Posts Tagged ‘Sales’

Sales Enablement is Failing Sales Teams

Monday, October 20th, 2014 by Simon<

A lot of noise has been made over the last few years around the topic of ‘Sales Enablement’. We’ve added our own 10p’s worth to the debate in the past and then continued to look on with a mix of amusement and bemusement.

The amusement comes from the reinvention of something that has been around since the dawn of mankind (or at least, since man started selling stuff to their fellow man). Call it what you want but Sales Enablement, in it’s most basic form, is the development of sales tools to help sales people, um, sell.

Apologies to any sales or marketing execs who are currently sat with chests puffed out with pride – the fact that you’ve moved with the times and converted your sales collateral to work in a new ‘easy to access’ format isn’t revolutionary, it’s merely keeping up with The Joneses.

Perhaps more importantly, the bemusement comes from companies large and small missing out on a huge opportunity. All too often the excitement, investment and time spent on delivering on a ‘Sales Enablement Strategy’ overshadows the real need of sales teams. They’re not after gizmos (although I’ve yet to meet a salesperson who doesn’t like a new tech toy) – boil it down and they’re after story, structure and clarity of messaging. They want tools that will allow them to beat the competition, close the deal and take home the commission.

Frankly salespeople don’t care what platform, operating system or colour sales tools come in – they just want it to help them deliver the deal. It’s as simple as that.

Here at Eyeful we’ve had the pleasure and privilege of working with companies of all sizes across a range of industries. When the topic of ‘Sales Enablement’ is touched on, sadly a definite pattern is starting to emerge. Businesses are focusing their investment in the Delivery Mechanism (tablet sales enablement tools, fancy apps or training their sales teams to become slick ‘TED’ like presenters) without recognising that they are inadvertently recycling the same trite, unconvincing and generic content. It’s a little like remaking a bad movie – if it was boring and lacklustre in 2D, it’s going to be equally boring and lacklustre in 3D.

We implore sales and marketing professionals to take a step back and think beyond the hype and quick wins that Sales Enablement promises. If businesses took a moment to review the message and content they are dishing out in various forms, the more effective this whole ‘Sales Enablement’ bandwagon might be.

As we’ve said time and time again, if your prospect’s response to your pitch is ‘cool slides’, you’ve failed. Never let the temptation of cool technology or fancy aesthetics get in the way of your audience engaging with your message. And if you’re using the ‘Sales Enablement’ tag to merely add lipstick to a pig of a sales presentation message, you’ve missed a golden opportunity…and your competition is poised to make the most of it.

Eyeful Needs You

Thursday, January 9th, 2014 by Justine<

While most of the world is spending the beginning of 2014 obsessed with slimming down after Christmas excess, here at Eyeful we’re excited about expanding.

Our head office team in Desford is looking for two people to join our eclectic and occasionally eccentric team as we enter one of the most exciting phases of business growth so far.

Our HQ team consists of a delightful bunch of creatives who give their very best to every project and form the hub of a worldwide team that delivers fantastic presentations and outstanding customer service.

We are currently looking to recruit a PowerPoint Presentation Designer and a New Business Generator to join the team and full details of both vacancies can be found here.

So, if you think you’ve got what it takes to be part of a rapidly growing, world leading, specialist presentation team – we want to hear from you.

Eyeful needs you

Monday Sales Inspiration

Monday, September 30th, 2013 by Justine<

It’s Monday again and once the trawl through the weekend spam is finished the new week begins in earnest. The question is, will this week be just like last week or can you make a real impact on those sales figures?

All it takes to make this week special is a little extra inspiration and here at Eyeful we’re ready to help you make the difference.

Our free autumn update webinar is full of tips to help you make the changes that will mark this week as the turning point in your sales strategy.

It’s a long journey from hello to handshake and we can help you every step of the way.

To join us at 12 noon today please click here

To join us at 5pm today please click here

Whistleblower – The Results Are In

Wednesday, September 11th, 2013 by Justine<

It’s been a while now since we opened our doors to all those who have suffered in the face of poor presentations and if we’re honest, we still haven’t quite recovered.

