Posts Tagged ‘Sales’
Iris Data Services Announces Two Key Appointments to Sales Division – Leading Electronic Discovery Services Company Promotes Irvin Marchand and John Stanton
Kansas City, MO (PRWEB) April 22, 2014
Iris Data Services, a major provider of discovery solutions, is pleased to announce the promotion of Irvin Marchand and John Stanton as the new Vice Presidents of Sales. Iris Data Services is a leading supplier of discovery solutions including electronic discovery, managed litigation services and document review technologies, including kCura’s Relativity, which comprises Relativity Analytics and Relativity Assisted Review.
Irvin Marchand’s tenure and success is testament to his strong leadership skills and consistent ability to exceed client expectations. As Vice President of Sales, Marchand will focus on consulting with law firms and corporate legal departments who are exploring litigation support sourcing options in the Eastern region. John Stanton’s continuous effort to build and maintain a strong and dynamic sales team has helped Iris in several key areas. As Vice President of Sales, John is responsible for driving new business growth and managing the Iris sales team in the Western region.
“Irvin Marchand and John Stanton are incredibly talented individuals with extensive knowledge in electronic discovery and litigation technologies,” said Damon Goduto, Iris Co-Founder and Senior Vice President of Sales. “Their commitment to excellence and their experience in providing exceptional solutions to clients will further Iris’ continued success and vision.”
About Irvin Marchand
Irvin Marchand has been in litigation support sales for over 12 years and in technology solutions his entire career. Marchand joined Iris in 2008 and was the Southeast and West Coast Regional Director. Prior to joining Iris, Marchand worked for a national electronic discovery company in the Detroit market as a Sales Manager for their Michigan sales force. He also acquired valuable experience working for Unisys in their Global Network Services group as an Information Technology Sales Specialist.
About John Stanton
John Stanton has provided services to the legal industry for over 10 years and has worked for several Fortune 500 companies. He has significant experience developing cost effective strategies for large scale and complex electronic discovery engagements. Stanton also has extensive sales management experience leading teams of account executives who provide services to case teams. Stanton joined Iris in 2012 and has been the Midwest Regional Director. He has a Bachelor of Arts degree from Bentley University in Waltham, Massachusetts.
About Iris
Iris Data Services is a leading supplier of discovery solutions including electronic discovery, managed litigation services, and document review technologies. Led by recognized experts in electronic discovery and document review, Iris continually strives to defensibly reduce the amount of reviewable data on every matter. As an Orange-level Best in Service Hosting Partner and Certified Reseller of Relativity by kCura, Iris’ extensive document review expertise includes complex search consulting, computer-aided review technologies, and experienced attorney review teams. Iris’ discovery experts, project management team, and use of technology have combined to make it one of the fastest growing companies in the industry. In 2011 Iris Data Services made the Inc. 500 list of the fastest–growing private companies in America, making Iris the fastest growing eDiscovery company in the United States. Iris’ U.S. headquarters is in Kansas City and its European headquarters is in London. Iris maintains offices throughout the United States, Europe, India and China. For more information about Iris, please visit http://www.irisds.com and follow Iris on Twitter at http://twitter.com/IrisDataService.
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©Copyright 1997-
, Vocus PRW Holdings, LLC.
Vocus, PRWeb, and Publicity Wire are trademarks or registered trademarks of Vocus, Inc. or Vocus PRW Holdings, LLC.
The Key Account Management Group (KAM) makes it easier to win high value sales using dedicated Key Account Planning software
London, United Kingdom (PRWEB UK) 29 November 2013
The Key Account Management Group (KAM) has addressed one of the key issues facing businesses today. In the modern world of business an increasing percentage of total company turnover and subsequent profit is dependent on a very small number of individuals – its sales people and key account managers. This is a heavy burden to place on a small group of individuals during high-growth periods. In tough economic climates when so much is at stake; jobs, factories, and the very on-going existence of the business perhaps, it is critical that individuals with so much responsibility are given the right tools and support to do the best job for their companies.
