Outbound prospecting for highly targeted lead flowDavid Skok
This presentation described how and when outbound prospecting (Cold Calling 2.0) can work to provide a predictable flow of leads from highly targeted prospects.
The document discusses best practices for managing inbound marketing leads. It recommends having a dedicated sales development function to qualify leads before passing them to sales. Key metrics to track include lead conversion rates and the pipeline to close rate. It also stresses the importance of executive commitment, using common terminology between marketing and sales, and leveraging CRM systems effectively.
How (and When) to Hire a Great VP of Customer Success Management CSMGainsight
The VP of Customer Success role has become one of the hottest hiring priorities for companies in the Subscription Economy. Although the impact is now widely recognized, businesses still struggle with identifying the right time to bring on a CSM leader, and furthermore, how to recognize truly great candidates.
Join a lively conversation between Nick Mehta, CEO at Gainsight, Tomasz Tunguz, Partner at Redpoint Ventures, and Monica Adractas, VP of Customer Success and Retention at Box as they share how (and when) to hire a great VP of Customer Success.
In this webinar, you’ll learn:
- How data supports hiring a VP Customer Success earlier in the company lifecycle
- What the key characteristics of greatness are and how to identify them early
- How maturing companies have evolved the VP Customer Success role to meet the changing needs of their customer base
Featuring: Tomasz Tunguz, Partner at Redpoint Ventures; Monica Adractas, VP of Customer Success and Retention at Box; and Nick Mehta, CEO at Gainsight
This presentation is from my talk at the 2017 SaaStr Annual Conference in San Francisco. It offers an overview of a simple model to understand a SaaS business and the key levers a CEO can pull to get the most impact. The presentation covers:
Optimizing the SaaS Funnel:
- Get inside your customer’s head
- Break down the funnel into microsteps
- Identify bottlenecks
- Use funnel math to make improvements
12 key levers within the funnel:
1) Product/Market fit
2) Top of the funnel flow
3) Conversion rate
4) CAC (customer acquisition cost)
5) Number of sales people
6) PPR (productivity per rep)
7) Getting enough leads
8) Pricing
9) Customer retention rate
10) Dollar retention rate
11) Months to recover CAC
12) Recruiting, onboarding & management
Maximising your affiliate payouts - Pubcon 2011 - Jim BanksJim Banks
The document provides tips for maximizing affiliate payouts through 5 steps:
1) Share your information and methodology with others to build trust and learn.
2) Learn negotiation skills to get better deals from merchants.
3) Carefully select merchants that are a good fit and will provide high payouts.
4) Choose networks wisely by considering their rules and ability to help you succeed.
5) Consider pursuing conditional payout increases, higher volume, and other perks to boost long-term earnings over quick profits.
5 Steps to Creating a Lead Gen Machine & the Predictable Rev that CEO's LoveInTouch
The document outlines a 5 step process for creating a lead generation machine and predictable revenue. The steps are: 1) discover your company's unique purpose and value proposition, 2) distinguish between different types of leads like "seeds, nets, and spears", 3) specialize different sales roles to ensure each lead gets attention, 4) build an outbound sales process using email and referrals, and 5) become indispensable to the CEO by focusing on revenue, talent, and predictable results. The document provides examples and guidelines for implementing each step to build a scalable sales process.
There are seven key stages in a startup’s evolution from $0m to $50m in revenue. Understanding where you are in that evolution, and how to act at each stage is critical for success, as what is appropriate at one stage is not appropriate at another stage. David will lay out the roadmap, and detail the keys to success at each stage. The talk is aimed at technical/product founders plus their sales, marketing & product executives who are responsible for the go-to-market strategy for their company.
#FlipMyFunnel Boston 2016 - Kevin Bobowski - Putting the "B" Back into B2B Ma...#FlipMyFunnel
This document discusses account-based marketing (ABM) and how it can help put the focus back on business-to-business relationships. It argues that B2B companies should market to whole accounts rather than just leads. The document then provides examples of how ABM helped one company, SheerID, by allowing them to better target their messaging, develop more relevant content, and integrate their marketing and sales teams. Through ABM, SheerID saw increased customer engagement and faster business deals.
Outbound prospecting for highly targeted lead flowDavid Skok
This presentation described how and when outbound prospecting (Cold Calling 2.0) can work to provide a predictable flow of leads from highly targeted prospects.
The document discusses best practices for managing inbound marketing leads. It recommends having a dedicated sales development function to qualify leads before passing them to sales. Key metrics to track include lead conversion rates and the pipeline to close rate. It also stresses the importance of executive commitment, using common terminology between marketing and sales, and leveraging CRM systems effectively.
How (and When) to Hire a Great VP of Customer Success Management CSMGainsight
The VP of Customer Success role has become one of the hottest hiring priorities for companies in the Subscription Economy. Although the impact is now widely recognized, businesses still struggle with identifying the right time to bring on a CSM leader, and furthermore, how to recognize truly great candidates.
