Sales and Marketing Performance News

Specialist consulting firm Advanced Marketing Concepts Ltd. (AMC) will be relocating its base of operation to the San Francisco Bay Area in Summer 2010. AMC serves technology companies in Europe, Israel and the US to improve sales and marketing performance, through creating clarity in messaging, implementing inbound marketing and assisting in transforming the sales culture to better serve Internet Age buyers.

June 30, 2010 -- Specialist sales and marketing performance consultancy Advanced Marketing Concepts Ltd. (AMC) relocates its base of operation to the San Francisco Bay Area in August 2010.

Advanced Marketing Concepts Method

AMC for the past 6 years has consulted with technology companies in Europe, Israel and the US, to improve sales and marketing performance through creating clarity in marketing messaging, implementing Inbound Marketing using HubSpot and in assisting in transforming the sales culture to better serve Internet Age buyers.

AMC's CEO, Mark Gibson is a Bay Area veteran having worked for 12 years in a variety of sales and marketing roles at Sun Microsystems, Informix, MicroStrategy and various start-ups prior to relocating to the UK in 2003.

"I strongly recommend AMC's process. In addition to their messaging methodology and sales training, they helped us develop a change in thinking which has transformed our sales and marketing approach." Arita Mattsoff, VP Marketing, Magic Software

According to Mark Gibson, AMC's CEO, “The biggest challenge in most technology companies today is lead generation. Clarity in messaging coupled with HubSpot Inbound Marketing methodology solves this problem. We have implemented HubSpot for global technology companies and small business and it works for any size company who actively practice the methodology."

"The next order of business is optimizing the sales and marketing value chain around how customers buy, depending on product/market maturity. Elevating sales skill levels to effectively engage and serve Internet Age buyers through improved communication, language and selling skills coupled with lightweight sales process complete our offerings.” Gibson continued.

Our ideal prospects are technology companies with revenues in excess of $5M and less than $100M, or departments of larger corporations that want to accelerate revenue growth and are prepared to invest in new methods and disciplines to generate inbound leads and to elevate sales team skills through training, coaching and performance support.

About Advanced Marketing Concepts Ltd.
Advanced Marketing Concepts Ltd. delivers and implements sales and marketing messaging alignment; AMC is a certified HubSpot reseller and implements HubSpot's Inbound Marketing solution. AMC delivers consulting on aligning the marketing and sales value-chain in conjunction with HotRivet.com copyright holder of "Why Killer Products Don't Sell"; We deliver the "Selling in the Internet Age" classroom training and performance support program in a blended learning solution, based on the Cogbooks platform. Admarco serves clients in North America, EMEA and Israel. Additional information is available at www.admarco.net

Contact:
Mark Gibson, CEO, Advanced Marketing Concepts, Ltd.
Email: mark(dot)gibson(at)admarco(dot)net
Phone +447961081082

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Selling to customers the way they want to buy seems obvious, but as thousands of failed startups have found, it's not obvious and marketing and selling approaches and venture capital investor expectations need to be adapted when selling discontinuous technology.

Join Dominic Rowsell, co-author of "Why Killer-Products Don't Sell"and AMC's Mark Gibson for this Webinar on March 29th at 3PM British Summer Time 10AM Eastern.

In this Webinar we introduce core concepts from the Killer Products book: the four different buying cultures, the IMPACT Cycle - how companies and people buy, and how buying behaviour varies according to risk tolerance.

We will also discuss Value-created Selling, critical for selling discontinuous technology products to early adopters, so that you can get your "killer-products" sold.

• CSO Insights Sales Performance Optimization Survey of more than 180 startups, places aligning with customer buying process as a top 3 initiative for 2010.

• Discover if you are selling to customers in the way they wish to buy, based on their risk tolerance and the maturity of your product in the market.

• Find out if Value-created Selling is right for the life-stage of your product and business or if you should be selling in a Value-added way.
  

• Learn from industry experts and case studies from companies that have both failed and succeeded in their sales approach to launching new products.

Reserve your place for the Why Killer Products Don't Sell Webinar and please don't leave it until the last minute as numbers are limited.

