SlideShare a Scribd company logo
1 of 15
YOUR
CUSTOMERS
ARE SELLING FOR YOU
#FlipMyFunnel
You’re
already
naked.
#FlipMyFunnel
ENGAGINGWITH PROSPECTS
#FlipMyFunnel
HOW WEFLIP OUR FUNNEL
#FlipMyFunnel
PROSPECTSARE LISTENING
When considering a large business-to-business purchase, how valuable do you find the following sources
of information in determining which vendors you will include in a request for proposal (RFP) or product
pitch?*
Percent reporting the source is valuable:
Word of mouth from peers
Industry analyst reports
Private consultation with
analyst
Live events and conferences
86%
84%
83%
82%
*Blanc & Otus Survey from March 2015 #FlipMyFunnel
PROSPECTSARE SEARCHING
#FlipMyFunnel
#FlipMyFunnel
PROSPECTSARE FINDING
#FlipMyFunnel
BUILD TRUSTWITH REAL USER
REVIEWS
BUILD TRUSTWITH REAL USER
REVIEWS
User-generated content builds trust
Negative reviews are most viewed
Reviews drive customer interaction
#FlipMyFunnel
#FlipMyFunnel
The Selfie
Stick
#FlipMyFunnel
THE STIGMAOF NEGATIVE REVIEWS
#FlipMyFunnel
ADDRESSCUSTOMER CONCERNS
TAKE THE NAKED
PLEDGE
#FlipMyFunnel
DEVELOPA REVIEW STRATEGY
Build Trust With
User Reviews
Implement
Advocate Programs
#FlipMyFunnel
Brad Rosen
Director of Sales at G2 Crowd
e: brosen@g2crowd.com

More Related Content

Similar to Brad Rosen - #FlipMyFunnel - Your Customers Are Selling For You

Uberflip and Infer –  Predictive analytics: A Content Marketers Secret Weapon
Uberflip and Infer –  Predictive analytics: A Content Marketers Secret WeaponUberflip and Infer –  Predictive analytics: A Content Marketers Secret Weapon
Uberflip and Infer –  Predictive analytics: A Content Marketers Secret WeaponInfer
 
Predictive Analytics: A Content Marketer's Secret Weapon
Predictive Analytics: A Content Marketer's Secret WeaponPredictive Analytics: A Content Marketer's Secret Weapon
Predictive Analytics: A Content Marketer's Secret WeaponUberflip
 
"How to Use Buyer Persona Research to Close More Deals" presented by Jen Spen...
"How to Use Buyer Persona Research to Close More Deals" presented by Jen Spen..."How to Use Buyer Persona Research to Close More Deals" presented by Jen Spen...
"How to Use Buyer Persona Research to Close More Deals" presented by Jen Spen...#FlipMyFunnel
 
Transforming Your Reps From Pitch Men to Problem Solvers
Transforming Your Reps From Pitch Men to Problem SolversTransforming Your Reps From Pitch Men to Problem Solvers
Transforming Your Reps From Pitch Men to Problem SolversPamela Boesch
 
Transforming Your Reps From Pitch Men to Problem Solvers
Transforming Your Reps From Pitch Men to Problem SolversTransforming Your Reps From Pitch Men to Problem Solvers
Transforming Your Reps From Pitch Men to Problem SolversQstreamInc
 
Delivering Omnichannel: From The Back-End To The Front-End and Beyond
Delivering Omnichannel: From The Back-End To The Front-End and BeyondDelivering Omnichannel: From The Back-End To The Front-End and Beyond
Delivering Omnichannel: From The Back-End To The Front-End and BeyondG3 Communications
 
Webinar Slides - An Empowered Sales Rep Becomes A Content Concierge
Webinar Slides - An Empowered Sales Rep Becomes A Content ConciergeWebinar Slides - An Empowered Sales Rep Becomes A Content Concierge
Webinar Slides - An Empowered Sales Rep Becomes A Content ConciergeMediafly
 
[Webinar] Driving The Ultimate Customer Experience With Predictive Marketing ...
[Webinar] Driving The Ultimate Customer Experience With Predictive Marketing ...[Webinar] Driving The Ultimate Customer Experience With Predictive Marketing ...
[Webinar] Driving The Ultimate Customer Experience With Predictive Marketing ...Mintigo1
 
BrightonSEO Sept 2021 From measurement plans to monthly reports: how to build...
BrightonSEO Sept 2021 From measurement plans to monthly reports: how to build...BrightonSEO Sept 2021 From measurement plans to monthly reports: how to build...
BrightonSEO Sept 2021 From measurement plans to monthly reports: how to build...AnnaCorbett4
 
Optimize Your Cross-Channel Strategy for Success
Optimize Your Cross-Channel Strategy for SuccessOptimize Your Cross-Channel Strategy for Success
Optimize Your Cross-Channel Strategy for SuccessMarketo
 
Talk Triggers, Plus Ask Jay Baer Anything
Talk Triggers, Plus Ask Jay Baer AnythingTalk Triggers, Plus Ask Jay Baer Anything
Talk Triggers, Plus Ask Jay Baer AnythingUberflip
 
Lead Nurturing in the Mobile & Social Age
Lead Nurturing in the Mobile & Social Age Lead Nurturing in the Mobile & Social Age
Lead Nurturing in the Mobile & Social Age Sendible
 
BrightonSEO Sept 2021 From measurement plans to monthly reports: how to build...
BrightonSEO Sept 2021 From measurement plans to monthly reports: how to build...BrightonSEO Sept 2021 From measurement plans to monthly reports: how to build...
BrightonSEO Sept 2021 From measurement plans to monthly reports: how to build...AnnaCorbett4
 
