Previously Published on News Break Experts say you need a Marketing & Revenue Attribution Strategy. But, do you have one? Let’s take a deep dive into the world of marketing attribution, revenue tracking and where your customers could be getting lost in the sales funnel. “Whoever owns your attribution model owns your budget,” states Lars Hirsch, Principal Product Manager of Sponsored Products at Amazon. What is Marketing Attribution? The Content Marketing Institute defines marketing attribution as “a set of user actions that contribute to a desired outcome, (i.e., a conversion) and assigning a value to each of these events. It helps you to understand which combination of events in which particular order influences people to engage in a desired behavior. It proves your content is working. It helps marketing align with sales, determines your budget, and can improve your content quality.” Per CMI, “Marketing attribution is integral to the success of content marketing because the vast majority of touchpoints (instances where potential customers interact with your brand in some way) happen online. They occur when someone reads your blog post, e-book, or infographic, or watches your video. Marketing attribution models enable content marketers to more accurately understand how their content […]
Initially, it started off great. I made new clients, Forged new partnerships… and, even got a ton of referrals. But, I also found a lot of rejection and a lot of people that didn’t care enough to respond. For every 1000 connection requests I sent, 50 would reply and only 45 would actually speak.
READ THE FULL ARTICLE ON DISCINSIGHTS BY PEOPLEKEYS. You’ve implemented various strategies, utilizing DISC methods for sales, leadership, and predictive hiring – but, now what? How do we gage our performance and determine the results of our efforts? How do we use these results to improve our business over time? The answer is simple. We benchmark our performance and continually improve processes, internally, by applying a behavioral selling approach. Measuring our performance, we gain insight into ways that we can optimize all operations and strengthen our efforts by finding our shortfalls and identifying opportunities for improvement. In order to benchmark our performance, we must decide which variables will serve as key performance indicators (KPIs) and how we can use them to analyze our progress, thereafter. Read more on what you might want to consider and how DISC can help determine our performance on DiscInsights by PeopleKeys.
READ THE FULL ARTICLE ON DISCINSIGHTS BY PEOPLEKEYS The hiring manager is often undervalued, because the recruitment process is so complex. Not many realize what it takes to find qualified talent or how to develop a meaningful hiring process that proves itself over time. Likewise, Human Resources can also go unappreciated for their role in employee retention and/or turnover ratios. Yet, together, these two forces make all the difference in the world. Together, they drive successful employee relations by making sure all pieces of the puzzle fit together perfectly. They stand for peace and organization within the company. They act as the intermediate between departments and identify the daily needs of the workforce environment. They analyze operations and implement strategies for improvements to performance, productivity, and the effects of daily workforce activities. They save us on the costs of training, retraining and recruiting for each position. They keep our turnover low and our employees happy. Without a great hiring manager turnover can increase. Without effective human resources, the sales force can diminish. We can lose our sense of company morale. Our teams won’t be as effective. How do we combat this? How can we understand what makes the sales team […]
READ THE FULL ARTICLE ON DISCINSIGHTS BY PEOPLEKEYS Behavioral selling is presenting your product or service in a way your customer can relate. Show them benefits, such as how your product will help them meet their goals or how your service will more than exceed their expectation. Some clients will want it now – give them examples and samples. Some will want it fun – allow them to experience it first-hand. Others will want assurance – provide customer references. Lastly, some want all the facts. To these, show the features that are most important to their current situation, provide them with a cost comparison and make sure to provide a data sheet or link to more information for them to research. Here are some insights from a behavioral selling point of view: Overcoming Objections People don’t come to a salesperson with objections – they do indeed need something, but their fears may be what’s blocking the deal. To be a good salesperson, you need to know how to quickly understand the underlying behaviors of your client. Knowing the DISC traits of your client will allow you to approach the conversation with a different strategy and with selling points that will […]