Join a lively conversation between Nick Mehta, CEO at Gainsight, Tomasz Tunguz, Partner at Redpoint Ventures, and Monica Adractas, VP of Customer Success and Retention at Box as they share how (and when) to hire a great VP of Customer Success.
In this webinar, you’ll learn:
- How data supports hiring a VP Customer Success earlier in the company lifecycle
- What the key characteristics of greatness are and how to identify them early
- How maturing companies have evolved the VP Customer Success role to meet the changing needs of their customer base
Featuring: Tomasz Tunguz, Partner at Redpoint Ventures; Monica Adractas, VP of Customer Success and Retention at Box; and Nick Mehta, CEO at Gainsight
This presentation is from my talk at the 2017 SaaStr Annual Conference in San Francisco. It offers an overview of a simple model to understand a SaaS business and the key levers a CEO can pull to get the most impact. The presentation covers:
Optimizing the SaaS Funnel:
- Get inside your customer’s head
- Break down the funnel into microsteps
- Identify bottlenecks
- Use funnel math to make improvements
12 key levers within the funnel:
1) Product/Market fit
2) Top of the funnel flow
3) Conversion rate
4) CAC (customer acquisition cost)
5) Number of sales people
6) PPR (productivity per rep)
7) Getting enough leads
8) Pricing
9) Customer retention rate
10) Dollar retention rate
11) Months to recover CAC
12) Recruiting, onboarding & management
Maximising your affiliate payouts - Pubcon 2011 - Jim BanksJim Banks
The document provides tips for maximizing affiliate payouts through 5 steps:
1) Share your information and methodology with others to build trust and learn.
2) Learn negotiation skills to get better deals from merchants.
3) Carefully select merchants that are a good fit and will provide high payouts.
4) Choose networks wisely by considering their rules and ability to help you succeed.
5) Consider pursuing conditional payout increases, higher volume, and other perks to boost long-term earnings over quick profits.
5 Steps to Creating a Lead Gen Machine & the Predictable Rev that CEO's LoveInTouch
The document outlines a 5 step process for creating a lead generation machine and predictable revenue. The steps are: 1) discover your company's unique purpose and value proposition, 2) distinguish between different types of leads like "seeds, nets, and spears", 3) specialize different sales roles to ensure each lead gets attention, 4) build an outbound sales process using email and referrals, and 5) become indispensable to the CEO by focusing on revenue, talent, and predictable results. The document provides examples and guidelines for implementing each step to build a scalable sales process.
There are seven key stages in a startup’s evolution from $0m to $50m in revenue. Understanding where you are in that evolution, and how to act at each stage is critical for success, as what is appropriate at one stage is not appropriate at another stage. David will lay out the roadmap, and detail the keys to success at each stage. The talk is aimed at technical/product founders plus their sales, marketing & product executives who are responsible for the go-to-market strategy for their company.
#FlipMyFunnel Boston 2016 - Kevin Bobowski - Putting the "B" Back into B2B Ma...#FlipMyFunnel
This document discusses account-based marketing (ABM) and how it can help put the focus back on business-to-business relationships. It argues that B2B companies should market to whole accounts rather than just leads. The document then provides examples of how ABM helped one company, SheerID, by allowing them to better target their messaging, develop more relevant content, and integrate their marketing and sales teams. Through ABM, SheerID saw increased customer engagement and faster business deals.
SMART Sales System - Module 4: Sales ScriptsSalesScripter
This document provides templates and examples for sales scripts, emails, voicemails, and objection responses used in consultative sales. It includes building blocks like value points, pain points, questions to qualify prospects, name drops, and information about the company and its products. The templates are meant to help salespeople introduce their company and services, qualify prospects based on their needs and challenges, and respond to common objections in a way that continues the conversation.
A High Growth SaaS Playbook - 12 Metrics to Drive SuccessSaaStock
Keynote by David Skok, ForEntrepreneurs Blog & General Partner, Matrix Partners, at SaaStock on Tour New York, 20th June 2018, KnockDown Center, Maspeth, NYC
5 Reasons Your Paid Search (PPC) Account Is Not PerformingTMP Magnet
Is your PPC performance sub-standard? Do you need to drive more results from your budget? Most companies can improve their paid search ROI by 20%+ by reviewing these 5 key areas.
The document discusses buyer-centric funnel design. It emphasizes the importance of understanding where buyers are in their journey - awareness, consideration, or purchase. It recommends designing different experiences for each stage, with content that addresses buyer questions and concerns rather than just selling. The document also discusses identifying buyer personas, mapping their purchase process to the vendor's funnel, analyzing friction points, and optimizing the funnel based on buyer motivations and decision criteria. It provides examples from companies like Salsify and Apollo that redesigned their trials based on this approach, removing steps and addressing buyer pain points, which increased conversion rates.
