Early in the development of the Lincoln Harris Union Tower in Charlotte, North Carolina, designers determined that they needed a large, eye-catching display system for the lobby of the new 33-story, 850,000-square foot commercial use building. The vision was to entertain and inform visitors while providing tenants with a unique advertising platform. Integration firm Cenero installed a 36′ tall by 64′ wide NanoLumens 4-mm direct view LED video wall for this purpose. Content includes custom, [email protected] content produced by Second Story that reflects city-centric art and history united with concepts and ideals representing the future of the city. The video wall is driven by an Extron Quantum Ultra 610 4K Videowall Processor. Since no other high-rise buildings in the city offer anything similar, the immersive lobby display became a big competitive advantage, and the building was majority leased well before its grand opening. The sheer size of the video wall installation combined with compelling imagery continues to be a key selling point for the building.By default, the custom [email protected] content fills the entire video wall by itself. Alternatively, it can serve as the background for up to 16 source windows that can be freely placed anywhere on the display. Additional requirements included seamless source switching and system automation.The Quantum Ultra upscales the source content to match the native 4096×2304 resolution of the video wall. Four outputs feed the Nanolumens LED controller with 2048×1152/60 signals. Custom output timing rates and EDID were loaded to the processor to support this unique resolution. A comprehensive set of window configuration presets facilitate ease of use and automated operation during business hours. The support staff can also monitor and manage the video wall remotely.See related Extron Just Became the First Full-Bandwidth, Uncompressed 8K Switcher CompanyThe Legacy Union Tower installation is here: https://www.extron.com/article/charlotte?m=pr-1290-ge-us-en-legacyuniontower
THAILAND: Construction of a new passenger hub for Bangkok is around 70% complete and on course for opening towards the end of 2020, according to municipal officials.Bang Sue Grand Station will be a four-storey structure covering 300 000 m2 and would replace Hua Lamphong as the city’s principal main line station. The project is being co-ordinated by State Railway of Thailand, and the opening is being timed to coincide with completion of the latest sections of the Light Red and Dark Red commuter lines.Located on the northern edge of Bangkok city centre, the Bang Sue complex has been in development for more than a decade, although it has grown in scale having originally been seen as a predominantly local hub providing links to the northern and western suburbs. The existing Bang Sue station is already served by the Blue Line of the metro and by the SRT main line running north from Hua Lamphong.The Bang Sue location has take on greater strategic importance over the past few years as various proposals for new inter-city railways have been put forward by the Thai government and international backers.Across its four floors, the station would have a basement with parking for 1 700 cars, while ticketing and retail areas would be located on the ground floor. The next level up would comprise 12 main line platforms, of which four would be for commuter trains and eight for conventional long distance services. Together, these three decks are planned to open in 2020. The top floor would house a further 12 platforms for proposed new lines. There is no firm date for this part of the station being completed. However, two of the platforms are already earmarked for the proposed 1 435 mm ‘three airports’ link between U-Tapao in Rayong province and Don Muang airport to the north; this would serve Suvarnabhumi international airport and would share the existing airport link between there and the city centre.According to SRT, a public private partnership agreement for the railway is expected to be announced in January next year. SRT also plans to move its headquarters from Hua Lamphong to Bang Sue in 2020. A detailed description of the proposed airport link appeared in the September 2018 issue of Railway Gazette International, available to subscribers via our digital archive.
The exploits of Wolmer’s Boys’ football and cricket teams of 1971 and 1972 were the inspiration behind why legendary track coach Stephen Francis chose to attend the institution, one of the oldest high schools in Jamaica. Francis, who has guided Jamaica’s elite athletes to win more than 80 gold, silver and bronze medals at global championships over the past two decades, made the revelation at a recent ceremony dubbed Coaches are Forever: A Salute to Excellence at the Mona Visitors’ Lodge, where he and coach Ron Jones were honoured for their exemplary coaching careers. It was Jones, a Welshman, who arrived at Wolmer’s in 1968 and transformed the fortunes of the school’s sports programmes, resulting in the school winning the Manning Cup in 1971 and the urban Sunlight Cup and all-island Spaulding Cup cricket titles. Between 1969 and 1971, when the football team won the Manning Cup for the first time in 32 years, Wolmer’s lost only four games, drew four, and conceded only five goals. Meanwhile, the cricket team that included players like West Indies wicketkeeper/batsman Jeffrey Dujon and Seymour Newman, who many claim was a quicker bowler than Windies great Michael Holding, who at the time was a student of Kingston College. Jeff Mordecai captained the team, which also included Phillip Rae and Peter Gordon. “The primary reason why I chose to attend Wolmer’s was the exploits of the teams of 1971 and 1972, which was just about the time when I was thinking about taking the Common Entrance Exams as it was way back in those days,” he told the gathering, which included Jones, who was vacationing in Jamaica. “The exploits of those teams was a great inspiration to me, and it put me firmly into the camp of Wolmer’s and helped make up my mind that this was where I was going to attend school.” Francis said Wolmer’s was a unique place where there was a meeting of all the different facets of Jamaica people. He said he owed a lot to the school for the success he has had in his adult life. “My career, both in terms of coaching and my aborted career in business, owes a lot to Wolmer’s in many more ways than one,” said Francis, who abandoned a successful career at accounting firm KPMG in order to become a teacher and full-time coach at his former high school. Wolmer’s principal at the time, Eric Barnett, gave Francis the chance over several other candidates who were more qualified. The rest, as they say, is history. Shelly-Ann Fraser-Pryce, the guest speaker at the event, and who has found success as one of the greatest female sprinters of all time, lauded Francis for inspiring her. In a 30-minute-long discourse, Fraser-Pryce, a past student of Wolmer’s Girls, spoke glowingly of her coach. She said his methods are tough but they work, adding that he is not just about coaching. He is well read and knows what each athlete needs. In 2017, when she got pregnant while preparing for the IAAF World Championships in London, Fraser-Pryce said Francis was very understanding and tailored her training before and after she had her son Zyon. She underlined her message saying that Francis really cares about his athletes and that, for him, it was not just about medals.
