Turn your best customers into an unpaid sales force

2. How do you get your message
through the clutter?

6. Tipping the funnel
Josh Bernoff & Charlene Li
Josh Bernoff & Ted Schadler

7. Influence is spread
through social media

8. Messaging & Positioning

9. To target tomorrow’s customers

10. “Victory in marketing doesn’t happen
when you sell something, but when you
cultivate advocates for your
brand.”
- Steve Knox, CEO of Tremors,
P&G’s Word of Mouth Business Unit
www.flickr.com/photos/hyku/4837236187

12. Advocates are your
best influencers

13. 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.”

14. Tipping the
funnel exercise

15. Get it right
www.flickr.com/photos/littlebabyjesus/123838009

16. David R Ednie
President & CEO
SalesChannel Europe
Ph: +33 676 60 09 25 (FRA)
Email: david@saleschannel-europe.com
Website: www.saleschannel-europe.com
www.flickr.com/photos/horacio/3781750