The biggest change in B2B marketing strategy recently is to shift the engagement model from awareness campaigns to account based marketing campaigns. This flips the funnel and directs marketing to the target account. Learn more.
Increasing pressure to save money means increased expectations for new sales hires to become productive in a shorter time frame, which can sometimes result in training programs becoming more and more condensed. One-and-done boot camps are rarely effective, with most trainees retaining only 10% of their learning after one month. Successful sales onboarding works best with a continuous approach that involves reinforcement, practical practice and ongoing support. In this webinar, you’ll walk away with inspiration and tips that you can immediately apply to your program including:
* Best onboarding practices: what learning science tells us
* Case study: how NAVEX Global acquired four different companies in the span of six months and went from having no formal sales onboarding program to a robust global process
* How new technologies like Guided Selling help augment onboarding programs for improved knowledge transfer, pipeline velocity and sales results
How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)Sales Hacker
What You'll Learn:
- How to build structures to move ambitious team members from SDR to AE and beyond
- How to help salespeople pivot into other roles in the org (Sales to Ops, Enablement, Leadership, or even Marketing!)
- How to inspire and retain talent that will carry your company forward (down market, or not)
Most startups experience a tension between product and service sales at some point in their lives. While Professional Services can generate revenue and customer insight, they can also distract a startup from its core mission: building a successful product.
This presentation looks at the opportunities and risks associated with setting up a Professional Services team within your company.
Summary (MP4 version - https://youtu.be/Gc5QRec7rdE)
Questions to ask customers to define success
• What is your desired outcome?
• What is your measure of project success?
• What is your boss' measure of project success?
• Were you delighted by the experience?
SaaS Onboarding Types
1. High-touch onboarding
• "Concierge" onboarding
• Regular phone calls
• Customer success person
• Personalized email
2. Low-touch onboarding
• Automated email series
• Tour videos and webinars
• Social media group
• Knowledge-base
Elements of SaaS Onboarding
• Sign up form
• Welcome email
• Educational emails
• First login
• Product tutorial
• Data import
• Documentation
• Notification
• Check up call
• Swag
Best Practices
1. Align with sales
2. Optimize for time
3. Do your research
4. Create value quickly
5. Reinforce goals
Services Strategies for Saas Software CompaniesAndrew Marks
This deck is relevant not only to cloud based software companies but also those with an on-prem model. Specifically focused on services strategies and customer success in general, the content dives into some of the considerations and strategies around designing and building a services organization and driving the cross organizational cooperation necessary for a company to be successful focusing on not just customer acquisition but customer retention.
On May 12th and 13th, over 2000 Customer Success executives convened in San Francisco for Pulse Conference 2015. Attendees chose from over 50 sessions in 5 unique tracks, while learning from the top 150 minds in Customer Success. Join us on June 2nd to review:
The key Customer Success themes presented on stage
The audience feedback and post-event survey results
The best practices and content shared during Pulse
Zero to 100 - Part 6: Experiences putting Theory into PracticeDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Increasing pressure to save money means increased expectations for new sales hires to become productive in a shorter time frame, which can sometimes result in training programs becoming more and more condensed. One-and-done boot camps are rarely effective, with most trainees retaining only 10% of their learning after one month. Successful sales onboarding works best with a continuous approach that involves reinforcement, practical practice and ongoing support. In this webinar, you’ll walk away with inspiration and tips that you can immediately apply to your program including:
* Best onboarding practices: what learning science tells us
* Case study: how NAVEX Global acquired four different companies in the span of six months and went from having no formal sales onboarding program to a robust global process
* How new technologies like Guided Selling help augment onboarding programs for improved knowledge transfer, pipeline velocity and sales results
How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)Sales Hacker
What You'll Learn:
- How to build structures to move ambitious team members from SDR to AE and beyond
- How to help salespeople pivot into other roles in the org (Sales to Ops, Enablement, Leadership, or even Marketing!)
- How to inspire and retain talent that will carry your company forward (down market, or not)
Most startups experience a tension between product and service sales at some point in their lives. While Professional Services can generate revenue and customer insight, they can also distract a startup from its core mission: building a successful product.
This presentation looks at the opportunities and risks associated with setting up a Professional Services team within your company.
Summary (MP4 version - https://youtu.be/Gc5QRec7rdE)
Questions to ask customers to define success
• What is your desired outcome?
• What is your measure of project success?
• What is your boss' measure of project success?
• Were you delighted by the experience?
SaaS Onboarding Types
1. High-touch onboarding
• "Concierge" onboarding
• Regular phone calls
• Customer success person
• Personalized email
2. Low-touch onboarding
• Automated email series
• Tour videos and webinars
• Social media group
• Knowledge-base
Elements of SaaS Onboarding
• Sign up form
• Welcome email
• Educational emails
• First login
• Product tutorial
• Data import
• Documentation
• Notification
• Check up call
• Swag
Best Practices
1. Align with sales
2. Optimize for time
3. Do your research
4. Create value quickly
5. Reinforce goals
Services Strategies for Saas Software CompaniesAndrew Marks
This deck is relevant not only to cloud based software companies but also those with an on-prem model. Specifically focused on services strategies and customer success in general, the content dives into some of the considerations and strategies around designing and building a services organization and driving the cross organizational cooperation necessary for a company to be successful focusing on not just customer acquisition but customer retention.
On May 12th and 13th, over 2000 Customer Success executives convened in San Francisco for Pulse Conference 2015. Attendees chose from over 50 sessions in 5 unique tracks, while learning from the top 150 minds in Customer Success. Join us on June 2nd to review:
The key Customer Success themes presented on stage
The audience feedback and post-event survey results
The best practices and content shared during Pulse
Zero to 100 - Part 6: Experiences putting Theory into PracticeDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
The Lean Startup (book summary by Expert Program Management)Dennis Antolin
The Lean Startup Summary
Big idea #1: Startups are essentially 'Scientific Experiments'
Big idea #2: The biggest waste is building what nobody wants at all
Big idea #3: Don't argue about effort-prioritization - Use Split-Tests & Cohorts!
Big idea #4: You might be an Entrepreneur and not even know it!