Filibusters Top Performers: Reno Aces (Arizona Diamondbacks) Not to be outdone was Fresno first baseman Brandon Snyder, who enjoyed a 4-for-4 night, driving in two runs and scoring three of his own (on base five times, walk). Snyder, like Kieboom, homered to opposite field (in the seventh inning), which was a compliment to an earlier RBI double. Matt Reynolds drove in three runs with a two-run single and a double. Snyder’s homer completed the scoring for Fresno. Yasmany Tomas’ two-run homer in the eighth was the final blow for the home side. Potomac (High-A Carolina League): Following a 2-0 shutout at the hands of the Salem Red Sox (7-12) on Tuesday night, the Potomac Nationals (8-12) jumped out to an early 3-0 lead on Wednesday evening, but saw the Red Sox score four runs in the next half inning and later bust the game open with a five-run sixth frame. From staff and wire reports: • SS Matt Reynolds (2-5, 2B, 3 RBI) Harrisburg (AA Eastern League): The Senators’ seven-game winning streak came to an end Wednesday afternoon with a 10-5 loss at the hands of the Altoona Curve. Altoona plated four runs in the first inning and never trailed, scoring single runs in the second, third, fourth and fifth innings to tack on to their lead. Drew Ward had three doubles, tying a franchise record, and drove in a run. Harrisburg is 16-3, while Altoona improves to 9-10. RHP Bryan Mata (ND) struggled with his command for the Red Sox in the second inning, as a leadoff walk led to a three-run frame for Potomac. CF Armond Upshaw made it 2-0 Potomac with a two-run double, while 2B Cole Freeman extended his hit streak to 10 games with an RBI single. Freeman’s first of two hits on the night gave Potomac a 3-0 lead, which evaporated in the top of the third inning. • RHP Paolo Espino (7.0 IP, 7 H, 3 R, 3 ER, 0 BB, 5 K) The loss snapped the Senators seven-game winning streak.It was the first loss by the Senators on a day other than SundayEven with the loss, after 19 games, this is the best start in modern Sens history (since 1987). Drew Ward‘s three doubles tied a franchise record for most doubles in a game.The hits and runs by Altoona were the most by an opponent of the Senators this season. Salem strung together four consecutive two-out hits off of LHP Nick Raquet (L, 1-3) in the third frame, as a three-run deficit for the Red Sox turned into a one run lead. SS Marco Hernandez got Salem on the board with an RBI single, while 1B Pedro Castellanos tied the game with a two-run double. 2B Ryan Fitzgerald followed with an RBI single, which gave the Red Sox a 4-3 lead and knocked Raquet out of the game. The teams then exchanged single runs in the fourth and fifth frames, as each side scored in each trip to the plate. It all totaled to more than enough for Grizzlies’ starter Paolo Espino, who became the first Fresno hurler to toss seven complete innings this season. The right-hander spun a quality start, scattering three earned runs on seven hits. Espino struck out five and did not walk a batter in earning his second winning decision. In two starts against Reno this season, Espino holds a 2.25 ERA (12.0 IP, 8 H, 3 ER, 3 BB, 11 K). Fresno (AAA Pacific Coast League): With his club-leading ninth multi-hit effort of the young season on Wednesday evening, Carter Kieboom helped lead the Fresno Grizzlies (11-8) to a 9-5 win over the Reno Aces (5-14) with a gap RBI double in the first inning and a solo homer in the fifth. It was the opener of a five-game set in the Little Biggest City, lasting through Sunday, and Fresno improved to 5-1 against Reno in 2019. On base three times with a walk on Wednesday, Kieboom continues to lead the PCL with 16 free passes in 18 games played. Over the final third of the game, both bullpens were nearly flawless, as RHP Eduard Bazardo (SV, 1) issued a walk to the first man that he faced, but then retired the next nine batters that he faced, as he secured Salem’s 11-5 win. The Red Sox took a 6-5 lead into the sixth inning, as LHP Grant Borne worked his second inning of relief for Potomac. Salem sent 10 men to the plate in the frame, five of whom scored. Borne allowed six runs, five earned, over two frames. • 2B Carter Kieboom (2-4, HR, 2B, 2 RBI, BB) ON THAT FRES-NOTE: Former Grizzlies catcher, Tyler Heineman, (2015-2016) had a pair of hits, an RBI, and a run in his first game against Fresno as a member of the Reno Aces. Heineman played for the Grizzlies during his time in the Houston Astros organization and is on his third stop in the PCL, having spent the 2017 and 2018 seasons in the Milwaukee Brewers organization at Colorado Springs. The Astros traded Heineman to the Brewers following the 2016 season. Heineman missed the season-opening series in Fresno at Chukchansi Park; he began the regular season confined to extended spring training after an injury late in camp. • 2B Juniel Querecuto (2-5, RBI, R) In need of a win on Thursday night to avoid a sweep, Potomac will send RHP Luis Reyes (0-2, 12.00) to the mound. Reyes has allowed at least five runs in each of his first three starts, none of which went longer than 4.1 innings. For the Red Sox, RHP Daniel Gonzalez (1-2, 3.78) is scheduled for his fourth start of 2019. Last time out, Gonzalez didn’t allow a run over six innings in a victory over Frederick. Top Performers: Fresno Grizzlies (Washington Nationals) • 1B Yasmany Tomas (1-4, HR, 2 RBI) • C Tyler Heineman (2-3, RBI, R, BB) Turning PointAltoona plated four in the first to take a 4-0 lead, but the Senators came back in the bottom of the inning scoring twice. However, the Senators could not keep the Curve off the scoreboard as Altoona scored single runs in four straight innings to keep the Senators at bay. On DeckThe Senators open a four-game series in Hartford Thursday at 7:05 p.m. Harrisburg sends RH Tyler Mapes to the hill against RH Ashton Goudeau. • 1B Brandon Snyder (4-4, HR, 2B, 2 RBI, 3 R, BB) Former Grizz outfielder, Andrew Aplin, (2015-2017) went 0-for-1 as a pinch hitter on Wednesday. For Potomac, RHP Justin Miller worked one inning out of the bullpen on rehab assignment from the Washington Nationals. Miller surrendered a solo home run to 3B Garrett Benge in the fourth inning and struck out two in his first ever appearance for the P-Nats. With the GavelDrew Ward had three hits, all doubles. Bryan Mejia hit his first Double-A home run, and Ian Sagdal continued his power surge by hitting his third home run and second in the series. The Sens scattered nine hits and went 2-for-6 with runners in scoring position. On Capitol HillFour pitchers took the mound for the Senators, and only Joan Baez was unscored on. Sterling Sharp started and lasted 3.2 innings, allowing seven runs on ten hits. Jacob Condra-Bogan was next and went 2.1 innings and allowed just one run on three hits. Ronald Pena pitched two innings and allowed two runs on four hits. First pitch at Northwest Federal Field on Thursday night is set for 7:05pm. Hagerstown (Low-A South Atlantic League):Please follow and like us:
Federal and state legal developments over the last year brought a lot of changes that impact workplace policies and procedures, making it critical for companies to review their handbooks for compliance. “2016 was the busiest year I can recall in this regard,” said Elaine Diedrich, an attorney with Littler in Pittsburgh.Workplace rules and regulations may continue to change under President Donald Trump’s administration, but employers should make sure their handbooks are up to date under current laws, she added. Trump has made overtures that regulations will be pulled back, and if that happens, it could be positive for businesses that have been struggling to keep up with all of the latest changes, said Jason Keck, an attorney with Fisher Phillips in Chicago.In the meantime, employers should take a close look at their policies. From National Labor Relations Board (NLRB) decisions to local paid-sick-leave laws, here are some of the important changes to note from the past year.1. NLRB Decisions”At the federal level, we’ve seen a lot from the NLRB,” Keck said. Employers should review their social media policies, keeping in mind the board’s Aug. 18, 2016, decision that found that Chipotle’s social media policy prohibiting employees from “posting incomplete, confidential or inaccurate information” violated the National Labor Relations Act (NLRA).The board said that “in order to lose the act’s protection, more than a false or misleading statement by the employee is required; it must be shown that the employee had a malicious motive.”Employers also should examine and possibly rewrite “any policy that simply tells employees they need to act professionally and in a positive manner or be nice to customers,” Diedrich said.The board’s decision in T-Mobile U.S.A. Inc. (April 29, 2016) found that several workplace rules were unlawful, including a rule about maintaining a positive work environment.The NLRB said employees could reasonably interpret the rule to restrict “potentially controversial or contentious communications and discussions,” including those involving their right to join a union and bargain collectively.Also review policies about recording in the workplace, media inquiries, reference checks and policies that prohibit disparagement of the employer, Diedrich added.Keck noted that the U.S. Supreme Court will eventually weigh in on the NLRB’s position that class-action waivers in arbitration agreements violate an employee’s right to engage in protected, concerted activity.Until then, employers will have to assess whether to have a class-action waiver in their handbook, he said.2. Reporting ViolationsMake sure handbook provisions don’t … To continue reading this article, please click here.