The Accountants guide to getting more enquiries from your websitePracticeWEB
A prospective client visits your website, but then what? Our experts explore the role of web presence in choosing an Accountant.
In this webinar, we'll look at:
The role of professional services websites in sales and business development
Benchmarks for conversion
Getting your site found
How to make it easy for a prospect to buy from you
The all important conversion
Top tips for you to take away and try
This document provides an overview of the Lean Canvas business model template. It discusses the key elements of the canvas including customer segments, value propositions, channels, customer relationships, revenue streams, key resources, key activities, key partnerships, and cost structure. It emphasizes the importance of understanding customers, validating assumptions through customer interviews and prototyping, pivoting if needed, and having an agile approach focused on execution over detailed planning. The overall goal of the Lean Canvas is to help startups develop a minimally viable business model to test assumptions and adapt quickly based on learning.
The document outlines the key steps in an effective B2B sales process. It discusses 6 steps: 1) selecting the right prospects through segmentation and ideal customer profiles, 2) initial contact through meetings, 3) implementing the right sales strategy, 4) performing well in face-to-face meetings, 5) determining the next step, and 6) closing deals. It emphasizes the importance of clean, accurate customer data to enhance the sales process.
New fixing follow up failure finished 3 5 13Tony Puckerin
Why Do Most Business Fail To Followup?
• Forgetfulness
• focus only on hot leads
• let good leads fall through the cracks
• think people will call them back
• don’t want to be too pushy
• unaware of the impact that following up can have on their business employees knows by heart. We live this culture every single day.While we live this culture every day, it’s our purpose that drives us. Our purpose is to help
small businesses succeed. For more see demo https://crm.infusionsoft.com/go/viewdemo/a45460/
The document provides 60 marketing tips ranging from improving your online presence and branding to networking and client engagement strategies. Key tips include developing a unique identity that defines you, creating compelling marketing materials, maintaining an accessible online presence through blogging or podcasting, and brainstorming ways to provide useful news and information for your clients and community. The overall message is the importance of having a clear marketing strategy and plan that utilizes various online and offline tactics.
CRM alone is no longer sufficient for driving revenue growth. It provides limited and incomplete data while teams spend too much time on deals that will not close. Real Intelligence leverages collective human experience data from customers to target the right accounts, prioritize the right activities, and engage customers smarter across the entire revenue process. This results in more effectiveness, visibility, and alignment for revenue teams. Demo examples showed how Real Intelligence provides actionable insights to increase key metrics like touches, appointments, and contracts closed. Customers of InsideSales.com reported significant increases in opportunities, closeability, and production by using Real Intelligence to power their revenue acceleration.
The Incredible Impact of Churn on the Value of Your CompanyGainsight
Did you know? A SaaS company with 5% annual revenue churn will be valued 200% higher than a similar company with 15% annual revenue churn.
It’s certainly no secret that churn hurts recurring revenue businesses, but just how much? Beyond simply reducing the revenue you generate, churn hurts the future value of your customers and, ultimately, the future value of your company as a whole.
Join Gainsight Customer Success Evangelist Lincoln Murphy and Todd Gardner, Founder and Managing Director of SaaS Capital, as they dig into the following key questions on why churn hurts and how focusing on Customer Success can have a dramatic impact on your company’s value. This webinar will specifically cover:
- Valuation Drivers of SaaS Companies
- The Impact of Churn through a Case Study
- Measuring, Comparing and Forecasting Churn
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
SBE Australia x Gather 'n' Grow: Benefits of CRM For StartupsAlyssa Yap
Learn the 9 key benefits of CRM for startups (with some humour along the way), how startups should be redefining CRM for the modern world and how startups can grow and scale efficiently with the same CRM regardless of business stage.
Building a Repeatable, Scalable & Profitable Growth ProcessDavid Skok
The document discusses optimizing the sales funnel for SaaS startups. It emphasizes the importance of understanding the buyer's perspective and journey. The key points covered are:
1) The sales funnel should be designed around the buyer's process, not the vendor's solutions. It is important to understand buyer personas and map the funnel steps to their evaluation process.
2) Friction points in the funnel like long delays or steps requiring other people can drastically reduce conversion. These points should be identified and removed or simplified when possible.
3) The goal is to create a "wow moment" or motivation for the buyer to continue engaging as early as possible. This may require redesigning trial experiences to quickly
In this presentation you will find information about importance of Key Performance Indicators (KPI's) for subscription-based (SaaS) Internet startups.
The full list of metrics mentioned in the presentation, exact formulas, and examles you can find at http://datmachine.co/saas_metrics.
If you have any questions, don't be shy to drop me a line on my email: efremov(at)datmachine.co.