Learn build measure building products customers love
Learn build measure building products customers loveLearn build measure building products customers love
Learn build measure building products customers loveRahul PruthI
 
#FlipMyFunnel Atlanta 2016 - Daniel Gaugler & Megan Reed - NetGain Technologi...
#FlipMyFunnel Atlanta 2016 - Daniel Gaugler & Megan Reed - NetGain Technologi...#FlipMyFunnel Atlanta 2016 - Daniel Gaugler & Megan Reed - NetGain Technologi...
#FlipMyFunnel Atlanta 2016 - Daniel Gaugler & Megan Reed - NetGain Technologi...#FlipMyFunnel
 
THERE'S MORE TO LEAD NURTURING THAN EMAIL... [INBOUND 2014]
THERE'S MORE TO LEAD NURTURING THAN EMAIL... [INBOUND 2014]THERE'S MORE TO LEAD NURTURING THAN EMAIL... [INBOUND 2014]
THERE'S MORE TO LEAD NURTURING THAN EMAIL... [INBOUND 2014]HubSpot
 
Translating Customer Needs Into MVPs
Translating Customer Needs Into MVPsTranslating Customer Needs Into MVPs
Translating Customer Needs Into MVPsNew York University
 
PROVE YOUR ROI: MAKE SMARTER MARKETING DECISIONS BY TRACKING MARKETING ANALYT...
PROVE YOUR ROI: MAKE SMARTER MARKETING DECISIONS BY TRACKING MARKETING ANALYT...PROVE YOUR ROI: MAKE SMARTER MARKETING DECISIONS BY TRACKING MARKETING ANALYT...
PROVE YOUR ROI: MAKE SMARTER MARKETING DECISIONS BY TRACKING MARKETING ANALYT...HubSpot
 
User Generated Content in a Complex Sales Environment
User Generated Content in a Complex Sales EnvironmentUser Generated Content in a Complex Sales Environment
User Generated Content in a Complex Sales EnvironmentAdam Proehl
 
Mapping the Omnichannel Customer Journey: How to Engage People in a Mobile Fi...
Mapping the Omnichannel Customer Journey: How to Engage People in a Mobile Fi...Mapping the Omnichannel Customer Journey: How to Engage People in a Mobile Fi...
Mapping the Omnichannel Customer Journey: How to Engage People in a Mobile Fi...FollowAnalytics
 

Similar to Brad Rosen - #FlipMyFunnel - Your Customers Are Selling For You (20)

Uberflip and Infer –  Predictive analytics: A Content Marketers Secret Weapon
Uberflip and Infer –  Predictive analytics: A Content Marketers Secret WeaponUberflip and Infer –  Predictive analytics: A Content Marketers Secret Weapon
Uberflip and Infer –  Predictive analytics: A Content Marketers Secret Weapon
 
Predictive Analytics: A Content Marketer's Secret Weapon
Predictive Analytics: A Content Marketer's Secret WeaponPredictive Analytics: A Content Marketer's Secret Weapon
Predictive Analytics: A Content Marketer's Secret Weapon
 
"How to Use Buyer Persona Research to Close More Deals" presented by Jen Spen...
"How to Use Buyer Persona Research to Close More Deals" presented by Jen Spen..."How to Use Buyer Persona Research to Close More Deals" presented by Jen Spen...
"How to Use Buyer Persona Research to Close More Deals" presented by Jen Spen...
 
Transforming Your Reps From Pitch Men to Problem Solvers
Transforming Your Reps From Pitch Men to Problem SolversTransforming Your Reps From Pitch Men to Problem Solvers
Transforming Your Reps From Pitch Men to Problem Solvers
 
Transforming Your Reps From Pitch Men to Problem Solvers
Transforming Your Reps From Pitch Men to Problem SolversTransforming Your Reps From Pitch Men to Problem Solvers
Transforming Your Reps From Pitch Men to Problem Solvers
 
Delivering Omnichannel: From The Back-End To The Front-End and Beyond
Delivering Omnichannel: From The Back-End To The Front-End and BeyondDelivering Omnichannel: From The Back-End To The Front-End and Beyond
Delivering Omnichannel: From The Back-End To The Front-End and Beyond
 
Webinar Slides - An Empowered Sales Rep Becomes A Content Concierge
Webinar Slides - An Empowered Sales Rep Becomes A Content ConciergeWebinar Slides - An Empowered Sales Rep Becomes A Content Concierge
Webinar Slides - An Empowered Sales Rep Becomes A Content Concierge
 
[Webinar] Driving The Ultimate Customer Experience With Predictive Marketing ...
[Webinar] Driving The Ultimate Customer Experience With Predictive Marketing ...[Webinar] Driving The Ultimate Customer Experience With Predictive Marketing ...
[Webinar] Driving The Ultimate Customer Experience With Predictive Marketing ...
 
BrightonSEO Sept 2021 From measurement plans to monthly reports: how to build...
BrightonSEO Sept 2021 From measurement plans to monthly reports: how to build...BrightonSEO Sept 2021 From measurement plans to monthly reports: how to build...
BrightonSEO Sept 2021 From measurement plans to monthly reports: how to build...
 
Optimize Your Cross-Channel Strategy for Success
Optimize Your Cross-Channel Strategy for SuccessOptimize Your Cross-Channel Strategy for Success
Optimize Your Cross-Channel Strategy for Success
 
Talk Triggers, Plus Ask Jay Baer Anything
Talk Triggers, Plus Ask Jay Baer AnythingTalk Triggers, Plus Ask Jay Baer Anything
Talk Triggers, Plus Ask Jay Baer Anything
 
Lead Nurturing in the Mobile & Social Age
Lead Nurturing in the Mobile & Social Age Lead Nurturing in the Mobile & Social Age
Lead Nurturing in the Mobile & Social Age
 
BrightonSEO Sept 2021 From measurement plans to monthly reports: how to build...
BrightonSEO Sept 2021 From measurement plans to monthly reports: how to build...BrightonSEO Sept 2021 From measurement plans to monthly reports: how to build...
BrightonSEO Sept 2021 From measurement plans to monthly reports: how to build...
 
