We’d like to thank everyone who attended our executive leadership summit here at our headquarters in early March. We hope you found it as enlightening as we did.
And thank you also to our two guest speakers, Howard Reid, Jr. of the Mighty Galamander and Rich Foltz from The Alternative Board (TAB) of PA and the Ohio Valley. Their organizations – along with IQnection – sponsored the event.
For those of you who couldn’t make it to the event, we thought we’d share some of the highlights from the two presentations.
Foltz is a partner at TAB who has spent more than 30 years helping business leaders motivate their teams to exceed growth targets.
At our summit, he talked about the concept of organizational alignment and how to achieve it. Organizational alignment is the idea that everyone at a company -- from top executives to workers fresh out of college – have a side-by-side working relationship.
Organizations that aren’t aligned, Foltz argues, suffer from inadequate planning, fail to adapt to market/technological changes and see their sales or profit margins reduced.
Aligning your organization, Foltz says, starts by making an on-going commitment to alignment. It also involves a process he calls PAVE:
Passion – A desire for some activity that’s so strong you are compelled to do it.
Aptitude – Being very good at that activity.
Vision – What activities can your team perform to deliver the key decision makers’ vision for your organization?
Empathy – Let people “do what they are,” matching responsibilities with their natural personality or behavioral style.
This allows people to work on things they are both good at and passionate about, while giving everyone a clear idea of what activities will lead to the vision for organizational success.
Howard Reid, Jr.
Reid is a big data and marketing strategist at The Mighty Galamander, a B2B sales auditing consultancy that works to help organizations find their strengths and weaknesses. He has lectured on technology at Harvard, Yale, Penn and Dartmouth, as well as Fortune 1000 companies.
He began by reviewing some of this year’s biggest challenges to gaining revenue:
57 percent of the buyer’s journey happens before the customer talks to a salesperson.
70 percent of buyers on the executive level say salespeople aren’t prepared for the questions the buyers ask.
A wide majority of buyers – 93 percent – would rather buy online than from a salesperson.
Just 13 percent of customers believe a salesperson understands their needs.
Dealing with these challenges requires an understanding of your customers, Reid argues, which requires gaining some insight, through things like:
- Behavioral analytics
- Win/loss reporting
- Demographic modeling
- Social media analytics
- Micro polling
Every company wants to know it’s doing everything it can to reach its customers. IQnection can help make that happen. Our digital marketing experts can work with you to create content that matches the buyer’s journey, getting customers to your website, and through your doors.
And be sure to read our past blog posts, where we’ve discussed concepts such as the buyer persona that allow you to gain insights into your customer base.