From the eCommerce Summit in Atlanta June 3-4, 2009 where Michael Miller from Fit For Commerce shares ways to identify the right partners and solutions to grow your eCommerce business. Find out more about eCommerce Merchants at http://www.ecmta.org
Why It Takes 7-13+ Touches to Generate a Qualified B2B Sales Lead TodayVivastream
The document discusses why it takes 7-13+ touches to generate a qualified B2B sales lead today. It notes that 73% of leads distributed to sales are not sales-ready, creating problems. It then outlines 11 ways to shorten the lead generation cycle and improve results, including starting with the end in mind by understanding buyer personas; clearly defining "sales-ready" leads; quantifying lead quotas; aligning sales, marketing, and management; improving target data; segmenting markets; using compelling content and offers; emphasizing relationships over automation; and warming prospects first with email or direct mail before calling. Case studies are cited showing the benefits of a multi-touch, relationship-based approach.
Describes the steps required to build a Sales and Marketing Machine that is predictable, scalable, automated, well instrumented, and cost efficient.
This was a presentation that I gave at the Lean Startup Circle in Boston on March 24th, 2011.
In this slide deck, David Skok talks through his 9 step process for B2B startups to get through product/market fit, and to then find a repeatable, scalable, and profitable growth process.
In David's experience some of the most fatal and expensive mistakes founders make is trying to skip steps. Understanding this roadmap will save you countless hours and potentially millions of wasted dollars.
This document provides guidance on how to effectively manage SEO strategies to keep clients happy. It discusses establishing goals, measuring key performance indicators (KPIs) like website traffic and conversions, using tools like CRMs to take notes on clients, asking questions to understand clients' businesses, reporting metrics to clients regularly through automated reports and meetings, and maintaining good client communication through trends and relationship-building. The overall message is that understanding clients, setting goals, measuring the right KPIs, systematically tracking progress, and clear reporting are important for SEO success and client satisfaction.
B2B Affiliate Marketing: New Technologies, New OpportunitiesAffiliate Summit
Learn how new technology and better call tracking capabilities could make the B2B space the next hot opportunity for affiliates.
Experience level: Intermediate
Target audience: Affiliates/Publishers
Niche/vertical: B2B Affiliate Marketing
Brian Waldman, VP Marketing & Strategy, Merchant Warehouse
SMART Sales System - Module 4: Sales ScriptsSalesScripter
This document provides templates and examples for sales scripts, emails, voicemails, and objection responses used in consultative sales. It includes building blocks like value points, pain points, questions to qualify prospects, name drops, and information about the company and its products. The templates are meant to help salespeople introduce their company and services, qualify prospects based on their needs and challenges, and respond to common objections in a way that continues the conversation.
A High Growth SaaS Playbook - 12 Metrics to Drive SuccessSaaStock
Keynote by David Skok, ForEntrepreneurs Blog & General Partner, Matrix Partners, at SaaStock on Tour New York, 20th June 2018, KnockDown Center, Maspeth, NYC
5 Reasons Your Paid Search (PPC) Account Is Not PerformingTMP Magnet
Is your PPC performance sub-standard? Do you need to drive more results from your budget? Most companies can improve their paid search ROI by 20%+ by reviewing these 5 key areas.
The document discusses buyer-centric funnel design. It emphasizes the importance of understanding where buyers are in their journey - awareness, consideration, or purchase. It recommends designing different experiences for each stage, with content that addresses buyer questions and concerns rather than just selling. The document also discusses identifying buyer personas, mapping their purchase process to the vendor's funnel, analyzing friction points, and optimizing the funnel based on buyer motivations and decision criteria. It provides examples from companies like Salsify and Apollo that redesigned their trials based on this approach, removing steps and addressing buyer pain points, which increased conversion rates.
The Accountants guide to getting more enquiries from your websitePracticeWEB
A prospective client visits your website, but then what? Our experts explore the role of web presence in choosing an Accountant.
In this webinar, we'll look at:
The role of professional services websites in sales and business development
Benchmarks for conversion
Getting your site found
How to make it easy for a prospect to buy from you
The all important conversion
Top tips for you to take away and try
This document provides an overview of the Lean Canvas business model template. It discusses the key elements of the canvas including customer segments, value propositions, channels, customer relationships, revenue streams, key resources, key activities, key partnerships, and cost structure. It emphasizes the importance of understanding customers, validating assumptions through customer interviews and prototyping, pivoting if needed, and having an agile approach focused on execution over detailed planning. The overall goal of the Lean Canvas is to help startups develop a minimally viable business model to test assumptions and adapt quickly based on learning.
The document outlines the key steps in an effective B2B sales process. It discusses 6 steps: 1) selecting the right prospects through segmentation and ideal customer profiles, 2) initial contact through meetings, 3) implementing the right sales strategy, 4) performing well in face-to-face meetings, 5) determining the next step, and 6) closing deals. It emphasizes the importance of clean, accurate customer data to enhance the sales process.
New fixing follow up failure finished 3 5 13Tony Puckerin
Why Do Most Business Fail To Followup?