Big idea #5: Use Actionable Metrics and avoid 'Vanity Metrics'
There is a presentation utilizing this slide deck available in the training section at Business901.com. Sales and marketing can no longer operate in a vacuum. It has become a process output that intertwines across many of the departments within the organization. As companies have become flat, their decision making is increasingly being done by committee. As a supplier, you must mimic your customer decision-making path and as a result your sales and marketing will also be done by committee.
AMA Experience 2016: Google & Your Business: Planning for Today, Tomorrow and...Webspec Design
Many of us use Google every day, but do you know why it’s important to consider the impact that Google can have on your business and website? Alex Karei and Lindsey LaMair of Webspec Design discuss the basics of the search engine superpower, what you might not know about Google, and what you can do today, tomorrow and in 2016 to help optimize your position in the eyes of the largest influence of search.
In this e-book, you'll find tips for hiring the right people into your customer success organization, including the traits your customer success managers should have, interview questions to help you test for those traits, and a sample job posting.
Hiring: Structuring and Recruiting A Customer Success Team to ScaleGainsight
Speakers:
Tomasz Tunguz, Partner at Redpoint Ventures
Mike McKee, SVP, Services and Customer Success at Rapid 7
Boaz Maor, Head of Global Customer Success at Intel Mashery
Presented at Pulse Conference 2015.
Customer Success Showcase: How IBM Exponentially Increased Customer Adoption ...Gainsight
If you're tackling Customer Success in a large enterprise, you likely have some enterprise-sized challenges to address. Does this sound familiar? You're leveraging multiple CRM systems. You have numerous different products and equally numerous business units. You've got different stakeholders and each of them wants things done their own way.
And above everything, you need to drive results in this complex environment.
Join Sanders Slavens, VP of Professional Services, Customer Success and Product Support at IBM Collaboration Solutions, to learn how IBM increased customer adoption of one of their cloud products over 10x in a year. Find out how IBM Collaboration Solutions brought together data from multiple CRM systems into Gainsight to drive exponential business outcomes for both IBM and its customers.
How to Scale Your Customer Success Management OrganizationGainsight
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.
This presentation - How to Scale Your Customer Success Management Organization - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from Box, Marketo, Salesforce.com
The Customer Success Playbooks You Need to Drive AdoptionAmity
Driving adoption is critical for ensuring that customers get maximum value out of their technology investment. It is also increasingly important for technology providers as they continue to embrace recurring revenue business models.
Customer Success teams equipped with well-defined playbooks are uniquely positioned to deliver on this charter. In this webinar, Neil Jain and Aman Singh of Waterstone Management Group will share key insights and best practices around how to successfully drive adoption through Customer Success playbooks.
Meeting Maker Marketing Campaigns: How to Connect Sales with AnyoneLaurie Beasley
Laurie Beasley, President of Beasley Direct and Online Marketing, Inc., and President of the Direct Marketing Association of Northern California shows how you can connect sales with anyone by using meeting maker marketing campaigns. https://dmanc.org https://beasleydirect.com
The Lean Startup (book summary by Expert Program Management)Dennis Antolin
The Lean Startup Summary
Big idea #1: Startups are essentially 'Scientific Experiments'
Big idea #2: The biggest waste is building what nobody wants at all
Big idea #3: Don't argue about effort-prioritization - Use Split-Tests & Cohorts!
Big idea #4: You might be an Entrepreneur and not even know it!
Big idea #5: Use Actionable Metrics and avoid 'Vanity Metrics'
There is a presentation utilizing this slide deck available in the training section at Business901.com. Sales and marketing can no longer operate in a vacuum. It has become a process output that intertwines across many of the departments within the organization. As companies have become flat, their decision making is increasingly being done by committee. As a supplier, you must mimic your customer decision-making path and as a result your sales and marketing will also be done by committee.
AMA Experience 2016: Google & Your Business: Planning for Today, Tomorrow and...Webspec Design
Many of us use Google every day, but do you know why it’s important to consider the impact that Google can have on your business and website? Alex Karei and Lindsey LaMair of Webspec Design discuss the basics of the search engine superpower, what you might not know about Google, and what you can do today, tomorrow and in 2016 to help optimize your position in the eyes of the largest influence of search.
In this e-book, you'll find tips for hiring the right people into your customer success organization, including the traits your customer success managers should have, interview questions to help you test for those traits, and a sample job posting.
Hiring: Structuring and Recruiting A Customer Success Team to ScaleGainsight
Speakers:
Tomasz Tunguz, Partner at Redpoint Ventures
Mike McKee, SVP, Services and Customer Success at Rapid 7
Boaz Maor, Head of Global Customer Success at Intel Mashery
Presented at Pulse Conference 2015.
Customer Success Showcase: How IBM Exponentially Increased Customer Adoption ...Gainsight
If you're tackling Customer Success in a large enterprise, you likely have some enterprise-sized challenges to address. Does this sound familiar? You're leveraging multiple CRM systems. You have numerous different products and equally numerous business units. You've got different stakeholders and each of them wants things done their own way.
And above everything, you need to drive results in this complex environment.
Join Sanders Slavens, VP of Professional Services, Customer Success and Product Support at IBM Collaboration Solutions, to learn how IBM increased customer adoption of one of their cloud products over 10x in a year. Find out how IBM Collaboration Solutions brought together data from multiple CRM systems into Gainsight to drive exponential business outcomes for both IBM and its customers.
How to Scale Your Customer Success Management OrganizationGainsight
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.
This presentation - How to Scale Your Customer Success Management Organization - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from Box, Marketo, Salesforce.com
The Customer Success Playbooks You Need to Drive AdoptionAmity
Driving adoption is critical for ensuring that customers get maximum value out of their technology investment. It is also increasingly important for technology providers as they continue to embrace recurring revenue business models.
Customer Success teams equipped with well-defined playbooks are uniquely positioned to deliver on this charter. In this webinar, Neil Jain and Aman Singh of Waterstone Management Group will share key insights and best practices around how to successfully drive adoption through Customer Success playbooks.
