...Welcome to the BPMA October Event Win/Loss Analysis: Not Just For Salespeople Anymore Presenter: Steve Johnson Chief Marketing Officer, Primary Intelligence www.bostonproducts.org Win Loss Analysis: Not just for sales Steven Johnson Twitter @sjohnson717 sjohnson@primary-intel.com http://www.primary-intel.com/blog Sound familiar? “We’re losing deals and we don’t know why.” “We’re winning deals and we don’t know why.” “Is our product bad? Or our promotion? Or our sales reps? Or our reputation? We just don’t know.” “What are our competitors doing?” “We are making decisions every day based on opinions.” The Wheel of Blame 4 Sales people say it’s product and price Product and marketing people say it isn’t Executives don’t know who’s right Can you answer these questions? Why do we (really) win and lose deals? What product features matter to our customers (and don’t)? Which marketing programs are most (and least) effective? Which competitors should we focus on (and ignore)? Which research methods do you employ? Web surveys Analyst research Phone interviews Customer advisory boards Onsite customer visits Traditional view of research “Real” research Who isn’t the buyer? Our sales guy Our marketing lead Our best developer Buyers in the complex sale Functional buyer Decision Maker Technical Reviewer “Coach” For more, see Strategic Selling, Miller, Heiman Which provides...
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...Business To Business Messages Karen Bennett Comm/470 July 30, 2011 Dr. Eckstone Business To Business Messages Business to business messages can be communicated through electronic mailing also known as email or memos. Emails and memos are the most widely used type of written communication (Roebuck & McKenney, 2006). The difference between an email and a memo is that memos are used for communication within an organization (Roebuck & McKenney, 2006). Emails should include salutations and closings since they are used to communicate outside of an organization. Emails and memos are used to request information, reinforce agreements, clarify previous messages, or deliver short reports about daily problems (Roebuck & McKenney, 2006). A business to business message should follow the communication process. It includes a description of the purpose, sender, receiver, message, environment, technology, noise, and feedback. Characteristics of an email or memo should have a clear subject line, conversational tone, proper organization of the message, conciseness, signposting, and care taken in expressing emotion (Roebuck & McKenney, 2006). The purpose of writing the email should be clear. The subject line tells the recipient the purpose of the message (Roebuck & McKenney, 2006). It can be the most important part of the message because it may determine if an individual will open the email or not (Roebuck & McKenney, 2006). The message should be read aloud to see...
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...Main Street Recreation Center Charity Dinner Jones & Associates, Ltd. The scope statement is an agreement among the project team, the project sponsor and key stakeholders. It represents a common understanding of the project for the purpose of facilitating communication among the stakeholders and for setting authorities and limits for the project manager and team. The scope statement includes relating the project to business objectives, and defining the boundaries of the project in multiple dimensions including goals, deliverables, milestones, and budget. Source of this document: http://www.brighthub.com/office/project-management/media/p/2457.aspx A. Project Charter Moore & Associates Ltd. has decided to sponsor a community service effort aimed at aiding the Main Street Recreation Center in the local county. There has been a wide spread rise in individuals and families who have fallen upon hard financial times from their home given the rise of foreclosures, unemployment, and other economic factors. This sharp increase in individuals in need of financial assistance for living, temporary and long-term, has evidenced a definitive need for additional resources to support the local area youth center. The inability of parents to have access to disposable income has impacted the recreational options for local area youth. This event would raise funds to assist the local area youth center itself in addition to funds to assist, and in cases of need, waive membership...
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...Samantha Wilson Dr. Carter English 112 FO1 24th February 2013 Pop culture and Our Society Pop culture gives the notion of having a lot of negative implications associated with it. Opponents accuse the mass media of minimizing the intellect of society. Pop culture has grown increasingly more complex over the past thirty years. Some of the biggest influences of style in pop culture stems from watching television, genres of music, video games, the internet and individual trends and fashions. Television plays a major role in present day pop culture. The Nielsen Company estimates that there are 114.7 million United States households with a television. Commercials, music videos, and television shows that push the limits of the FCC, are in a continuous rotation on most networks. TV shows have changed a lot over the past thirty-five years. Also, people have changed their thoughts and perceptions about family concepts, social behaviors, personal interactions, and what’s acceptable in society. Families are no longer viewed perfect as they were once portrayed. Television shows with families like the Cosby’s, the Cleaver’s (Leave It to Beaver), and the Brady’s (Brady Bunch) have become obsolete to today’s suggestive humored sitcoms. Nowadays most television shows are based upon sex, drugs and violence. Sex and murder have become the norm on primetime television. Media news today did a study with 600 films and 5,000 students to find that movies play an important role in people lives (medical...