Learn build measure building products customers love
Learn build measure building products customers loveLearn build measure building products customers love
Learn build measure building products customers love
 
#FlipMyFunnel Atlanta 2016 - Daniel Gaugler & Megan Reed - NetGain Technologi...
#FlipMyFunnel Atlanta 2016 - Daniel Gaugler & Megan Reed - NetGain Technologi...#FlipMyFunnel Atlanta 2016 - Daniel Gaugler & Megan Reed - NetGain Technologi...
#FlipMyFunnel Atlanta 2016 - Daniel Gaugler & Megan Reed - NetGain Technologi...
 
THERE'S MORE TO LEAD NURTURING THAN EMAIL... [INBOUND 2014]
THERE'S MORE TO LEAD NURTURING THAN EMAIL... [INBOUND 2014]THERE'S MORE TO LEAD NURTURING THAN EMAIL... [INBOUND 2014]
THERE'S MORE TO LEAD NURTURING THAN EMAIL... [INBOUND 2014]
 
Translating Customer Needs Into MVPs
Translating Customer Needs Into MVPsTranslating Customer Needs Into MVPs
Translating Customer Needs Into MVPs
 
PROVE YOUR ROI: MAKE SMARTER MARKETING DECISIONS BY TRACKING MARKETING ANALYT...
PROVE YOUR ROI: MAKE SMARTER MARKETING DECISIONS BY TRACKING MARKETING ANALYT...PROVE YOUR ROI: MAKE SMARTER MARKETING DECISIONS BY TRACKING MARKETING ANALYT...
PROVE YOUR ROI: MAKE SMARTER MARKETING DECISIONS BY TRACKING MARKETING ANALYT...
 
User Generated Content in a Complex Sales Environment
User Generated Content in a Complex Sales EnvironmentUser Generated Content in a Complex Sales Environment
User Generated Content in a Complex Sales Environment
 
Mapping the Omnichannel Customer Journey: How to Engage People in a Mobile Fi...
Mapping the Omnichannel Customer Journey: How to Engage People in a Mobile Fi...Mapping the Omnichannel Customer Journey: How to Engage People in a Mobile Fi...
Mapping the Omnichannel Customer Journey: How to Engage People in a Mobile Fi...
 

More from #FlipMyFunnel

FlipMyFunnel Austin 2019 Roadshow
FlipMyFunnel Austin 2019 RoadshowFlipMyFunnel Austin 2019 Roadshow
FlipMyFunnel Austin 2019 Roadshow#FlipMyFunnel
 
FlipMyFunnel DC Roadshow 04.30.19
FlipMyFunnel DC Roadshow 04.30.19FlipMyFunnel DC Roadshow 04.30.19
FlipMyFunnel DC Roadshow 04.30.19#FlipMyFunnel
 
"We Don't Sell to Robots" presented by Daniel Gaugler and Cat Martinez at #Fl...
"We Don't Sell to Robots" presented by Daniel Gaugler and Cat Martinez at #Fl..."We Don't Sell to Robots" presented by Daniel Gaugler and Cat Martinez at #Fl...
"We Don't Sell to Robots" presented by Daniel Gaugler and Cat Martinez at #Fl...#FlipMyFunnel
 
"ABM: Winning With A Human Touch" presented by Malachi Threadgill at #FlipMyF...
"ABM: Winning With A Human Touch" presented by Malachi Threadgill at #FlipMyF..."ABM: Winning With A Human Touch" presented by Malachi Threadgill at #FlipMyF...
"ABM: Winning With A Human Touch" presented by Malachi Threadgill at #FlipMyF...#FlipMyFunnel
 
"Why Building A Brand Is The Single Best Investment You Can Make in 2018" by ...
"Why Building A Brand Is The Single Best Investment You Can Make in 2018" by ..."Why Building A Brand Is The Single Best Investment You Can Make in 2018" by ...
"Why Building A Brand Is The Single Best Investment You Can Make in 2018" by ...#FlipMyFunnel
 
"2018 B2B Marketing Trends" presented by Peter Weinberg at #FlipMyFunnel 2018
"2018 B2B Marketing Trends" presented by Peter Weinberg at #FlipMyFunnel 2018"2018 B2B Marketing Trends" presented by Peter Weinberg at #FlipMyFunnel 2018
"2018 B2B Marketing Trends" presented by Peter Weinberg at #FlipMyFunnel 2018#FlipMyFunnel
 
"From Skunkworks to Platinum Stack" presented by Matt Amundson, Charles Crnoe...
"From Skunkworks to Platinum Stack" presented by Matt Amundson, Charles Crnoe..."From Skunkworks to Platinum Stack" presented by Matt Amundson, Charles Crnoe...
"From Skunkworks to Platinum Stack" presented by Matt Amundson, Charles Crnoe...#FlipMyFunnel
 
"Scientific Results to Deliver Your Customer a Better Experience" presented b...
"Scientific Results to Deliver Your Customer a Better Experience" presented b..."Scientific Results to Deliver Your Customer a Better Experience" presented b...
"Scientific Results to Deliver Your Customer a Better Experience" presented b...#FlipMyFunnel
 