They need to have a deep understanding of the customer’s business and need to be actively involved in the buying process in order the manage the complex selling process with success. Collecting, processing and administrating all sales information and collaborating with the internal organization are extremely time-consuming.
In addition, we all know that Sales professionals’ DNA does not lend itself to administrative duties. They feel that the tools are too techie, provide too much control to management, introduce too much burden to bear and last but not least, they feel it doesn’t help them to win deals or help them to enjoy the job they like the most to do.
A great many studies have been conducted in recent years which show that the traditional event-based classroom training approach is not effective. Quite simply people just can’t take in all that learning in such a short time and it is tough for the delegates to apply the new ideas to the real world when they are sitting in a classroom.
Many businesses have turned to CRM (Customer Relationship Management) systems to help, but these are primarily repositories of data about existing and prospective customers. Too often the CRM application does not integrate the process sales people follow and it does little to be of proactive help to the salesperson.
So how can sales people and key account managers develop the skills they need and improve their sales win / loss conversion ratio?
The solution is now available via the powerful teaming up of The Key Account Management Group (KAM) and DealGPS.
KAM has developed an innovative approach to sales and account management skills development that change and improve sales performance not just in the immediate aftermath of the training, but over the long term too. Its approach incorporates a powerful combination of reading material, on-line videos and short tutorials delivered over several weeks, not condensed ineffectively into 2 or 3 days. It provides a comprehensive roadmap of learning and development activities from the fundamental skills all sales people need, through to key account growth planning and on to more advanced high value partnership development.
The DealGPS software is designed to proactively support sales professionals to win more deals, help sales managers to coach their team to peak performance and provide Executive Directors with accurate and real-time pipeline information to steer their company in the right direction. DealGPS goes beyond traditional ineffective training events and give a boost to failing CRM investments.
According to Mick Homoet, Co-Founder and Director Business Development of DealGPS, “Unlike CRM or Sales Force Automation systems, DealGPS proactively answers 3 critical questions every sales professional should answer every day; what is the realistic chance of closing the deal, which questions should be asked to uncover the real needs of the customer and move the deal forward and what actions need to be taken to win the deal.”
With its clever Win Assessment Checklist, frontline sales executives will quickly identify if there is a real chance to win the deal. Moreover, the unique knowledge-based Win Improvement Engine provides sound insights on what to do next to move the deal forward. The smart Sales Call and Meeting planner helps the sales person to be well prepared for the meeting. It also includes a comprehensive and proven questions database with compelling questions to use during each sales call. Last but not least, who loves to do sales call reporting? After the sales call, the salesperson can easily access the simple and smart Sales Call Report App to simplify the administration of the call in just a few minutes. Their opportunity plan will automatically be updated.
One DealGPS customer commented, “At first I was very sceptical about a sales tool that provides me with advice and generates questions. But, after using DealGPS I’m a big fan. DealGPS delivers what it promises; higher win rates, short sales cycles, is extremely user friendly and easy to use.”
This powerful tool integrates with and reinforces the KAM skills development programme. In addition, DealGPS tracks performance gaps and provides sales managers with meaningful insights to coach their people to peak performance.
“The skills development approach delivered by KAM delivers a more productive and more effective approach than traditional class-room training, as it is delivered in bite-size pieces over a number of months,” said David Hunt from Interimco, an Authorised Delivery Partner for KAM. “The inclusion of the DealGPS software truly makes the KAM sales skills development programme the most effective programme available.”
About The Key Account Management Group (KAM)
The Key Account Management Group is a global membership organisation for managers at all levels to share key and strategic account experience, knowledge and learning.
They synthesise best practice learning into video based skills development modules to provide an online support resource.
Their high impact low cost sales and Key Account Management programmes are delivered via local authorised and highly experienced delivery partners, such as Interimco.
http://www.keyaccountmanagement.org
About ArdensSoft / DealGPS
ArdensSoft is a B2B software company that designs and develops professional sales tools and provides professional services strictly for sales professionals. Its key offering, DealGPS is an innovative knowledge-based and adaptive intelligent sales performance support platform that provides sales professionals with actionable insights at the moment of need to help them win business.
