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Tipping the Funnel
Tipping the Funnel
Tipping the Funnel
Tipping the Funnel
Tipping the Funnel
Tipping the Funnel
Tipping the Funnel
Tipping the Funnel
Tipping the Funnel
Tipping the Funnel
Tipping the Funnel
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

Turn your best customers into an unpaid sales force

Published in: Business, Technology
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Transcript

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