• Forgetfulness
• focus only on hot leads
• let good leads fall through the cracks
• think people will call them back
• don’t want to be too pushy
• unaware of the impact that following up can have on their business employees knows by heart. We live this culture every single day.While we live this culture every day, it’s our purpose that drives us. Our purpose is to help
small businesses succeed. For more see demo https://crm.infusionsoft.com/go/viewdemo/a45460/
The document provides 60 marketing tips ranging from improving your online presence and branding to networking and client engagement strategies. Key tips include developing a unique identity that defines you, creating compelling marketing materials, maintaining an accessible online presence through blogging or podcasting, and brainstorming ways to provide useful news and information for your clients and community. The overall message is the importance of having a clear marketing strategy and plan that utilizes various online and offline tactics.
CRM alone is no longer sufficient for driving revenue growth. It provides limited and incomplete data while teams spend too much time on deals that will not close. Real Intelligence leverages collective human experience data from customers to target the right accounts, prioritize the right activities, and engage customers smarter across the entire revenue process. This results in more effectiveness, visibility, and alignment for revenue teams. Demo examples showed how Real Intelligence provides actionable insights to increase key metrics like touches, appointments, and contracts closed. Customers of InsideSales.com reported significant increases in opportunities, closeability, and production by using Real Intelligence to power their revenue acceleration.
The Incredible Impact of Churn on the Value of Your CompanyGainsight
Did you know? A SaaS company with 5% annual revenue churn will be valued 200% higher than a similar company with 15% annual revenue churn.
It’s certainly no secret that churn hurts recurring revenue businesses, but just how much? Beyond simply reducing the revenue you generate, churn hurts the future value of your customers and, ultimately, the future value of your company as a whole.
Join Gainsight Customer Success Evangelist Lincoln Murphy and Todd Gardner, Founder and Managing Director of SaaS Capital, as they dig into the following key questions on why churn hurts and how focusing on Customer Success can have a dramatic impact on your company’s value. This webinar will specifically cover:
- Valuation Drivers of SaaS Companies
- The Impact of Churn through a Case Study
- Measuring, Comparing and Forecasting Churn
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
SBE Australia x Gather 'n' Grow: Benefits of CRM For StartupsAlyssa Yap
Learn the 9 key benefits of CRM for startups (with some humour along the way), how startups should be redefining CRM for the modern world and how startups can grow and scale efficiently with the same CRM regardless of business stage.
Building a Repeatable, Scalable & Profitable Growth ProcessDavid Skok
The document discusses optimizing the sales funnel for SaaS startups. It emphasizes the importance of understanding the buyer's perspective and journey. The key points covered are:
1) The sales funnel should be designed around the buyer's process, not the vendor's solutions. It is important to understand buyer personas and map the funnel steps to their evaluation process.
2) Friction points in the funnel like long delays or steps requiring other people can drastically reduce conversion. These points should be identified and removed or simplified when possible.
3) The goal is to create a "wow moment" or motivation for the buyer to continue engaging as early as possible. This may require redesigning trial experiences to quickly
In this presentation you will find information about importance of Key Performance Indicators (KPI's) for subscription-based (SaaS) Internet startups.
The full list of metrics mentioned in the presentation, exact formulas, and examles you can find at http://datmachine.co/saas_metrics.
If you have any questions, don't be shy to drop me a line on my email: efremov(at)datmachine.co.
From the eCommerce Summit in Atlanta June 3-4, 2009 where Michael Miller from Fit For Commerce shares ways to identify the right partners and solutions to grow your eCommerce business. Find out more about eCommerce Merchants at http://www.ecmta.org
Why It Takes 7-13+ Touches to Generate a Qualified B2B Sales Lead TodayVivastream
The document discusses why it takes 7-13+ touches to generate a qualified B2B sales lead today. It notes that 73% of leads distributed to sales are not sales-ready, creating problems. It then outlines 11 ways to shorten the lead generation cycle and improve results, including starting with the end in mind by understanding buyer personas; clearly defining "sales-ready" leads; quantifying lead quotas; aligning sales, marketing, and management; improving target data; segmenting markets; using compelling content and offers; emphasizing relationships over automation; and warming prospects first with email or direct mail before calling. Case studies are cited showing the benefits of a multi-touch, relationship-based approach.
Describes the steps required to build a Sales and Marketing Machine that is predictable, scalable, automated, well instrumented, and cost efficient.
This was a presentation that I gave at the Lean Startup Circle in Boston on March 24th, 2011.
In this slide deck, David Skok talks through his 9 step process for B2B startups to get through product/market fit, and to then find a repeatable, scalable, and profitable growth process.
In David's experience some of the most fatal and expensive mistakes founders make is trying to skip steps. Understanding this roadmap will save you countless hours and potentially millions of wasted dollars.
