Steve Blank
SEPTEMBER 5, 2013
While our teams have mentors, socialize a lot and give great demos, the goal of our class final presentations is “ Lessons Learned ” – about product/market fit, pricing, acquisition/activation costs, pricing, partners, etc. In the first 4 weeks, our team got out of the building and spoke with employees at 42 different companies.
A Smart Bear: Startups and Marketing for Geeks
NOVEMBER 5, 2014
Even outliers like WhatsApp (sold for $19b with 55 employees) and Instagram (sold for $1b with 13 employees) raised lots of venture funds. ” Big companies can buy it without much consideration, but small companies need to understand the value, so you might need sales material to convince them, and a demo.
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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.
ConversionXL
MARCH 6, 2019
On Facebook, an ideal customer may log on to see photos of a new nephew, not to check out a 30-second demo of your SaaS product. Compared to the B2C world, B2B attribution faces two challenges: Sales often take place offline. The sales cycle may last for months, or more than a year. Product announcements and demos.
ConversionXL
SEPTEMBER 20, 2018
A big downside of the high-touch sales model is that the CAC is out of control, and the sales cycles are extremely long. As you can see in the graph below, high-touch sales is a leading indicator of CAC. A high-touch sales process can balloon customer acquisition costs. Perfect for hyper-niche solutions.
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. You can guess by multiplying the number of employees by the typical revenue per employee for the industry you’re targeting.
ConversionXL
DECEMBER 7, 2016
If you know that you want to target HR people in North American companies with at least 500 employees, then LinkedIn is the only place you can do that type of PPC targeting. And being some of the lowest hanging fruit, running your text ads on Google or Bing can be one of the fastest and shortest sales cycle type of PPC traffic you can get.
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