As a follow-up to my last article on the decentralization of the economy from one of a relatively large number of very large businesses and a relatively few number of small businesses to a relatively few number of very large businesses and a very large number of small businesses. As you may recall, I talked about how the advent of networks (railroad->telephone->highway->airline->fax->email->internet) has overall lowered the “transaction costs” between businesses which increases the likelihood of a decision to outsource a task versus hire additional employees leading to an overall economic decentralization. One of the problems with this model is that it’s a bit hard to know where your industry is in it’s development. For example, Apple has been earning huge profits on its itunes/ipod business for several years now — are there many more years to come or are they facing near-term de-centralization as the buying criteria shifts from simplicity to something else (i.e. price, features, other)? It is likely doing its best to keep the interfaces between the pieces of the value chain locked up (trade secrets, patents, exclusivity with parts suppliers, etc.) and keep customers locked in, but how long can they hold on? At some point in time, there may be another disruption in the computer industry that will cause it to consolidate again. For example, the buying criterion moving to a new price point to serve underdeveloped countries might end up creating a new integrated player in the pc space who controls the boundaries of a new device that can be sold for $100 or less. I suspect that we will see a similar decentralization in the online music industry. Just as they did in the PC industry 20 years ago while the category was in the “not good enough” phase, Apple has seized control of the subsections/interfaces between the components within the mp3 player (ipod), the music delivery application (itunes), the music itself, and the distribution (Apple stores). As they did with the pc, they are optimizing around the buying criteria of ease of use because prior to ipod/itunes, “you’d have to be a high school student” [I borrowed that line from Christiansen] to figure out how to make this type of stuff work. By not having to worry about designing the boundaries (api’s), Apple lowers its “transaction costs” and can innovate quickly. We are still in the early phase of this industry and Apple is earning the lion’s share of the profits. It will be interesting to see who the winners are as the industry decentralizes. In particular, it will be interesting to see how Microsoft’s strategy plays out. From my perspective, Microsoft is making a mistake by trying to play the same game as Apple here and controlling the end-to-end experience, rather than sticking to it’s knitting and trying to control a strategic layer that enables this industry to split apart. Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack Today, I want to talk a bit about centralization/decentralization within industries. I think Clayton Christiansen does a pretty good job of explaining the centralization/decentralization of industries and where the profits flow in the value chain depending on where the cycle is. Basically, his thesis is that vertically integrated firms take the lion’s share of the profit in an industry when the products are not that good (i.e. pre-chasm). They generally have a big advantage because they do not have to worry about defining boundaries (i.e. api’s) between subsections of their products and can just focus on innovating. This is something that Apple has proven they are exceptionally good at. They first proved it with the PC back in the 1980’s where they controlled the subcomponents including the operating system and while the industry was in its infancy, it accrued major profits on Mac’s using that integrated approach. As the industry matured, the buying criteria started changing to price and the “boundaries” between the subsections were detailed sending the profits away from independent architecture providers like Apple to multiple tiers in the value chain, such as Microsoft, Intel, memory companies, disk drive companies, etc. It is probably helpful to think a bit about what’s happening in your industry? Are the profits centralized around integrators of functionality? Are the boundaries between the subsections of your industry starting to break down? Is there reason to believe that a disrupter could be coming along at the low end? The following is Christiansen’s specific take on the how the value chain in the computer industry has changed. It is most interesting to see how much the industry has decentralized over time and how the profits now accrue to the subsections in the value chain versus the integrated suppliers, such as Apple. Originally published Feb 13, 2007 11:50:00 AM, updated July 11 2013
Closing www.hubspot.tv , whose most recent book is : Twitter and social networks are now mainstream communication tools. The Cluetrain Manifesto Headlines (Episode Length: 26 minutes, 19 seconds) Hitwise Intelligence – Heather Dougherty – North America Sun’s Chief Executive Tweets His Resignation Traffic to Retails Sites Decreasing from Email, Increasing from Social Media : We are a software development firm that offers technology for various uses. Having few months of experience in SEO, I know that the strategy for developing microsites for different technologies works. It drives better traffic from search engines, but would the same strategy work out for blogs? I mean, should we have different blogs for the different technology that our company provides or should we have a single one? I feel that a single blog is better because it’s easier to manage, but I still have doubts. to learn how to create a thriving blog. Episode #78 – February 5, 2010 . http://itunes.hubspot.tv If you like the show, please leave a review! Mike will be traveling to Southern California, Washington DC, Atlanta and Portland, OR in the next few months. So let me know if you have anything cool going on in those areas or want to try to set up an event. Also, we’re considering doing an “on location” HubSpot TV in Las Vegas, so let me know if you would attend that event live: www.MikeVolpe.com/contact #hubspottv Co-author of the bestselling Marketing Takeaway Special Guest – David Weinberger Everything is Miscellaneous: The Power of the New Digital Disorder HubSpot TV is LIVE every Friday at 4:00pm EST. Watch the show in real-time at Only 4% of companies said their reputation had been harmed by employees using social media Traffic from email is down Intro Learn how to build your business blog into an inbound marketing machine. : Hop on the social media train before it leaves the station. Few Companies Have Policy for Employee Use of Social Networks From On the show today is Mike Volpe (@ Download the free webinar Joho : Think about it and decide if you need a policy or not. Jonathan Schwartz, the last chief executive of Sun Microsystems, has become the first Fortune 200 boss to tweet his resignation. Softweb Solutions Marketing Takeaway ) and David Weinberger (@ dweinberger Traffic to retail websites from social media sites is up by 37% CEO of Sun Resigns by Haiku on Twitter Do you need a social media policy? How do you know? ). Karen Rubin is out this week. 29% of Companies Do Not Have a Social Media Policy . He also writes the well-known blog, Marketing Takeaway “Financial crisis/Stalled too many customers/CEO no more” and chat with us via Twitter using NEW hashtag mvolpe . As always, all the old episodes are in iTunes: Webinar: Advanced Business Blogging Forum Fodder from Inbound.org Originally published Feb 12, 2010 2:30:00 PM, updated July 04 2013 Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack
Email Deliverability At last week’s eM+C event , All About eMail Live!, several questions arose at a roundtable discussion about the benefits of a shared IP versus a dedicated IP for your email marketing sending. If you’re weighing these two options, it can get a little confusing as one solution is not always better than the other for every business.Selecting the right solution for you depends on a variety of factors. And the first step to figuring out whether you should opt for a dedicated or shared IP is by understanding what exactly the difference between these two options is. Let’s get started with some definitions: Shared IP: A shared IP is one that is used by more than one sender, i.e. a pool of companies. Dedicated IP: A dedicated IP is one that is used by a single sender. The sender must purchase and set up the dedicated IP with their email marketing vendor.Now let’s dive into the factors that should go into selecting a dedicated or shared IP. Cost This aspect of the decision is fairly straightforward. Shared IPs are usually less expensive than dedicated IPs because your email marketing vendor can spread the cost of a shared IP across more customers. Companies opting for a dedicated IP also typically have to pay for the initial setup fees and/or recurring maintenance costs. But you’re probably not making a decision based on cost alone, so let’s move on to the next factor that will impact your decision. Maintenance With a dedicated IP, you need to need to make sure you’re sending out enough email to maintain a top notch reputation with ISPs. (We’ll talk more about reputation as a factor in your decision next.) If you opt for a dedicated IP and you either don’t send much email, or you don’t send email on a consistent basis, then it could be difficult to establish yourself as a trustworthy, spam-free sender. This negatively impacts your deliverability; ISPs and webmail services look for a decent amount of consistent volume before they allow you to reach their users’ inboxes.In the case of a shared IP, however, this is not a problem — your email service provider (ESP) can pool the emails of multiple senders, and thus maintain the IP’s reputation so you don’t have to worry about maintaining the proper sending volume. Reputation As you may already know, your sender reputation is everything when it comes to deliverability. If you are sending from an email server with a spic-and-span reputation, your emails will make it in front of the eyes of your subscribers. And as we noted previously, your email volume is one factor that goes into the decision to place your emails in a recipient’s inbox. The other contributing factors pertain to list cleanliness, which is determined by metrics like hard bounce rate , spamtrap hits, and SPAM complaint rate.Senders on a shared IP are lumped together from a reputation standpoint. The reputation of the IP you’re using is determined by the email practices of everyone who uses that IP. For that reason, ESPs are often proactive about list cleanliness by establishing import rules , and typically monitor their servers for senders employing poor or black-hat email marketing tactics that could hurt deliverability for everyone.Now you may be thinking, “If I go with my own dedicated IP, I’ll never have to worry about the consequences of other senders’ bad behavior.” That’s true — but this means you need to be completely honest with yourself about your own email practices. If you’re not completely confident in the cleanliness of your list, it’s possible that you can actually benefit from the good habits of your neighbors on a shared IP. I’m not advocating that you test your ESP’s threshold for bad practices, rather pointing out that you are more accountable for your actions when you use a dedicated IP. What to Do Once You Decide on Shared vs. Dedicated IP So let’s say you’ve made a decision. What are the next steps? If you’re going to go with a shared IP, make sure you ask your ESP these two questions: 1) What are your rules for importing subscribers? ( Here is a list of the questions HubSpot asks of our own customers. ) These rules are important for you to know — not only because your IP neighbors have to abide by them, but also because you have to, too! 2) What are the acceptance rates of your shared IPs? You can follow this up by asking for their Return Path Sender Score , the trusted standard for email deliverability. To give you a sense of what is normal, a recent study from Return Path reported that for servers with a Sender Score of 91+ (i.e. legitimate servers), only 88% of messages actually ended up in the inbox. If you go the alternate route and decide you’re ready for a dedicated IP, talk to your ESP about their offerings and be prepared to warm up any new IP addresses. Warming up an IP address is a critical step to earning a stellar reputation. The idea is that you want to gradually increase the volume of email sent, rather than blasting out a large volume too quickly. As a new IP address, ISPs won’t recognize you as a “good sender” right away, and therefore could mistake your new blasts as malicious, impacting your deliverability. Have you ever been through the process of deciding between a dedicated or shared IP? Share the process you used to evaluate the pros and cons in the comments! Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack Originally published Mar 27, 2012 9:00:00 AM, updated July 28 2017 Topics:
This week in inbound marketing was kind of different than normal. Most weeks, there’s one or two new product announcements and cool case studies that marketers would want to hear about. This week, there wasn’t much of that — instead, there was lots of new data about Facebook, Twitter, and email, as well as some speculation around new features from Google and Facebook.So all in all, not a ton of actionable news this week, but more overarching trends in technology and consumer behavior that could definitely impact your job down the road. Here’s what happened this week in the world of inbound:Promoted Tweets Boost Offline Sales by 29%, Twitter Says (via VentureBeat)Though it can be easy to measure the ROI of Twitter online … measuring the ROI from Twitter offline is a whole other ball game. But Twitter and Datalogix supposedly have figured it out. In a recent study about promoted tweets, they found that people who engage with promoted tweets drive 12% more sales in-store. And even more impressive is that when a brand’s Twitter followers see the brand’s promoted tweets, they buy 29% more than other followers who simply