This document provides guidance on how to effectively manage SEO strategies to keep clients happy. It discusses establishing goals, measuring key performance indicators (KPIs) like website traffic and conversions, using tools like CRMs to take notes on clients, asking questions to understand clients' businesses, reporting metrics to clients regularly through automated reports and meetings, and maintaining good client communication through trends and relationship-building. The overall message is that understanding clients, setting goals, measuring the right KPIs, systematically tracking progress, and clear reporting are important for SEO success and client satisfaction.
B2B Affiliate Marketing: New Technologies, New OpportunitiesAffiliate Summit
Learn how new technology and better call tracking capabilities could make the B2B space the next hot opportunity for affiliates.
Experience level: Intermediate
Target audience: Affiliates/Publishers
Niche/vertical: B2B Affiliate Marketing
Brian Waldman, VP Marketing & Strategy, Merchant Warehouse
Marketing: Do you feel like your leads are being tossed over the wall and you're not sure where they are going? Sales: Do you feel like the leads that you receive aren't targeted and "sales-ready"? If so, we can help.
Discover how lead prioritization and scoring can increase your sales. See real-world examples on how you can find your "sweet spot" and set up lead scoring that can drive superior results.
[Webinar] RollWorks & Drift: The ABCs of ABMRollWorks
You decide to add account-based marketing to your existing demand gen marketing strategy. You have the budget for it and you’ve even pulled together a few lists of great accounts to target. You set up a few amazing, hyper-targeted campaigns, send them out into the world, and…
…nothing happens. Well, technically something happens: you lose your budget.
It’s not your fault. You targeted some awesome accounts. The problem is they weren’t the right accounts for your business.
So we’ve brought together Mark Kilens (VP, Content and Community, Drift) and Ali Biggs (Director, Brand & Product Marketing, RollWorks) to show you how to make sure your ABM strategy is targeting the right accounts and generating serious ROI.
Join these two seasoned marketing pros for a one-hour, LIVE webinar and learn how to:
-Create an ideal customer profile (ICP) and build a target account list (TAL) for your business
-Find and engage your ideal accounts and buyers
-Convert the leads that come to your site from your ABM campaigns
Start-ups are all the rage these days, everyone is trying to create the next facebook, twitter or whatever. Where's your idea for a killer startup?? Here's a template that will help you for sure. | abhishek.shah@live.com
This presentation summarizes a business seeking funding. The business operates in an industry experiencing growth and solves a problem experienced by many potential customers. It describes the business' solution, competitive advantages over alternatives, go-to-market strategy, and financial projections showing revenue growth and profitability. The business has achieved some milestones and has a qualified team to execute its plans, and is seeking funding to further develop its product and expand operations.
This presentation summarizes a business seeking funding. The business operates in an industry experiencing growth and solves a problem experienced by many potential customers. It describes the business's product or service, competitive advantages over alternatives, go-to-market strategy, and financial projections showing revenue growth and profitability. The business has achieved some initial milestones and has a qualified team to execute its plans, and is now requesting funding to further develop and launch its solution.
This presentation summarizes a business seeking funding. The business operates in an industry with a compelling problem that customers want solved. It has developed a technology or process that provides value to customers by solving this problem in a unique way compared to competitors. Financial projections show revenue growth over the next 3-5 years, but initial funding is needed to complete product development and begin marketing and sales efforts to reach profitability. The business is led by a qualified team and has already achieved some initial milestones, but is seeking an investment to further develop and launch the business.
This document provides an overview of CRM (customer relationship management), including definitions of CRM, marketing automation, salesforce automation, and key performance indicators. It discusses how CRM integrates people, processes, and technology to maximize customer relations. Examples are given of how CRM can help with lead management, sales pipeline management, and other customer-facing processes. The importance of customers is emphasized throughout.
Digital Marketing: The Game Changer for Businesses in a Post COVID-19 EconomyBoulder SEO Marketing
Webinar slides of "Digital Marketing: The Game Changer for Businesses in a Post COVID-19 Economy". Learn more at https://boulderseomarketing.com/seo-and-social-media-classes/digital-marketing-course/
Sbims presentation preparing to build your brand online - september 10Marketing Angels
The document discusses branding and marketing strategies for small businesses. It emphasizes defining the brand, positioning, target markets, and goals of the business website. Key recommendations include taking a holistic approach to branding, understanding the brand image and how it matches customers, and measuring brand awareness through website traffic and referrals. The document also provides tips for website goals like capturing leads, building a database, selling products, hosting events, and building an online community.
10 Survey Question You Should Ask Your CustomersRodrigo Fuentes
In support of this blog post: http://blog.listenloop.com/10-questions-for-your-customers
Your customers are a great source of information. They can help you improve your business and product, gain a better understanding of your market and even bring you referrals. But you're wondering, "what questions to ask in customer feedback session?"
Asking the right questions can be game-changing for your business. Here are 10 game-changing questions you should be asking your customers right now.