"What is Campaign Based Prospecting?" by Ryan O'Hara at #FlipMyFunnel 2018
"What is Campaign Based Prospecting?" by Ryan O'Hara at #FlipMyFunnel 2018"What is Campaign Based Prospecting?" by Ryan O'Hara at #FlipMyFunnel 2018
"What is Campaign Based Prospecting?" by Ryan O'Hara at #FlipMyFunnel 2018#FlipMyFunnel
 
"How to Humanize Your Prospecting in an Automated World" by Morgan Ingram at ...
"How to Humanize Your Prospecting in an Automated World" by Morgan Ingram at ..."How to Humanize Your Prospecting in an Automated World" by Morgan Ingram at ...
"How to Humanize Your Prospecting in an Automated World" by Morgan Ingram at ...#FlipMyFunnel
 
"Humanizing Live Sales Chat in a World of Bots" presented by Chris Handy at #...
"Humanizing Live Sales Chat in a World of Bots" presented by Chris Handy at #..."Humanizing Live Sales Chat in a World of Bots" presented by Chris Handy at #...
"Humanizing Live Sales Chat in a World of Bots" presented by Chris Handy at #...#FlipMyFunnel
 
"Turning Your Pitch Into Your REASON" by Dale Dupree at #FlipMyFunnel 2018
"Turning Your Pitch Into Your REASON" by Dale Dupree at #FlipMyFunnel 2018"Turning Your Pitch Into Your REASON" by Dale Dupree at #FlipMyFunnel 2018
"Turning Your Pitch Into Your REASON" by Dale Dupree at #FlipMyFunnel 2018#FlipMyFunnel
 
"Transitioning Your Sales Organization to Account-Based Marketing" presented ...
"Transitioning Your Sales Organization to Account-Based Marketing" presented ..."Transitioning Your Sales Organization to Account-Based Marketing" presented ...
"Transitioning Your Sales Organization to Account-Based Marketing" presented ...#FlipMyFunnel
 
"The State of Revenue Operations" presented by Karen Steele at #FlipMyFunnel ...
"The State of Revenue Operations" presented by Karen Steele at #FlipMyFunnel ..."The State of Revenue Operations" presented by Karen Steele at #FlipMyFunnel ...
"The State of Revenue Operations" presented by Karen Steele at #FlipMyFunnel ...#FlipMyFunnel
 
"Rock Your ABM and Sales Partnership" presented by Kristen Novak at #FlipMyFu...
"Rock Your ABM and Sales Partnership" presented by Kristen Novak at #FlipMyFu..."Rock Your ABM and Sales Partnership" presented by Kristen Novak at #FlipMyFu...
"Rock Your ABM and Sales Partnership" presented by Kristen Novak at #FlipMyFu...#FlipMyFunnel
 
"Let's Get Honest About ABM: Three Truths and No Lies" presented by Katie Bul...
"Let's Get Honest About ABM: Three Truths and No Lies" presented by Katie Bul..."Let's Get Honest About ABM: Three Truths and No Lies" presented by Katie Bul...
"Let's Get Honest About ABM: Three Truths and No Lies" presented by Katie Bul...#FlipMyFunnel
 
"BFFs are the New MQL" presented by Justin Keller at #FlipMyFunnel 2018
"BFFs are the New MQL" presented by Justin Keller at #FlipMyFunnel 2018"BFFs are the New MQL" presented by Justin Keller at #FlipMyFunnel 2018
"BFFs are the New MQL" presented by Justin Keller at #FlipMyFunnel 2018#FlipMyFunnel
 
"Going All In on ABM: Implementing a People First, Agile, Account-Based Strat...
"Going All In on ABM: Implementing a People First, Agile, Account-Based Strat..."Going All In on ABM: Implementing a People First, Agile, Account-Based Strat...
"Going All In on ABM: Implementing a People First, Agile, Account-Based Strat...#FlipMyFunnel
 
"#CustomerCenteredCentricObsessed" presented by Jill Rowley at #FlipMyFunnel ...
"#CustomerCenteredCentricObsessed" presented by Jill Rowley at #FlipMyFunnel ..."#CustomerCenteredCentricObsessed" presented by Jill Rowley at #FlipMyFunnel ...
"#CustomerCenteredCentricObsessed" presented by Jill Rowley at #FlipMyFunnel ...#FlipMyFunnel
 
"Account-Based Success: Stories from the Real World" presented by Craig Rosen...
"Account-Based Success: Stories from the Real World" presented by Craig Rosen..."Account-Based Success: Stories from the Real World" presented by Craig Rosen...
"Account-Based Success: Stories from the Real World" presented by Craig Rosen...#FlipMyFunnel
 

More from #FlipMyFunnel (20)

FlipMyFunnel Austin 2019 Roadshow
FlipMyFunnel Austin 2019 RoadshowFlipMyFunnel Austin 2019 Roadshow
FlipMyFunnel Austin 2019 Roadshow
 
FlipMyFunnel DC Roadshow 04.30.19
FlipMyFunnel DC Roadshow 04.30.19FlipMyFunnel DC Roadshow 04.30.19
FlipMyFunnel DC Roadshow 04.30.19
 
"We Don't Sell to Robots" presented by Daniel Gaugler and Cat Martinez at #Fl...
"We Don't Sell to Robots" presented by Daniel Gaugler and Cat Martinez at #Fl..."We Don't Sell to Robots" presented by Daniel Gaugler and Cat Martinez at #Fl...
"We Don't Sell to Robots" presented by Daniel Gaugler and Cat Martinez at #Fl...
 