Our whistleblower campaign was, depending on your perspective either a resounding success or an embarrassing failure.

While we’re sure that the whistleblowers themselves felt better we’re also sure that anyone who gives presentations could well be in for a shock.

It’s taken us a while to fully digest the responses and while we’ve kept you entertained with some of the ‘highlights’ it’s only now that we can reveal the full horror of want we uncovered.

So grab yourself a cup of tea and a biscuit and click through this link to hear our MD Simon Morton and marketing guru Justine Smith reveal all….

*Other Search Engines Are Available

Friday, September 6th, 2013 by Justine<

It useful to give things names, ‘kettle’ is so much more convenient than ‘that thing you put water in, that makes the water boil when you switch it on’.

But occasionally a name becomes more than a way of identifying something; sometimes it takes on a life of its own.

For a people this can be something of a double edged sword, I doubt that either Heath Robinson or Fred Karno would be thrilled to know that their names have been forever connected with over complication and ineptitude. But when it comes to brands the story is very different.

There are a select few brands names that have not only become synonymous with their use but also successfully shed their capital letter and made the transition to dictionary term.

Originally named the ‘The Electric Suction Sweeper Company’, Hoover were not the first company to design or patent a vacuum cleaner – in fact they were almost 50 years behind the pioneers – but they were the first company to take their product into the mass market and engage with an audience that needed their product. Precisely when and why people stopped vacuuming with a Hoover and started hoovering is lost in the mists of time but the terminology persists. We all know it’s called a vacuum cleaner but we’ll refer to it as hoover, whatever brand it may be.

This phenomenon is also home to some notable companies that almost made the cut, Xerox was very close to replacing the word ‘copy’ in offices around the globe when the company themselves launched a campaign to stop this happening and, in light of where I’m going with this, I can’t think of a single reason why.

For the stationery obsessed among us (and I accept this could just be me) ‘post-it’ and ‘sharpie’ currently stand on the cusp of greatness. In my world things are mended with superglue, cut with a stanley knife and stuck with sellotape – yet all these things are still trademarks.

These products have not been randomly chosen through the fickleness of human nature for this elevated level of brand awareness. They’ve achieved this honour by following the simplest of rules, they’ve all successfully identified, communicated and addressed a need.

But whatever these companies have achieved there’s one that overshadows them, there’s a real giant in this category and that’s why we’re here – Google*.

Google is a company that stands out from the crowd in an area that didn’t even exist 20 years ago. Their market leading search engine turns 16 next week, not old enough to drink, smoke, drive, or vote across most of the globe but already one of the most recognised brands around.

Like Hoover they weren’t the first but like all the others mentioned here, they were the company that identified a simple, accessible, solution that worked for their audience.

Google said ‘we know what you need and this is how we can make it happen’– The result? Google isn’t just a company we’ve heard of, or a resource we use, it’s a thing we do.

We’re sorry to say that we don’t have the secret to achieving this, if we did you might be spending this afternoon enjoying an ‘eyeful’ from a potential supplier (which is a double entendre too far for anyone). What we do have is the expertise to help you connect with your customers, clearly and engagingly and that’s where it all starts.

Selling With Stories

Wednesday, August 28th, 2013 by Justine<

Nestled between the excitement of holidays and the anticipation of Christmas, autumn is a challenging time of year for sales teams everywhere. It’s hard to keep up the enthusiasm as the nights draw in and the leaves begin falling – but there’s still work to be done, and targets to be met.

Webinar logoMany of you will be about to embark on the annual trawl through the lost opportunities of spring but before you pick up the phone it’s time to review why they were lost in the first place and what new offering you have for them. Maybe they have decided to defer their investment until next year or maybe you just failed to make a connection, and if you couldn’t connect in spring, how will you connect in autumn?

Many sales teams will have been using the same collateral for almost a year and that’s a long time in business. Products and services change and evolve constantly and your customers’ needs and expectations do too.