Meeting Maker Marketing Campaigns: How to Connect Sales with AnyoneLaurie Beasley
Laurie Beasley, President of Beasley Direct and Online Marketing, Inc., and President of the Direct Marketing Association of Northern California shows how you can connect sales with anyone by using meeting maker marketing campaigns. https://dmanc.org https://beasleydirect.com
The Must Have Blueprint for Sales ActivationEngagio
If there was one golden rule for any revenue team to follow it would be this: silos don’t work. They lead to inefficiencies, broken systems and problems at every level. It’s time to break down the barriers and align as one revenue team to focus on the right accounts. In this session, Sandra Freeman, Head of Strategic Marketing at Engagio, will discuss strategies and tactics to:
- Get buy-in from the entire revenue team;
- Work with sales to drive action today;
- Use technology to streamline manual activities; and
- Real-world examples and results.
When it comes to online advertising, it isn't about how much you spend, it's about how you spend it.
Should you be spending more on Facebook or Google?
What is the best budget for your industry?
When should you stop putting money behind a poor-performing campaign?
For these answers and more, join our live webinar with our in-house pay-per-click expert.
You'll learn:
- How to use 2018's results to set the best budget for your business in 2019
- What processes you can set up now to keep wasted spend in check all year long
- How to quickly determine which ad types are actually worth putting your budget behind
- What signs you should be looking for when managing your bids
In this webinar, Leslie Vickrey, CEO & Founder of ClearEdge Marketing, shares 3 marketing strategies for driving your growth. She focuses on website optimization, target account programs (sales campaigns) and social media marketing.
When it comes to online advertising, it isn't about how much you spend, it's about how you spend it.
Should you be spending more on Facebook or Google? What is the best budget for your industry? When should you stop putting money behind a poor-performing campaign?
For these answers and more, join our live webinar with our in-house pay-per-click expert.
You'll learn:
- How to use 2018's results to set the best budget for your business in 2019
- What processes you can set up now to keep wasted spend in check all year long
- How to quickly determine which ad types are actually worth putting your budget behind
- What signs you should be looking for when managing your bids
Penetrating Industries with an Integrated Sales and Marketing Strategy Marketo
Financial Services. Healthcare. Higher Education. Technology. Why is it important to market to industries? Because it’s effective, focused and strategic. By developing and executing on a vertical marketing strategy - from advertising on niche publisher networks to sponsoring industry tradeshows- you can drastically improve your response rates and drive revenue. View our webinar to learn how Marketo utilizes a cross-channel approach to generate interest throughout various stages of the funnel from the right buyers in the right industries.
An overview of startup sales and marketing best practices, frameworks, and thoughts.
This is intended for founders who have little formal experience with sales and marketing practices.
Do you want to create product demand and pass on leads to sales? Of course you do, but you’ll need a demand generation strategy to do it right. Learn what sets demand generation apart, how to build and optimize your strategy, and the importance of paid marketing. Download the full Demand Generation Strategy Playbook on our website: https://hubs.ly/H0bvjyy0
Webinar featuring Jon Miller, CEO of Engagio, and Andy Wright, CMO of Skytap on planning for Account Based success.
Learn more about Engagio at www.Engagio.com
Twitter.com/Engagio
Linkedin.com/Company/Engagio
Download Engagio's Clear and Complete Guide to Account Based Marketing and Account Based Sales Development at Engagio.com/guides
Trading Places is a dynamic panel of senior living experts with experience in both provider and agency roles. This unique background provides them with insights into the needs of both audiences.
You'll learn how to:
*Negotiate a beneficial contract
*Establish a marketing budget
*Allocate marketing dollars most effectively
Salesforce is a powerful tool for tracking and measuring marketing effectiveness. In this presentation, you'll see how you can leverage Campaigns to track marketing activities, tactics, and ROI.
Similar to Building Your ABM Marketing-to-Sales Playbook Using Meeting Maker Campaigns. (20)
Learn how to understand your audience's behavior by developing reports that will change the tactics on your website. Also learn about your website's conversion funnel to get practical and immediate information affecting your sales and ROI.
https://dmanc.org
Understand your audience with Google Analytics. Learn how to find your audience's age, gender, location, language, what devices they use (desktop, mobile), interests and more.
This workshop takes a realistic view of Account Based Marketing (ABM) and cuts through the hype that often surrounds it. Through the eyes of small and mid-size companies we’ll focus on the key elements necessary to plan and execute a realistic program with a positive ROI.
We’ll have frank discussions on what an ABM program can and can’t do. With so much being claimed, we’ll insert some realism into the equation. Without shiny objects running up the bill with minimal ROI payback, this session will share ways to accomplish the desired goals while staying on a tight budget.
Key topics covered in the workshop will be:
Basic elements of account-based marketing and the recent developments making a buzz
Levels of ABM maturity (so attendees can see where they rank in the ABM readiness index)
Goal setting and revenue-based funnel requirements for target accounts
Target account selection strategies
Prospect data build out strategies
Ideal Customer Profile (ICP) tactical checklist
Intent data cost benefit ramifications to consider
Enroll here: https://dmanc.org/workshop/account-based-marketing-training/
Remarketing is the process of reaching out to the 98% of people who landed on your website but who didn’t convert. A remarketing campaign can result in double digit response rates and 100-200% ROI if done properly. Many advertisers are not taking full advantage of remarketing though, limiting their efforts to just one platform and leaving potential conversions on the table. A well-designed, multi-platform remarketing campaign can combine different user data from each platform into a super engine for success.
This remarketing training workshop will focus on the specifics of developing a cross platform remarketing plan between Google Ads and Facebook (including Instagram), but the lessons learned can be applied to LinkedIn, Twitter, email and most other platforms. Case studies will illustrate the set up and measurement of your remarketing campaigns.
For more information: https://dmanc.org/workshop/remarketing-training-workshop/
Learn advanced Google Analytics features so you can optimize your data collection, view settings and reports. Also included, automatic Intelligence Events, Event tracking, Advanced Segments, Cross Domain tracking, Ecommerce tracking and reporting, custom variables and dimensions, importing and analyzing third party data.
