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IT - Marketing
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6 Rules For Marketing Mastery
In the current economic straits, with high volatility and public health concerns still very much on people's minds, the task of measuring your marketing success can sometimes take a back seat
"I'm here to remind you that remaining ruthlessly consistent with it, even in a remarkably difficult era, is of the utmost importance especially now.
Reassessing ROI and your rate of success is a practice that was made for this moment. It's meant to keep you on track, even in the worst of times.
But of course, when things go haywire in the economy many of the steady-hand practices that could keep you thriving end up, paradoxically, being first on the chopping block. The excuses for this are many. No time. No need. We're in damage control mode now. Etc., etc..."
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How To Synch Marketing And Sales To Achieve Growth
Despite the continued emphasis and variety of approaches to accelerate the business-to-business (B2B) buying cycle, many organizations remain challenged
"One of the primary reasons is that Marketing and Sales are not in synch. HubSpot found that in one in four companies, the Sales and Marketing teams are misaligned or rarely aligned. When the Marketing and Sales relationship is not working or not effective, growth is difficult to achieve. More importantly, the lack of alignment comes with a cost of 10% or more of revenue per year. Imagine what your company could do with 10% more revenue! Misalignment also impacts the launch and adoption of new products, critical factors for achieving organic growth and also important indicators of business success.
Like VisionEdge Marketing (VEM), organizations such as HubSpot and SaleHub study Marketing and Sales effectiveness. And like us, their research continues to find that only about a quarter of salespeople exceed their quota. In fact, 34% of salespeople admit that closing deals is really hard. The data suggests that companies that synch Marketing and Sales achieve revenue and profit faster and are 67% better at closing deals..."
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Sales And Marketing Alignment Is Critical For Virtual Selling Success
When the business world shifted from in-person to virtual this year, B2B sales changed too. Sellers went from being road warriors to working from home offices, using video-conference calls to engage prospects and close deals
"Yet while our work settings changed, the focus on understanding customers' businesses and helping them meet their needs remained the highest priority. The challenge was to achieve the same goals while operating in a new way.
We decided to find out how sellers are adjusting to this virtual environment and what's helping - or hindering - them. What we discovered was a new focus on the importance of sales and marketing alignment..."
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Why Digital Events Should Be Part Of Your Marketing Mix
Time to add a new flavor to your marketing strategy cocktail
"For many companies, events have been a great way to grow their pipeline. Meeting people face-to-face, discussing what obstacles companies need to overcome and how your solution can help do just that (and more). It's a place where people share experiences, thoughts, and here and there a smile. As Mastercard would say. PRICELESS.
Many of the companies I have been talking to in the past eight months have had a tough time as in-person event marketing has been a vital part of their marketing mix. Digital ads, content marketing, SEO, SEA, SEM, PPC, email, etc. are all great - and can be very effective to grow your business - but companies need to build relations (especially B2B SaaS). These companies need to make deeper connections and that's when they've turned to in-person events..."
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IT - Sales
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3 Ways Your Sales Benefit From Sales Enablement Tools
Are your marketing and sales teams struggling to drive leads and close sales? Do you feel there's room for improvement? Sales enablement tools might be exactly what you need.
"Why? Imagine coaching a team without a playbook, or directing a movie or a play without a script. Without a central resource that everyone can rely on for consistent direction, you run the risk of creating an environment of miscommunication, divisive motives, and utter chaos. The same rings true when both sales and marketing teams have aggressive goals, but no sales enablement tools for guidance.
Here are just a few of the ways sales enablement tools will benefit your sales team-and the rest of your SaaS company..."
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8 Steps For Customer Journey Mapping
The customer is everything, so creating a customer journey map is a no brainer
"As Sam Walton says, 'There is only one boss. The customer. And he can fire everybody in the company from the chairman on down, simply by spending his money somewhere else.'
Customers are the center of your entire business model, which is what makes the flywheel framework so impactful. When you understand their journey, you can refine every aspect of your business around the customer experience at every touchpoint..."
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How To Use Sales Battlecards To Close More Deals
How much does your sales team know about your competitors?
"The chance is that even if they know some information about these important items, they probably don't know enough. Your sales reps need to be well-versed in all things related to your competitors' products, features, and services and how they're compared to your own.
Your potential clients are likely to ask you questions about your competitors to see if you can offer them something better. This is why sales battlecards are necessary for your sales reps to use to win deals. They help your sales team to 'battle' against your competitor so you can beat your competitors to the deal.
Let's review some essential information about sales battlecards with tips and templates..."
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Manage And Coach By Results...
I read an article about how to be a successful sales manager. One of the pieces of "insight" was to manage and coach by results versus micromanaging or counting activities. He goes on to say, "people will find their own path to the target..."
"Well, yes, but...