see organic tweets.Whoa. ROI proven in Twitter offline sales? Pretty cool, but I’m not surprised. The moral of this story is that building a Twitter following doesn’t just help increase traffic and leads — it can even increase offline sales. As marketers, this is a sign that we’re on the right track building an organic Twitter following and potentially supplementing it with targeted, relevant ads. Bonus: The data’s also a great argument for the next time someone tells you that Twitter doesn’t work for business. Learn more about the study over at VentureBeat.Popularity Pays: People Are 32% More Likely to ‘Like’ if There Is a Preexisting Positive Vote (via Marketing Land)Apparently, most people still live their online lives like they’re in high school. According to a study by The American Association for the Advancement of Science, popularity has a huge effect on how people interact online. In the study, participants chatted in an online forum and were allowed to vote on existing comments and respond with their own. The findings were pretty conclusive. According to Marketing Land, “If users read a comment that had a previous positive score, they were 32% more likely to provide their own positive vote. Overall, those updates with an initial positive vote ended up with scores 25% higher than a control group.”All of this data boils down to one takeaway for marketers: Those first few positive — or negative — votes can have a big impact on the success of your social media content. For marketers, this is a call to make sure we’re always trying to engage our evangelists and community members — these are the folks who passionately love and promote your company. If you can engage them first when you post a social media update, they could help make the rest of your audience notice and love your content. Learn more about this study over at Marketing Land.17 Customizable Templates for Creating Shareable Graphics on Social Media (via HubSpot)One way to catch your evangelists’ attention — or anyone in your audience at all — is through visual content on social media. Even if you’re just sharing a link to your all-text blog post, you need to incorporate engaging visuals into your social media posts. Not sure you know where to start when creating or designing social media graphics? Get our 17 Completely Customizable Templates for Creating Shareable Graphics on Social Media.For Emails, Name Recognition Drives Opens (via eMarketer)This past month, email marketers have been freaking out about the whole new Gmail inbox layout, wondering how they could get noticed amongst the brand new Promotions tab. Well now, we have some data that can help. According to a study by Campaigner, familiarity with sender name is the number one influence on the open rate of marketing emails.For marketers who want to stand out in Gmail’s Promotions tab, there’s one big takeaway: If you aren’t already using real, human names in the “From” field of your email … test it out. It might help increase your familiarity with your subscribers — and thus, increase opens. While our own tests have found that including a real person’s name increases email opens, this might not work with your subscriber lists — so go ahead and run an A/B test of your own. The key here is to make sure your sender name is memorable. Read more about this data over at eMarketer.New Patent Hints at ‘Pay-Per-Gaze’ Advertising for Google Glass (via Mashable)Whether you think that people who wear Google Glass are Glassholes or the forerunners of some game changing technology, you’ve got to admit that if adopted, it would be the beginning of a new era of technology and marketing. This week, Google was granted a new patent that could start this new era — a patent for a tracking technique that’s called “pay-per-gaze.” Basically, with this new patent, Google’s “head mounted gaze tracking device” (aka, Google Glass), could track where you look — and if you look at an ad. Anyone else feeling a little like they’re living in Minority Report? On a personal level, I’m kinda creeped out. While this definitely could open up doors for relevant, contextual advertising, I can’t help but shake how intrusive this could be. Imagine pop-up ads that you see on the internet … but now it real life. You’re on a trip to Paris, staring up at the Eiffel Tower, and then boom — an ad for a French restaurant pops up in your vision, blocking your view. Ugh. This is all speculation, of course, but a very interesting trend to keep an eye on.If you want to learn more about Google’s new patent, read more at Mashable.Facebook Testing Option to Auto-Fill Billing Info for Mobile E-Commerce Payments (via TechCrunch)Facebook could be dipping its toe into ecommerce water with its newest mobile payment test. In the new experiment, Facebook will take credit card information you already had on file to purchase Facebook Gifts and App payments and auto-fill it into participating third-party mobile apps when you would like to make a purchase. While it’s not creating the actual payment system (a la PayPal), it is reducing friction to buy products while you’re shopping on your phone or tablet. This could be huge for ecommerce marketers — think about how easily people could purchase products if all they had to do is connect their Facebook account. Since this is still an experiment for Facebook, there’s no immediate action. But if this feature were integrated with some big box retailers and more people started to use it to purchase products, Facebook could be an even more valuable place for marketers to spend their time. Learn more about this new experiment at TechCrunch.What other inbound marketing stories did you hear about this week?Image credit: keiyac Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack Originally published Aug 18, 2013 8:00:00 AM, updated February 01 2017 Twitter Marketing Topics:
Sales Demo Originally published Jun 20, 2019 11:45:00 AM, updated June 20 2019 Topics: Sales Demo Steps A sales demonstration, or a sales demo, is when a sales rep delivers a presentation to a prospective customer to show them the features, capabilities, and value of the product or service. The purpose of a sales demo is to close a deal. Sales Demo Steps What is a sales demo? Sales Demo Best Practices Research your prospectConfirm the sales demoPlan your sales demo before the meetingHumanize the sales demoSet an agenda for the demoSummarize past conversationsProvide backgroundExplain the product or serviceAddress any questions the prospect hasSet expectations for next steps Sales Demo Basics Before we dive into the sales demonstration process, let’s look at the difference between a sales demo and a product demo, as they’re often confused terms.Sales Demo vs. Product DemoTo reiterate, a sales demo is the process of providing a prospect with a demonstration of your product or service. A product demo is the same process but it involves a current customer.The point of a sales demo is to create a sale whereas the point of a product demo is to show an existing client how to use the product or service they already invested their time and money in.Sales Demo BasicsNow, let’s answer a few more