For more information:
https://dmanc.org/workshop/advanced-web-analytics-with-google-analytics/
Web UX and Usability maximizes your visitor ROI on your website. You'll learn how to create a good, clear path that guides visitors to what they want, creating leads, downloads, sales and improved ROI.
For more information: https://dmanc.org/
Web Analytics Training-Maximizing Your ROI with Google AnalyticsLaurie Beasley
Learn how to create effective web analytics reports from Google Analytics for analysis that will improve your ROI. This fundamentals course teaches how to create goals, measure metrics, and use the tools in Google Analytics to maximize campaign performance.
Go here to enroll: https://dmanc.org/workshop/web-analytics-course/
Go beyond the basics of Google Analytics to maximize campaign tracking and performance.
You'll learn:
How Google Analytics gathers and analyzes your website's data. And, how it relates to your reporting
Analytics optimization
Automatic Intelligence Events
Event Tracking
Advanced Segments
Cross Domain Tracking
Ecommerce Tracking and Reporting
Custom Variables & Dimensions
Third party data
If you have questions or pain points contact the instructor, John Thyfault, for a free consultation at:
https://beasleydirect.com/contact-us/
Learn how to create websites that lead visitors quickly to what they're looking for. This will maximize the value you want from visitors.
You'll learn the following:
Define your site goals when visitors interact
The relationship between content and site design
Mobile optimization
How to test and optimize your website usability for user experience
The best tools
User panels, heat maps, eye tracking and other interaction tracking software
How to improve your visitor experience on a low budget
If you have questions or pain points contact the instructor, John Thyfault, at:
https://beasleydirect.com/contact-us/
Search engine like Google and Bing use artificial intelligence, voice search and natural language processing to drive the boundaries of organic search. They impose guidelines that determine which websites appear on the top of page one search results. Successful businesses understand what search engines are looking for in web content and the technical back end.
In this workshop you'll learn:
Keyword and key phrase research to target your potential clients
How to write landing pages to win top of first page search results
How to design search engine friendly architecture for your website
The top three must-have site optimization tools
Offsite factors that affect your organic search rank
How to create content readers will link to
How to optimize WordPress and the top five best practices
How to create a content calendar
If you have questions or pain points contact the instructor, John Thyfault, for a free consultation at:
https://beasleydirect.com/contact-us/
This Advanced SEO Training workshop will help you successfully meet your business goals and beat competitors using sophisticated techniques.
In this advanced SEO training course you'll learn:
How to keep pace with Google search algorithm updates
Understand how updates affect your organic search rank
Domain optimization techniques to maximize your search visibility
Server optimization to improve search performance
Structured data and its benefits
Link building techniques for advanced SEO
Contact the instructor, John Thyfault, for a free consultation at:
https://beasleydirect.com/contact-us/
Social Media Marketing Best Practices WorkshopLaurie Beasley
As your business grows social media marketing becomes a significant marketing factor. You can improve leads, sales and ROI by taking advantage of people based on their social activities and personas.
In this social media marketing best practices workshop you'll learn:
Key terms and vocabulary
How to set up campaigns and goals
Effective audience targeting
How to develop eye grabbing visuals and compelling copy
Successful long-term social media marketing strategies.
The following social media platforms will be covered:
Facebook for B2C and B2B
Instagram
LinkedIn
Twitter
Pinterest
Contact the instructor, John Thyfault, for a free consultation at:
https://beasleydirect.com/contact-us/
Demand Generation and Lead Conversion Fundamentals TrainingLaurie Beasley
Learn a fresh approach to demand generation and lead conversion to push your business's ROI to new levels.
You'll learn:
How to overcome demand generation and lead conversion challenges
Audience targeting by defining your sales-ready leads
Reverse sales funnels and how to create them
Account Based Marketing (ABM)
How to manage your touch points, and what they are
How to make a great offer no one can refuse
Content usage best practices
Case studies on multi-touch campaigns
If you have questions or pain points contact the instructor, Laurie Beasley, at:
https://beasleydirect.com/contact-us/
Google AdWords Training for PPC Advertising FundamentalsLaurie Beasley
Google AdWords training for beginners.
Learn the fundamentals of Google AdWords / Google Ads, including:
What is PPC Advertising with Google AdWords / Google Ads?
Ad writing best practices
Setting up a Google AdWords account
Keyword research
Defining keyword match types and when to use them
Defining Quality Score and how it can save you money
Tracking your campaigns
Optimizing your campaigns
Targeting the right audience
Google Shopping Ads
Contact the instructor, John Thyfault, for a free consultation at:
https://beasleydirect.com/contact-us/
Learn about Google Ads Pay-per-Click Advertising (Advanced).
You'll learn:
Advanced ad writing to improve your campaign ROI
How to use dynamic keyword insertion
Mobile ad writing best practices
The next step in campaign targeting
How Google Content Network can improve your campaign success
Remarketing campaign set up and best practices (user behavior, time-based optimzation included)
Lead generation and Google Ads
Ecommerce best practices
Google Shopping Ads advanced features
If you have questions or pain points about your Google Ads campaign contact the instructor, John Thyfault, at:
https://beasleydirect.com/contact-us/
For too many years marketing and sales have operated in silos...while in some forward thinking companies, the two organizations work together to drive new opportunity development and revenue. This session will explore the lessons learned in that beautiful dance that can occur when marketing and sales work together...to drive new opportunity development, account expansion and customer satisfaction.
No, this is not a conversation about MQLs and SQLs. Instead we will focus on a framework that allows the two organizations to drive company success together.
How to Use AI to Write a High-Quality Article that Ranksminatamang0021
In the world of content creation, many AI bloggers have drifted away from their original vision, resulting in low-quality articles that search engines overlook. Don't let that happen to you! Join us to discover how to leverage AI tools effectively to craft high-quality content that not only captures your audience's attention but also ranks well on search engines.
Disclaimer: Some of the prompts mentioned here are the examples of Matt Diggity. Please use it as reference and make your own custom prompts.
Everyone knows the power of stories, but when asked to come up with them, we struggle. Either we second guess ourselves as to the story's relevance, or we just come up blank and can't think of any. Unlocking Everyday Narratives: The Power of Storytelling in Marketing will teach you how to recognize stories in the moment and to recall forgotten moments that your audience needs to hear.