"ABM: Winning With A Human Touch" presented by Malachi Threadgill at #FlipMyF...
"ABM: Winning With A Human Touch" presented by Malachi Threadgill at #FlipMyF..."ABM: Winning With A Human Touch" presented by Malachi Threadgill at #FlipMyF...
"ABM: Winning With A Human Touch" presented by Malachi Threadgill at #FlipMyF...
 
"Why Building A Brand Is The Single Best Investment You Can Make in 2018" by ...
"Why Building A Brand Is The Single Best Investment You Can Make in 2018" by ..."Why Building A Brand Is The Single Best Investment You Can Make in 2018" by ...
"Why Building A Brand Is The Single Best Investment You Can Make in 2018" by ...
 
"2018 B2B Marketing Trends" presented by Peter Weinberg at #FlipMyFunnel 2018
"2018 B2B Marketing Trends" presented by Peter Weinberg at #FlipMyFunnel 2018"2018 B2B Marketing Trends" presented by Peter Weinberg at #FlipMyFunnel 2018
"2018 B2B Marketing Trends" presented by Peter Weinberg at #FlipMyFunnel 2018
 
"From Skunkworks to Platinum Stack" presented by Matt Amundson, Charles Crnoe...
"From Skunkworks to Platinum Stack" presented by Matt Amundson, Charles Crnoe..."From Skunkworks to Platinum Stack" presented by Matt Amundson, Charles Crnoe...
"From Skunkworks to Platinum Stack" presented by Matt Amundson, Charles Crnoe...
 
"Scientific Results to Deliver Your Customer a Better Experience" presented b...
"Scientific Results to Deliver Your Customer a Better Experience" presented b..."Scientific Results to Deliver Your Customer a Better Experience" presented b...
"Scientific Results to Deliver Your Customer a Better Experience" presented b...
 
"What is Campaign Based Prospecting?" by Ryan O'Hara at #FlipMyFunnel 2018
"What is Campaign Based Prospecting?" by Ryan O'Hara at #FlipMyFunnel 2018"What is Campaign Based Prospecting?" by Ryan O'Hara at #FlipMyFunnel 2018
"What is Campaign Based Prospecting?" by Ryan O'Hara at #FlipMyFunnel 2018
 
"How to Humanize Your Prospecting in an Automated World" by Morgan Ingram at ...
"How to Humanize Your Prospecting in an Automated World" by Morgan Ingram at ..."How to Humanize Your Prospecting in an Automated World" by Morgan Ingram at ...
"How to Humanize Your Prospecting in an Automated World" by Morgan Ingram at ...
 
"Humanizing Live Sales Chat in a World of Bots" presented by Chris Handy at #...
"Humanizing Live Sales Chat in a World of Bots" presented by Chris Handy at #..."Humanizing Live Sales Chat in a World of Bots" presented by Chris Handy at #...
"Humanizing Live Sales Chat in a World of Bots" presented by Chris Handy at #...
 
"Turning Your Pitch Into Your REASON" by Dale Dupree at #FlipMyFunnel 2018
"Turning Your Pitch Into Your REASON" by Dale Dupree at #FlipMyFunnel 2018"Turning Your Pitch Into Your REASON" by Dale Dupree at #FlipMyFunnel 2018
"Turning Your Pitch Into Your REASON" by Dale Dupree at #FlipMyFunnel 2018
 
"Transitioning Your Sales Organization to Account-Based Marketing" presented ...
"Transitioning Your Sales Organization to Account-Based Marketing" presented ..."Transitioning Your Sales Organization to Account-Based Marketing" presented ...
"Transitioning Your Sales Organization to Account-Based Marketing" presented ...
 
"The State of Revenue Operations" presented by Karen Steele at #FlipMyFunnel ...
"The State of Revenue Operations" presented by Karen Steele at #FlipMyFunnel ..."The State of Revenue Operations" presented by Karen Steele at #FlipMyFunnel ...
"The State of Revenue Operations" presented by Karen Steele at #FlipMyFunnel ...
 
"Rock Your ABM and Sales Partnership" presented by Kristen Novak at #FlipMyFu...
"Rock Your ABM and Sales Partnership" presented by Kristen Novak at #FlipMyFu..."Rock Your ABM and Sales Partnership" presented by Kristen Novak at #FlipMyFu...
"Rock Your ABM and Sales Partnership" presented by Kristen Novak at #FlipMyFu...
 
"Let's Get Honest About ABM: Three Truths and No Lies" presented by Katie Bul...
"Let's Get Honest About ABM: Three Truths and No Lies" presented by Katie Bul..."Let's Get Honest About ABM: Three Truths and No Lies" presented by Katie Bul...
"Let's Get Honest About ABM: Three Truths and No Lies" presented by Katie Bul...
 
"BFFs are the New MQL" presented by Justin Keller at #FlipMyFunnel 2018
"BFFs are the New MQL" presented by Justin Keller at #FlipMyFunnel 2018"BFFs are the New MQL" presented by Justin Keller at #FlipMyFunnel 2018
"BFFs are the New MQL" presented by Justin Keller at #FlipMyFunnel 2018
 
"Going All In on ABM: Implementing a People First, Agile, Account-Based Strat...
"Going All In on ABM: Implementing a People First, Agile, Account-Based Strat..."Going All In on ABM: Implementing a People First, Agile, Account-Based Strat...
"Going All In on ABM: Implementing a People First, Agile, Account-Based Strat...
 
"#CustomerCenteredCentricObsessed" presented by Jill Rowley at #FlipMyFunnel ...
"#CustomerCenteredCentricObsessed" presented by Jill Rowley at #FlipMyFunnel ..."#CustomerCenteredCentricObsessed" presented by Jill Rowley at #FlipMyFunnel ...
"#CustomerCenteredCentricObsessed" presented by Jill Rowley at #FlipMyFunnel ...
 