Here at Eyeful we know that making your sales team achieve that final push is easier than you might think, all it takes to breathe new life into lagging sales is a little fresh thinking.

With this in mind we’ve put together an autumnal update webinar designed to breathe new life into sales teams everywhere.

We’ll help you understand your audience better, reinvigorate your sales, explain why slides are out and stories are in and give you all the tips you’ll need to communicate effectively anytime, anyplace, anywhere.

It’s not about airy fairy strategies and fanciful ideas, it’s about the stuff that works and brings real results.

It’s free to attend simply click through the links below to register and we’ll help you make those sales.

September 30th 12.00 GMT

September 30th 17.00 GMT

Making Video Work For Business (Part 3)

Monday, November 26th, 2012 by Simon<

And finally, once you have your video in place, how do you get it out to your audience?

Getting to your audience is easier too; many of the major search engines favour video content, giving your business further access to ‘first page’ listings.

Video is easily integrated into social media sites increasing your potential audience and research has indicated that emails containing videos can double or triple your click through rate for marketing campaigns. And that’s before we consider that your prospects could be watching from a hand held device, anywhere in the World.

Producing a professional, compelling video for your business is also cheaper than ever and most of platforms for publishing it are free to access.

Video is also ideal for a subject close to our hearts here at Eyeful – Repurposing.

One video can serve your business during events and exhibitions, via social media, as part of a marketing campaign, in a presentation, as website content, webinar content and blog content.

See what we mean here:

 

Making Video Work for Business (Part 2)

Friday, November 23rd, 2012 by Simon<

Continuing our short sojourn through the ubiquitous nature of B2B video, we look at the ease of creating content.

The growth of video on the internet is a direct result of advances in mobile technology; almost anyone can film, upload and view videos with little technical expertise.

And there’s the rub – the use of video as a business tool requires a little more understanding and finesse.

Simply stated, video can be more engaging and compelling than other media – it is an easy way to present information with no reading required!

The benefits are numerous.  Video combines pictures, sound, text and movement to create an impact far greater than each of these individual elements alone, and far more than a web page of text could ever provide. People tend to watch more than they read or listen.

Studies show that most people are visual learners, while other adult learning studies show that we remember 10% of what we read, 20% of what we hear, 30% of what we see, and a huge 50% of what we hear AND see.

With results like these, video can make a typical website up to 300% more effective for audience retention.

Great news so far…but here’s the bad news.  It’s not easy.

Spend 5 minutes on YouTube and you’ll find all manner of ropey business videos.  They lack content, visual style and any sense of engagement with their audience.  Each viewing erodes your brand, reputation and opportunity to engage.

Think before you upload.

And don’t think for one moment it’s just about budget.  Take the following high budget example:

  • Clever effects?  Yep.
  • Nicely shot?  Yep.
  • A positive message regarding the product?  Um, nope.

Just as with your trusty presentation, Message –> Content –> Design (and not the other way around…no matter how excited the producer of your video gets!).

The Andy Zimmerman Interview Part Three

Friday, November 2nd, 2012 by Justine<

In the concluding part of our interview Andy Zimmerman from SlideShark tells us all about their approach to business customers, giving us some of the ‘behind the scenes’ thinking that went into their ‘Team Edition’.

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To hear part one please click here.

To hear part two please click here.

Nice People Saying Nice Things – Kuehne + Nagel

Monday, September 24th, 2012 by Justine<

We’ve had the pleasure and privilege of working with the K+N team for many many years.*

As one of the World’s largest logistics companies, they have an insatiable appetite for new presentations as they pitch for new business, report on existing projects and position themselves as experts in a wide array of specialist markets.  Add to this the fact that they are a great bunch to work with and you could say this is a marriage made in heaven…

But we’re bound to say that…so we thought we’d let K+N do the talking and tell us what it’s REALLY like working with Eyeful on their important presentations:

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* Eyeful fact fans might be interested to know that K+N were the very first customer to go through the Presentation Optimisation process way back in 2004 when it was little more than a good idea bouncing around MD Simon Morton’s head.