(Cambridge, England) Advanced Marketing Concepts Ltd., (Admarco) announce achievement of certified partner status in the HubSpot partner program. HubSpot software helps companies get found by qualified prospects looking for similar products or services in search engines, the blogosphere and social media.  

Hubspot Partner certification requires hands-on experience in using the HubSpot product and asociated concepts including blogging, social media, SEO, Salesforce.com integration and analytics and requires sitting for a 3-hour examination where the pass mark is 70%.

Advanced Marketing Concepts has been working with the HubSpot platform for over a year and offer services of;

•  Inbound Marketing strategy, 
• Sales and Marketing Messaging Alignment to drive Inbound Marketing,
• Do HubSpot for me, including Blogging, Website content creation, SEO;Keyword optimization, page optimization, Inbound link optimization, Landing page creation, Calls to Action, social media marketing and engagement, and performance measurement and analysis
• Site Design and Custom CSS implementation (with preferred partners)

Inbound Marketing is a long-term commitment, not a one off exercise like a Website redesign. It requires process, diligent effort and a powerful tool-set to orchestrate all of the component parts.

Advanced Marketing Concepts Inbound Marketing Sequence of Events.

HubSpot's  partner program manager, Pete Caputa IV said "We're excited to expand our partnership in the UK with Advanced Marketing Concepts Ltd. Mark's team has demonstrated an ability to drive inbound lead generation results. They start by aligning their clients high level growth goals with their sales and marketing strategies. Then, through a brainstorming workshop process, they help those organizations align sales and marketing messaging, consistent with achieving buyer goals.

Additionally, they've proven through the use of HubSpot for their own business and for their clients, that they can help clients leverage SEO, social media, blogging, landing pages and closed-loop  marketing analytics to help clients generate leads and real revenue"

 About Advanced Marketing Concepts Ltd.
Advanced Marketing Concepts Ltd. delivers and implements sales and marketing messaging alignment, inbound marketing using HubSpot, Value-Created (consultative) sales training and performance support in a blended learning solution. Admarco is based in the UK and serves clients in North America, EMEA and Israel. 
Additional information about Advanced Marketing Concepts, Ltd, a leader in Sales and Marketing Performance Improvement, is available at www.admarco.net

Contact:
Mark Gibson, 

Managing Director, 
Advanced Marketing Concepts, Ltd.
Email: mark.gibson(at)admarco(dot)net

About HubSpot

HubSpot, Inc. provides Internet marketing software that helps businesses get found online, generate more inbound leads and convert a higher percentage of those leads into paying customers.  HubSpot's software platform includes tools that allow professional marketers and small business owners to manage search engine optimization, blogging and social media, as well as landing pages, lead intelligence and marketing analytics.  Based in Cambridge, MA, HubSpot can be found at http://www.hubspot.com.  HubSpot’s free marketing tools can be found at http://grader.com. 

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Cambridge, England: 15 January 2010.

Advanced Marketing Concepts Ltd (Admarco), announce that Admarco CEO Mark Gibson, will be speaking at the VICO Software partner training event in Budapest Hungary on Tuesday 20th January.

In the two hour presentation entitled, "Selling in the Internet Age," Mr. Gibson will discuss concepts from the Blended Learning program of the same name with the goal of accelerating VICO partner's success in introducing Vico's Office suite to building owners, general contractors and construction managers to reduce risk, manage costs, and optimize schedules on complex building projects

Core concepts for the session are:-

1. Understanding how buyer behaviour is affected by risk tolerance over the Diffusion of Innovation curve and the implications for VICO channel partners.
2. The I.M.P.A.C.T (Identify, Mentor, Position, Assessment, Case, Transaction) buying cycle and Value-created Selling to engage early adopters and secure executive sponsorship to facilitate the buying process.
3. Using VICO Software's Buyer-Relevant Messaging templates to engage target buyers around their likely business goals.
4. Creating transparency in the sales process and reducing no-decision outcomes through strong qualification and formal buyer-seller alignment process.
   

About Vico Software

Vico Software, Inc. provides software and services to the commercial construction industry.  Building owners, general contractors, and construction managers use our software and our services to reduce risk, manage costs, and optimize schedules on complex building projects.  Vico's 5D Virtual Construction solutions pioneered the category of BIM for Construction, and they remain the industry's most integrated approach to coordination, quantity takeoff, cost estimation, project scheduling, and production control.  The new Vico Office product suite continues this tradition making it possible to leverage many important BIM file formats such as Revit, Tekla, and ArchiCAD.  The benefits of our solutions and services have been proven on hundreds of building projects to date.