Key Takeaways:
Understand Why Personal Stories Connect Better
How To Remember Forgotten Stories
How To Use Customer Experiences As Stories For Your Brand
AI-Powered Personalization: Principles, Use Cases, and Its Impact on CROVWO
In today’s era of AI, personalization is more than just a trend—it’s a fundamental strategy that unlocks numerous opportunities.
When done effectively, personalization builds trust, loyalty, and satisfaction among your users—key factors for business success. However, relying solely on AI capabilities isn’t enough. You need to anchor your approach in solid principles, understand your users’ context, and master the art of persuasion.
Join us as Sarjak Patel and Naitry Saggu from 3rd Eye Consulting unveil a transformative framework. This approach seamlessly integrates your unique context, consumer insights, and conversion goals, paving the way for unparalleled success in personalization.
Is AI-Generated Content the Future of Content Creation?Cut-the-SaaS
Discover the transformative power of AI in content creation with our presentation, "Is AI-Generated Content the Future of Content Creation?" by Puran Parsani, CEO & Editor of Cut-The-SaaS. Learn how AI-generated content is revolutionizing marketing, publishing, education, healthcare, and finance by offering unprecedented efficiency, creativity, and scalability.
Understanding
AI-Generated Content:
AI-generated content includes text, images, videos, and audio produced by AI without direct human involvement. This technology leverages large datasets to create contextually relevant and coherent material, streamlining content production.
Key Benefits:
Content Creation: Rapidly generate high-quality content for blogs, articles, and social media.
Brainstorming: AI simulates conversations to inspire creative ideas.
Research Assistance: Efficiently summarize and research information.
Market Insights:
The content marketing industry is projected to grow to $17.6 billion by 2032, with AI-generated content expected to dominate over 55% of the market.
Case Study: CNET’s AI Content Controversy:
CNET’s use of AI for news articles led to public scrutiny due to factual inaccuracies, highlighting the need for transparency and human oversight.
Benefits Across Industries:
Marketing: Personalize content at scale and optimize engagement with predictive analytics.
Publishing: Automate content creation for faster publication cycles.
Education: Efficiently generate educational materials.
Healthcare: Create accurate content for patients and professionals.
Finance: Produce timely financial content for decision-making.
Challenges and Ethical Considerations:
Transparency: Disclose AI use to maintain trust.
Bias: Address potential AI biases with diverse datasets.
SEO: Ensure AI content meets SEO standards.
Quality: Maintain high standards to prevent misinformation.
Conclusion:
AI-generated content offers significant benefits in efficiency, personalization, and scalability. However, ethical considerations and quality assurance are crucial for responsible use. Explore the future of content creation with us and see how AI is transforming various industries.
Connect with Us:
Follow Cut-The-SaaS on LinkedIn, Instagram, YouTube, Twitter, and Medium. Visit cut-the-saas.com for more insights and resources.
Digital Commerce Lecture for Advanced Digital & Social Media Strategy at UCLA...Valters Lauzums
E-commerce in 2024 is characterized by a dynamic blend of opportunities and significant challenges. Supply chain disruptions and inventory shortages are critical issues, leading to increased shipping delays and rising costs, which impact timely delivery and squeeze profit margins. Efficient logistics management is essential, yet it is often hampered by these external factors. Payment processing, while needing to ensure security and user convenience, grapples with preventing fraud and integrating diverse payment methods, adding another layer of complexity. Furthermore, fulfillment operations require a streamlined approach to handle volume spikes and maintain accuracy in order picking, packing, and shipping, all while meeting customers' heightened expectations for faster delivery times.
Amid these operational challenges, customer data has emerged as an important strategy. By focusing on personalization and enhancing customer experience from historical behavior, businesses can deliver improved website and brand experienced, better product recommendations, optimal promotions, and content to meet individual preferences. Better data analytics can also help in effectively creating marketing campaigns, improving customer retention, and driving product development and inventory management.
Innovative formats such as social commerce and live shopping are beginning to impact the digital commerce landscape, offering new ways to engage with customers and drive sales, and may provide opportunity for brands that have been priced out or seen a downturn with post-pandemic shopping behavior. Social commerce integrates shopping experiences directly into social media platforms, tapping into the massive user bases of these networks to increase reach and engagement. Live shopping, on the other hand, combines entertainment and real-time interaction, providing a dynamic platform for showcasing products and encouraging immediate purchases. These innovations not only enhance customer engagement but also provide valuable data for businesses to refine their strategies and deliver superior shopping experiences.
The e-commerce sector is evolving rapidly, and businesses that effectively manage operational challenges and implement innovative strategies are best positioned for long-term success.
In this presentation, Danny Leibrandt explains the impact of AI on SEO and what Google has been doing about it. Learn how to take your SEO game to the next level and win over Google with his new strategy anyone can use. Get actionable steps to rank your name, your business, and your clients on Google - the right way.
Key Takeaways:
1. Real content is king
2. Find ways to show EEAT
3. Repurpose across all platforms
The digital marketing industry is changing faster than ever and those who don’t adapt with the times are losing market share. Where should marketers be focusing their efforts? What strategies are the experts seeing get the best results? Get up-to-speed with the latest industry insights, trends and predictions for the future in this panel discussion with some leading digital marketing experts.
Mastering Multi-Touchpoint Content Strategy: Navigate Fragmented User JourneysSearch Engine Journal
Digital platforms are constantly multiplying, and with that, user engagement is becoming more intricate and fragmented.
So how do you effectively navigate distributing and tailoring your content across these various touchpoints?
Watch this webinar as we dive into the evolving landscape of content strategy tailored for today's fragmented user journeys. Understanding how to deliver your content to your users is more crucial than ever, and we’ll provide actionable tips for navigating these intricate challenges.
You’ll learn:
- How today’s users engage with content across various channels and devices.
- The latest methodologies for identifying and addressing content gaps to keep your content strategy proactive and relevant.
- What digital shelf space is and how your content strategy needs to pivot.