"Account-Based Success: Stories from the Real World" presented by Craig Rosen...
"Account-Based Success: Stories from the Real World" presented by Craig Rosen..."Account-Based Success: Stories from the Real World" presented by Craig Rosen...
"Account-Based Success: Stories from the Real World" presented by Craig Rosen...
 

Recently uploaded

10 Email Marketing Best Practices to Increase Engagements, CTR, And ROI
10 Email Marketing Best Practices to Increase Engagements, CTR, And ROI10 Email Marketing Best Practices to Increase Engagements, CTR, And ROI
10 Email Marketing Best Practices to Increase Engagements, CTR, And ROIShamsudeen Adeshokan
 
Unveiling the Legacy of the Rosetta stone A Key to Ancient Knowledge.pptx
Unveiling the Legacy of the Rosetta stone A Key to Ancient Knowledge.pptxUnveiling the Legacy of the Rosetta stone A Key to Ancient Knowledge.pptx
Unveiling the Legacy of the Rosetta stone A Key to Ancient Knowledge.pptxelizabethella096
 
Social Media Marketing Portfolio - Maharsh Benday
Social Media Marketing Portfolio - Maharsh BendaySocial Media Marketing Portfolio - Maharsh Benday
Social Media Marketing Portfolio - Maharsh BendayMaharshBenday
 
HITECH CITY CALL GIRL IN 9234842891 💞 INDEPENDENT ESCORT SERVICE HITECH CITY
HITECH CITY CALL GIRL IN 9234842891 💞 INDEPENDENT ESCORT SERVICE HITECH CITYHITECH CITY CALL GIRL IN 9234842891 💞 INDEPENDENT ESCORT SERVICE HITECH CITY
HITECH CITY CALL GIRL IN 9234842891 💞 INDEPENDENT ESCORT SERVICE HITECH CITYNiteshKumar82226
 
[Expert Panel] New Google Shopping Ads Strategies Uncovered
[Expert Panel] New Google Shopping Ads Strategies Uncovered[Expert Panel] New Google Shopping Ads Strategies Uncovered
[Expert Panel] New Google Shopping Ads Strategies UncoveredSearch Engine Journal
 
Resumé Karina Perez | Digital Strategist
Resumé Karina Perez | Digital StrategistResumé Karina Perez | Digital Strategist
Resumé Karina Perez | Digital StrategistKarina Perez
 
The seven principles of persuasion by Dr. Robert Cialdini
The seven principles of persuasion by Dr. Robert CialdiniThe seven principles of persuasion by Dr. Robert Cialdini
The seven principles of persuasion by Dr. Robert CialdiniSurya Prasath
 
SALES-PITCH-an-introduction-to-sales.pptx
SALES-PITCH-an-introduction-to-sales.pptxSALES-PITCH-an-introduction-to-sales.pptx
SALES-PITCH-an-introduction-to-sales.pptx23397013
 
Best 5 Graphics Designing Course In Chandigarh
Best 5 Graphics Designing Course In ChandigarhBest 5 Graphics Designing Course In Chandigarh
Best 5 Graphics Designing Course In Chandigarhhamitthakurdma01
 
The Art of sales from fictional characters.
The Art of sales from fictional characters.The Art of sales from fictional characters.
The Art of sales from fictional characters.Bharathi sakthi
 
Mastering Affiliate Marketing: A Comprehensive Guide to Success
Mastering Affiliate Marketing: A Comprehensive Guide to SuccessMastering Affiliate Marketing: A Comprehensive Guide to Success
Mastering Affiliate Marketing: A Comprehensive Guide to SuccessAbdulsamad Lukman
 
Micro-Choices, Max Impact Personalizing Your Journey, One Moment at a Time.pdf
Micro-Choices, Max Impact Personalizing Your Journey, One Moment at a Time.pdfMicro-Choices, Max Impact Personalizing Your Journey, One Moment at a Time.pdf
Micro-Choices, Max Impact Personalizing Your Journey, One Moment at a Time.pdfPiyush Kumar
 
The 9th May Incident in Pakistan A Turning Point in History.pptx
The 9th May Incident in Pakistan A Turning Point in History.pptxThe 9th May Incident in Pakistan A Turning Point in History.pptx
The 9th May Incident in Pakistan A Turning Point in History.pptxelizabethella096
 
Gain potential customers through Lead Generation
Gain potential customers through Lead GenerationGain potential customers through Lead Generation
Gain potential customers through Lead Generationvidhyalakshmiveerapp
 
2024 Social Trends Report V4 from Later.com
2024 Social Trends Report V4 from Later.com2024 Social Trends Report V4 from Later.com
2024 Social Trends Report V4 from Later.comnmislamchannal
 
VIP Call Girls Dongri WhatsApp +91-9833363713, Full Night Service
VIP Call Girls Dongri WhatsApp +91-9833363713, Full Night ServiceVIP Call Girls Dongri WhatsApp +91-9833363713, Full Night Service
VIP Call Girls Dongri WhatsApp +91-9833363713, Full Night Servicemeghakumariji156
 
How consumers use technology and the impacts on their lives
How consumers use technology and the impacts on their livesHow consumers use technology and the impacts on their lives
How consumers use technology and the impacts on their livesMathuraa
 
Instant Digital Issuance: An Overview With Critical First Touch Best Practices
Instant Digital Issuance: An Overview With Critical First Touch Best PracticesInstant Digital Issuance: An Overview With Critical First Touch Best Practices
Instant Digital Issuance: An Overview With Critical First Touch Best PracticesMedia Logic
 
