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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.”              ...
Advocates are your best influencers
Typical Conversion Rates 1. Cold calling:      Between 1-5%                                             4% 2. External Rec...
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 (F...
Tipping the Funnel
Tipping the Funnel
Tipping the Funnel
Tipping the Funnel
Tipping the Funnel
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Tipping the Funnel

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Turn your best customers into an unpaid sales force

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Transcript of "Tipping the Funnel"

  1. 1. How do you get your message through the clutter?
  2. 2. Tipping the funnelJosh Bernoff & Charlene Li Josh Bernoff & Ted Schadler
  3. 3. Influence is spreadthrough social media
  4. 4. Messaging & Positioning
  5. 5. To target tomorrow’s customers
  6. 6. “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
  7. 7. Advocates are your best influencers
  8. 8. 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.”
  9. 9. Tipping thefunnel exercise
  10. 10. Get it right www.flickr.com/photos/littlebabyjesus/123838009
  11. 11. 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
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