Copywriting workshop designed for the Writer's League of Texas. Includes an introduction to copywriting (writing for business), who's hiring, professional qualities, and the most profitable writing projects.
The document discusses sales training for software development companies in Pakistan. It outlines the goals of transforming average consultants and MBAs into effective salespeople through focused training. The training would cover key sales concepts like lead generation, qualification, and closing. It seeks companies and individuals interested in more predictable sales growth and efficient use of resources. Details are provided around content, delivery approach, pricing, and benefits of the training program.
The document discusses ways for real estate companies and agents to reinvent themselves for the modern real estate landscape. It highlights key areas like recruiting, facilities, internet marketing, and technology integration. The presentation encourages attendees to identify areas within their own companies that need improvement and to begin discussions on reinventing processes to better engage online consumers and mobile agents.
Chelsea Consulting provides management and IT consulting services to help organizations solve problems using people, process and technology. They have expertise in outsourcing, managed services, software as a service, and areas like change management and project management. The management team includes Jim Love as CEO, Darrel Berry as COO, and Ken Rowley as VP of Sales. The presentation discusses developing a successful consulting practice through strategies like differentiating services, networking, and using metrics to track business performance.
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Similar to Turning your tired opt ins into a well oiled maching using workflows (20)
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4. Who are we?
Who we are:
Joe Stickney, Leads and Customer Data Manager
Lazydays: Tampa, FL
About.me/joe.stickney
5. Who are we?
One of the largest RV dealers in US
5,000+ annual sales
300+ service bays with shops
3 restaurants
700 campground sites
2 new parts stores
Seminars and driving classes
Finance and insurance
RV purchasing
6. Who are we?
What do we want to accomplish:
Lead generation and engagement
Using and collecting data
Identifying goals and problems
Mapping processes
Designing workflows
Analyzing results
7. Don’t treat your leads like a
one-night stand
Nurturing and understanding builds quality
relationships
8. Not a one-night stand
Date me first, jerk!
Ecommerce is promiscuous, lead generation is prude
Speed-to-lead
5 minutes. That’s your goal. Period.
Know the buying cycle
Long process, have patience and think customer-centric
Know your prospect
Favorite color, dog’s name, favorite football team
9. Not a one-night stand
Post-purchase relationship
You got them, now keep it up
Repeat and referral are the best customers
Lost opportunity
Understand why they didn’t choose you
Keep pursuing them
Make them want you
11. Matchmaking
Seven ways to make data work for you:
1. Help identify your goal or problem
2. Identify your KPIs
3. Bucket and segment
4. Measure the KPIs and goals
5. Analysis
6. Test and adjust
7. Follow up
12. Matchmaking
How we use lists and segments
We use lists to move contacts through a process
We use segments to break down our lists by properties or actions
Fields are your friends
Know what’s important & how to consolidate the data
Create a field for each data component
Ex: Field = married, data = 1,0 or Y,N
Field = special powers, data = 1,0 or Y,N
Field = vehicle type, data = bat mobile, avenger jet
13. How do we flow?
Some of our workflows in practice
16. How do we flow?
Why draw my workflow when I have a perfectly good tool in
Bronto?
Erasing is easier than angry customers
Identify problems and bottlenecks
Make notes
Remember where you left off
18. How do we flow?
What should I know before I start my workflow?
What is the business problem?
What are the possible solutions?
What are the possible outcomes?
Which outcomes are favorable?
19. How do we flow?
Our business situation (sales):
High cost product & long consideration cycle
Online competition is getting fierce
Losing traction on our internet generated leads
Small shifts in sales can create big shifts in market share
Communication and speed-to-lead need to improve
20. How do we flow?
Business problem statement:
Communicate with eleads quickly and efficiently while
successfully differentiating our value proposition.
21. How do we flow?
Solution
Build a workflow that:
Automates communication and follow up
Sends timely, relevant emails
Provides a value
Measures how we are doing
Customer/prospect controls email
23. How do we flow?
The welcome series:
Welcome message
Immediate response
Calls out additional business
segments
Engages contact
Gives them an offer
25. How do we flow?
The welcome series:
24-hour responder
Adds human element
Allows a response channel
Identifies with product
management tool
26. How do we flow?
The welcome series:
How are we doing?