Elevating Your Digital Presence by Evitha.pdf
Elevating Your Digital Presence by Evitha.pdfElevating Your Digital Presence by Evitha.pdf
Elevating Your Digital Presence by Evitha.pdfevithatojoparel
 

Recently uploaded (20)

10 Email Marketing Best Practices to Increase Engagements, CTR, And ROI
10 Email Marketing Best Practices to Increase Engagements, CTR, And ROI10 Email Marketing Best Practices to Increase Engagements, CTR, And ROI
10 Email Marketing Best Practices to Increase Engagements, CTR, And ROI
 
Unveiling the Legacy of the Rosetta stone A Key to Ancient Knowledge.pptx
Unveiling the Legacy of the Rosetta stone A Key to Ancient Knowledge.pptxUnveiling the Legacy of the Rosetta stone A Key to Ancient Knowledge.pptx
Unveiling the Legacy of the Rosetta stone A Key to Ancient Knowledge.pptx
 
Social Media Marketing Portfolio - Maharsh Benday
Social Media Marketing Portfolio - Maharsh BendaySocial Media Marketing Portfolio - Maharsh Benday
Social Media Marketing Portfolio - Maharsh Benday
 
HITECH CITY CALL GIRL IN 9234842891 💞 INDEPENDENT ESCORT SERVICE HITECH CITY
HITECH CITY CALL GIRL IN 9234842891 💞 INDEPENDENT ESCORT SERVICE HITECH CITYHITECH CITY CALL GIRL IN 9234842891 💞 INDEPENDENT ESCORT SERVICE HITECH CITY
HITECH CITY CALL GIRL IN 9234842891 💞 INDEPENDENT ESCORT SERVICE HITECH CITY
 
[Expert Panel] New Google Shopping Ads Strategies Uncovered
[Expert Panel] New Google Shopping Ads Strategies Uncovered[Expert Panel] New Google Shopping Ads Strategies Uncovered
[Expert Panel] New Google Shopping Ads Strategies Uncovered
 
Resumé Karina Perez | Digital Strategist
Resumé Karina Perez | Digital StrategistResumé Karina Perez | Digital Strategist
Resumé Karina Perez | Digital Strategist
 
The seven principles of persuasion by Dr. Robert Cialdini
The seven principles of persuasion by Dr. Robert CialdiniThe seven principles of persuasion by Dr. Robert Cialdini
The seven principles of persuasion by Dr. Robert Cialdini
 
SALES-PITCH-an-introduction-to-sales.pptx
SALES-PITCH-an-introduction-to-sales.pptxSALES-PITCH-an-introduction-to-sales.pptx
SALES-PITCH-an-introduction-to-sales.pptx
 
Best 5 Graphics Designing Course In Chandigarh
Best 5 Graphics Designing Course In ChandigarhBest 5 Graphics Designing Course In Chandigarh
Best 5 Graphics Designing Course In Chandigarh
 
The Art of sales from fictional characters.
The Art of sales from fictional characters.The Art of sales from fictional characters.
The Art of sales from fictional characters.
 
Mastering Affiliate Marketing: A Comprehensive Guide to Success
Mastering Affiliate Marketing: A Comprehensive Guide to SuccessMastering Affiliate Marketing: A Comprehensive Guide to Success
Mastering Affiliate Marketing: A Comprehensive Guide to Success
 
Micro-Choices, Max Impact Personalizing Your Journey, One Moment at a Time.pdf
Micro-Choices, Max Impact Personalizing Your Journey, One Moment at a Time.pdfMicro-Choices, Max Impact Personalizing Your Journey, One Moment at a Time.pdf
Micro-Choices, Max Impact Personalizing Your Journey, One Moment at a Time.pdf
 
4 TRIK CARA MENGGUGURKAN JANIN ATAU ABORSI KANDUNGAN
4 TRIK CARA MENGGUGURKAN JANIN ATAU ABORSI KANDUNGAN4 TRIK CARA MENGGUGURKAN JANIN ATAU ABORSI KANDUNGAN
4 TRIK CARA MENGGUGURKAN JANIN ATAU ABORSI KANDUNGAN
 
The 9th May Incident in Pakistan A Turning Point in History.pptx
The 9th May Incident in Pakistan A Turning Point in History.pptxThe 9th May Incident in Pakistan A Turning Point in History.pptx
The 9th May Incident in Pakistan A Turning Point in History.pptx
 
Gain potential customers through Lead Generation
Gain potential customers through Lead GenerationGain potential customers through Lead Generation
Gain potential customers through Lead Generation
 
2024 Social Trends Report V4 from Later.com
2024 Social Trends Report V4 from Later.com2024 Social Trends Report V4 from Later.com
2024 Social Trends Report V4 from Later.com
 
VIP Call Girls Dongri WhatsApp +91-9833363713, Full Night Service
VIP Call Girls Dongri WhatsApp +91-9833363713, Full Night ServiceVIP Call Girls Dongri WhatsApp +91-9833363713, Full Night Service
VIP Call Girls Dongri WhatsApp +91-9833363713, Full Night Service
 
How consumers use technology and the impacts on their lives
How consumers use technology and the impacts on their livesHow consumers use technology and the impacts on their lives
How consumers use technology and the impacts on their lives
 
Instant Digital Issuance: An Overview With Critical First Touch Best Practices
Instant Digital Issuance: An Overview With Critical First Touch Best PracticesInstant Digital Issuance: An Overview With Critical First Touch Best Practices
Instant Digital Issuance: An Overview With Critical First Touch Best Practices
 
Elevating Your Digital Presence by Evitha.pdf
Elevating Your Digital Presence by Evitha.pdfElevating Your Digital Presence by Evitha.pdf
Elevating Your Digital Presence by Evitha.pdf
 

