This document discusses how to rise above the competition by channeling the voice of customers. It recommends asking quality, custom questions to highlight key differentiators and boost demand. Personalizing content and moving buyers closer to opportunities can increase conversion rates by 35% for pricing quotes, 43% for trial downloads, and 26% for demo requests. Maximizing yield also increases time on page by 25% and conversion rates for paid search traffic by 14%. Customer reviews enable sales reps and can accelerate deal cycles by addressing objections and competitive responses.

1. How To Rise Above The Competition
By Channeling The Voice Of Your Customers
FlipMyFunnel Festival
Austin 2016

2. Speakers
Vinay Bhagat
Founder & CEO
TrustRadius
Shanel Vandergriff
SVP Marketing
AlienVault
Russ Somers
VP Marketing
TrendKite

3. More Scalable & Trusted than Case Studies

4. Quality Matters
Custom questions lead customers to highlight
key differentiators

5. Boost Demand

6. Personalize Content

7. Move Buyers closer to Opportunity Stage

8. Increase Conversion
35% conversion lift
in pricing quote requests
43% conversion lift
in trial downloads

9. Maximize Yield
26% conversion lift in demo requests
Increased time on page by 25%
Increased conversion rate
on PPC traffic by 14%

10. Enable Sales Reps
Second most popular content on sales portal

11. Accelerate Deal Cycles
Customer reviews used in emails for:
– Objection handling
– Competitive response

12. Q&A
Vinay Bhagat
Founder & CEO
TrustRadius
Shanel Vandergriff
SVP Marketing
AlienVault
Russ Somers
VP Marketing
TrendKite