ArdensSoft prides itself on developing not the just state of the art and robust cloud software, but delivers relevant, practical and user friendly sales tools and services to satisfy sales professionals. ArdensSoft has a small core team that practices agile and collaborative development approach, with the sales professional in the driver’s seat. We have a solid network of leading software professionals, user interface designers, social, mobile & web technology savvy engineers and seasoned sales professionals. This gives us the ability to move fast and allocate the best professional to a particular challenge.
All with one goal in mind: provide solutions strictly for sales professionals.
http://www.dealgps.com
About Interimco
Interimco, founded in 1998, provides independent transformation and transition leadership to businesses of all sizes. Interimco specialises in sales and marketing performance improvement, is an authorised delivery partner for The Key Account Management Group and the lead contact for KAM relating to DealGPS.
http://www.interimco.co.uk
Attachments
©Copyright 1997-
, Vocus PRW Holdings, LLC.
Vocus, PRWeb, and Publicity Wire are trademarks or registered trademarks of Vocus, Inc. or Vocus PRW Holdings, LLC.
CRMnext Launches Advanced ‘Training’ and ‘Feedback’ Functionalities to Improve Self Learning Capabilities of the Sales and Service Teams
Delhi (PRWEB) July 08, 2013
CRMnext helps to manage internal training programs efficiently for multiple roles, teams and geographies with the new advanced training and feedback functionalities. One can create and track training records for different teams, invite them and get feedback to facilitate continual development of the workforce. Training records can be of various types like Classroom, eLearning, Recorded, etc. The Training home page can be customized using system or ad hoc templates to display graphs, reports, RSS Feeds, mash ups, listing sections, etc. for effective management of training programs.
Related participants, modules, activities and attachments can be added to keep all permitted users updated about available training programs. training programs can be sub-divided into ‘Modules’ for the ease of participants and to add more detailed information related to different sections of an elaborate training program. Content for a module can include various formats for example: uploaded videos or embedded videos from public portals like YouTube, Vimeo etc., presentations or embedded presentations from external portals, uploaded content in html, pdf format etc.
“CRMnext’s Training Management solution for small and large organizations assists trainers or self-learning programs to efficiently invite participants, create modules and collate feedback for analysis. Users have complete flexibility to create simple or complex training programs with a variety of options for creating ad hoc modules with a specific shortlist of participants. Feedback can be sent securely through CRMnext by attendees of training programs. Trainers can review or upgrade their programs by carefully studying the perceptions, suggestions and comments of participants. Custom fields can be added to layouts for ensuring all information required by an organization for training feedback can be captured and centrally accessible,” said Dr. Manoj Kumar, Product Architect, CRMnext.
About CRMnext:
CRMnext is a specialist Customer Relationship Management product company with focus on ultra-scalable installations. CRMnext team has proven track record of delivering High-Impact CRM solutions in their key practice vertical of Financial CRM, Banking CRM, Insurance CRM, Media CRM, Pharma CRM, Telecom CRM etc. Unlike commodity CRM, CRMnext has been widely recognized as a proponent of strategy driven implementations.
For more details visit http://www.crmnext.com.
Attachments
©Copyright 1997-
, Vocus PRW Holdings, LLC.
Vocus, PRWeb, and Publicity Wire are trademarks or registered trademarks of Vocus, Inc. or Vocus PRW Holdings, LLC.
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9 of 10 Local Advertising Sales Managers Expect Revenue Gains in 2013
Westerville, OH (PRWEB) January 23, 2013
Nearly 90% of local media sales managers are expecting increases in advertising revenue for 2013 compared to last year, according to the newly released 2013 AdMall Local Advertising Sales Forecast. Twenty-three percent of local media sales managers expect increases in excess of 10 percent. Only 5.9% are projecting revenue declines, while 4.8% expect advertising sales to be flat.
The AdMall report reveals digital and mobile advertising are expected to be key drivers of this growth. More than 7 of 10 account executives that sell traditional media like newspaper, television or radio now also sell some form of digital advertising. The number of local media salespeople that sell search engine marketing, for example, is up 68.4% from last year and 28.5% from six months ago. Email marketing, mobile advertising and online video are also increasing in popularity among local media companies.