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...MailOnline - Sports website of the year Home U.K. U.S. News Sport TV&Showbiz Femail Health Science Money Video Coffee Break Travel Fashion Finder Football Transfer News Cricket F1 Boxing Tennis Rugby Union Rugby League Golf Racing More Sports Fantasy Football Headlines Login DailyMail Tuesday, Aug 12th 2014 4PM 12°C 7PM 11°C 5-Day Forecast SuperBale! Bulked-up Real Madrid star eyes more glory ahead of his homecoming at Cardiff, the city where it all began 25 years ago LONDON, ENGLAND - JANUARY 19: Samuel Eto'o of Chelsea celebrates after scoring his team's third goal and completing his hat trick during the Barclays Premier League match between Chelsea and Manchester United at Stamford Bridge on January 19, 2014 in London, England. (Photo by Mike Hewitt/Getty Images)Liverpool consider shock swoop for former Chelsea star Eto'o as Rodgers looks to bolster striking options REVEALED: Find out who is the Premier League's most popular player when it comes down to shirt sales Man United BAN supporters from bringing in iPads and tablets into Old Trafford ahead of the new season FA facing new Wembley low with just 10,000 tickets sold for Norway friendly Khedira is NOT for sale: Ancelotti insists midfielder is going nowhere as Arsenal and Co are dealt transfer blow Drogba could miss the start of the season after picking up ankle injury Football - Tottenham Hotspur v FC Schalke 04 - Pre Season Friendly - White Hart Lane - 14/15 - 9/8/14 Tottenham Hotspur...
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...Trolling through Twitter hashtags Andrei Coste Context Internet Trolling has been around ever since there were means that users could communicate with each other over web protocols. It’s deeply rooted in the internet culture and is often considered to be a form of bullying (cyberbullying). The website Know Your Meme says that “the contemporary use of the term is alleged to have appeared on the Internet in the late 1980s, but the earliest known mention of the word “troll” on record can be found in a post on the Usenet newsgroup alt.folklore.urban from December 14th, 1992. The term continued to grow popular in the early 1990s through its usage in the Usenet group alt.folklore.urban and by the late 1990s, the alt.folklore.urban newsgroup had such heavy traffic and participation that acts of trolling became frowned upon. Prior to the widespread use of the term “trolling,” similar behaviors have been observed through “griefing,” the act of intentionally causing distress to other players in an online game, since the days of Multi-User Dungeons (MUDs) in the late 1980s and “flaming,” the act of instigating hostility or unpleasant exchanges in online forums, which also emerged through Usenet newsgroup discussions”. They also state that In the late 1980s, Internet users adopted the word “troll” to denote someone who intentionally disrupts online communities. Early trolling was relatively innocuous, taking place inside of small, single-topic Usenet groups. The trolls employed what...
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...Brian Grazer’s Curiosity Conversations: A List Since the late 1970s, Brian Grazer has been meeting with people from diverse backgrounds to have open-ended conversations about their lives and work. Below, in alphabetical order, is a list of many of the people Brian has had curiosity conversations with. It is as comprehensive as memory and records permit; please forgive any omissions. Brian has spoken to so many people over thirty-five years and explored so many topics that it would be impossible to have included accounts of all of them. But each of the conversations provided the inspiration for the discussions of creativity and storytelling in this book, and in rian’s work. B 50 Cent: musician, actor, entrepreneur Joan Abrahamson: president of the research and education nonprofit Jefferson Institute, MacArthur Fellowship recipient Paul Neal “Red” Adair: oil-well firefighter, innovator in extinguishing oil-well blowouts in Kuwait 1 Roger Ailes: president of Fox News Channel Doug Aitken: multimedia artist Muhammad Ali: professional heavyweight boxer, three-time World Heavyweight Champion John Allman: neuroscientist, expert on human cognition Gloria Allred: civil rights attorney Brad Anderson: former CEO of Best Buy Chris Anderson: curator of TED conferences Philip Anschutz: entrepreneur, cofounder of Major League Soccer, investor in multiple professional sports teams David Ansen: former senior entertainment editor at Newsweek ...