For more information, please contact:Holly Allison, VP of Marketing at Vico Software, Tel:   (978) 882-0170 x118 (eastern)
Skype: reason8855
Email:holly.allison@vicosoftware.com Twitter: @letsbuildit

About Admarco. 
Advanced Marketing Concepts Ltd. (Admarco) delivers and implements Sales and Marketing Messaging Alignment, HubSpot Inbound Marketing solutions, B2B selling training, performance support and coaching in a blended learning solution. We serve clients in EMEA, UK and North America. http://www.admarco.net 
Contact: Mark.Gibson[at]admarco.net  Tel. +44-7961-081-082

Cambridge, England: 30 November 2009.
"Why Killer Products Don't Sell" author and copyright holder, Dominic Rowsell and Advanced Marketing Concepts Ltd (Admarco), announce a partnership to extend the impact of "Value-created selling" and "Operational Culture Alignment" to a wider audience.

"HotRivet's Why Killer Products Don't Sell is valuable contribution to body of professional sales knowledge. Core ideas are:
    1.    Understanding buyer behaviour according to risk tolerance over the Diffusion of Innovation curve. 
    2.    The I.M.P.A.C.T (Identify, Mentor, Position, Assessment, Case, Transaction) buying cycle explains the steps through which every purchase must pass and the engagement points for sales in the customer buying process - regardless of the scale or type of purchase.
    3.    Early adopters must be engaged at the Mentor stage of the IMPACT cycle and this requires a "Value-created" selling approach
    4.    Aligning selling culture to match buying culture based on their risk/adoption profile reduces cost of sale and improves win-rate," states Mark Gibson, Managing Director of Admarco.

Whether you are an entrepreneur launching a novel product/service in a start-up, or introducing a new innovation through an existing team or channel, these are high value concepts, added Gibson.

25% of start-ups fail in the first year and 50% of start-ups are out of business by year 5. *1  Admarco and HotRivet in partnership help  companies overcome two of the top 10 reasons why companies fail,
i. product management issues,

ii.weak penetration of the early market, - often blamed on poor market timing.

“The partnership with Advanced Marketing Concepts is an important and exciting step in the evolution of Hot Rivet. Advanced Marketing Concepts brings with it key deliverables which customers need to be able to implement any sales culture change, deliverables which fully integrate with the IMPACT process.

The combination of Hot Rivet with Advanced Marketing Concepts will undoubtedly reduce the time to productivity in sales for customers,” stated Hot Rivet's Dominic Rowsell, Admarco has integrated the IMPACT Cycle and Value-created Selling concepts into their Selling in the Internet Age eLearning program along with downloadable tools and methods to align buyer and seller at each step in the IMPACT cycle.
Admarco will be offering Operational Culture Alignment consulting to executive teams as part of our partnership.
"Aligning sales, marketing and customer service culture around the way companies buy, based on their risk profile not only makes business sense, it is essential to survival of early stage technology companies", added Rowsell.

About Hot Rivet
Hot Rivet is a professional services company which enables companies to align their sales culture and infrastructure to the appropriate buying culture (www.killer-products.com ) in the market. Hot Rivet’s founder, Dominic Rowsell, is the author of “Why Killer Products Don’t Sell”, a book which reveals the secrets in selling disruptive solutions and services into the banking and technology industries. 
Contact Dominic.Rowsell[at]HotRivet.com.

About Admarco. 
Advanced Marketing Concepts Ltd. (Admarco) delivers and implements Inbound Marketing Messaging, HubSpot Inbound Marketing solutions, B2B selling training, performance support and coaching in a blended learning solution. http://www.admarco.net 
Contact: Mark.Gibson[at]admarco.net  Tel. +44-7961-081-082
*1 Bureau of the Census produced for the Office of Advocacy of the U.S. Small Business Administration.
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Selling in the Internet Age is a compelling eLearning offering to help sales, marketing and customer-facing support professionals to level the playing field with buyers; through improved communication, language and interpersonal selling skills for more effective diagnosis and lead qualification. Salescraft process methods and tools help to align with how customers buyers and gain control in selling situations.