“Prospect NPS”
Real-time prospect feedback
Allows a response channel
Allows us to react quickly to issues
and questions
Shows we care about our
customers
27. How do we flow?
The welcome series:
Added value
Significantly differentiates our
brand
Shows other business segments
Adds value to our dealership
Engages customer with multiple
destinations
28. How do we flow?
The welcome series:
Manage preferences
29. How do we flow?
The welcome series:
betterRVing.com subscribe
Continues engagement, even
after sale
Grows our contact list
Adds value
30. How do we flow?
Brand header
Keep it consistent
38. How do we flow?
The NPS & thank you series:
The sales NPS
Our customer service end-all, be-all
Use scores to track business performance
Indicates the most beneficial areas for
improvement
39. How do we flow?
The NPS & thank you series:
Thank you from Randy
Personalization
Allows a response channel
40. How do we flow?
The NPS & thank you series:
Post-purchase survey
Gather/retain marketing data
Welcome to Bronto Summit 2013 I am Joe StickneyAnd today we will be going over
How many of you are lead gen? Submitted long boring titleMore appropriately titled.. Who flows there So move on with – who we are
Joe Tampa - Anyone from Florida or Tampa Bay area?Business backgroundHobbiesMeredith designer / girlfriendIf anyone loves the presentation, let us both know, if you hate it, let just her know as she is the one that laid it outIf you get bored – check me out on about.me/joe.stickney
Very unique industryIs anyone familiar with Lazydays or RVs – Class A, Class B / C travel trailers (towables) RVs are Homes on wheelsPrice points from $6,000 – $800,000+Custom shops – detail, wood working, tileOur goal is to make customers for life
We will cover lead generation and engagement that will be beneficial to both ecommerce and lead genWe will look at collecting and managing dataUsing data to make good decisionsIdentifying problems and setting goalsMapping process and workflowsAnd analyzing results and continual testingSo we are going to first cover lead gen and the number one rule of lead gen…
Court them – treat like your mother. Love them, they will love you backSo how do you court your leads? Well…
People still research in ecommerceKnow the prospect – take your time to understand them and BUILD the relationship, you cant do it all on the first dateTake time to gather good data – don’t expect everything up frontFirst dates- how many kids do you want, what’s your take on pooping with the door openLead Gen is not limited to first dates
Keeping with the relationship theme here Keep treating the customer right, Once you get the milk, if you will.. Keep buying the cow. Lead generation does not end at the sale45% of our business is repeat and 25% or more is referral. No business can survive without repeat and referral businessAlways be looking how to get betterLost OpsDo not give up hope because they went on a date with your best friend. They chose the competitor. Keep loving them. So lets talk about data
Data is essential, but it must be collected tactfullyRemember the creepy first date questions- take your time and collect great dataBuilding a successful marketing program, be it lead gen, follow-up or just targeted campaigns, it all starts with data
So lets get into 7 ways data will help youIs everyone familiar with KPI?Never stop tracking, never stop measuring, never stop testing and adjusting. No two people are alike. Be careful to make assumptions about data when you use it to bucket or group people – an exampleJen StorySO USING LISTS AND SEGMENTS
Lists are used to move you through the process, segments track actions – this is not the only way or necessarily the right way to do things, it is just how we do thingsWe use lists, because we like to be able to easily bolt things on and off of workflowsUse fields to hold contact data and whenever possible make it as quantifiable and as simple as possible, 1 or 0, yes or no,
So you have put in all this leg work of data collection and organization now you are ready to make some real left brained, super analytical, text book black and white workflow decisions so what do you do next?
Yep – your first major analytical decision in workflow planning is grabbing your pencil and paper and start a sketchAnd here is what step 1 of workflow building looks like for us:
Map of the Service workflowWhy draw my workflow when I have a perfectly good tool in Bronto?
2 people and the service directorDraw the processBottlenecksBusiness conflictsOpportunitiesMake notesAnd most of all you look a lot smarter that you really are with that diagram on your wall.
Map of the Service workflowWhy draw my workflow when I have a perfectly good tool in Bronto?
Goldminers comparison – know the process, plan your strategy, prepare and learn from other mistakesPredict possible outcomes and map those outcomesDo they get you to the gold?Start by accessing the situation
I am going to use our business situation that we were in to detail how we developed our workflow for engagementSo we know the situation, now state it as a business problem, make a problem statement
So after mapping out processes and possible outcomes, we determined our best possible solution
So without further a-do, bring on the Lazydays Sales Welcome Series Workflow
2 important things that will make your life a lot easier – the API and identifying triggers (start the workflow)Triggers the API and sends contact, vehicle and specific prospect data to Bronto
Delivers instantly upon submissionLets someone know we are there and we hear themKeeps them engaged with us, not the competitor
You gave us something, we give you somethingGive and take works well in lead genPart of the thank you
Deploys 24-hours after the initial thank you email is deployedGives the contact a way to get back to us, send additional info and shows that we are listening. This ben stiller look a like and part time mustache Model is Jason Cohen, the internet sales manager
96 hours after the 24 hour responderA significant and successful program that we have implemented across the businessThis immediate response helps us to identify the areas in the lead process that need work
Deploys 48 hours after how are we doing email and begins leg two of the welcome seriesIt is important to use lists and even multiple workflows if you know you will be bolting on new workflows in the future
Deploys three days after added value email
Deploys 3 days after the manage prefs to anyone who is not on the betterRVing opt in list (have not signed up yet)
Offers can help shorten the consideration cycle and create urgency