONLINE
ELMO
SALES CALLS
PPT
SQL
Point of View Sales
Messaging
CLOSED
Tools, Templates, and
Techniques
Training for field marketing
and sales
13.
14.
15.
16.
17. INSITE DRIVES 3.0 SALES EXPERTISE
UPDATED REGULARLY WITH INFORMATION ABOUT
NEW INITIATIVES, RESOURCES & CONTENT
20. END-TO-END OPPORTUNITY
MANAGEMENT &
COLLABORATION
COLLABORATE WITH PEERS, AND TECHNIQUES
KNOWLEDGE, RESOURCES CROSSFUNCTIONAL TEAMS AND SUBJECT MATTER
FOR ROBUST CUSTOMER CONVERSATIONS
EXPERTS
COLLABORATE. REAL-TIME OPPORTUNITY
MANAGEMENT.
END-TO-END PIPELINE / OPPORTUNITY
RELEVANT, TIMELY, TARGETED
MANAGEMENT – SEAMLESS ACCESS FROM
KNOWLEDGE
SALESFORCE.COM
MAPPED TO THE CUSTOMER BUYING CYCLE
21. REAL-TIME REPORTING OF
MARKETINGS’ ROLE IN DRIVING
PROFITABLE GROWTH
SALES FEEEDBACK – “LIKESAND TECHNIQUES
KNOWLEDGE, RESOURCES THUMBS UP
SHARING”
FOR ROBUST CUSTOMER CONVERSATIONS
CONTACT THE AUTHOR
80
70
59.33
60
57.33
50
39.00
40
26.33
30
34.00
22.00
21.67
20.00
10.33
20
16.00
0
PresentSoln
PresentProd
CVI Tools
Brochures
Training
Guides
Case Stud
Videos
Spec
Sheets
SW
Training
6/27/2013
67
77
25
12
50
37
26
5
28
16
7/4/2013
49
46
16
15
31
31
14
4
12
13
7/11/2013
average
62
49
38
38
36
34
26
22
20
19
59.33
57.33
26.33
21.67
39.00
34.00
22.00
10.33
20.00
16.00
ANALYTICS TIED TO BUSINESS OBJECTIVES
Number of Downloads
10
END-TO-END PIPELINE / OPPORTUNITY
REAL-TIME ANALYTICS DASHBOARD
MANAGEMENT – SEAMLESS ACCESS FROM
SALESFORCE.COM
22. SALES USER
GLOBAL ADOPTION
14 MONTHS SINCE 6/2012 LAUNCH
SALES READY
MESSAGING KITS
52%
28
Callidus top 5 clients saw 27% repeat use after 18 months
Spanning multiple Verticals and Solutions
MOST POPULAR SALES TOOLS
23.
24. SUMMARY
EACH LEVEL OF MESSAGING, FROM PLATFORM DOWN TO
SOLUTIONS, REINFORCES WHAT WE CAN OFFER OUR
CUSTOMERS AND HOW WE CAN HELP THEM FACE THEIR
TOUGHEST CHALLENGES.
Notas do Editor
FOR TRUSTED ADVISOR, PLEASE INCLUDE AN ALTERNATE IMAGE FROM NRF. Amy will track alts down from Liz Kirk or Dave Carlson.Speaker Notes:This process led to a total revamp of how we sell, how we message, and how we help our customers.But 1.0 to 3.0 is not just a sales journey, it’s a journey for marketing and in fact, our entire company
FOR TRUSTED ADVISOR, PLEASE INCLUDE AN ALTERNATE IMAGE FROM NRF. Amy will track alts down from Liz Kirk or Dave Carlson.Speaker Notes:This process led to a total revamp of how we sell, how we message, and how we help our customers.But 1.0 to 3.0 is not just a sales journey, it’s a journey for marketing and in fact, our entire company
FOR TRUSTED ADVISOR, PLEASE INCLUDE AN ALTERNATE IMAGE FROM NRF. Amy will track alts down from Liz Kirk or Dave Carlson.Speaker Notes:This process led to a total revamp of how we sell, how we message, and how we help our customers.But 1.0 to 3.0 is not just a sales journey, it’s a journey for marketing and in fact, our entire company
Change Lower Left Text Box to “WHAT’S RIGHT FOR ME?”
SPEAKERS NOTES:These messaging platforms and pillars are the manifestation of our brand promise to the customer. We innovate to mobilize and connect people in moments that matter. There will always be three pillars because of those three promises to our customer. It is what we do…DNA. We connect the front line worker to constituents and colleagues. We mobilize retail associates and first responders to make informed decisions when they are on the job. We innovate to empower IT to implement and better manage the new technologies that enable and connect the worker. The solutions are our answer to the end user customer’s real needs and problems. Products are the building blocks of the solutions.So marketing’s role increasingly becomes more about equipping you to have better conversations with your customers! It’s not just a new way to sell; it’s a new way to solve our customers’ business challenges.
FOR THE PLATFORM SLIDE, PLEASE USE A PLACEHOLDER IMAGE WITH “THE EXPERIEINCE IS EVERYTHING” AND/OR “SAFER CITIIES. THRIVING COMMUNITIES”.SHOW THE PLATFORM RATHER THAN SIMPLY DESCRIBING IT.
Speaker Notes:WE’VE DONE THIS WORK TO TELL A BIGGER, MORE COMPELLING STORY TO OUR CUSTOMERSWe’re not just sharing our new approach through marketing; we’re developing specific tools and assets to help you tell this story to your customers.Because the more customers see us as the best resource for solving business challenges, the better prepared you’ll be to make sales.For the first time, our Sales, Product Development, Services and Marketing teams have come together – upfront – to define the business objectives of our clients and present MSI’s point of view.
INCLUDE FULL SCREEN SHOT VIEW. AMY TO PROVIDE UPDATESpeaker Notes:MESSAGING MAPPED TO THE MIS SALES WAY… AND YOUR CLIENT CONVERSATIONS
INCLUDE FULL SCREEN SHOT VIEW. AMY TO PROVIDE UPDATESpeaker Notes:MESSAGING MAPPED TO THE MIS SALES WAY… AND YOUR CLIENT CONVERSATIONS
Update with Safer Cities campaign images instead of LEX LTE
Update with Safer Cities campaign images instead of LEX LTE
Update with Safer Cities campaign images instead of LEX LTE
CHANGE TO “FROM PLATFORMS TO SOLUTIONS TO SALES ENABLEMENT TOOLS”