As a lifetime student of Sales and Marketing and 20 year veteran of high tech sales I can tell you that I owe my sailboat, my house on the ocean and the many wonderful things I can do for and with my family to learning these techniques. Don Henrich

Cambridge, England November 3, 2009 -- Advanced Marketing Concepts Ltd. announces the release of Selling in the Internet Age (SIIA)-, an eLearning program for B2B sales, marketing and customer-facing support professionals selling complex products and services in software, high-tech and green-tech industries. SIIA – which works with any existing sales methodology – is an eLearning course for developing in-person and telephone selling skills, combining the theory of communication, language and interpersonal psychology with tools to convert learning into action.

Customer facing selling skills for the whole team

The program, developed over the past three years, recognizes that the Internet has changed buyer behavior and that buyers have the upper hand. Today only one in four salespeople gets a second meeting with a prospect*1, hence the value of a 1:1 sales call has risen dramatically; – sales, marketing and support people need better communication and rapport, language and interpersonal skills to engage, diagnose and qualify opportunities to improve sales performance.

Everyone can improve customer-facing skills starting today by tapping into SIIA, which leverages a modern eLearning platform (CogBooks) developed by a team of learning and sales experts. Recognizing that pre-knowledge level can be different for each user, this platform builds on individual understanding to offer a unique pathway for each user to develop knowledge.

SIIA is available as a complete curriculum including all four books, or as individual modules:
1.   Selling Psychology 1 challenges salespeople to become responsible for their own professional development, and examines four different communication models and the neuroscience of rapport and empathy to develop advanced communication skills.
2.   Selling Psychology 2 is about the use of language to create clarity and meaning in interpersonal communication and the use of Transactional Analysis to gain leverage and control in selling situations.
3.   SalesCraft Skill develops skill in the two most important aspects of selling craft: generating new business and strong diagnosis and qualifying sales leads.
4.   SalesCraft Process offers downloadable tools to help align with buyers in the sales process, provides new insights into how people buy using the I-M-P-A-C-T model, and explains Value-Created Selling, critical when selling innovative products, services, or architectures.

SIIA Books 1-4 are licensed for 12 months on a per user license of $160 per book, or $600 for the complete course. European Union residents will be subject to VAT at 15%. As a special introductory offer, readers are are eligible for a 20% discount on the list prices for any of the courses. Offer expires on 10th November 2009. (cannot be combined with quantity discounts) Click here to register and receive a coupon

SIIA eLearning is part of a structured learning method that combines selling theory and skills development with sales knowledge. Skills taught in SIIA require regular practice, along with role playing and coaching and feedback from field sales managers. Specialist coaches are recommended to attain mastery.

*1 www.csoinsights.com
About Advanced Marketing Concepts, Ltd.
Advanced Marketing Concepts Ltd. delivers and implements Sales and Marketing Messaging alignment, Inbound Marketing partnering with HubSpot Sales and Marketing Alignment, B2B selling training, performance support and coaching in a blended learning solution. www.admarco.net Contact: Mark.Gibson@admarco.net

Hot Rivet is a professional services company which enables companies to align its sales culture and infrastructure to the appropriate buying culture ( www.killer-products.com ) in the market. Hot Rivet’s founder, Dominic Rowsell, is the author of “Why Killer Products Don’t Sell”, a book which reveals the secrets in selling disruptive solutions and services into the banking and technology industries.
Contact Dominic.Rowsell@HotRivet.com.

CogBooks delivers advanced web-based learning technology to the world's leading companies. CogBooks learning technology is designed using modern learning theory and research. To learn more about how we can transform your elearning, go to www.cogbooks.com or email us at info@cogbooks.com .

(Cambridge, England) Advanced Marketing Concepts Ltd., (Admarco) is delighted to announce they have been accepted into the HubSpot Inbound Marketing partner program. HubSpot is the driving force behind Inbound Marketing and makers of the inbound marketing platform that helps companies get found on the Internet, convert more leads and analyze their effectiveness. 