Brad Rosen - #FlipMyFunnel - Your Customers Are Selling For You

Editor's Notes

  1. Keys to flipping the funnel by empowering your customers to engage with prospects at the right time. I will share with you actionable insights into how engagement between prospects and current customers will help drive “best fit” down your newly flipped funnel. Ultimately, empowering your customers to sell for you…….because the reality is they are already doing it whether you know it or not. PROVIDE TRANSPARENCY Sift through Vendor spend 2 year Outdated analyst report Arduous RFP process Still not confident in your vendor selection 48,000+ reviews 400k+ monthly unique software buyers/month 400+ categories
  2. Bottom Line: Nakedness creates opportunity for customers, prospects, salespeople and brands. Customers have been in control for quite some time. At the end of the day, if you are creating an open culture, a good product, setting proper expectations and providing good customer experience, then there is nothing to worry about. And yes, there will still be unhappy customers but listening to customer reviews you can engage with customers, uncover unexpected issues and that can lead to a new feature, product or tool that will keep you relevant and competitive. Brand lose relevancy once they stop listening. Also, by allowing your customers to speak on your behalf, you have now eliminated the need for a reference call and/or the need for a reference call to save you when things go array. Frankly, most of the time you don’t even know the reference call has happened. By embracing transparency, you can now put your customers front and center in conversations.
  3. Today, I will focus mostly on the ENGAGING portion of the funnel. By having a review strategy, you are now engaging with prospects when they are getting ready to make an informed decision. You have likely identified the right targets and hopefully given them the beginning phases of the information they need to make the right decision. There really is no better way of engaging with prospects but when they are ready to listen to your message.
  4. Today, I will focus mostly on the ENGAGING portion of the funnel. By having a review strategy, you are now engaging with prospects when they are getting ready to make an informed decision. You have likely identified the right targets and hopefully given them the beginning phases of the information they need to make the right decision. There really is no better way of engaging with prospects but when they are ready to listen to your message.
  5. Professionals trust their peers – now more than ever. And this is something that has been going on for years. Think about it – what do people do when they are at conferences. They catch up with their old friends and colleagues, they catch up on the latest trends, who is doing it well, who isn’t and they talk about the products and services they use and those that work best. Now the data is supporting what we already know. Word of mouth is the primary driver of both lead gen and deal closure for B2B tech vendors, and the influence of peer-to-peer word-of-mouth is growing. For the first time ever in B2B , word of mouth from peers is the most valuable resource over industry analysts. By no means am I saying that industry analysts aren’t important, as they do play a critical role in the selection process. However, they are not day to day practioners. There is no way they know your pain points, your implementation issues and exactly what your business needs. They can help you narrow down who they been paid to work with. Another stat from this survey, Blanc & Otus asked what communication channels were most influential on the final purchase decision. Not surprising, word of mouth came out as the most influential at 85%.
  6. We also know that professionals and businesses are searching. Everyday. Each month (and growing by 20% m-o-m), we see more than 400,000 professionals and prospects coming to G2 Crowd through various channels but most notably through search to find reviews about the best marketing automation, best sales intelligence, social media management tools
  7. 83% of buyers are willing to give a referral, but only 29% actually do. Buyers pay attention and understand marketing tactics. They’re not going to trust them the way they trust a personal recommendation from a colleague.
  8. 83% of buyers are willing to give a referral, but only 29% actually do. Buyers pay attention and understand marketing tactics. They’re not going to trust them the way they trust a personal recommendation from a colleague.
  9. USER GENERATED CONTENT BUILDS TRUST. Buyers want to hear experiences of those who have been in their shoes before, and whether their experiences support the buyers’ initial opinions, or not. Prospects want to know what they can expect upfront; peer insight provides those expectations for them (ReeVoo) NEGATIVE REVIEWS are some of the most viewed content. A recent study by review company Reevoo found that three times as many consumers consciously seek out and read negative content from users than look for positive content. User behavior on G2 Crowd supports this finding: negative reviews (reviews on G2 Crowd with 1 or 2 stars) see 200 to 300% more clicks and views than positive or neutral reviews. Companies can and should treat reviews and review sites as an opportunity to INTERACT WITH AND SUPPORT CUSTOMERS. Instead of fearing and trying to hide negative reviews, companies can proactively respond to the reviewer and address the issue. According to Lee Resource, Inc., 95% of unhappy customers will return to your business if an issue is resolved quickly and efficiently, and review sites offer companies even more opportunities to identify these unhappy customers for re-engagement. As far as prospects are concerned, 71% of consumers change their perception of a company after seeing it respond to a review, according to Bazaarvoice.
  10. In closing, I encourage you all to take the G2 Crowd Naked Pledge. Join the nearly 14,000 products listed on the site and the over 875 products with 10+ more reviews that are empowering their customers to be a part of the conversation.
  11. It’s important to think about any and all of your customer engagements as an opportunity for them to give back to you and vice versa. Think about your review strategy. Plan for it. Implement advocate programs with brands like Influitive, Gainsight, etc. Encourage your customers to write reviews. People want to share information. Give them the platform and tools to pay it forward.
  12. Keys to flipping the funnel by empowering your customers to engage with prospects at the right time. I will share with you actionable insights into how engagement between prospects and current customers will help drive “best fit” down your newly flipped funnel. Ultimately, empowering your customers to sell for you…….because the reality is they are already doing it whether you know it or not. PROVIDE TRANSPARENCY Sift through Vendor spend 2 year Outdated analyst report Arduous RFP process Still not confident in your vendor selection 48,000+ reviews 400k+ monthly unique software buyers/month 400+ categories