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cezarovidiu

Difference between CRM lead and an opportunity - Pipeliner CRM Blog - 0 views

blog.pipelinersales.com/...en-crm-lead-and-an-opportunity

CRM documentation blog

shared by cezarovidiu on 31 Mar 15 - No Cached
  • Any individual fish or pod of fish in your sea represents one lead.
  • Your Nemo will not be the first or the second fish that you catch. At the beginning, you will have very little information about the Nemo you would like to catch. You will start to examine your fish and create some criteria as to how Nemo should look like. In other words, you are qualifying your fish.
  • Lead = Any Fish in The Sea. Opportunity = Nemo
  • ...6 more annotations...
  • The process of examination and adding the criteria represents your sales pipeline strategy. It’s always true that: “Without a commitment to pursue working together (something that results in this company potentially buying from you) there is no opportunity.” - Anthony Iannarino
  • At the end of your examination ie. of your sales process, you will either let the fish swim back into your sea (lost opportunity) or you will put Nemo into your aquarium (won opportunity). Won Opportunity = You have found Nemo Lost Opportunity = You have not found Nemo
  • A Lead – is a contact or an account with very little information. It could be just a person who you might have met at a conference. You will need to retrieve more information regarding this lead in order to create (qualify) an opportunity in your sales pipeline.
  • A old sales rule says: “If you have never contacted your contact, it’s a lead.”
  • An Opportunity - is a contact or an account which has been qualified. This person has entered into your buying cycle and is committed to working with you. You have already contacted, called or met him and know their needs or requirements. The old sales rule says: “The opportunity is a deal that you have the possibility to close!”
  • “Think about the difference between a lead and an opportunity as an evolving process i.e. each lead needs to be qualified to an opportunity. There will always be plenty of leads in your sales territory, but only few of them will qualify to become real sales opportunity.”
cezarovidiu

Visual Business Intelligence - Naked Statistics - 0 views

www.perceptualedge.com/blog

Stephen Few BI

shared by cezarovidiu on 05 Mar 13 - No Cached
  • You can’t learn data visualization by memorizing a set of rules. You must understand why things work the way they do.
  • you must be able to think statistically
  • This doesn’t mean that you must learn advanced mathematics, nor can you do this work merely by learning how to use software to calculate correlation coefficients and p-values.
  • ...7 more annotations...
  • I am happy to announce that I’ve just found the book that does this better than any other that I’ve seen: Naked Statistics: Stripping the Dread from the Data, by Charles Wheelan (W. W. Norton & Company, 2013).
  • Wheelan teaches public policy and economics at Dartmouth College and is best known for a similar book written several years ago titled Naked Economics.
  • In Naked Statistics, he selects the most important and relevant statistical concepts that everyone should understand, especially those who work with data, and explains them in clear, entertaining, and practical terms.
  • He wrote this book specifically to help people think statistically. He shows how statistics can be used to improve our understanding of the world. He demonstrates that statistical concepts are easy to understand when they’re explained well.
  • If you read this book, you’ll come to understand statistical concepts and methods such as regression analysis and probability as never before.
  • Statistics is more important than ever before because we have more meaningful opportunities to make use of data. Yet the formulas will not tell us which uses of data are appropriate and which are not. Math cannot supplant judgment.
  • “Go forth and use data wisely and well!”
cezarovidiu

Password Protection with .htaccess and .htpasswd - 0 views

weavervsworld.com/...passprotect.html

linux apache

shared by cezarovidiu on 24 Mar 13 - Cached
  • .htaccess The .htaccess file is a simple text file placed in the directory you want the contents of the file to affect. The rules and configuration directives in the .htaccess file will be enforced on whatever directory it is in and all sub-directories as well. In order to password protect content, there are a few directives we must become familiar with. One of these directives in the .htaccess file ( the AuthUserFile directive ) tells the Apache web server where to look to find the username/password pairs. .htpasswd The .htpasswd file is the second part of the affair. The .htpasswd file is also a simple text file. Instead of directives, the .htpasswd file contains username/password pairs. The password will be stored in encrypted form and the username will be in plaintext.
  • There is a special program on a *nix machine that is designed to manipulate the .htpasswd file on your behalf. The name of this program is htpasswd.
  • The first way is to create a new .htpasswd file and add a username/password pair to the file. The second way is to add a username/password pair to an existing .htpasswd file.
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  • To create a new .htpasswd file in /usr/uj/jurbanek/ with username john, the following command would be used. # '-c' stands for 'create'. Only to be used when creating a new .htpasswd file. # You will be prompted for the password you would like to use after entering the command below. htpasswd -c /usr/uj/jurbanek/.htpasswd john
cezarovidiu

