The Internet Never Sleep!

The Internet never sleep and it provides your business with a virtual 24-hour showroom! We at Converzion think that a strong online presence is an inevitable aspect of your company. In a professional setting, online presence is the process of presenting and drawing traffic to your brand online. The management of your online presence evolves around many web-based actions such as SEO, link sharing, and social media. Another effective online tool, that delivers the recipient with a more comprehensive and insightful message, is blogging.  Our customer Norwell Outdoor Fitness has recently launched their blog, check it out here!

Invest In Odense is coming to Phoenix!

Our customer Invest in Odense is coming to Phoenix September 23-27. We have prepared a tight schedule with meetings all over the city. The purpose of the trip is to gain insight into, how the city of Phoenix has grown from 5000 to 5 million in just 100 years and what have been major contributing factors to this rapid development. During their visit, we are going to visit SkySong, ASU, GPEC, and several private companies, which have either moved or expanded to Phoenix. Stay tuned for more info!

Norwell opens brand new fitness park in Indianapolis

Converzion has in many years been successful in helping our customers gain foothold in the American market. Sales processes, lead generation/mangement etc. takes time, but it is essential for an effective entry. We at Converzion emphasize the great importance of these processes and actively help our customers on a daily basis.

Our customer Norwell, a front runner in the design and development of outdoor fitness equipment for everyone, has successfully entered the American market and is constantly opening new fitness parks.

Representatives from Converzion is present at the opening of Norwell’s brand new 10 unit fitness park at Northview Church, Indianapolis.

Webproof six doubles the number of customers

For every business there is a scalability strategy that works. Our customer Webproof decided to go international and change their strategy from targeting only the big companies to also targeting the SMEs. Converzion was a big part of this process and made Webproof realize that the importance of an effective inbound marketing strategy, online presence, and creating an effective workflow are essential parts of a profitable international future and it kick-started their growth significantly.

“Converzion was spot on with their advice on necessary changes and actions to ensure growth. Their focus on strong online presence, effective customer and lead management, and scalable workflow was critical to our growth in new customers – and at the same time a huge plus that they not only gave advice but could assist with the practical implementation ”

Jan Adeltoft, Webproof

As always, we employ a no-nonsense 10/90 approach to our service – 10% research and 90% ‘doing’.

Read more on this link 

Dreamforce ’15 is here!

Arpedio goes crazy at Dreamforce from September 15-18! Converzion contributes by handling the backoffice with lead follow-ups to ensure awareness and information on everything Arpedio. It’s a smart little feature, where the people on the ground scan visitors badge at the Arpedio stand and the Converzion back office register and follow up upon these leads.

As always, Converzion assist in all phases from first sales meetings, trade shows, establishing legal entities, hiring staff to ensuring venture capital, professional board level activities and long term growth plans.

Read more about Dreamforce here!

7 tips for Online Presence

If you’ve just started your business or are fairly new to the entrepreneurial world, then building your online presence can be time consuming and, at times, frustrating.

But it’s also very important.

Building your online presence can be time consuming because it’s not just something that happens overnight; it can be frustrating because… well, it’s not just something that happens overnight; and it’s very important because your online presence is what allows people to find you, interact with you, and get to know, like and trust you.

Click here and get 7 tips to build a good Online Presence

What’s in it for me?

What’s in it for me? Very few people dare say it out loud during business negotiations but very few can truthfully say it doesn’t cross their mind.

A deal needs to make sense professionally and have benefits for owners, management, product and/or staff. The business ROI is important and always needs to be central in all sales presentations.

Selling is however complex, involves many stakeholders and will in many cases have a personal element where chemistry, trust and connectivity play a role.

Sales are not only about having the best product at the right time to the right customer for the right price. It is understanding culture, environment, people and politics in any given company and situation.

One key element of this is understanding the personal ROI for key stakeholders.
We are all professionals but value is also helping individuals to achieve their personal goals economically, strategically and personally.

It is crucial to analyze and ask what’s in it for the key stake holders – How can this purchase help them achieve their personal goals?

It might not be the most important or defining factor (but could be) but it will always play a role. Many sales reps fail to document, position and demonstrate how they can add unique value to their prospects. As a result they lose even though they have the solution that offers the best business ROI.

Stakeholder analysis will be a crucial element of any sales process and an insight to the personal ROI reflections among key stakeholders will lead to great results.

You need to understand the stakeholder’s position, concerns and needs. You need to learn about internal and external influencers. You need to adjust to their ambitions, objectives, interest and risk profile. You need to gain insight to one of their key questions – What’s in it for me?