questions that may come up as you begin thinking about your business’s process and as you prepare to start delivering demos to prospective customers.Use HubSpot’s Sales Hub to organize and manage all aspects of your sales processes including your demos. Who delivers a sales demo?At virtually every company, a sales rep will deliver a demo to the prospective customer.Why deliver a sales demo?You deliver a sales demo to close a deal. With a sales demo, you’re showing a prospect exactly how your product or service meets their specific needs and can mitigate any pain points and issues they’re experiencing. This makes your prospect want to buy your product or service (or at least want to learn more about it so they can convert later on).When do you deliver a sales demo?Sales demos typically occur after a visitor becomes a lead. Depending on where a prospect is in the buyer’s journey, there are a few specific points in time when you might deliver a sales demo (or ask if your prospect is interested in a demo).When a visitor completes a micro conversion (signs up for your newsletter or requests more information)When a lead contacts a member of your sales team to learn more about your product or serviceWhen a lead requests a consultationHow do you deliver a sales demo?There are a number of channels through which you can deliver your sales demos. You might offer your prospects different options to be flexible and meet their needs.Ensure you have all of the tools needed to offer these sales demo delivery methods. For example, if you decide to deliver a sales demo via video chat, make sure you have access to software like GoToMeeting or Zoom, which allow easy screen share, face-to-face video chat, messaging, call features, and more.Here are some more examples of common sales demo delivery channels:Phone callEmailIn-personAutomated/ pre-recorded videoLive video chatSince you now have a better understanding of the basics behind the sales demo process, let’s take a look at how to actually deliver a sales demo. 1. Research Your ProspectThe first step in the sales demo process is to research your prospect. As the rep who’s delivering the demo, you should have a deep understanding of the prospect’s needs and pain points as well as what it is the company they work for does.This will allow you to tailor and customize the demo to the prospect’s specific needs and situation, which is a critical component of a successful sales demo.2. Confirm the Sales DemoA sales demo is something that’s almost always planned in advance — so it’s important to remember to confirm the demo prior to it happening. Make sure the planned time of the demo still works for the prospect and give them a window to postpone if they’ve accidentally double-booked or if something else came up.Send a calendar invite as soon as you’ve confirmed the date and time of the demo (don’t forget to include any dial-in information if needed). Ask if anyone other than the person (or people) you listed on the invite will be attending so you can add them. Then, follow up with a confirmation email the day before, or a few hours prior to, the demo.Use free scheduling software to efficiently plan, organize, and manage all of your meetings.3. Plan Your Sales Demo Before the MeetingThere are many ways to plan your sales demo in a way that will enhance it and make it more engaging depending on the channel you choose to present through.For example, share your screen during the call with tools like the ones we mentioned above, create a personalized slide deck (with a tool like Canva), and have any relevant links loaded and ready to go in tabs on your browser to reference so you can easily incorporate them throughout the presentation. Examples of these resources include a customer case study, an informative infographic, and any other web pages, like your testimonial web page, you think may come in handy during the demo.You should also prepare statements around each tool or service you plan to show your prospects as well as any tie down questions — which spark agreement and invite the prospect to better define the value of a given tool or solution for their business — to ensure your prospect is following along and understanding the given information.Plan tie down questions for each tool or section in your demo to ensure your prospect is following along, understanding your descriptions, and grasping how these tools can help them solve their problems. You want to lay out a clear path from A to B so they can envision the way your product or service can resolve their challenge.4. Humanize the Sales DemoIf you start the demo with, “Hi. I’m Kristen … Let’s start the sales demo now!” you officially sound like a sales zombie.To avoid coming off as a pushy, untrustworthy, and possibly unpleasant, ensure you’re personable and show your caring, human side at the beginning of the call. After all, at this stage in the sales cycle, you and the prospect probably don’t know each other that well. You might ask the prospect how they’ve been, how their latest project went, if their dog is finally potty trained, whatever. Time is precious, but so is rapport.And rapport does not stop here. Build it at the beginning of the call and ensure it’s continually injected throughout all other parts of the sales demo as well to establish a human and trusting relationship.5. Set an Agenda for the DemoYour sales demos should always follow an agenda. Prospects should be informed of this agenda prior to the demo beginning and can also be reminded of which stage of the agenda they’re actually in throughout the demo. This sets expectations and keeps everyone organized and on task. Knowing what will happen during the demo will put the prospect at ease.Emphasize there will be time at the end of the demo for the prospect to ask detailed questions (but you can also stress questions are welcome at any time).6. Summarize Past ConversationsAs you begin presenting the demo, mention any past conversations you’ve had with this specific prospect. This will remind them why they needed your assistance to begin with, why they considered doing business with you in the past, and how you determined you can help them during any previous conversations.One way to neatly do this is by outlining the prospect’s goals, plans, challenges, and timeline (GPCT). Once they confirm this information is right, you can use this presentation slide (or brief discussion) as a springboard to jump into the meat of the demo.7. Provide BackgroundAs a rep, gaining the trust of the prospect is a critical component of closing any deal. To do this, provide some background information about your company. This will establish your company as a reputable and innovative potential partner for the prospect.The ticket here is avoiding generic babble and incorporating specific facts about your company and it’s products/ services that align with the needs of the prospect and their company.7. Explain the Product or ServiceNow, it’s time to explain your product or service. When doing this, you’ll want to ensure the explanation is both specific and tactful.Start with an overview or the product and it’s basic features. Explain