Using Email to Get the Conversion (Without Stalking) | ClickZ - 0 views

www.clickz.com/...he-conversion-without-stalking

crm email-campain

shared by cezarovidiu on 30 Oct 13 - No Cached
  • The reality of the inbox is that people subscribe to a lot more stuff than they are committed to reading. As a result, they sift through the advertising and marketing noise to find the gems--the messages they connect with and that add value to their lives.
  • your email has to add value to your customers' lives
  • From your initial sign up process to the content and frequency of your messaging, your most important job is showing your audience that you respect the privilege of being invited into their inbox.
  • ...15 more annotations...
  • Rule #1: Don't ask for more information than you'd personally be willing to give. Asking for too much information in an opt-in form can be a major deterrent to visitors who would otherwise be likely to sign up.
  • Make signing up as simple as possible by requiring only the bare minimum. In many cases, this means just the email address. Every field you add to your form beyond that will decrease the chances of someone filling it out.
  • Here's another tip: If you really want to convince a visitor to opt in to your communications, make it clear that the value they'll receive greatly outweighs the hassle of signing up
  • An opt-in form that says something like "Sign up for our newsletter," doesn't offer any benefit to the visitor. Give people a reason to opt-in by offering them something they'll care about, like: "Sign up for our monthly newsletter and gain instant access to our 57-page e-book on X."
  • Offers of buying guides, e-books, case studies, online videos, and instant coupons are all great incentives to test.
  • I recently welcomed two kittens into the family and we buy our supplies from Petco. As soon as I signed up for Petco's Pals Rewards program, the store proceeded to email me every single day with a new coupon offer. Can you guess what I did? Yep, I opted out. I'll still buy pet supplies from Petco, but at some point, the annoyance became greater than the value of the coupons.
  • One of the most critical steps in structuring your e-commerce email campaign is to set the publish frequency to align with the types of products you're selling and who you're selling to. At a bare minimum, segment your audience into two broad categories of current customers and prospects.
  • When you're communicating with prospective customers, offer discounts, promotions and pre-sale notifications and buying tips in your emails, to move them along the conversion path.
  • You can further segment your email list by those you send to frequently, those you send to less frequently and those you send to only sometimes.
  • You'll find your sweet spot by tracking conversions from the list, looking at the opt-out rate and by allowing your audience to manage the frequency of the communications (for example, by giving them the option to change the frequency before they opt out entirely).
  • When most people opt in to receive B2B email communications, they are at the top of the conversion funnel; the "awareness" stage. A smart B2B email campaign will then provide the right content to bring the buyer deeper into the conversion funnel, with content specific for each stage of the buying cycle.
  • Here are some ideas to get you started: Explore learning concepts that get the reader up to speed on the ideas surrounding your services, and that demonstrate your brand's unique perspective.  Dive into the ideas behind why a service like yours is so important to customers, what to look for in a company, and how your service or ideas compare to others.  Answer common questions your prospective customers have at each stage of the buying cycle and even after the purchase.
  • Don't forget you're not selling to rational people. Most of the buying decisions in a B2B environment are based on what could happen if the choice is wrong. Unlike the consumer market, where an item can be easily returned if it doesn't meet the buyer's needs, making the wrong purchase decision in the B2B arena could be extremely costly.
  • Your goal as the marketer is to arm the potential buyer with content that will reduce any fear and uncertainty about selecting your business over the competition.
  • Think of topics like, "7 Biggest Mistakes People Make When Choosing [insert your service here]" as a basis for building your case. If you have a sales team, ask them for the most common objections they hear from prospects, and create your content around the specific concerns known to be top-of-mind for many buyers.
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