HubSpot partner program manager, Pete Caputa describes members of their partner program as “creative services professionals who have demonstrated their ability to help clients build traffic and capture more leads using the HubSpot Inbound Marketing Software".
"Advanced Marketing Concepts is a valued HubSpot Partner. They've integrated our software and inbound marketing methodology into their comprehensive sales and marketing alignment services offerings. We've seen how their sales and marketing messaging offering, -which starts by defining buyer personas and ends with the alignment of marketing messages with sales processes - helps b2b companies adapt to the realities of marketing and sales where buyers are more educated and empowered during their buying processes. “

“The Internet has changed the way people buy and thus how companies must market. Few marketing agencies have adapted their services to this reality. Very few sales development organizations have even realized there has been a change. Advanced Marketing Concepts is leading their clients into the future by helping them adapt and align their sales and marketing processes to this new 2.0 reality." added Pete.

Mark Gibson explained, "We view the HubSpot relationship as vital to our business and to that of our clients in solving the biggest problem affecting most B2B companies today, - lack of inbound leads. 
HubSpot perfectly fulfills the lead generation requirements in our methodology that includes; -

• Sales and Marketing Alignment, to drive inbound marketing messaging and "buyer-relevant" sales conversation

• Inbound marketing and lead generation using HubSpot

• Value-created (consultative) classroom sales training

• Performance Support for the whole team to deliver the skills training and buyer-relevant messaging in a collaborative environment.

Magic Software's VP Marketing, Arita Mattsoff stated, "Admarco has helped Magic Software in a multi-step engagement to align marketing and sales messaging; use the messaging in sales conversations and to drive inbound marketing. Admarco recommended HubSpot for Inbound Marketing, which we have implemented and are already seeing results in getting found on the Internet. Admarco has led value-created (consultative) sales training sessions for our sales and marketing teams, and has been exceptional in setting expectations and in delivering what they committed to do."

About Advanced Marketing Concepts, Ltd. 

Advanced Marketing Concepts Ltd. delivers and implements sales and marketing messaging alignment, inbound marketing using HubSpot, Value-Created (consultative) sales training and performance support in a blended learning solution. Admarco is based in the UK with partners in the US, Australia, and EMEA. 
Additional information about Advanced Marketing Concepts, Ltd, a leader in Sales and Marketing Performance Improvement, is available at www.admarco.net



Contact:

Mark Gibson,


Managing Director, 
Advanced Marketing Concepts, Ltd.




About HubSpot

HubSpot, Inc. provides Internet marketing software that helps businesses get found online, generate more inbound leads and convert a higher percentage of those leads into paying customers.  HubSpot's software platform includes tools that allow professional marketers and small business owners to manage search engine optimization, blogging and social media, as well as landing pages, lead intelligence and marketing analytics.  Based in Cambridge, MA, HubSpot can be found at http://www.hubspot.com.  HubSpot’s free marketing tools can be found at http://grader.com.



About Magic Software
Magic Software Enterprises Ltd. (NASDAQ: MGIC) is a leading provider of multiple-mode application platform solutions – including Full Client, Rich Internet Applications (RIA) or Software-as-a-Service (SaaS) modes - and business and process integration solutions.  Magic Software has offices in 10 countries and a presence in over 50, as well as a global network of ISV’s, system integrators, value-added distributors and resellers, and consulting and OEM partners.  The company’s award-winning code-free solutions give partners and customers the power to leverage existing IT resources, enhance business agility and focus on core business priorities.  Magic Software’s technological approach, product roadmap and corporate strategy are recognized by leading industry analysts. Magic Software has partnerships with global IT leaders including SAP AG, salesforce.com, IBM and Oracle.  For more information about Magic Software and its products and services, visit www.magicsoftware.com, and for more about our industry related news, business issues and trends, read the Magic Software Blog

• “Dynamic instructor engaged all of us, practical techniques, reinforcement through role play and Performance Support. Great combination and great experience” Don White, 20+ year sales veteran USA.

• “It has been the best sales training from all I have attended (and I have been through some 3-4)”. Helio Diamant, VP Channels, Israel

• “A good amalgamation of different theories, methods and big ideas crafted in such a way that lead any salesperson to rethink the way they sold prior to the course, No doubt can improve any sales person/sales team results.” David Akka, Managing Director, UK, Erie, Ireland

• “Excellent course and messaging integration makes it a total selling solution for the company” Peter Saunders, 20+ years sales veteran UK

• “Very valuable, very professional trainer, well worth doing!” Dominique Berger, Sales Exec. France.