There are a lot of problems with the advice, it sounds good, but when you dive in, virtually all elements become problematic. The author got 85% there-but missed the most important 15%.
Let's dissect it.
We expect, measure, and compensate our people on results. But we know results and outcomes are a trailing indicator. By the time we see the results, the things we did or didn't do are long in the past. Trying to dissect why the results were or were not achieved becomes very difficult. Did we qualify the customer correctly? Did we create value in each interaction, did we understand what the customer was trying to achieve, did we engage the right people on the right things at the right time?..."
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What is Predictable Pipeline and How Does the Sales Funnel Play a Role
Stephanie Carrillo, Senior Marketing Consultant at Heinz Marketing, writes, "
Recently, I was doing some SEO keyword research, and it showed people are confused between the sales funnel and sales pipeline; many people believe they are the same based on search behavior.
Understanding the difference is important for B2B sales and marketing. Companies will spend many resources to fill a sales funnel with leads, but forego the fundamental elements that create a predictable pipeline. My hope, after you read this article, is that you will understand the importance of developing a predictable pipeline strategy and the role the sales funnel plays, how it differs from the sales pipeline, but is still a crucial part in creating a predictable pipeline..."
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IT - CRM
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How CRM Software Can Take Your Small Business To The Next Level
Get ahead of the competition with Freshsales CRM
"It's no secret that the last few months have been challenging for businesses of all sizes, but that's especially true for smaller firms, who have had to evolve and adapt quickly to a whole new way of working.
With a need for flexibility and adaptability paramount for SMBs across all sectors, getting that extra bit of advantage could make all the difference when it comes to business success.
Technology has long been a preferred option to get this advantage, and software in particular - but for something extra special to help get ahead, CRM software could well..."
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Hubspot Announces Major Upgrade To Its Sales CRM
Marrying Enterprise Power With Consumer Ease-Of-Use
"HubSpot, a leading growth platform, is bringing power and ease-of-use to enterprise sales software with a major upgrade of its sales CRM, Sales Hub Enterprise. Custom objects, sophisticated sales reporting, and advanced permissions have been added to give sales leaders new levels of control and flexibility in their CRM, while enhanced sales engagement and configure-price-quote (CPQ) capabilities make it easier than ever for teams to connect with prospects and close deals quickly..."
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The 8 Best Enterprise CRM Solutions Reviewed For 2020
It's no secret that salespeople often spend more time searching for prospects and doing administrative work (like data entry) than selling
"Time is money, so how do you work to improve efficiencies?
Technology is beginning to address this age-old dilemma with tools like customer relationship management (CRM) software.
A CRM is a tool used to centralize data across channels so companies can manage relationships and interactions with current and potential customers.
Used correctly, CRMs can streamline efficiencies, increase sales, and improve client retention. With benefits such as these, it's no wonder that more businesses are shifting from manual processes to digital solutions..."
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SF IT Sales
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Monthly Meetup of IT Sales and Marketing Professionals - South Florida
online
This is a group for IT Sales and Marketing Professionals to meet with their peers, learn from each other and share referrals.
In-person meetups are suspended until the COVID-19 threat is diminished and public gathering are again allowed, we will run the next meetup (or two) as Zoom video conferences.
I will ask each participant to introduce themselves - who are you, what do you do, what does your company do, etc.
That will be followed by an open discussion.
Hosted by John J. McLaughlin From ITSMP
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SF IT vBeers Broward
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vBeers South Florida - Weekly Virtual Meetups via Zoom - Oct 7th
Online - Zoom
vBeers meetups are informal networking events for South Florida Tech professionals.
In-person vBeers are suspended until the COVID-19 thread is diminished and public gathering are again allowed. I will host a Virtual vBeers every Wednesday until in-person events resume.
After the intros, the rest of meeting will be an informal hangout!
Please join the live meeting at 6:00PM EST with this Zoom link:
You can also join by phone:
- Meeting ID: 792 850 274
- 646 558 8656 US
- +16465588656,,792850274# US (New York)
vBeers@Boca is sponsored by TechLauderdale:
- "TechLauderdale promotes the growth, connectivity, and awareness of the thriving technology ecosystem in Greater Fort Lauderdale"
Hosted by John J. McLaughlin
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vBeers South Florida - Weekly Virtual Meetups via Zoom - Wed 30th
Online - Zoom
vBeers meetups are informal networking events for South Florida Tech professionals.
In-person vBeers are suspended until the COVID-19 thread is diminished and public gathering are again allowed. I will host a Virtual vBeers every Wednesday until in-person events resume.
After the intros, the rest of meeting will be an informal hangout!