“The expanding number of digital product offerings, many at lower price points than traditional advertising, means effective time management is critical for today’s media sales teams,” says C. Lee Smith, president/CEO of Sales Development Services. “Achieving growth from online and mobile is contingent upon a refocused go-to market strategy, more efficient sales processes and multi-dimensional training,” Smith adds.
Nearly 70% of media sales managers say that health care will be the hottest advertising category in 2013. The other main sectors of anticipated revenue growth in 2013 are expected to be retail, restaurants and automotive.
Account executives rank competition from other local media (58.9%) and overcoming advertiser churn (50.6%) as their biggest challenges to growing sales in 2013. This reveals the difficulty of trying to bring in enough new business to compensate for revenue declines and lost accounts. These two concerns also rank among the top challenges for sales managers.
“Growing competition and audience fragmentation have made it more difficult to maintain an advertiser base,” says Barry Shawgo, vice president of sales and marketing for AdMall. “Media outlets in some markets have already crossed the line where it’s not possible to sell enough new advertising to offset advertiser churn. We see this as an alarming trend that media companies must address quickly,” Shawgo says.
Eighty-eight percent of small business owners surveyed in November 2012 by AdMall’s sister firm, Ad-ology Research agreed or strongly agreed with the belief “if you don’t know my business, you can’t know which advertising is right for my business.”
When it comes to the attributes these local advertisers want most in their media rep, “knows my company/line of business” continues to rank first – noted by more than two-thirds of advertisers. More than 45% listed “knows my customers” as an important trait in a media salesperson.
“Now more than ever in today’s competitive sales environment, media account representatives need to be communicating in a consultative manner to their advertisers,” Smith says. “Media proposals must always focus on solutions that are relevant to advertiser and impactful to their customers, rather than pushing a particular product.”
This year, 34.2% of media sales reps report using an iPad or other touchscreen tablet in the field, which is more than twice the number who said they used tablets a year ago.
The full report will be available at the 2013 Key Executives Mega-Conference, February 18-20 in New Orleans, and at the Borrell Associates Local Online Advertising Conference, March 4-5 in New York.
Please contact us if you would like further information about the study, charts or graphics related to the findings, or to schedule an interview with our CEO.
METHODOLOGY
The AdMall 2013 Local Advertising Sales Forecast was conducted in December 2012. The sample size for this survey was 1,181 media sales professionals, including sales managers, account executives and marketing/research managers across all forms of local digital, print and electronic media.
ABOUT ADMALL
AdMall® is the most powerful consultative sales intelligence database available for local and digital advertising. AdMall offers media sales professionals 10 types of local advertising intelligence, including Local Account Intelligence Reports for more than 450 business types, Automotive Account reports featuring Polk research, co-op advertising plans, and our exclusive Diagnosis Call™ needs analysis. AdMall also offers media reps specific audience targeting, the ability to prospect by month, and the ability to spot industry trends and spending. More than 2,000 media properties nationwide arm their sales staffs with AdMall including: Television, cable, newspaper, interactive, direct response, out-of-home, radio, cinema, local search, and magazine. Additional information on AdMall and a free trial for qualified media companies can be found at AdMall.com.
ABOUT SALES DEVELOPMENT SERVICES
Sales Development Services (SDS), Inc. – a Westerville, Ohio firm founded in 1989 – is the parent company for AdMall. SDS also provides the SalesTouch CRM, Ad-ology Research, the Media Sales Basics training program, and the Media Sales Today daily advertising sales blog. AdMall, SalesTouch and Ad-ology are registered trademarks of Sales Development Services, Inc. Sell Smarter and Diagnosis Call are also trademarks of SDS.
Attachments
©Copyright 1997-
, Vocus PRW Holdings, LLC.
Vocus, PRWeb, and Publicity Wire are trademarks or registered trademarks of Vocus, Inc. or Vocus PRW Holdings, LLC.