Tag Archives: corporate sales

5 factors to consider taking decision on an enterprise backup and recovery solution

Disaster recovery

Human failure, human error, software corruption, theft, computer viruses and hardware destruction are the primary cause for the data loss. In order to safeguard your data you need to have a disaster recovery plan for your environment. A major part of that disaster recovery plan is protecting your data. A good backup  is much more than mere data protection: Backup must manage data, not just protect it.

Servers, systems, and data are the lifeblood of your business. There are often hundreds of servers or sub-components that can fail, and many ways that both environmental and human factors can trigger such failures.  It is impossible to predict in which manner the next failure might occur.  However, it can be surprisingly straightforward to implement appropriate protections that will limit the occurrences and the impact of the inevitable failures.

Some of the statistics are as follows:

  • The consequences of data loss are dire; here is a sampling of just a few statistics related to the impact of data loss on business:
  • 93% of companies that lost their data center for 10 days or more due to a disaster, filed for bankruptcy within one year of the disaster(National Archives & Records Administration in Washington)
  • 77% of those companies who do test their tape backups found backup failures. (Boston Computing Network, Data Loss Statistics)
  • 50% of all tape backups fail to restore. (Gartner)
  • 25% of all PC users suffer from data loss each year (Gartner)

Here are some of the insights for you to review the backup and recovery solutions.

  1. Anatomy of a backup solution

The first thing that’s needed to make sure backups are completed is an integrated management and monitoring system designed with a simple, single-pane of glass dashboard so that you can tell the status of your backups and your vaulting (disaster recovery) operations at a glance.  Operating systems and applications must be integrated with the solution. Bare-metal recovery, disasters, and compliance must be considered. The top three areas with respect to data protection that cause the most wasted time include making sure that all backups are completed, squeezing out that last bit of performance and dealing with the agile data center.

  1. Importance of RPO & RTO

RPO (The amount of work that can be lost and will need to be redone in the event of data loss) and RTO (The amount of time it will take before employees can start working after a data loss event). One thing that many people take for granted is the fact that your RPO and RTO should be measured against all of your IT assets (such as laptops, workstations, etc) distributed throughout your company– not just those within your data center.  It’s wonderful to talk about lowering your RPO and RTO, but if you haven’t included all of the IT assets, then you’re just kidding yourself in terms of what your overall protection levels are.

  1. Power of BareMetal Recovery

Disk-to-disk backup systems with “bare metal” capability provide much faster backups and reduce the backup time window enough that all critical information can be protected. Bare metal technology takes a full snapshot of the operating system and all applications and allows them to be fully restored to a new, “bare metal” server in a matter of one or two hours, instead of several days.

More sophisticated systems provide this bare metal capability across multiple operating systems, so organizations that are running Windows, Linux, and other OS’s can continue to use a single, integrated backup solution. Regardless of the operating environment, it’s critical to remember that everything needs protection—not just user data.


  1. Instant Recovery

A more recent advance in data protection is virtualization failover, which is more often termed by a derivation of the term “instant recovery.” There are two forms of virtualization failover: on-host and off-host virtualization failover. In on-host virtualization failover, a backup is executed as a virtual machine entirely using the resources associated with the server and storage upon which the backup software executes. Off-host virtualization failover is similar, except the backup is executed as a virtual machine using primarily the resources of a second server (not the server upon which the backup software executes.)

Most vendors support off-host virtualization failover; few vendors support on-host virtualization failover – Unitrends is the only company currently supporting both

  1. Recovery testing and assurance

77% of those companies who do test their tape backups found backup failures (Boston Computing Network, Data Loss Statistics).The basic concept recovery assurance is about the continuous verification of RPO and RTO for crucial system, applications and business services. Just like backup alone is worthless without the ability to recover data, disaster recover (DR) implementations are marginalized without the ability to guarantee, or assure, that DR will take place successfully when needed. Combining backup, recovery and replication with disaster recovery assurance ensure end-to-end data protection and compliance at significantly lower cost than existing approaches.

In the case of DR – it is also worthless unless you absolutely – positively know that you can recover from a disaster – within the SLAs you have established. Disaster recovery assurance provides IT execs with 100% ironclad assurance recovery will occur within stated RPOs and RTO