READ THE FULL ARTICLE ON DISCINSIGHTS BY PEOPLEKEYS. Employers are saving both time and money by implementing tools for predictive hiring into their regular hiring practices, and to get past the obstacles met within the initial screening of candidates, hiring managers have begun applying a number of pre-hire assessments into final decision-making. These assessments serve as indicators of what a person may or may not bring to the table, how they will interact with an existing workforce and how they will perform in particular environments. According to FindLaw.com, “Forty percent of Fortune 100 companies indicated that their employment selection systems included some form of psychological testing. A similar survey by the American Management Association showed that forty-four percent of its responding members used testing to select employees. While cognitive ability tests continue to be the most commonly used form of psychological testing in the workplace, personality tests are being used more and more frequently.” But, how do you know which assessments are actually compliant and legal for hiring? Three of the most common personality assessments used by hiring professionals include the Myers-Briggs Type Indicator (MBTI), the Minnesota Multiphasic Personality Inventory (MMPI) and the DISC assessment. Let’s dig into the differences […]
READ THE FULL ARTICLE ON DISCINSIGHTS BY PEOPLEKEYS Have you ever noticed the difference in day-time advertising, as opposed to the advertising you see at night? Some commercials last longer at 1:00 PM than they do at 5:00 PM… and there are many variations depending on the channel. Well, there is actually a reason for that and it’s not as far-fetched as one might believe. This is part of behavioral selling, where the way you deliver your message can make the difference between attracting a new client or losing them before you even opened your mouth. This same model can be successfully applied to boost your own bottom line. We can learn a lot from TV There are people in charge of content development, while there are others are in charge of decision-making. Research suggests identifying the demographics, psychographics and brand loyalty of each viewing audience before crafting that content for airing around the globe. Because of this, we see content change based on the season, sporting event or even television programming that we are tuned into. Diehard fans of The Walking Dead might find advertising bombarding them with zombies or thoughts of the afterlife, while advertising for This is […]
READ THE FULL ARTICLE ON DISCINSIGHTS BY PEOPLEKEYS Let’s be honest – unless you sell something that is scarce or in high demand, such as power or bottled water in the desert, people may not really care if they’re going to buy from you or someone else. That’s why your approach means everything and understanding your clients will provide the best path to success. People have problems to solve, not products to buy. That’s why a good salesperson will use the proper approach and provide information in the right way to open doors. Let’s look at some common approaches of highly successful sales people to boost your sales. READ THE FULL ARTICLE ON DISCINSIGHTS BY PEOPLEKEYS
PREVIOUSLY PUBLISHED TO TMCNET’S CUSTOMER SUPPORT SOFTWARE It’s no secret – and definitely nothing new – a good help desk is necessary in allowing the corporate world to flourish, one business professional at a time. At smaller companies, Help Desk Support and IT may, in fact, be the same department. But, at larger firms, they are as much the same as night and day. Help Desks are responsible for serving their own internal clientele in the best way possible. They also may serve as the company’s Tech Support department for external customers with incoming concerns with a company’s product lines, services or website functionality. They are often the first point of contact with tech concerns – and many times the only point of contact. Susan J. Campbell recently discussed how your days are numbered if your differentiation isn’t based on quality service. No matter which audience you’re serving, if you are the first point of contact or the last – your focus better be on quality and maximized performance. But, how can you do this when your desk isn’t organized and files are thrown all over the place? How can you do this when your own team isn’t on the […]
The Difference Between Enterprise and Mid-Size Customer Service Solutions and Why Aspect is a Big Deal
PREVIOUSLY PUBLISHED TO TMCNET’S OMNI-CHANNEL CUSTOMER ENGAGEMENT As decent-sized business, expanding services to overseas clientele, you might wonder how you fit into “the mix.” Is your company considered a mid-sized business? Or, is it an enterprise? Both come with distinctive needs, and yet it always comes down to whatever it is that the business is looking to achieve. When understanding which grade of solutions your business requires, take a step back and analyze your business. Identify your direct needs – and what solutions would best help your business to excel. The same is no different from customer service solutions. What you will find out is quite surprising, really. In a time of productivity and meeting clients where they “hang out” the most, enterprise customer service centers are still primarily phone-based, with agents numbering in the thousands. While services are scalable, they are usually meant to serve agent populations of over 10K or more. Because many of these call centers are specialized in their line of expertise, they are often preferred in providing vertical customer service solutions. Enterprise vendors are, slowly but surely, moving away from on-premise solutions and are starting to adopt cloud-based systems. In a way, they seem old-fashioned […]