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...Military Law Seminar Fall, 2014 Article The Influence of Social Media on Homegrown Terrorists and Balancing Data-mining Between Civil Liberties and National Security Julianne Grim [Insert Abstract] [The focus of this article will be narrowly tailored to include the most popular social media sites in the western world, Facebook, Twitter and YouTube and how they are utilized by known terrorist organizations Al-Qaeda and Islamic State (ISIS/ISIL)] I. The Developing World of Social Media Social media activity accounts for over 22 percent of all time spent online in the United States, making it the number one activity people do on the internet. However, the world of social media extends beyond Facebook Twitter and YouTube. Social networking sites are developing faster than they can be analyzed and popping up all over the world. But social media is not a new phenomenon either, people have been seeking out like minded individuals in online communities for nearly two decades. During the infancy stages of social media people logged onto forums, blogs, chat rooms etc. Each social media platform varies slightly from the next - allowing for different types of content to be generated - but each platform seeks to accomplish two goals; generating content and engaging with other interested people. Modern terrorists are taking advantage of the fruits of globalization and modern technology, especially advanced online communication technologies that are used to plan...
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...thomas a . meyer How Great companies Get Started in terrible times Innovate! Innovate! How Great Companies Get Started in Terrible Times THOMAS A. MEYER John Wiley & Sons, Inc. Copyright © 2010 by Thomas A. Meyer. All rights reserved. Published by John Wiley & Sons, Inc., Hoboken, New Jersey. Published simultaneously in Canada. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, or online at http://www.wiley.com/go/permissions. Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose...
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...Jack in Newcastle: Last season we almost got relegated. This season by January we were safe without spending a single penny. Pardew is fighting a losing battle against an Newcastle board with no ambition. Our star player out and two loan signings is not good enough. Feel for Alan. 17:41: Chelsea 0-0 Sunderland Willian started off playing quite deep, but he's working his magic in the final third a bit more now and he cuts inside a challenge before rifling a shot across Vito Mannone which the Sunderland keeper is equal to. 17:39: Manager reaction- West Ham 0-1 Crystal Palace Sam Allardyce West Ham manager Sam Allardyce: "It was stupid penalty conceded by Pablo Armero for the winning goal. Setting out your plans is all very well, but you cannot make allowances for that. "He didn't need to make that challenge and Crystal Palace are set out to take advantage when you make a mistake like that. We put every effort in but could not put the ball into the back of the net. "We had to take chances when they came our way and in that department we failed miserably today. "There was no more unhappiness from that fans than I had at Blackburn, Newcastle or Bolton. If you don't win fans don't like it, especially at home." Text us on 81111 Should Eden Hazard be in with a shout for the PFA young player of the year award? Tom Fulton: Remember Hazard is still available to win the young player award next year as you have to be 23 at the start of the season. Think a few...
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...Chapter 1 Case Study: Harmonix Embrace Your Inner Rock Star Little more than three years ago, you had probably never heard of Harmonix. In 2005, the video game design studio released Guitar Hero, which subsequently became the fastest video game in history to top $1 billion in North American sales. The game concept focuses around a plastic guitar-shaped controller. Players press colored buttons along the guitar neck to match a series of dots that scroll down the TV in time with music from a famous rock tune, such as the Ramones’ “I Wanna Be Sedated” and Deep Purple’s “Smoke on the Water.” Players score points based on their accuracy. In November 2007, Harmonix released Rock Band, adding drums, vocals, and bass guitar options to the game. Rock Band has sold over 3.5 million units with a $169 price tag (most video games retail at $50 to $60). In 2006, Harmonix’s founders sold the company to Viacom for $175 million, maintaining their operational autonomy while providing them greater budgets for product development and licensing music for their games. Harmonix’s success, however, did not come overnight. The company was originally founded by Alex Rigopulos and Eran Egozy in 1995, focused around some demo software they had created in grad school and a company vision of providing a way for people without much musical training or talent to experience the joy of playing and creating music. The founders believed that if people had the opportunity to create their own music, they would jump...