Four tips to handle gatekeepers to reach the decision maker

Sales people should be essentially the agents of charity. Charity means charity of empowering the customers with the right information and insight over the solution. In our journey for meeting decision makers (DM), gatekeepers are the people who the first contacts are prior reaching DM.
Gatekeepers are mostly viewed as the problem creators in any sales process. Satisfying their egos, convincing them to connect, matching their moods and creating impressions are major issue associated with. Here are four ideas that have helped me to get through many gatekeepers to present my points to decision makers as the first step.
1. Sharing the objective
In most of the cases the sales people approach gatekeepers as a problem child. In fact convincing a gatekeeper to reach the decision maker involves a sales process. One of the strategies which worked with me is to being straight with them introducing who you are, the reason to meet up with the decision maker and briefing about the company. This will help you in positioning with the customer.
2. Tone
“ Its not what you say but How you say it.” An authoritative tone will mostly work with gatekeepers as the tone should reflect such that the person calling has an authority, possessing a passion on the subject and mirroring an image as if he has every right to speak to the decision maker. Elements of the tones like voice projection, pitch, definitive statement and pacing the words will play huge role in converting the gatekeeper to pass the call. Right tone will arose the interest to engage the gatekeeper and they starts listening to you thinking you as a senior person.
3. Conveying the value proposition
It is highly recommended to convey the value proposition along with the objective of the meeting. The value proposition could be the factors like cost saving, reducing the turnaround time, citing an example of how you have helped the competition to gain productivity, saving bottom line, focusing on the value added activities and so on. Many times gatekeeper connects you in this scenario as they would love to see their company thriving in the market and smiling face of their boss. Using of the right adjectives and the management jargon in the communication would support your efforts.
4. Drawing cues
Having set your tone, established your objectives, value proposition in place and the gatekeeper didn’t turn up as you expect. What is the next step?
Cues! Sales person should ensure that he is probing gatekeeper to fetch more information on the decision makers. The questioning techniques has to build in such a way that you are getting the information on the recently implemented solutions and the challenges solved, pitch using references of decision maker from other verticals whom you have already networked with, timing of the office etc.
Cues will helps you with reasons to get back to the person again. Also try making tele calls in the early part of the day or the late part of the work time as this the essential time (where the gatekeepers who would not have joined/ left by that time) to circumvent gatekeepers.

Fill Your Sales Pipeline: 3 ways to attract more sign ups to your website


61% of people feel better about a company that delivers custom content and are more likely to buy from that company. (Custom content council) Attracting the customer and capturing his information is the first level of prospect conversion. Customer should like the ‘website’ and they need to ‘like’ the content to drop his information through sign up. Here are we discuss on how we can attract and sign up the customer

Segment your target audience

Hardly customer directly visits site. In order to get audience informed on your offers, we need to define the segment to be targeted. List out prominent customer needs and create content around the needs and solutions where the inbound marketing team publicize it through the relevant channel.  Accessing the current digital trends in the market will also be an added advantage.

Personalization of the content

90% of consumers find custom content useful. (Custom Content council) Customers have grown to get the specific answers than the generic one and plugging person’s name in the email is not worth enough.

The major characteristic of personalized content is its focus on people who matter to your business and understand the entire interaction history of everyone who visits the site. This customer intelligence can be implemented through various social tools like Hubspot Social Inbox. Also we have tools like Smart Content and Gravity to get content personalization up and running.

There are three major considerations for planning and mapping while crafting personalized inbound marketing. Channel based personalization (personalization in email, social media, on page and mobile), Persona based personalization (attributes and behavior) and Buyer journey (person’s position in the marketing and the sales funnel).

Call To Action (Landing page optimization)

Best tool available to convert the viewers is the implementation of the compelling landing page. Earning the customer trust is the key.  Highlighting benefits and meaningful headlines articulation attract people towards the landing page.

Align the landing page with your goal,  be crisp and get the message to the point, emotional connect, benefit of the campaign to be highlighted than its features, use action inducing language, writing in second person, include images, adding testimonials and  lead capture form fill up should be minimal. Above all, the design prowess in the landing page influences large in CTA.

5 Free Ways To Draw Visitors To Your Website


Drawing traffic to the website is viewed as herculean task to most of the small and medium enterprise. Primary strategy of any marketer would be to draw as many viewers to his website.  78% of chief marketing officers think custom content is the future of marketing (Hanley-Wood Business Media). Insightful product information is continued to make viewers to engage and convert to leads. Here are the tips to draw authentic crowd to your site which pay long term results.

 Content creation

Content creation is the symbol of authenticity. B2B companies that blog generate 67% more leads per month than those who do not blog. (Social Media B2B) Great content is current, talks about the issues and the solutions, amplify firm’s competency and above all it is a great weapon to get introduced to a client.

The advantage of content creation is that it eases the relationship building, check-ins, gather feedback, new customer requirements, referral selling and importantly lead generation. Always contextualize the content. 70% of consumers prefer getting to know a company via articles rather than ads. (Source: Content Plus) Understand the customer need and create content around the need to provide solution. The aim of the content is not selling but attracting the crowd with your solution to his problems.

Content Release

Content publishing should be regular and often. Experts recommend three content for a week, but I suggest content per day for beginners as they have numerous view points for solutions. Marketers with more than 15 blog posts per month average 1,200 new leads per month. (Hubspot) 

Great content produces exponential results and could win number of followers and readers for you but do not wait for a month to produce content for your readers. There are chances that content may not be well received all the time. Rebuilding or reorganizing the thoughts in a different context and publish the same content is also possible. The more content you publish, the more people are attracted and followed.