(Cambridge, England) Advanced Marketing Concepts Ltd, principals, Robin Russell and Mark Gibson have achieved certification in Hubspot’s Inbound Marketing University program.

Inbound Marketing refers to marketing strategies in which consumers choose to learn more about you by conducting keyword searches online, opting into your email newsletters, watching your videos, listening to your podcasts, subscribing to your RSS feed, downloading your case studies, visiting your social network or commenting on your blog. Capturing interest at the time a search is conducted means a business can offer their product or service at the right time, when it is needed.

"Businesses across all industry sectors are redirecting marketing budgets away from traditional marketing strategies (print/media advertising, trade shows and direct mail) and moving toward more measurable and effective inbound marketing strategies", commented Ms Russell. "Reducing marketing costs and increasing marketing effectiveness is a high priority for our clients. Inbound Marketing implementation using Hubspot is producing exciting results for our clients".

HubSpot is the driving force behind Inbound Marketing University, which included a diverse faculty of thought leaders in each of the inbound marketing category areas including; -  

• Social Media and Community Building: Chris Brogan (New Marketing Labs)
• Inbound Lead nurturing: Brian Carroll (InTouch)
• Blogging for Business: Mack Collier & Ann Handley (MarketingProfs)
• Search Engine Rankings: Rand Fishkin (SEOmoz)
• E-Mail Marketing: Eric Groves (Constant Contact)
• Landing Page Best Practices: Jeanne Hopkins (MarketingExperiments)
• SEO Crash Course: Lee Odden (Top Rank Online Marketing)
• New Rules of Marketing: David Meerman Scott (New Rules of Marketing & PR)
• Web Analytics: Marshall Sponder (Monster.com)
• Using Facebook for Business: Elyse Tager (Silicon Valley AMA)
• Inbound Marketing Review: Mike Volpe (HubSpot)

"Inbound marketing university is a great learning experience for anyone in marketing interested in increasing their inbound marketing effectivenes" states Mark Gibson.

About Advanced Marketing Concepts, Ltd.


Advanced Marketing Concepts , delivers and implements full-cycle sales and marketing performance improvement. Services include sales and marketing messaging alignment, inbound marketing implementation using Hubspot.com, value-created (consultative) sales training and performance support in a blended learning solution.  Admarco is based in the UK with partners in the US, Australia, and EMEA.
Additional information about Advanced Marketing Concepts Ltd, a leader in Sales and Marketing Performance Improvement, is available at www.admarco.net

Contact:


Mark Gibson

Director
Advanced Marketing Concepts, Ltd.

+44 7961081082

markg[at]admarco.net

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Magic Software Enterprises, has completed its initial Sales and Marketing Alignment and Inbound Marketing engagement with Admarco and prepares to train the EMEA and US Sales organizations.

Commencing in Munich in June and in the US in July, AMC will participate in a 3-day field-training event to upgrade communication, language and consultative selling skills and to train the sales and support teams in using the Buyer-Relevant-Messaging templates produced in the Sales and Marketing Alignment phase.
 
According to Arita Mattsoff, VP Marketing at Magic Software, "We engaged AMC in a four part Sales and Marketing Performance Improvement program for Magic Software;
1.  To consult with us in transitioning to an inbound marketing model including using the HubSpot Inbound Marketing platform;
2.  To develop a new messaging framework for positioning our uniPaaS application platform in the market;   
3.  To empower and train our marketing and sales teams to excel in promoting and selling our solution, and
4.  To improve our interaction with buyers across the board.

 “AMC has brought a methodology, discipline and structure to our messaging which has enabled us to capture how the uniPaaS application platform suite is used to create value.

The work we completed to identify the buyer-persona and needs of potential buyers in our target markets will drive both inbound marketing and sales productivity initiatives. We are pleased with the progress we have made, which is the result of the AMC methodology, their experience and the Magic Software team's engagement, knowledge and professionalism. We are already using the messaging.
 
I strongly recommend AMC for this process and look forward to implementing the sales and marketing training in our next phase".