With Wayne Cichanski, we’ll explore innovative strategies to map out and meet the diverse needs of your audience, ensuring every piece of content resonates and connects, regardless of where or how it is consumed.
First Things First: Building and Effective Marketing Strategy
Too many companies (and marketers) jump straight into activation planning without formalizing a marketing strategy. It may seem tedious, but analyzing the mindset of your targeted audiences and identifying the messaging points most likely to resonate with them is time well spent. That process is also a great opportunity for marketers to collaborate with sales leaders and account managers on a galvanized go-to-market approach. I’ll walk you through the methods and tools we use with our clients to ensure campaign success.
Key Takeaways:
-Recognize the critical role of strategy in marketing
-Learn our approach for building an actionable, effective marketing strategy
-Receive templates and guides for developing a marketing strategy
SMM Cheap - No. 1 SMM panel in the worldsmmpanel567
Boost your social media marketing with our SMM Panel services offering SMM Cheap services! Get cost-effective services for your business and increase followers, likes, and engagement across all social media platforms. Get affordable services perfect for businesses and influencers looking to increase their social proof. See how cheap SMM strategies can help improve your social media presence and be a pro at the social media game.
The What, Why & How of 3D and AR in Digital CommercePushON Ltd
Vladimir Mulhem has over 20 years of experience in commercialising cutting edge creative technology across construction, marketing and retail.
Previously the founder and Tech and Innovation Director of Creative Content Works working with the likes of Next, John Lewis and JD Sport, he now helps retailers, brands and agencies solve challenges of applying the emerging technologies 3D, AR, VR and Gen AI to real-world problems.
In this webinar, Vladimir will be covering the following topics:
Applications of 3D and AR in Digital Commerce,
Benefits of 3D and AR,
Tools to create, manage and publish 3D and AR in Digital Commerce.
Top 3 Ways to Align Sales and Marketing Teams for Rapid GrowthDemandbase
In this session, Demandbase’s Stephanie Quinn, Sr. Director of Integrated and Digital Marketing, Devin Rosenberg, Director of Sales, and Kevin Rooney, Senior Director of Sales Development will share how sales and marketing shapes their day-to-day and what key areas are needed for true alignment.
Monthly Social Media News Update May 2024Andy Lambert
TL;DR. These are the three themes that stood out to us over the course of last month.
1️⃣ Social media is becoming increasingly significant for brand discovery. Marketers are now understanding the impact of social and budgets are shifting accordingly.
2️⃣ Instagram’s new algorithm and latest guidance will help us maintain organic growth. Instagram continues to evolve, but Reels remains the most crucial tool for growth.
3️⃣ Collaboration will help us unlock growth. Who we work with will define how fast we grow. Meta continues to evolve their Creator Marketplace and now TikTok are beginning to push ‘collabs’ more too.
In this presentation, Danny Leibrandt explains the impact of AI on SEO and what Google has been doing about it. Learn how to take your SEO game to the next level and win over Google with his new strategy anyone can use. Get actionable steps to rank your name, your business, and your clients on Google - the right way.
Key Takeaways:
1. Real content is king
2. Find ways to show EEAT
3. Repurpose across all platforms
The Secret to Engaging Modern Consumers: Journey Mapping and Personalization
In today's digital landscape, understanding the customer's journey and delivering personalized experiences are paramount. This masterclass delves into the art of consumer journey mapping, a powerful technique that visualizes the entire customer experience across touchpoints. Attendees will learn how to create detailed journey maps, identify pain points, and uncover opportunities for optimization. The presentation also explores personalization strategies that leverage data and technology to tailor content, products, and experiences to individual customers. From real-time personalization to predictive analytics, attendees will gain insights into cutting-edge approaches that drive engagement and loyalty.
Key Takeaways:
Current consumer landscape; Steps to mapping an effective consumer journey; Understanding the value of personalization; Integrating mapping and personalization for success; Brands that are getting It right!; Best Practices; Future Trends
Consumer Journey Mapping & Personalization Master Class - Sabrina Killgo
Building Your ABM Marketing-to-Sales Playbook Using Meeting Maker Campaigns.
1. BY LAURIE BEASLEY, PRESIDENT,
BEASLEY DIRECT AND ONLINE MARKETING
Building Your ABM Marketing-to-
Sales Playbook Using Meeting
Maker Campaigns
2. About me
• President, Beasley Direct and Online
Marketing. Inc.
• President, DMAnc.org
• Instructor for DMAnc.or, UC Berkeley,
UCLA, and UC Santa Cruz Extensions,
San Jose State University
3. About Beasley Direct and Online Marketing, Inc.
Inbound Marketing
• PPC Management
• Display Networks
• Re-targeting
• SEO Audits
• Amazon Advertisng
• Content Creation & Dist.
• Social Media
• Landing Page Creation
• Website Design
Outbound Marketing
• Account Based Marketing
• Email Marketing
• Marketing Automation Management
• Salesforce.com Management
• Direct Mail
• Tele-prospecting
5. ABM is Biggest Shift in Marketing Strategy
• The biggest change in B2B marketing strategy recently is to shift the
engagement model from awareness campaigns to account based
marketing campaigns. This flips the funnel and directs marketing to the
target account.
6. Three Principles of ABM
• Target and manage accounts and account lists
• Engage target accounts across channels with offers and content
• Measure revenue impact on target accounts
7. What Are ABM “Meeting Maker” Campaigns?
• Multi-touch communication strategy to engage target accounts’ interest in
a demo appointment or meeting.
• The number of touches can vary by marketing budget and complexity of
sale. (We will discuss four program scenarios later).
8. Why Are “Meeting Maker” Campaigns Popular?
• Most VPs of Sales will tell you that if you can get a prospect on to a demo
or sales meeting, 25-50% of them will eventually close (especially in
enterprise software sales scenarios)
• Companies are waking up to the idea that creating a demo appointment or
meeting for the Sales department is the ideal way to accelerate the sales
pipeline, often bypassing many layers of lead generation and nurturing.
But who makes this happen?
• Increasingly, marketing is being measured by how many opportunities are
generated (not just leads).
• So…scheduling demo/meetings becomes the responsibility of marketing.