Please join the live meeting at 6:00PM EST with this Zoom link:
You can also join by phone:
- Meeting ID: 792 850 274
- 646 558 8656 US
- +16465588656,,792850274# US (New York)
vBeers@Boca is sponsored by TechLauderdale:
- "TechLauderdale promotes the growth, connectivity, and awareness of the thriving technology ecosystem in Greater Fort Lauderdale"
Hosted by John J. McLaughlin
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PeopleTek News
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Inclusiveness Is A Major Factor
Many employees do not feel fully included at work and want their organizations to do more to advance inclusion and diversity - McKinsey & Company
"It's probably no surprise that the feeling of inclusiveness in the workplace impacts employee engagement, productivity, relationships and the commitment to support organizational goals. A study by McKinsey & Company says:
- many employees have considered organizations' inclusiveness while making career decisions, yet almost half of all respondents do not feel very included at their organizations
- 39% of all respondents say they have turned down or decided not to pursue a job because of a perceived lack of inclusion at an organization.
This study also found that respondents from ALL backgrounds experienced some kind of issue with inclusiveness, and the issues increased for women, ethnic and racial minorities, and those with alternative gender identities..."
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Sponsor - TechLauderdale
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TechLauderdale Lucky 13 Golf Tournament
TechLauderdale Corporate Members Receive Sponsorship Discounts:
Platinum 25%, Gold 20%, Silver 15%, Bronze 10%
The TechLauderdale Lucky 13 Golf Tournament is a hybrid event mixing a day of golf at the beautiful Plantation Preserve Course followed by a highly interactive 3D online post event party.
Join us at this socially distant but highly interactive networking event. Sponsors will enjoy the benefit of recognition at the event with traditional signage throughout the course and will also be recognized at the virtual post-event party.
All sponsors receive, promotion on website, social media, literature, signage at the Golf Tournament and recognition at our unique 3D virtual post event. TechLauderdale Corporate Members Receive Sponsorship Discounts
Early Registration (By Oct 13):
- TechLauderdale Members: $125 Single Player, $500 Foursome
- Non-Members: $160 Single Player, $640 Foursome
Note: you can become a member for just $100 for the year or $10/month:
join
Learn, Connect, and Grow
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Promoting the Growth, Connectivity, and Awareness of the Thriving technology ecosystem in Greater Fort Lauderdale
Become a Member of the Ecosystem, Join TechLauderdale Today
Membership benefits for TechLauderdale were designed to provide individuals and organizations with the choice on how to best utilize member benefits, with a great deal of flexibility and exclusivity. Key benefits of this structure include new ways for members to support the Greater Fort Lauderdale tech ecosystem, while at the same time taking advantage of ongoing tech education and training, exclusive networking and learning opportunities, and making valuable connections.
- Individual - $100/year or $10/month
- Bronze - $500 (1 to 3 Employees)
- Silver - $1,500 - (4 to 25 Employees)
- Gold - $2,500 - (25 to 50 Employees)
- Platinum - $3,500 - (over 50 Employees)
TechLauderdale has recently updated its membership levels with increased benefits for each level to better align the value we have to offer with the mission of the organization and our value pillars of: Learn, Connect, and Grow. Read the full membership letter here that explains the changes to the program in greater detail.
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Sponsor - SIM
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Connects the Area's Premier IT leaders - for Business Solution Exchange, Professional Development, and Timely Education
Joining SIM connects you with top IT leaders in the industry, including: CIOs, senior IT executives, prominent academicians, consultants, and other top IT professionals
The Chapter strives to strengthen professional communications among members who direct the application of information technology in private and public organizations. Chapter activities include:
- Meeting to share innovative ideas and real-world experiences which address enterprise information needs. We have excellent speakers from our membership and bring in industry executives or subject matter experts from many sources.
- Providing presentations by leading national information-management professionals and executives who benefit from management-information systems.
- Challenging our comfort levels by exchanging ideas with peers and business counterparts.
- Being a resource for each other, and personal networking.
The geographical scope of the South Florida Chapter is Miami-Dade, Broward and Palm Beach County. Subscribe to receive emails from the chapter to get notified of all relevant events in the area. If you are already subscribed, you will be sent a link to update your preferences.
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Sponsor - ISACA
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ISACA South Florida Chapter
A diverse group of innovative thought leaders partnering with the community to serve as the first choice for professional development and a global role model for ISACA Chapters by 2024
SPONSORSHIP PROGRAM
- ISACA South Florida Chapter outreach to more than 1,000 professionals, and partner organizations which represent a range of Corporate IT Audit, IT Compliance, IT Governance & IT Security responsibilities in a cross section of industries and business sizes
- Extensive networking opportunities, face-to-face contact and one-on-one meetings
- Display of your latest products and services to all attendees
- Traffic flow throughout the exhibition area
- Display of your logo and link to your home page on our ISACA South Florida Chapter web site
Find out more! Contact us at president@isacasfl.org
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Sponsor - ISSA
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Not-for-profit Organization of Information Security Professionals and Practitioners
The ISSA South Florida Chapter (SFISSA) is a not-for-profit organization of information security professionals and practitioners
ISSA provides educational forums and peer interaction opportunities that enhance the knowledge, skill and professional growth of its members. Members include practitioners at all levels of the security field in a broad range of industries, such as communications, education, healthcare, manufacturing, financial and government. SFISSA is an excellent vehicle for those who need to acquire CPE credits for certification needs. We need your support, so we hope that you will consider becoming a sponsor to support our chapter.
