Thursday, June 5, 2008
Sales Enablement Surveys
Why do you need one?
It’s not cliché to say: The days of simple selling are over. It’s true. The Internet, and the Web sites connected to it, have changed the dynamics of the seller-buyer relationship.
Thanks to unprecedented access to research provided by millions of Web sites and the interactive, multimedia technologies deployed through them, the power of information—formerly in the hands of the seller—is firmly now in the hands of the buyer.
The WebEngaged Buyer entering your sales funnel knows more, shops more and delivers more sales resistance, something your sales department intuits, but may not be able to articulate clearly.
The WebEngaged Seller can harness the challenges delivered by this buyer, and nudge the two cycles back toward alignment.
It's done with StratDigi™.
Research indicates most companies are well behind the learning curve when it comes to understanding the seriousness of this disconnection, and are therefore slow in identifying issues and implementing solutions.
Analysts predict those companies with a sales-enablement strategy that proactively exploits the opportunities emerging in technology-mediated marketing, selling and customer service processes will win in the marketplace—and grow.
Reactive companies will find it progressively more difficult to compete, and will suffer; on the wrong side of an ever-widening gap.
As a Forrester Research analyst recently wrote: “Web Marketing no longer is limited to your corporate site. Let go of the concept of ‘driving traffic to your website’ as a sole measurement of success. The web, it’s message, and your battles are now fought on the open and distributed web. Trusted decisions between prospects and customers are made on these social communities and networks, savvy executives need to go there.”
WebEngage Labs is your nexus to timely research, and the services needed to plan and execute a competitor-sensitive Sales Enablement StratDigi® that helps your company close the gap.
(Learn more with StratDigi® Digest, our newsletter, by using the Subscribe button at the top.
SEE StratDigi
A StratDigi is a corporate culture change map for integrating the sales, marketing, customer service and IT departments …..
StratDigi charts for each department the strategy and tactics each can execute to meet up with and join conversations with your customers and prospects are either having, or trying to have, about their needs, preferences, prejudices and plans. . .without the guidance and assistance of your sale representatives!
StratDigi is a 62-point distributed Web 2.0 plan of action for getting your people more engaged with your markets, with a healthy equilibrium between your own content that you distribute through you corporate Web site(s) and the content exclusive to Web 2.0.
SEE Survey
The first step in the SEE Survey™ is developing a DMACS™ model; in other words, a model of your sales cycle, a “back-to-basics” look at every facet of your cycle.
The second step in the SEE Survey™ is Touch-Point Stream Analysis-A, an interdisciplinary analysis of the total sales process, from the inside out (versa outside-in).
The third step in the SEE Survey™ is Touch-Point Stream Analysis-B, an outside in (versa inside-out) analysis.
The fourth and final step in the SEE Survey™ is internal circulation of the Survey.
STRATDIGI
The Sales Cycle • Sales Enablement Engineering Conference
StratDigi™ 2008 is a multi-disciplinary conference that will be held in Portland, Oregon. The focus of the event will be engineering blueprints for customer acquisition that tie all departments and disciplines in the enterprise to the sales cycle, in ways needed to improve sales in the era of Web 2.0 and Web 3.0.
The event will provide stimulating keynote speakers, tracks and networking opportunities to enhance learning about the impact of all media platforms on the sales cycle as it exists within the broader scope of the sales process. Attendees will gain insight into the dynamics and potential value of converging corporate content and consumer-generated content; online as well as offline. Conference participants will get “behind the veil” and learn insider thinking about the revolution underway in corporate communications, advertising and public relations.
Please consider joining us for StratDigi™ 2008 (date not set). If you are interested in attending, speaking, sponsoring or partnering, please complete our content dialog.
DMACS™
DMACS™ is the WebEngage Labs acronym for sales cycle modeling, analysis and measurement.
Every sales force has its own systematic approach to the fundamentas of:
• Discovery – Discover; learn about; gain an understanding of prospect needs
• Matching – Identify the best solution (product and service mix) to fit the needs analysis
• Accelerating – Intensely negotiate significant concerns (neutralizing stalls and objections)
• Closing – Create appropriate contract; reviews; sign-off's; delivery and signatures
• Servicing – Execution of the sales representative's post-close requirements
DMACS™ is an easy-to-use communication language.
PARTNERING
In a recent survey of executives, 52% stated "Merger or Acquisition" as the better approach to meeting their growth objectives, 42% stated "Organic Growth," and only 6% selected the utilization of both approaches.
What's the best option, what will your company implement in 2008, and what are the best practices in both areas?
At a strategic level, which do you see as the better approach to meeting your growth objectives?
- Small vendors: Find yourself a dance partner (or two).
- Large Vendors: Consider a shopping initiative
These partnerships will need to be more than loose affiliations and cross-sell agreements. Strategists must define a plan that starts with identifying complementary technologies and companies.
Mobile Marketing
MobileAccording to the U.S. Census Bureau report titled “Statistical Abstract of the United States: 2007,”Americans will spend nearly 10 hours a day watching televisioPublish Postn, surfing the Internet, reading books, newspapers and magazines, and listening to music this year; increasing the number of hours each month using wireless devices to interact with their worlds.
It’s projected that in the next three years, 1 billion new mobile subscribers will join the current base of 2.8 billion, according to Pyramid Research's “The Next Billion: How Emerging Markets Are Shaping the Mobile Industry" report.
With the universal adoption of mobile devices into consumer lifestyles, mobile marketing becomes a made-to-order opportunity for creating substantial revenue outside of traditional media channels.
About Us
Who is WebEngage Labs?
WebEngage Labs, Inc., is headquartered in beautiful Portland, Oregon and solicits projects selectively on a global basis.
WebEngage Labs is a growing ecosystem of research and development partners with domain expertise in sales, marketing, customer service and information technology.
Collectively the partners specialize in engineering multi-disciplinary, and multi-department sales enablement programs that will measurably reduce, or shorten, buying and selling cycle times.
We are proud of our reputation as innovators and pioneers. We encourage you to contact us with your RFP. If you don't have a formal RFP, contact us. We will format one for you.
Learn more about our:
• Business Philosophy• Pricing
• People
• Portfolio
• Business Partners
• Our Market
• Career Opportunities
PILLARS
WebEngage Labs develops and delivers research-based solutions for sales process improvement.
We help achieve your goals with:
• Applied foresight
• A philosophy: WebEngagements across borders, language, culture and media leads to vitality and growth; while isolation leads to decay and disintegration.
• A vision: Set the next-level standard for benchmarking sales cycle improvements.
• A mission: Essential education! Essential educators! Enhanced learner outcomes!
• A core value: Enhancive education is our only business.
o We enhance the process and enhance the persons using the process
How To Contact Us
Contact Us :The easiest way to contact us is by phone or email:
WebEngage Labs, Inc.
13134 SW Woodshire Lane
Tigard, OR 97223
503.746.5924 (main)
267-284-6424 (facsimile)
Emails:
HR@webengagelabs.com
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