(Oh joy!)
9. Congratulations You’re Now in Charge of
Generating Demo/Meeting Appointments!
Sample Lead Requirements Calculator
Scenario Requirements
ANNUAL SALES REVENUE GOALS: $13,000,000
Sales Revenue Goals/Quarter $3,250,000
Revenue per sale $115,000
# Closed Sales Required/QTR 28.3 Or 9.3 Closes/mo.
Estimated Closed Rate on Pipeline Proposal Opportunities 25%
# Qual Leads That Must Convert to Pipeline Proposals/QTR 113
Est. forward conversion rate from sales-ready lead into Pipeline 40%
# Qualified Sales -Ready Leads Required per
Quarter (Prospects meeting sales-ready criteria)
283
# Qualified Sales-Ready Leads Required per
Month (Prospects meeting sales-ready criteria)
94
Tom Judge, All Rights Reserved, Copyright Protected
13. Four Keys to Success
• List: Get your ABM targets right
• Offer: Reward the meeting attender with something they’d want
• Creative: You can execute with email, direct mail, ABM display ads and…..
• Teleprospecting: The phone touch is the most productive
15. Identifying ABM Accounts Starts with a
Conversation with Sales
• With ABM you’re targeting the accounts that have real significance for your
business. You’re focusing on the accounts that are most likely to drive
revenue.
• To me this starts with a discussion with Sales. They will value you
listening to them about what types of companies and job titles they think
are most important. Often they have named account lists ready for you to
pursue for them.
16. What List Segments to Select
• Your target accounts can be selected in many ways. Here are some
popular ones:
• Industry
• Company size
• Job Function or title
• Specific technology they employ
• Previous sales performance in other product categories
17. Identifying Accounts for ABM
• Here are few strategies for identifying accounts for ABM campaigns:
• High yield: Identify top money-makers
• Product fit: Look for companies with business needs that match your
solutions. (Technology selections help here.)
• Quick wins: Seek accounts that have short purchase cycle due to their
size. (Revenue selection help here)
• Competitors: Target companies using competing products (Technology
selections help here)
• Territory: Helping sales people generate awareness and build pipeline
in their region will make you their best friend.
• Review Customer History: Profile high yield customers and create look-
alike lists.
19. Developing Your ABM Contact Lists
• Dunn & Bradstreet/Netprospex
• Discover.org
• Zoominfo
• Mountain Top Data (my favorite)
• Stirista (a good choice too)
• Data.com (not my favorite)
20. Validating the Contacts
• I’ve NEVER regretted adding budget to a project for tele-verification of
contact info. This can be done by more economical telemarketing
resources, but I wouldn’t use the same kind of company for tele-
prospecting after the emails or direct mail have dropped.
• Also I highly recommend validating the emails using something like
Briteverify or Neverbounce, and only email verified contacts (don’t mail
“catch all” or other designations)
• Email validation will drop your list size by 15-25% so plan ahead for this by
buying more contacts.
22. How Do You Decide Which Multi-Touch Program?
• A combination of factors contribute to how you structure a program:
• Budget (we can only spend $X)
• Commitment to get results (we can spend up to $X to get that
appointment because we realize how hard demo/sales appts. are to
get and how much they’re worth to the company.)
• Or…sometimes there’s an emergency (we’re not meeting sales goals
and we’re all going to get fired if we don’t get some meetings. See
Surfconrol case study in next section)
23. The More Complex the Sale…the More Touches
are Needed
• Your prospects are:
• Facing REAL challenges to solve REAL problems
• Overworked
• Difficult to Engage
• Skeptical
• Need solid evidence they should review YOUR solution over others
24. The Magic of Multiple Touches
• The combination of multiple touches gives them:
• An opportunity to read and hear about your solution.
• A solid and memorable presentation of your value proposition (direct mail is
especially good at this)
• A great offer works to move them from ignoring you… to engaged…. to attending a
demo.
• Each touch generates incremental inbound response, and supports the outbound
calling, which will be your MOST productive part of this effort in terms of
generating a demo/meeting appointment.
27. Program Type 1: Pros and Cons
• Pros
• Easier to get started
• Don’t need a valid postal mailing address
• Economical
• Proof of concept for product positioning/offer
• Cons
• Might need a higher priced offer to get engagement
• Less recollection/engagement on phone call; more calling time
needed
• Generally fewer overall completed appointments (when tested head-
to-head with other programs)
29. SurfControl Project Plan
• Emergency need to generate new sales based on poor quarterly results.
Launching a new product.
• Decided to tackle installed base first with creative & messaging established, and
roll out to prospects later.
• Upgrade offer of free iPod shuffle
• Call to action: Respond and register for a demo and get your iPod
• Email sent to customer base
• Inbound responses to landing page & call center
• Outbound telemarketing call to non-responders
• Contacts are to be pre-qualified based on needs and registered for a sales demo:
• 1:1 custom demo
• Group on line demo
• Close loop tracking of responses, contacts, qualified leads, sales progress and $
revenue reported
30. Results
• Email sent to ~ 10,000 to 12,000 customer base
• 668 Inbound Responders on landing page
• 552 were outbound called to validate and capture qualification info
• 66 Inbound 800# calls received and qualification info captured
• ~618 leads from inbound responses to email
• ~24% of qualified sales leads generated
• Outbound telemarketing call to ~9,250 non-responders
• 3,261 completed interviews with profiled needs
• 1,949 qualified sales leads from outbound calling
• ~76% of qualified sales leads generated
31. Revenues Generated First 90 Days
• Revenues reported within first 3 months @ $164,093
• Revenues from inbound responses~ $39,382
• Costs associated ~ $20,000 for a
• Short term ROI = 2:1
• Revenues from outbound calling~$124,711
• Costs associated ~ $40,000
• Short term ROI = 3:1
Findings:
• Report shown is at 90 days into program.