Ugly Baby Syndrome

It is almost impossible to tell parents to a new baby the whole truth about the actual look of the baby. We will all say it is a cute, beautiful baby no matter how ugly, bruised or strange looking the baby really is.

As a consultant it can also be challenging to tell business leaders, project managers and product owners the whole truth about their situation.

Many committed business people love their company, work or product so much that they deny seeing the reality or the problems.

It is their little baby and it is almost an insult to tell that their company or product has serious flaws.

A professional board, user groups and well planned internal seminars can often bring some reality on the table, but the ugly baby syndrome is alive and kicking in many companies.

The experienced consultants at Converzion admire business people and their commitment and passion but we strongly believe that first step in ensuring major growth is realizing and accepting flaws, problems and mistakes.

This is easy on paper -This is easier said than done.

Owners and managers are with good reason focused on the positive, the good results and they prefer celebration to evaluation.

They want good vibrations, positive feedback and encouragements, not a lot of negative talk and focus on the few problems and mistakes.

“Past is past …. Let’s just work harder, smarter and faster and get some new sales” is a great motto and we understand that priority.

To allow analyzing, evaluation and questions on the entire business model can however change the reality. Straight, honest, direct, unwrapped feedback, suggestions and proposals can make a sweet but ugly baby perfect in all aspects and produce great results.

Don’t let the ugly baby syndrome slow your company down!

The Death of Business Plans

It seems like we are all addicted to business plans, strategies and action plans, and we seem to love to write, discuss, approve and implement them.

A quiet revolution is however brewing; especially in retail and tech startups.  Flash Business, Pop Up Stores and Lean Startup are concepts that are here to stay.

Concepts where market feedback is more important than assumptions; where experimental trial and errors have more benefits than detailed planning, and where “Just Do It” mentality wins over “Let’s Have a Meeting”.

Markets, products, technologies and companies are growing and disappearing at an amazing speed, which makes it very challenging to predict, assume and plan efficiently.

Best proof is actually the number of business plans and strategies needing adjustments, changes or that become outdated and seem irrelevant after just 6-12 months.

In many scenarios the time and resources spent on planning would be more wisely spent on actual testing of the idea, product and service with real customers.

In Flash Business you don’t overanalyze market potentials, don’t wait for everything to be perfect, and don’t try to predict or plan every possible scenario. Flash Business is active, direct and a targeted test with real market knowledge and real insight to what works and what needs to be changed.

Besides obtaining real know-how it is amazing how much interest a pop up store gets, and how much buzz a Flash Business market entry creates.  Maybe you are at the right place with the right thing at the right time, but even if you don’t make money instantly on Flash Business it is real, it is more than paper, it is facts not words, and managers, boards and investors love that!

We like directions, budgets and priorities, but knowledge, real data, speed, action and actual market and customer feedback are so much more beneficial than even the best business plan.

Best trips, best parties, best homemade meals are often not planned but are spontaneous, intuitive and we are just doing it. Often that will work in business too.

 

To discuss this blog contact Johnny Killerup Pedersen at jkp@converzion.com

BtB – Be The Boss

In every sales process we as sales people often come to a point where we think the decision is now out of our control. The decision to buy or not is decided by others, and we have done what we could, and now have to hope for the best.

That is ultimately true in most cases, but the reality is that we often can influence and control the sales process better and especially longer.

The fact remains that the buyer will control the sales process the moment we back off, so it really comes down to taking control of the sales process as much and as long as possible.

Being proactive, tackling the sales process’ questions and becoming our prospects’ best project manager might seem a bit much, but most decision makers are actually looking for help getting through tough decision making.

There are many hidden questions, stakeholders and factors in a sales process and to point out, debate and answer some of these will not only making it a better sales process but also more predictable and faster.

A few areas where we as sales people can guide our prospects are

Relationships – Are they aware of all decision makers in the different roles and areas? Is there a clear stakeholder map? Can they talk, demonstrate and explain to all key players or do they need help?

Situation – Have they uncovered and acknowledged a key challenge, pain or opportunity in their company? Can we exemplify and support their ideas, needs and recommendations?

Process – Do they have a clear decision process with all key players and specific elements that are key factors in this process? Can we initiate and support an efficient evaluation process?

Solution – Are they aware of how the product or solution will impact their business and how it will work with current functionalities and processes? Can we assist in ensuring answers and solutions to all players in management, sales&marketing and IT departments?

Value – Has the prospect understood and promoted the key value drivers? Can we develop and support a favorable perception of the value of the solution?

Taking control of the sales process, being proactive and not being afraid of tackling the process questions will in complex sales processes be key to gaining insight, trust and closed deals – so get the deals you need; Be the Boss

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