why this product exists, and link it to the prospect’s needs (which you already confirmed with the GPCT). Each feature being presented in the demo should tie back to why the product is the best solution for the prospect’s challenge.Next, bring in the “wow” factors. This should answer the question, “What unique value does the product offer?”This is where personalization is key. For example, if a HubSpot prospect mentions they want to improve their blog’s SEO, you could feature the SEO, Content Strategy, and Keywords tool. You can also always refer back to any previous conversations and plans you worked on with the prospect during earlier conversations and ask a tie-down question to ensure you’re all on the same page at this time as well.Furthermore, if your company provides excellent customer service to help with the onboarding process and beyond, include that information in this part of the demo. Knowing help will be available when needed does wonders to reassure a doubtful prospect.9. Address Any Questions the Prospect HasAs mentioned, you’ll want to ensure every demo has time for Q&A at the end of the demo. Throughout the demo, try to anticipate possible objections the prospect might have by listening to their tone and even watching their facial expressions (if they’re on a video call or meeting in person).By picking up on these emotions and concerns, you can frame your responses and answers in a more personalized way. You can also determine whether or not you should pull out that extra infographic or show an example of a customer successfully solving the same problem using the tools being referenced. This builds social proof, credibility, and shows the prospect that others have succeeded by partnering with you.10. Set Expectations For Next StepsWhew! You’ve officially completed the delivery of the sales process. Now, the big question: Is the prospect interested in moving this conversation forward to possibly make a deal?Let the prospect know upfront what’s required on their end for the solution to be successful. For example, show a final slide to summarize the discussion in terms of the prospect’s necessary commitment, skills, time, willingness to learn, and budget for the solution to be a worthwhile investment for them.If they’re interested in learning more or keeping the conversation going, you can set up a follow-up conversation. Or — even better — if the demo was highly effective in convincing the prospect, it might be time to begin a closing sequence to complete the deal (yay!).Sales Demo Best PracticesThere are some best practices you’ll want to make sure you follow and consider while working on your sales demos to meet the needs of your clients and develop a consistent, effective, and repeatable process for you and your fellow reps.Personalize the Sales DemoPersonalize the sales demo to fit the needs of the specific prospect you’re speaking with. You always want to distill your demo down and customize it to your audience’s situation with only the essential information they need.To do this, make sure your demo demonstrates the ways your product is suited to address their pain points and meet their needs. Prospects and customers only care about the features that impact them in a positive way, so you’ll want your demo to highlight those.Always Explain “Why”With everything you present and share throughout the demo, you must explain the “why” behind it. Why is your product better than your competitor’s products? Why is your product or service ideal for managing the prospect’s issue? Why should your prospect want to do business with you? Why do your current customers love your product?These are the types of points and comments that may just move your prospect from an interested lead to a new and loyal customer — they differentiate you from other companies and make your demo significantly more convincing.Remember To Be AdaptableThe sales demo steps are a bit like an adaptable script you can refer to and pull from to ensure you’re providing all prospects with an on-brand, consistent, and professional experience.You can also make sure you run through various situations regarding the reasons why prospects might need your product or service and how it can help them with your sales manager so you’re ready for all scenarios. Additionally, you might choose to review some possible questions the majority of prospects currently ask the rest of your team so you’re ready to provide quick, helpful, and impactful responses on the fly.And remember, every interaction, prospect, company, and situation is unique, so prepared to adapt the demo as needed. Your job is to meet your prospect where they are to show your support, flexibility, and commitment to their success.ListenPrior to, during, and after the delivery of any sales demo, it’s critical you listen to both the prospect and your fellow reps.You need to listen to your prospect’s needs, pain points, concerns, questions, hesitations, and positive or negative feedback. This will allow you to customize the demo and all future conversations to fit their needs and tailor the points you make during the demo to highlight the ways your product can resolve their challenges.Additionally, you need to listen to your fellow reps. Your demo process is ever-changing and you’re the group people who are actually working with prospects, conversing with them about their issues and needs, and delivering the demos every day.So, who better to ask for feedback on the current demo process (what should stay the same and what could be improved) than the other members of your team? Because, maybe they’ve uncovered something you’ve never thought about or encountered (and vice versa).Include Real DataData speaks volumes about your products, services, and ability to positively impact your customers. As we mentioned earlier, in your demos, don’t be afraid to include real data about your company’s success, the percentage of current customers who have solved problems similar to those of your prospects with your product or service, and more.If a prospect asks for specific information about one of your product’s capabilities, you can also pull in real data about the ways in which your solution works and functions.Begin Creating Your Sales Demo ProcessThe demo is to sales what the climax is to a movie — this is the part where all the action has built up and resulted in one big moment where everything comes together.That’s why it’s so important to get the demo right. Take the time to prep, understand your prospects, and determine how to tie your product back to the prospect’s needs and challenges. This way, it’ll be smooth sailing and improve the likelihood of closing a deal. What Is a Sales Demo? That’s where a sales demonstration comes in handy. Have you ever considered buying a product or signing up for a service but felt you needed to see that product or service in action prior to making your decision? Maybe because you were unsure of how it actually worked or you didn’t know whether or not if would solve a challenge you were facing.Free Download: The Do’s and Don’ts Of Using Video For Sales Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack