ConversionXL

NOVEMBER 3, 2016

Some of the same underlying principles apply, but because of the inherent differences in buying decisions and sales cycles, pulling B2C optimization practices straight from the book might be a bad idea. There are a few things that make optimizing for B2B a different beast: The sales cycle is usually longer.

B2B 48

B2B Conversion B2C Sales Cycle 48

YoungUpstarts

SEPTEMBER 2, 2015

Customers today are not only informed, they are actively engaged with brands at multiple levels; making it critical that companies manage highly engaged consumers effectively. One of the most important factors is timing of marketing and sales outreach. Stay quiet too long and a customer will forget. Organize sales collateral.

Customer 100

Customer Sales Cycle Campaign Social Media 100

Startup Lessons Learned

APRIL 14, 2009

Lessons Learned by Eric Ries Tuesday, April 14, 2009 Validated learning about customers Would you rather have $30,000 or $1 million in revenues for your startup? This may sound crazy, coming as it does from an advocate of c harging customers for your product from day one. But here’s where a truly great sales artist comes in.

Customer 167

Customer San Francisco Lean Hockey Stick 167

The Next Web

SEPTEMBER 7, 2013

There’s friction in companies, and so the sales cycles are long. Forget big logos – optimize for customer champions. Try to get paying customers early – not for the money, but for true feedback. When signing on those early customers, it’s tempting to target big logos, but I’d avoid those guys in the beginning completely.

Technical Cofounder 145

Technical Cofounder Sales Cycle Cofounder Sales 145

VC Cafe

OCTOBER 28, 2021

In this Techcrunch article written by Aaron Levie of Box, he refers to it as the rise of enterprise ‘to ys’, citing the acquisition of Yammer by Microsoft for $1.3 The consumerisation of enterprise was a big investment trend in 2011-2012. “Toys” are new startups attacking a narrow or unattractive segment of the market.

B2B 167

B2B Sales Cycle Software Mobile 167

Austin Startup

JANUARY 20, 2021

When contacting references, ask for five minutes later that day vs. scheduling the call for days out. If you are hiring sales classes, have the start dates finalized and scheduled for every 2–4 weeks, so you can slot new hires into the next class the moment you close them. So your potential customers will have a long list of questions.

Sales 64

Sales Startup Sales Cycle Revenue 64

Duct Tape Marketing

APRIL 11, 2022

Running a business is hard But with a good referral program it doesn't have to be As a small business owner you are probably thinking about helping your current customer or trying to figure out how to increase sales. As a business owner myself, I know you just want your customers to be happy with their purchases.

Programming 85

Programming Small Business Advisory Board B2B 85

YoungUpstarts

AUGUST 12, 2014

A good value proposition is targeted at the customers main decision-making drivers and communicates your value clearly and concisely. Once youve identified the trigger to activate a brands desire for your product, you need a sales strategy. Have references. Large companies have very long sales cycles.

Merger 265

Merger Cofounder Startup Sales Cycle 265

Duct Tape Marketing

APRIL 19, 2013

Over the years one of the great breakdowns in many of the small businesses that I’ve worked with lies in area of sales. Now it might be tempting to conclude that what I referring to is a lack of sales, but what I’m really getting at is a misunderstanding there’s actually a distinction between sales and marketing.

Sales 67

Sales Marketing Lead Generation Semantic 67

Both Sides of the Table

OCTOBER 19, 2009

It included one firm who I asked not to call Salesforce.com as a reference (they were our largest pilot customer) and in their kindness they called Marc Benioff (the CEO) and asked his opinion. I thought, what would I do if I was trying to sell to a customer. Another called Parker Harris, the co-founder and CTO.

Venture Capital 274

Venture Capital Term Sheet San Diego Viral 274

ConversionXL

JULY 8, 2020

With dynamic search ads, your ads are automatically customized based on the content of your site; you don’t even choose keywords for your campaign. Review extensions allow you to display customer reviews on your ads “from reliable, well-established and trusted sources.” Phone calls. Dynamic Search Ads. Sell products from your catalog.

PPC 100

PPC Matching Software Review Campaign 100

Both Sides of the Table

JUNE 23, 2013

Simply, this is identifying a customer need that has economic value to them if they can solve it. This solves the customer question, “Why Buy Anything?”. If a customer knows they have a problem they need to select a vendor who best solves that problem (or they can build in-house tools). That always stuck with me.

Sales 328

Sales Campaign Sales Cycle Early Stage 328

Austin Startup

APRIL 17, 2017

To Apply: Email jobs@Thrillbox.com and reference the Capital Factory intern program. To Apply: Email jobs@Thrillbox.com and reference the Capital Factory intern program. Candidates will learn our culture and how to go through steps of sales cycle with Lead Generation, B2B and B2C sales and account management.

Semantic 48

Semantic Social Media Database Artificial Inteligence 48

Austin Startup

NOVEMBER 12, 2017

A frequent metaphor I use in customer acquisition, fundraising, or any kind of deal making is that you as the founder and promoter should present the finished meal on the dining table and not drag your counterparts into the kitchen. Most customers will sell themselves if you just give them half a chance.

Term Sheet 48

Term Sheet Technical Review Due Diligence Merger 48

NZ Entrepreneur

FEBRUARY 23, 2021

Priority level (based on their likelihood of making sales more quickly): Group One – Who bought from you, and is still buying from you? Group Two – Who bought from you, but isn’t currently a paying customer? This exercise will flush out insights that power your sales strategy for the year ahead. Their customer happiness levels.

Sales 73

Sales Sales Cycle Customer Revenue 73

SVPG

AUGUST 30, 2013

The downward spiral continues because the sales organization loses a lot of deals when they try to compete with a weak product. This is not a new technique, but you may recognize it as the foundation of Customer Discovery and Customer Development. I''m talking about the power of a happy, reference customer.

Customer 65

Customer API Brazil Germany 65

Both Sides of the Table

OCTOBER 4, 2009

If you sell a product direct to a customer – in person or on the phone – you need to understand what their pain points are and position your product benefits against those pain points. Many, many tech companies I meet start with a set of “awesome features” and present them to me (and I suspect also to customers). Why Buy Mine?

Sales 319

Sales Sales Cycle Startup Reputation 319

Duct Tape Marketing

FEBRUARY 22, 2017

While big ticket products might carry longer and more complex sales cycles, high-end buyers are just as lazy as the rest of us, so they use the same methods: Google, social media, and yes, their inboxes. He will track down emails, verify them to avoid bounces, and log custom fields in your spreadsheet. NOT “ACME Creative Inc.”,

Curation 43

Curation Lead Generation Technical Review Email 43

Duct Tape Marketing

OCTOBER 22, 2019

Today on the podcast, Maher and I discuss the importance of creating a referral-based business, why it’s far more effective than focusing on the traditional sales cycle, and what you can do to start winning referrals for your business, no matter what field you’re in. Questions I ask Michael J. What’s their secret?

Sales Cycle 33

Sales Cycle Demand Sales Customer 33

Hippoland

AUGUST 16, 2018

So unless your feature can increase that outcome – and not just incrementally by 20% but a serious differential like 10x – it’s unlikely that a current happy Mailchimp customer will want to switch to your product. Think about it – if you’re using MailChimp and make let’s say $100 in sales for every send.

Sales Cycle 54

Sales Cycle Differentiation Early Stage Bootstrapping 54

Up and Running

MARCH 8, 2017

By providing a free or limited version of your product or service, your customer can get a hands-on feel for how and why your offering can improve their business. See Also: 8 Ways to Create Real Customer Loyalty. One great way to do this is by staying in touch with B2B customers even after you’ve made the sale.

B2B 109

B2B Sales Sales Cycle Social Media 109

Duct Tape Marketing

AUGUST 11, 2011

Begin With the Customer Experience in Mind This content from: Duct Tape Marketing When most businesses create a new product or service offering they initially develop the attributes of the product or service. Think of it this way – the sale is not complete until the customer is so happy they confidently make referrals.

Customer 67

Customer Sales Cycle Lead Generation Video 67

Hippoland

AUGUST 16, 2018

So unless your feature can increase that outcome – and not just incrementally by 20% but a serious differential like 10x – it’s unlikely that a current happy Mailchimp customer will want to switch to your product. Think about it – if you’re using MailChimp and make let’s say $100 in sales for every send.

Sales Cycle 48

Sales Cycle Differentiation Early Stage Bootstrapping 48

ConversionXL

OCTOBER 13, 2015

Customers acquired by direct mail. Total Customers. Average Revenue Per Customer. It’s hard to tell if things are getting better or worse for new customers vs old customers, because you’re lumping them all together in the data. Are free trial users who submit support tickets more likely to convert to customers?

Conversion 48

Conversion Retention Acquisition Metrics 48

Mike Michalowicz

JANUARY 18, 2023

Keep these first few factors in mind before creating a marketing strategy: Where to start – nurturing small business customer and client relationships. Know your customer. Forget ABC ( always being closed , for all of those who aren’t familiar with The Boiler Room reference.) Again, this is all about communication.

Marketing 60

Marketing Differentiation Small Business Sales Cycle 60

BeyondVC

DECEMBER 29, 2016

Combining the bottom up, user-driven model with forward thinking IT execs has resulted in shortened enterprise sales cycles across our portfolio and some phenomenal reference customers. and we expect this trend to continue.

Stealth 60

Stealth Canada Azure Architecture 60

Duct Tape Marketing

APRIL 5, 2023

Additionally, measuring the lifetime value of new customers is vital to determine the ROI of online advertising, and investing in CRO as an ad spend, could make significant improvements in performance. What's the one year value of the typical customer? How do you ba I mean are you on the side of you need both?

Advertising 81

Advertising Analytics San Diego Networking 81

ConversionXL

MAY 1, 2019

Client education is central to marketing messaging, too, especially for sellers with long sales cycles. The same is true in marketing, especially for companies with long sales cycles. Reduce the cognitive load on potential customers. The call-to-action to “Talk to Sales” makes sense (the A in VARK).

Marketing 124

Marketing Sales Cycle Retention Differentiation 124

ConversionXL

MAY 27, 2022

Marketers raise brand awareness to capture leads that are handed to sales teams to convert into customers. DGMs see that demand is maintained throughout the sales cycle. 70% of buyers are already clued up on a product before they talk to sales, if they talk to sales at all. What do you do? How do you do it?

Demand 95

Demand Management B2B Campaign 95

ConversionXL

MAY 27, 2022

Longer customer journeys and drawn-out purchase decisions influenced by multiple touchpoints. This has changed how buyers interact with sales. More than two-thirds of buyers have researched your solution (and others’) before talking to sales. Plus, 60% prefer not to interact with sales reps at all. More conversions?

Demand 115

Demand Affiliate Audience Leadership 115

Duct Tape Marketing

APRIL 16, 2012

But, if we actually understood that the only thing that mattered was an abundant volume of profitable customers, we would surely start with the customer in mind, right? Customer focus vs. business focus. Get customer discovery and sales right and you can’t fail. Build a sales action process.

Sales Cycle 68

Sales Cycle Sales Customer Business Model 68

Duct Tape Marketing

NOVEMBER 3, 2021

3:59] Why people don’t refer businesses they love. [5:23] 6:54] How getting referrals affects the lifetime value of that newly acquired customer. [8:53] 8:53] Introduce the idea of referrals in the sales process. [9:58] 9:58] Figuring out your customer success quotient. [12:42] You can trust them. I'm all in.

Technical Review 100

Technical Review Networking Texas Forecast 100

Duct Tape Marketing

JUNE 23, 2014

Now, don’t take the word authority to mean fame or notoriety – it’s really more about possessing person power – the kind that can attract new business, create more opportunities and drastically shorten sales cycles. Create Your Content Platform. Check out Building Personal Brand Authority here.

Sales Cycle 71

Sales Cycle Social Network Aggregator Campaign 71

ConversionXL

APRIL 7, 2021

The book dedicates quite a few pages to the ‘customer-centric stack’ and argues that because you’re now able to know when someone is in the market for a solution like yours [via IP lookup or 1st or 3rd party intent data], you don’t need to “spam” them. In those days we just called it sales.

IP 98

IP Marketing Technical Review Software Review 98

conversionxl.com

SEPTEMBER 10, 2013

It’s Not a Conversion Problem, It’s a Customer Development Problem. The most common mistake startups make is assuming they can operate the same way big companies do, and expect success with little to no feedback from potential customers. This is a customer development problem. So What is Customer Development?

Customer Development 60

Customer Development Conversion Developer Customer 60

Duct Tape Marketing

FEBRUARY 11, 2013

Selling has always required dexterity, and successful sales professionals have always practiced this, but today’s sales environment demands that a sales professional also develop and practice disciplines more closely aligned with traditional marketing and customer service practices in addition to becoming an educator in the sales process.

Sales 73

Sales Reputation Sales Cycle Curation 73

ConversionXL

APRIL 3, 2018

Amazon built its growth on top of these 4 pillars: Customer Centricity. The most important single thing is to focus obsessively on the customer” – Jeff Bezos. They may believe “the customer is always right” but how do they act? Aligning customers & business objectives. The power is in how customer data is used.

Retention 106

Retention Artificial Inteligence Channel Email 106