Sponsorship Options: Chapter sponsorship
Platinum sponsors $1,500/meeting benefits include:
- Non-marketing presentation at one SFISSA meeting (including attendee/sign-in list)
- Higher priority in speaker selection for SFISSA Annual Conference
- Logo signage displayed at meetings*
- Logo, name and company URL on SFISSA website for event
- Materials distributed at SFISSA meetings*
- 5 minute presentation at 1 SFISSA meetings per year
Program sponsors $1,000/meeting benefits include:
- Non-marketing presentation at one SFISSA meeting
- Logo signage displayed at meetings*
- Logo, name and company URL on SFISSA website for event
- Materials distributed at SFISSA meetings*
- 5 minute presentation at 1 SFISSA meetings per year
Conference sponsorship opportunities coming soon.
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Sponsor - Refresh Miami
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Educate, Inspire, Connect and Grow South Florida's Tech and Startup Ecosystem
Be front and center at all our monthly speaker events, get training on the latest technologies, break bread with our distinguished speakers, and find qualified candidates via our sponsored job listings
Be front and center at all our monthly speaker events, get training on the latest technologies, break bread with our distinguished speakers, and find qualified candidates via our sponsored job listings.
Refresh Corporate: $2000/Year
- Guaranteed ticket to all speaker events
- Complimentary ticket to three (3) Refresh Miami workshops ($150 value!)
- 40% discount on all other Refresh Miami workshops ($160 value!)
- Preferred Access to VIP/Speaker Dinners
- Discounts on Community Events
- Partner Discounts
- Refresh Miami T-Shirt
- Ability to post relevant events to Community Calendar
- Ability to post jobs to Refresh Job Board
- Ability to post business to Refresh Miami Tech Map
$2000/Year
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Sponsor - PMI
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Advance the PM Profession Through the Promotion of PMI Certification Training
To be a conduit of innovation, networking and support for the next evolution of Project Managers through strategic focus, customer centricity and operation agility
Mission
- Advance the PM profession through the promotion of PMI certification training and project excellence acknowledgement.
- Provide members and volunteers with networking, leadership roles and superior development and education events and activities,
- Ensure alignment with PMIs talent triangle, compliance with PMIs core values and contribution to the improvement of the PM body of knowledge.
We are only one of over 270 Chapters serving Project Management Institute (PMI) members and
communities in more than 70 countries around the world. These local communities help spread awareness of the profession and PMI by reaching out to local governments and organizations, hosting events or seminars for local practitioners and providing opportunities to learn, network and earn Professional Development Units (PDUs) toward maintaining credentials.
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Sponsor - IIBA
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Premier World-Wide Professional Association for Business Analysts
We are the local representative of the International Institution of Business Analysis (IIBA), the premier world-wide professional association for business analyst
Sponsorships are available.
The objectives of the Chapter are to:
- Promote and advance the profession of Business Analysis
- Provide opportunities to our members to gain knowledge and network with experienced professionals across various industries and government agencies
- Provide access for members to a formal "knowledge base" as well as forums for sharing expertise, expressing professional opinions and building a reputation within the industry
- Provide pathways to learn about business analysis best practices
- Create corporate support for the IIBA within the local market by superior marketing/awareness programs that demonstrate the value of business analysis and the IIBA
- Liaise with industry and association partners to increase awareness and benefit of IIBA Chapter members
- Encourage and provide opportunities for our members to become Business Analysis certified professionals
As our events calendar and past events reflect, we have a mix of day time symposiums for professional development, after work meetings focused on a topic of particular concern to business analysts, and online meetings and webinars to develop your technical skills and analytical competencies, as well as one to two premiere dinner events per year with at least one distinguished guest speaker.
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Sections in this issue:
IT - Marketing, IT - Sales, IT - CRM, SF IT Sales, SF IT vBeers Broward, PeopleTek News, Sponsor - TechLauderdale, Sponsor - SIM, Sponsor - ISACA, Sponsor - ISSA, Sponsor - Refresh Miami, Sponsor - Palm Beach Tech, Sponsor - SFHIMA, Sponsor - PMI, Sponsor - IIBA
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