Creative ways to scale SMB customer acquisition


The bigger you get, the higher your customer acquisition costs go. mid-sized businesses), then you can build a large inside sales team. Once they got their fundamental unit of growth working, they never stopped hiring sales reps.

Refutation: An acquisition is always a failure

A Smart Bear: Startups and Marketing for Geeks

Jake Lodwick wrote an article on PandoDaily entitled “An acquisition is always a failure.” On his startup’s sale to a larger company, he then laments that the “youthful energy that created so much value was siphoned off.”

Trending Sources

Optimizing your Customer Acquisition Funnel

For Entrepreneurs

Almost every sales and marketing funnel has blockage points where the conversion rates are lower than hoped, or the process cannot be scaled. Startup Help freemium Harvesting demand versus creating demand Hubspot Inbound Marketing JBoss Lean startup Mirror42 Optimize customer acquisition funnel Remove blockage points in sales funnel Sales funnel sales process optimization Sysomos

5 Proven Steps To Convert Sales Leads Into Clients

YFS Magazine

This article 5 Proven Steps To Convert Sales Leads Into Clients appeared first in YFS Magazine. Grow Marketing & Sales client acquisition customer acquisition personal selling sales

How to minimize customer acquisition costs

Duct Tape Marketing

How to minimize customer acquisition costs written by Guest Post read more at Duct Tape Marketing. You congratulate your staff on the sale (keep it going!), First, it helps to determine what you can afford to spend on customer acquisition.

Startup Killer: the Cost of Customer Acquisition | For Entrepreneurs

To compute the cost to acquire a customer, CAC, you would take your entire cost of sales and marketing over a given period, including salaries and other headcount related expenses, and divide it by the number of customers that you acquired in that period. (In

Discovery: How Sales Sets Customer Success Up To Succeed


Sales teams learn a lot during the courting relationship with a prospect, and Customer Success teams rely heavily on their Sales counterparts to extract information, consolidate it, and then share it at Handoff in a seamless fashion so that customers feel that they are known and understood.

Sales for Startups: Building Target Account Lists

Mark Birch

One important factor to consider in sales organizations is the maturity of the company. They are busy executing to rapidly gain market share, so they create dedicated groups to help generate inbound and outbound leads to process through a highly mechanized sales machine.

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How To Preserve Your Company Culture After An Acquisition


Or perhaps the acquired business seeks an acquisition deal to gain access to a wider marketplace. No matter what the reason, an acquisition tends to shake things up at both businesses. So how do you preserve your company culture after an acquisition?

Don’t get screwed: Focus on customer retention over acquisition

The Next Web

Andrew Fullerton is the VP of Sales at Emarsys. Should marketers go out looking for new leads and improve sales prospects or develop a loyal and valuable customer? The post Don’t get screwed: Focus on customer retention over acquisition appeared first on The Next Web.

Preparing For An Acquisition


In the current economic landscape, it’s common for startups and businesses to seek a buyout or acquisition — in fact, it’s frequently the goal from the start. Whether your company is generating profits or operating at a loss, taxes are a significant risk area in any acquisition.

An Acquisition Without the Acrimony?

Inc Startups

Lots of acquisitions lead to redundancies, lay-offs, and ultimately unhappy marriages. Most acquisitions are designed to fuel growth. Walk me through the acquisition reasoning. We saw the acquisition as a way to grow our core business in a meaningful way.

What Your Sales Team Really Needs from Young Executive Leadership


Millennial CEOs in today’s business climate face a changing role from the traditional leadership image of the suit in the C-suite, especially when it comes to sales. Sometimes, though, even that isn’t enough to provide your sales team with the competitive edge they need.

Sales for Startups: Lead Acquisition, Source & Execution

Mark Birch

It is critical topic to cover as we delve further into the sales process. When the topic of leads comes up, most non-sales people picture the movie Glengarry Glen Ross and Alec Baldwin waving a bunch of index cards in the air. So where does one get leads?

Growth Hacking: User Acquisition

Early Growth Financial Services

User acquisition: everyone talks about it, but no one really knows how to do it. outlined some strategies for driving user growth that deliver the most bang for your buck and that can be tailored to cash-strapped startup budgets on our User Acquisition Bootcamp For Startups webinar. Pinterest (read about it here: … Continue reading → Sales & MarketingFor your startup to be successful though, it is critical for you and your team to nail this.

Growth Hacking Free Trials: Time to Wow! is the key to success

For Entrepreneurs

Building for Success Growth Hacking SaaS Sales & Marketing Machine Free Trials SaaS customer acquisition This article is part of a series titled “The Art & Science of Growth Hacking” that will be published over time.

This Is How Successful Brands Reach More Ideal Customers

YFS Magazine

Grow Marketing & Sales brand positioning brand story brand strategy branding content marketing customer acquisition marketing target audience

How founders get paid: non-strategic acquisitions, dividends, and private islands

The Startup Toolkit

The company becomes valuable and someone buys the whole thing (acquisition). 5mm/year) and someone buys you to add that revenue to their portfolio (revenue-based acquisition). Most big ($100mm+) acquisitions follow this pattern.

7 lessons from the Dollar Shave Club Acquisition


forward revenue in this sale. The post 7 lessons from the Dollar Shave Club Acquisition appeared first on StartupCFO : Mark MacLeod. The big news in the e-commerce World this week is Unilever’s purchase of Dollar Shave Club (DSC) for a cool $1B (cue the Dr. Evil laugh ). The simplest of ideas has gone from start to $1B in 5 years. This at a time when e-commerce has been going through ups and downs. E-commerce is one of our three focus areas at SurePath.