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...Chapter 1 Case Study: Harmonix Embrace Your Inner Rock Star Little more than three years ago, you had probably never heard of Harmonix. In 2005, the video game design studio released Guitar Hero, which subsequently became the fastest video game in history to top $1 billion in North American sales. The game concept focuses around a plastic guitar-shaped controller. Players press colored buttons along the guitar neck to match a series of dots that scroll down the TV in time with music from a famous rock tune, such as the Ramones’ “I Wanna Be Sedated” and Deep Purple’s “Smoke on the Water.” Players score points based on their accuracy. In November 2007, Harmonix released Rock Band, adding drums, vocals, and bass guitar options to the game. Rock Band has sold over 3.5 million units with a $169 price tag (most video games retail at $50 to $60). In 2006, Harmonix’s founders sold the company to Viacom for $175 million, maintaining their operational autonomy while providing them greater budgets for product development and licensing music for their games. Harmonix’s success, however, did not come overnight. The company was originally founded by Alex Rigopulos and Eran Egozy in 1995, focused around some demo software they had created in grad school and a company vision of providing a way for people without much musical training or talent to experience the joy of playing and creating music. The founders believed that if people had the opportunity to create their own music, they would jump...
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...oday's technology is already producing a marked shift in the way we think and behave, particularly among the young. I mustn't, however, be too censorious, because what I'm talking about is pleasure. For some, pleasure means wine, women and song; for others, more recently, sex, drugs and rock 'n' roll; and for millions today, endless hours at the computer console. But whatever your particular variety of pleasure (and energetic sport needs to be added to the list), it's long been accepted that 'pure' pleasure - that is to say, activity during which you truly "let yourself go" - was part of the diverse portfolio of normal human life. Until now, that is. Now, coinciding with the moment when technology and pharmaceutical companies are finding ever more ways to have a direct influence on the human brain, pleasure is becoming the sole be-all and end-all of many lives, especially among the young. We could be raising a hedonistic generation who live only in the thrill of the computer-generated moment, and are in distinct danger of detaching themselves from what the rest of us would consider the real world. This is a trend that worries me profoundly. For as any alcoholic or drug addict will tell you, nobody can be trapped in the moment of pleasure forever. Sooner or later, you have to come down. I'm certainly not saying all video games are addictive (as yet, there is not enough research to back that up), and I genuinely welcome the new generation of "brain-training" computer...
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...C H A P T E R T W O Communicating Strategically In the first chapter, we examined the changing environment for business over the last half century. In this chapter, we explore how these changes have affected corporate communication and why it has become imperative for modern companies to communicate strategically. Strategic communication can be defined as “communication aligned with the company’s overall strategy, [intended] to enhance its strategic positioning.”1 An effective strategy should encourage a company to send messages that are “clear and understandable, true and, communicated with passion, strategically repetitive and repeated, [and] consistent (across constituencies).” We begin this chapter with a summary of the basic theory behind all communication, whether individual or organizational in nature. We will also briefly discuss influential models in modern communication theory. Although many communication experts have adapted these theories to help leaders communicate in writing and speaking, few have looked at how these same basic theories apply in the corporate communication context—that is, the way organizations communicate with various groups of people. Communication, more than any other subject in business, has implications for everyone within an organization—from the newest administrative assistant to the CEO. Thanks in part to important strategy work by academics such as Michael Porter, Gary Hamel, and C. K. Prahalad, most managers have...
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...Communicating Strategically In the first chapter, we examined the changing environment for business over the last half century. In this chapter, we explore how these changes have affected corporate communication and why it has become imperative for modern companies to communicate strategically. Strategic communication can be defined as “communication aligned with the company’s overall strategy, [intended] to enhance its strategic positioning.”1 An effective strategy should encourage a company to send messages that are “clear and understandable, true and, communicated with passion, strategically repetitive and repeated, [and] consistent (across constituencies).” We begin this chapter with a summary of the basic theory behind all communication, whether individual or organizational in nature. We will also briefly discuss influential models in modern communication theory. Although many communication experts have adapted these theories to help leaders communicate in writing and speaking, few have looked at how these same basic theories apply in the corporate communication context—that is, the way organizations communicate with various groups of people. Communication, more than any other subject in business, has implications for everyone within an organization—from the newest administrative assistant to the CEO. Thanks in part to important strategy work by academics such as Michael Porter, Gary Hamel, and C. K. Prahalad, most managers have learned to think strategically...
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