A “hack” is a tip or trick that increases efficiency. With lowered marketing budgets and lengthening sales cycles, customer acquisition is an arena in desperate need of hacks. Check out our customer acquisition hacks to run more effective marketing campaigns and speed prospects through the sales cycle.

1. Customer
Acquisition
Hacks
Tips and tricks to help you speed
prospects through the buying journey

2. What is a hack?
02

3. What is a hack?
03
A hack is a trick that creates a more
efficient way of doing things.

4. 04
You can think of hacks as
your box of magic tricks.

5. 05
You can think of hacks as
your box of magic tricks.
The term “life hack” was originally coined in 2004 by technology
journalist Danny O’Brien to describe the shortcuts that IT professionals
utilized to improve their productivity. Since then, the phrase has been
used to describe any tip or trick that can increase efficiency, and has
been co-opted by many industries.
Hacks are important to the B2B buyer journey, allowing marketers
to save time and money while maximizing the effectiveness of their
marketing efforts.

6. 06
The following hacks are taken from the eBook “Customer
Acquisition Hacks for the Multi-Channel B2B Marketer.”
Download the eBook containing all 22 hacks.

7. Let’s break the buyer’s journey
into four stages, and take
a look at our favorite hacks.
Awareness Interest Consideration Decision
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8. Awareness Stage:
Prospects aren’t yet aware of your company, and possibly not
even aware of the “pain points” they’re experiencing that your
products can solve. Hacks at this stage boost exposure to your
products and help put your brand on your prospect’s radar.
08

9. Hack:
Market via influencers
Consumers listen to influencers
because they’re objective experts
and often become trusted resources
in niche subjects. Build relationships
with influencers in your industry to
create a “halo effect” – your brand
will become credible by association.
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10. Hack:
In a report from DemandMetric and
Influitive, B2B marketers rank upsell
or cross-sell revenue as the top metrics
for improving customer satisfaction
and revenue impact. If you know a new
product is a perfect complement to an
existing product, add a layer of targeting
that focuses your marketing efforts on
the customer segment using that product.
Complete your
existing customer’s
suite of products
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11. Hack:
When a contact moves on from a role,
build on the strength of that relationship,
using this customer as your advocate and
internal champion at their new company.
Utilize advocates to
land new accounts
11

12. Hack:
When a contact moves on from a role,
build on the strength of that relationship,
using this customer as your advocate and
internal champion at their new company.
Utilize advocates to
land new accounts
12
Want more hacks to drive awareness?
Download the Radius Customer
Acquisition Hacks eBook.

13. 13
Interest Stage:
Prospects have been introduced to your company and brand,
and have begun researching to learn more. Hacks at this stage
educate already curious prospects, providing further insight
into how your brand is better than incumbent and emerging
competitors in the industry.

14. Hack:
After you’ve identified and made initial
contact with the best prospects, invite
them to an informal meeting for vital
face time with stakeholders or decision
makers. Set up an open calendar to make
it easy for them to schedule time with you.
Schedule meetings
at conferences
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15. Hack:
After you’ve identified and made initial
contact with the best prospects, invite
them to an informal meeting for vital
face time with stakeholders or decision
makers. Set up an open calendar to make
it easy for them to schedule time with you.
Schedule meetings
at conferences
15
Want to see all 22 hacks?
Download the Radius Customer
Acquisition Hacks eBook.

16. 16
Prospects are seeking a solution. They’re busy gathering as much
information as possible about products in order to do side-by-side
comparisons and move towards a decision. Hacks at this stage help
your company target the right prospects and highlight the distinct
benefits and product differentiators that set you apart.
Consideration Stage:

17. Hack:
Dig out gold buried
in your pipeline
You’ve already made the investment
to get leads and accounts into your CRM,
but many just sit there. Take advantage of
the leads lying in wait and the opportunities
to increase the ROI of your time-honored
campaigns. Identify signals beyond basic
qualifying attributes, such as company size
and industry, that are better indicators of
opportunity to target prospects that are
more likely to convert.
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18. 18
Prospects are ready to purchase and have usually narrowed
their choices down to a handful of options. Hacks at this last
stage encourage a decision and help nudge prospects towards
selecting your company from among all the options they
are considering.
Decision Stage:

19. Hack:
Traditionally, sales professionals spend
10-12 minutes per prospect on pre-call
research. Minimize research time and
maximize productivity by arming them
with the data they’ll need prior to their
call. You can save each sales person at
least 300 hours per year in research time
that could otherwise be used to engage
with prospects.
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Pre-arm sales
with relevant
prospect information

20. Conclusion
Employing the right hacks at each stage
of the B2B buyer journey will help to
nurture leads and drive customers to
the next stage, and closer to purchase.
Discover all 22 customer acquisition
hacks in our free eBook: Customer
Acquisition Hacks for the Multi-Channel
B2B Marketer.
Radius delivers predictive marketing
software that transforms the way B2B
companies discover markets, acquire
customers, and measure success.
Contact us at sales@radius.com
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GET THE EBOOK