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Tipping the Funnel
 

Tipping the Funnel

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Turn your best customers into an unpaid sales force

Turn your best customers into an unpaid sales force

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    Tipping the Funnel Tipping the Funnel Presentation Transcript

    • How do you get your message through the clutter?
    • Tipping the funnelJosh Bernoff & Charlene Li Josh Bernoff & Ted Schadler
    • Influence is spreadthrough social media
    • Messaging & Positioning
    • To target tomorrow’s customers
    • “Victory in marketing doesn’t happenwhen you sell something, but when youcultivate advocates for yourbrand.” - Steve Knox, CEO of Tremors, P&G’s Word of Mouth Business Unit www.flickr.com/photos/hyku/4837236187
    • Advocates are your best influencers
    • Typical Conversion Rates 1. Cold calling: Between 1-5% 4% 2. External Recommendation: 44% “Your company should try O365. You are probably familiar with a lot of the software and everything 10 X Cold calling is backed up in the cloud.” 88% 3. Internal Recommendation: “Our company should be using O365. Everyone knows how to use the software, we can reduce local IT support costs and everyone’s data will 20 X Cold calling 20 X cold calling be backed up in the cloud.”
    • Tipping thefunnel exercise
    • Get it right www.flickr.com/photos/littlebabyjesus/123838009
    • David R Ednie President & CEO SalesChannel Europe Ph: +33 676 60 09 25 (FRA)Email: david@saleschannel-europe.comWebsite: www.saleschannel-europe.com www.flickr.com/photos/horacio/3781750