Web Engage Labs

Web Engage Labs - Mixing Web Sites With Soap and Water

2008-09-30T02:11:00.000-07:00

Here's a story with an anecdotal marketing lesson for business owners. Spring begins the time of year when homeowners turn their attention to exterior home improvements, roof repair, painting, pressure washing and miscellaneous yard and landscaping plans that percolated during the winter months. In the Pacific Northwest where I live, May is always an "iffy" month for painting your house because we're still contending with the reliable spring rains.

Last week a neighbor seized on a window of predicted sunshine and their painting contractor arrived with three trucks and two trailers%u2026 more specifically: an immaculate, black Cadillac Escalade hitched to an immaculate, snow-white utility trailer; one snow-white, late-model Dodge and snow-white trailer; and another snow-white, late-model Dodge.

All white rolling stock except for the command vehicle. Five units; each pristine and clean.

You can have a premium-grade Web presence for the front end of your business, but if what shows up at the customer site is sloppy and poorly maintained, you're inadvertently disabling your sales process in an incalculable way. Don't let it happen. Twenty bucks a week to keep a rolling mini-commercial showing bright and shiny is twenty bucks well invested as good advertising and promotion.

I'm calling the Cadillac Company first next week for painting quotes. Companies Two and Three are already at a disadvantage unless their rigs are super clean.

Web engage Labs energizing your marketing sales and technology to increase relevance, remarkability and results. A Corporate and customer collaborating is fundamental to increase top line revenues and improving bottom line results and mobile marketing is proving to be a far more direct, high impact way of reaching a base than traditional marketing mediums.

Sales Enablement Survey - Understanding Sales Enablement Engineering

2008-09-30T02:10:00.000-07:00

Sales Enablement Engineering is the process of analyzing more than five dozen "points of contact"

Sales Enablement Engineering is the process of analyzing more than five dozen "points of contact" (sometimes referred to as touch points) where a prospect or customer engages your company directly or indirectly, and assessing whether the "mini-commercial" your customer experiences at each point enables-or disables-the sales process. Sales Enablement Engineering (SEE) is a valuable exercise for companies of every size. It's objective is to strengthen the points of enablement, and correct the points of disablement.

Web engage Labs energizing your marketing sales and technology to increase relevance, remarkability and results. A Corporate and customer collaborating is fundamental to increase top line revenues and improving bottom line results and mobile marketing is proving to be a far more direct, high impact way of reaching a base than traditional marketing mediums.

Sales Enablement Surveys - Be Where they Go

2008-09-30T02:08:00.000-07:00

If you are a top performing sales representative - an A-player - it should be easy to incorporate a set of marketing questions into the list of discovery questions you normally use with new prospects. What I mean by marketing questions is probes about everything they did through the marketing conversion funnel to the point of their engagement with you.

You have to assume a lot more went on than "I saw your ad," and you owe it to yourself to find out as much as you can. The keyword searches, the explorations in online communities, the discussion threads, the blog sites they visited, etc., clearly indicate points of communication (contact) where a mini-commercial is playing (emphasis on present tense) about your company, your products, and your service quality.

A-players need to invest the time following these pre-engagement information gathering paths, and find out what their prospects are "seeing" and "hearing" out there in these mini-commercials. Find out if the commercials are good commercials or bad commercials; doubt inducing or confidence building.

Why? For two reasons. First, you will discover useful bits of intelligence that you can leverage to improve your presentation and negotiation. Second, ideas will percolate in your mind about these and other mini-commercial environments where you (maybe with the help of the company marketing department) may want to create a presence, and establish an influence.

Find out where they go, and figure out if it's beneficial for you to be where they go. Then create a stratdigi - the implementation map - for making it happen!

Web engage Labs energizing your marketing sales and technology to increase relevance, remarkability and results. A Corporate and customer collaborating is fundamental to increase top line revenues and improving bottom line results and mobile marketing is proving to be a far more direct, high impact way of reaching a base than traditional marketing mediums.

Web Engage Labs -Theme

2008-09-30T02:05:00.000-07:00

As indicated in the opening post, we want to strive to keep our fingers on the pulse of the paradigm change that's been unfolding in the relationship between buying and selling cycles, and provide low-risk, high-value recommendations for adapting to it successfully.

Within that contextual framework, we'll confirm (with research) that selling organizations are far from having control of the challenge, and that it is the individual sales representative who needs to get proactive and grapple with the impact of Web-enabled buyer on his or her own sphere of influence%u2026 not waiting on the employer for solutions.

We'll do this by looking at Stratdigi® Selling as the sixth discipline every sales professional must now master to maintain professionalism. We'll also study Sales Enablement Engineering%u2122, what company management must introduce in order to restore equilibrium between the company's sales cycle and its customers buying cycle.

Web engage Labs energizing your marketing sales and technology to increase relevance, remarkability and results. A Corporate and customer collaborating is fundamental to increase top line revenues and improving bottom line results and mobile marketing is proving to be a far more direct, high impact way of reaching a base than traditional marketing mediums.

Web Engage Labs - Redux: Catch up…or catch you later

2008-09-29T17:33:00.000-07:00

Again, we’re reminded (or should be) to recognize that we must learn to operate our businesses with some sensitivity to the Power of Internet Time, the hyper-active and relentless pace at which things on the Internet, or things related to the Internet occur, or risk peril.

Interestingly, I’m still reading on some blogs today (including a few posts from last month’s Web 2.0 Expo in San Francisco) that Web 2.0 is a meaningless distraction, over-hyped and over-valued. Read this Business Week follow up report on an article it first presented in May, 2005 titled “Blogs Will Change Your Business,” then decide for yourself.

Afterwards, stay connected with this blog as I strive to keep pace with this time curve, researching and analyzing everything that spins out from its force to discover what’s fancy and what’s fact; periodically recommending what you can take to the street to keep you in-time, in-touch, and ahead of the competition in your game.

Web engage Labs energizing your marketing sales and technology to increase relevance, remarkability and results. A Corporate and customer collaborating is fundamental to increase top line revenues and improving bottom line results and mobile marketing is proving to be a far more direct, high impact way of reaching a base than traditional marketing mediums.

Technorati Profile

2008-08-08T04:34:00.000-07:00

WebEngage Labs

2008-06-05T06:09:00.000-07:00

WEB ENGAGE LABS

Sales Enablement Surveys

2008-06-05T05:11:00.000-07:00

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

2008-06-05T04:16:00.000-07:00

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

2008-06-05T04:10:00.000-07:00

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

2008-06-05T04:01:00.000-07:00

StratDigi™ 2008 Conference Overview

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™

2008-06-05T03:45:00.000-07:00

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

2008-06-05T03:20:00.000-07:00

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

2008-06-05T03:15:00.000-07:00

Mobile

According 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

2008-06-05T03:04:00.001-07:00

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

2008-06-05T02:56:00.000-07:00

WebEngage Labs develops and delivers research-based solutions for sales process improvement.

Pillars for Success

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

2008-06-05T02:14:00.000-07:00

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:

Sales@webengagelabs.com

Partners@webengagelabs.com

Mobile@webengagelabs.com

HR@webengagelabs.com