AMC Business Trends SALES, MARKETING, AND OPERATIONAL EXCELLENCE ANNUAL MEETING 2014 TEASER. December 2013

Transcription

1 AMC Business Trends SALES, MARKETING, AND OPERATIONAL EXCELLENCE ANNUAL MEETING 2014 TEASER December 2013

2 Setting the Stage for 2014 Annual Meeting Tempe, AZ February 26-28, 2014 AMC Institute Programming Selling professional services Latest marketing techniques Making a company truly great Hiring right Networking, best practices, sharing solutions and insights

3 BUSINESS DEVELOPMENT

4 AMC BD Trends AMCs have a unique market Professional services to an unknown and varied target Awareness of AMCs even tougher but we re getting there 3 Tiers of AMCs Friendly, open competitors focused on elevating the standards to grow the market Differentiation is tough

5 Win Without Pitching Manifesto Taking control of the process Command the high ground in relationships Shape the way services are bought and sold AMCs give away too much in the process..

6 Positioning & Storytelling

7 Finding the Real Problem Reasons they come to AMCs Loss/retirement of ED/CEO Declining anything Trust in their current AMC Growth to a point where more varied skill sets are needed Start up Referral someone told them to do it

8 Products and services are far more valuable when your prospect is mistaken, confused, or completely clueless about their true problem. Daniel Pink, To Sell is Human

9 Telling the Story Instant Webinar from Corporate Visions Tim Riesterer, Chief Strategy & Marketing Officer

10 MARKETING

11 In the end, striking that balance between efficiency and experimentation is the responsibility of effective marketing leaders. - Steven Bushong SVP of marketing operations at the Disney

12 If you have more MONEY than brains, you should focus on outbound marketing. If you have more BRAINS than money, you should focus on inbound marketing. - Guy Kawasaki

13 Content Marketing Strategy To mindfully create and share valuable messaging that attracts a consistent readership, influences mindshare, and accelerates buying decisions in a non-sales way. Nasheen Liu, VP of marketing at The IT Media Group Content should do three things: tell a story, speak in your audience's language, and initiate an action. Three tips: Don t forget your internal audience Insource your content but control the output Outsource your topics to industry experts After interviewing 31,000 people, the 13th Annual Edelman Trust Barometer suggests that academics or industry experts are the most trusted company spokesperson. Don t forget to create/manage content throughout the whole selling cycle

14 Challenges No defined purpose for each social media platform Wrong people in charge of the effort Doing PR the same way you used to five years ago Confusing content marketing strategy with sales strategy

15 The sum of engagement and interactivity across all of your digital touchpoints Deliver web, mobile and tablet touchpoints that align with core brand attributes and support established business objectives Strategic Plan Integrated Marketing Plan Key to success: creating a unified customer experience Audience Perceptions: Enjoyable, Easy and Useful Analytics and Operational Data Assessing Your Digital Presence Your Digital Presence

16 Source: Deana Goldasich

17 New Tech Tricks Animoto create multimedia shows from photos Anymeeting organize instant screensharing meetings and webinars Tagxedo cloud graphics Dafont font downloads Layar - add digital content to print media Powtoon free animated video creation Piktochart free infographic creators Generators graphics creators Wordmark.it look at font choices at once Jing - record how to do something on screen Source: Beth Ziesenis

18 OPERATIONAL EXCELLENCE

19 Making A Company Truly Great Michael Raynor Better before cheaper. Focus on creating value for the customer. Revenue before cost. Then focus on creating value for yourself. There are no other rules. Everything else is up for grabs; you should be willing to change anything to remain true to first two rules.

20 Operational Trends AMCI Accreditation Hiring practices Orientation & Training Professional Development Culture & Values Legal Issues Hybrid workplaces

21 Best Companies to Work For Why? People = culture Professional Development/Coaching Fun Interesting, impactful work Consistent communication from CEO on the direction the company is headed Perks Flexibility

22 AMCI 2014 Annual Meeting Tempe, AZ February 26-28, 2014 SEE YOU IN TEMPE! Jeanne Sheehy VP and CMO Bostrom