• The average sales cycle is 90-180+ days and ROI’s were predicted to continue to
climb
33. Program Type 2: Pros and Cons
• Pros
• Adding Direct Mail increases engagement dramatically
• More engagement makes tele-prospecting more effective (overall
more scripts completed)
• Flat Direct Mail is more economical than dimensional direct mail
(though a bit less effective)
• Cons
• Longer lead time to get program launched
• More expense to add direct mail
• Regular mail delivery can get caught in mail room so best to send via
UPS, FedX or USPS Priority Mail to bypass mailroom
37. Program Type 3: Pros and Cons
• Pros
• Adding Dimensional Direct Mail increases engagement EVEN more
dramatically. Like “knock your socks off” more…
• High memorability makes tele-prospecting more effective (overall
more scripts completed)
• Cons
• Longer lead time to get program launched
• More expense to add dimensional direct mail
• Best to send via UPS, FedX or USPS Priority Mail to bypass mailroom
40. Results: Outstanding Metrics
• Several metrics gave us early proof we had a hit on our hands:
• We were able to complete more calls—35% more per hour than projected,
indicating the prospect was interested enough to take the call.
• 40% more scripts were presented per hour than plan.
• And, most important, 65% of completed scripts were converted to demo
appointments, vs an anticipated 10%.
41. Results: Viral Referrals
• Eleven people referred us to someone else in their organization who is
responsible for tape backup, and of those 5 became qualified leads with a
demo scheduled.
• We have found that you only get those kinds of valuable referrals if you’ve
done a very good job of presenting the value proposition to the original
recipient and they are enthusiastic enough about the solution to refer you
to the decision maker.
43. Results: Anecdotal Notes from TM Reps & Sales
• Anecdotally, the telephone reps told us the people they talked to were
highly engaged, remembered the direct mail and offer, and were eager to
talk about it.
• They found the “Ultimate IT Geek’s Toolkit” an appealing reward for their
time in taking the demo, and they appreciated the research we had made
to match the premium (a set of quality tools used for tinkering with
electronics) to their interests.
• Sales told us very few people just wanted the tool. They were interested in
the product and solution. I believe this comes from them engaging with the
value proposition at the dimensional direct mail stage.
45. Program Type 4: Pros and Cons
• Pros
• Adding Dimensional Direct Mail increases engagement EVEN more
dramatically. Like “knock your socks off” more…
• High memorability makes tele-prospecting more effective (overall more
scripts completed)
• Adding Display ads can extend your reach beyond contacts in your list
• Cons
• Display ad responders tend to be less qualified and dicey to offer super nice
reward to. Think about using display ad to get initial engagement and pre-
qualify before making offer for attending a demo mtg.
• Direct mail is longer lead time to get program launched
• More expense to add dimensional direct mail
• Best to send via UPS, FedX or USPS Priority Mail to bypass mailroom
47. Reputation.com
Display ads were run throughout the program on DemandBase offering
white paper and report assets. No mention was made of the Fitbit offer. This
was made after a prospect filled out the landing page form.
48. Results:
• Program is on-going.
• From Aurelie Tyser, VP Marketing, Repuation.com: “The results of the
campaign were through the roof! Engagement and conversations are way
above our expectations. In a matter of a couple weeks, we managed to get
demos with accounts we had unsuccessfully been trying to contact for
months if not years. We got 17 demos booked out of 38 accounts!! The
reps reported the custom report was great added value and a real wake up
call for those accounts. The Direct mail part helped a lot to stand out and
get attention. It was certainly a huge effort, but totally worthwhile.”
49. Results, cont.
• Did Display Ads have an impact?
• According to VP of Marketing: “We did a lot of work to analyze
Demandbase impact, as it was not very obvious (only 2 conversions =
asset downloads). We were not able to see direct causation, but there
seems to be some correlation between accounts that have engaged with
our Demandbase campaigns and accounts that have converted into
demos.”
51. Why an High Value Offer?
• Rewards very busy people for their time
• Shows them that we respect their time
• Overcomes the objection of “not now, talk to me later”
• Gets people to the demo/meeting in a way maybe nothing else will
52. Things to Consider
• What level or type of person are we marketing to? You’d give a CIO a
higher value item than a Manager of IT probably.
• It doesn’t have to relate to the product. Make it something highly desirable
to recipient. Nice to have a tie-in to product but not mandatory.
• Make it easy to understand. I have a rule for my creative team. If the offer
cannot be described in 10 words or less: Scrap it!
• Does it need to play worldwide? One client does different offers US (Fitbit)
vs. Asia (Crystal Wine Glasses). You can make the creative template to
accommodate different offers.
53. Things We’ve Offered Lately
• Apple Watch
• Fitbit 2
• Ring Doorbell
• Star Gazing Binoculars
• Really nice toolsets
55. Should You Use Inside Sales?
• I say no (with a few exceptions)
• Inside sales staff generally hate cold prospecting, which is what this is a lot
time.
• They are hard to find, keep, and train. Their time is better spent working
on doing demos and maturing good leads in prep for closer.
• They are generally 50-75% less productive than outsourced resources,
when it comes to dials/scripts completed per hour. Why? Not the same
level of dialing software, training, and management.
56. Questions to Ask
• Is inside sales “ready to go”? Or will they need to be trained? Do we have
training staff? What will be their ramp-up time?
• Can they be as productive as we need them to be? Do we have
sophisticated dialing technology? How many calls/hr can they complete?
• Are they scalable? If the product/program is successful, can we ramp up
quickly?
• And here’s the real stickler … who is going to report and refine the
program? Does Sales have an analyst on board?
• If the answers to the questions above are “no,” then it’s time to look
outside.
57. Use High End Resources
• They are representing your company. Choose someone you can trust.
• Suggest you use high-end, US-based resources
• Need to have experience with complex sale conversations
• Need to have exceptional script writing, training and reporting capabilities
• Warning it can become addicting. Most of my clients continue tele-
prospecting efforts way beyond my campaign tenure.
60. Summary
• Accelerating demo/meetings is imperative for a company’s bottom line
• Work hard on your list
• Come up with a GREAT offer
• Engage the prospect with intriguing and informative creative
• Make sure the tele-prospecting effort is staffed appropriately
61. Thank You!
• Laurie B. Beasley, President, Beasley Direct and Online Marketing, Inc.
• lbeasley@beasleydirect.com
• 408-782-0046 x21