The Inside Story of a Small Startup Acquisition (Part 1)

Software By Rob

This acquisition is a long story, but if you have a few minutes let me tell you the best parts. If you’re interested you can read about one of my acquisitions from a few years back in a post titled The Inside Story of a Small Software Acquisition. Photo by psiaki.

Why Introverts Get More Sales

Up and Running

One summer while in college I took a sales job to pay the bills. The sales rep may have met his performance quota, but now every time you use that product you feel resentful and swear you’ll never return to that store. You might make an even bigger sale.

How Hot Design Is Driving Tech Acquisitions

Inc Startups

Here's how it used big company interest in design to drive the sale 5000 design company was recently acquired by Salesforce.

Sales 14

Streamline Your Sales Process With These Five Proven Techniques


A lot of startups fail within the first few months due to some commonly acknowledged culprits – picking a bad time to scale, running out of operating capital, lack of a steady customer base, high customer acquisition cost, and low to nonexistent repeat business. by Lewis Robinson.

The Cost of Customer Acquisition: How Much Can You Spend to Earn New Business?

Duct Tape Marketing

The Cost of Customer Acquisition: How Much Can You Spend to Earn New Business? Once you understand the lifetime value of a customer, you can determine how much you’re willing to pay in new customer acquisition costs.

Stop Selling!


This dance occurs not only in sales but also in dating, investor dynamics, and relationships. Want to be successful in sales? Today, however, most customers have done a great deal of research on-line, even before they enter the showroom, sales center, or open house.

Master of Customer Acquisition, Matt Coffin, On Startups …

Both Sides of the Table

He is very hands-on and helpful – especially for any company looking into customer acquisition. o CPM model gave him control over the information in the acquisition cycle so he focused on that. - o Everything is for sale but it’s the price that moves the timing.

Refining your Customer Acquisition Cost (CAC) Ratio

Cracking the Code

to measure the sales ramp; marketing productivity of Cloud businesses. This metric measures the ratio of the annualized additional recurring revenue generated by your sales and marketing investments. Cloud Computing SaaS sales and marketing Happy new year 2014!

To Grow Your Business, Ditch Long-Term Contracts

YFS Magazine

Grow Marketing & Sales business contracts Business Development client acquisition client relations contracts Customer Service marketing

Scaling Sales: From Craft to Machine

Seeing Both Sides

I''ve been thinking a lot lately about scaling sales. . Before this occurs, the sales process is a craft or an art - custom-made by the founder or evangelist sales VP. How do I build a repeatable, scalable sales process that is like an industrial machine - not a crafts project?

Sales 32

3 Keys To Winning New Customers


This is often known as your sales process and it is normally where the rubber meets the road for your business. In most cases, it will take multiple steps to complete a sale, so your sales process needs to be seamless, consistent and repeatable.

Short guide to sales and marketing for start-ups [Guest Post]

VC Cafe

You have to invest time and money into building a sales and marketing team to acquire customers beyond early adopters. To begin with, let’s illustrate the sales process with a simple graphic of the funnel that comes from an excellent post on Stratechery about marketing channels.

The Inside Story of a Small Startup Acquisition (Part 3)

Software By Rob

This is final installment of a 3-part series covering my acquisition of HitTail. Could you talk a bit about the diligence you did during the acquisition? I added prominent calls to actions on the most visited pages to funnel people into the sales flow. Photo by psiaki.

NDA 26

Maximizing The Value Of Your e-Commerce Business


The most important thing that you can in order to maximize the sales price of your e-commerce business is to widen your profit margin as much as you can. The final sales price is directly proportional to your annual profit, so the higher your profit, the higher your sales price.

Sales 31

How to Position Your Business to Be Acquired

Up and Running

The sad reality is that many business acquisitions do not work out as hoped. To make your business ripe for acquisition, make your business appealing to potential buyers. The same approach holds true if you want to make your business more desirable for sale.

How to value your company for sale (Part 1)

A Smart Bear: Startups and Marketing for Geeks

I recently helped a friend broker the sale of his small, bootstrapped company. This is a smart guy with experience and a logical approach to such things, but the way he was initially trying to value his company was not only wrong, but the wrong way to think about the entire sale.

Sales 79

[Sponsored] The Next Step In User Acquisition? Social Video.


This is the best time to convert them to a lead or sale. by Hillel Scheinfeld, COO of Viewbix. You spent a lot of time and perhaps even a lot of money creating compelling videos and distributing them across the web.

Video 17

Shifting from a product company to a sales/marketing company

Seth Levine's VC Adventure

Perhaps a sales person or community manager/user advocate is hired. Sales and usage related goals start to show up more prominently in weekly reports. than it is to live in the more spurious world of early customer adoption and sales. Startups Product product sales shift sales

Sales 30

7 Easy and Effective Customer Segments to Target in Facebook Ads


Basically, folks who are already in the sales funnel. Facebook Custom Audience campaigns will help you cover the gap, and get some real mileage out of your acquisitions. The newest entrants to your sales funnel.

Five Tips For Startups To Reduce Customer Churn


But as the company grows, it’s important to make the transition from acquisition to retention. Build a sales business case for long-term customer success. From the very beginning, sales should be building a business case for your product with prospects.

9 Fresh Startup Customer Acquisition Ideas

Early Growth Financial Services

Acquiring new customers is a permanent fixture of your sales process. We asked successful founders from the Young Entrepreneur Council to name some unusual—or at least lesser-known—customer acquisition strategies they’ve used recently to strong results. Investing in Old-Fashioned Relationship-Building While everyone is busy looking for the next viral campaign, … Continue reading → Sales & Marketing Originally published in Inc.