Social media

Content creation should be treated as your product to be sold in the market. Blog is the integral part of your strategy, now the content needs to be marketed to the targeted class. For example Tumblr attracts a younger/Millennial audience.  56% of Tumblr visitors are under 34 ( Mark Coatney Tumblr). 83% of Pinterest users are females between 18 and 34. 63% of Google+ users are men, who tend to post about technology. Two of the biggest user groups on Google+ are college students and software developers ( Capture hits marketing group). Understand the customer’s Four Square and use the social media tools to attack the pockets.

Apart from the Facebook, Linkedin and Twitter, Slideshare is one of the major social media I recommend for any business.  Although time consuming compared to the blog, innovative pictorial brilliance will make your presentation featured in their home page which will attract thousands of viewers and followers to your brand at free of cost.

Fitting content to targeted social media

As we develop content we can restructure the same content and apply to other social media. For example: a blog’s idea can be reproduced in WordPress and blogger, can restructure to include photographs, attractive fonts, color schemes to use for slideshare.net, summarize the content to publish it in Tumblr, collate the whole idea in Pinterest to make it an image and an interesting infographics to produce it to Facebook and Linkedin.

Community building

As we discussed the various platforms of Social media, every time we produce content we are adding followers to our site. The growing community is the asset of any social media marketing success. Engaging the community and taking the feedback is very crucial for you to grow them even more.

Content is to be treated as a seed of a tree and all the activities are initiated from the seed. Yes, content is the key for your brand success.

5 Ways To Increase Your Customers With Appointment Setting Leads


The ability to assess and qualify opportunities accurately is a critical skill for any salesperson. Sales team use to spend 60% of their selling time for prospecting.

In the era of tablet enabled business selling, sales people are armed with advanced sales tools and chatter. 70% of the buying process is now complete by the time a prospect is ready to engage with sales. (Source: SiriusDecisions).  Such scenario aim of the sales person is only on closing the leads not prospecting.

Here are the four tips to double the sales using leads generated through appointment setting.

 1. Presentation to qualified leads

Aim to quadruple your appointment setting against your target, leveraging the service of a professional appointment setting firm. An instant jump in the number of presentations will help sales people to focus more on solutions and closing of business. Gain the trust and credibility of the customer by infusing relevant information and industry specific solutions. Implement Customer relationship management (CRM) for managing your company’s interactions with current and future customers. It involves using technology to organize, automate, and synchronize sales, marketing, customer service, and technical support. It will help sales rep be productive by 32% more. ( Source: Salesforce)

 2. Faster revenue and quick growth

Appointment setting lead generation is a fast process of converting prospects. All other lead generation tactics  like inbound marketing will take months to produce results. This strategy will be extremely useful for the industries targeting firms having recurrent purchases and the unorganized sectors. Other industries include software, IT consulting & service, insurance, real estate and finance.

 3. Automate your research

Automate your search using the tools in the web which provide you with the latest news and alerts on your targeted clients. RSS reader, Google Alerts, Twitter private lists, LinkedIn company follow and free social tools like newsle, job change alerts and nutshellMail App are latest tools available. The latest information on the target not only help you to be proactive, but will make sales a lot easier. Information on key changes in the industry creates need, hence contact and close the sales earliest to give the competition no chance.

4. Invite prospect to follow your updates

After the official meeting, online account activation need to be established like follow the company, inviting to your network and feedback on your latest blog. Every company is interested to associate with industry experts. Ensure the blogs are regular and it is the best way to promote your intellectual capital, solutions, case studies to build trust and confidence of the prospect.

 5. Focus on needs and solutions not selling

70% of prospects will purchase in 12 to 18 months. (Source: TAS Group) As Early bird catches the prey, establish yourself as a trusted source early enough to get the advantage over your competitor. The content should always aim on the needs and solutions. Appointment setting lead generation may not result in an immediate sale but helps you to manage your future clients better. Channelize your efforts to attract targets to your service and offers.

The ultimate aim of lead generation through appointment setting is to grab as many clients as possible with the limited resources in the short time. Make short your sales cycle.

Lead Generation Tools

Lead Generation Tools

Article deals with the inbound and outbound lead generation tools available. Explains 21 ways to grab the leads.  Gives an overview of the whole scenario.

<div style=”margin-bottom:5px”> <strong> <a href=”https://www.slideshare.net/TwinkleSebastian/ways-for-sales-lead-generation&#8221; title=”Ways for sales lead generation” target=”_blank”>Ways for sales lead generation</a> </strong> from <strong><a href=”http://www.slideshare.net/TwinkleSebastian&#8221; target=”_blank”>Twinkle Sebastian</a></strong> </div>