Duct Tape Marketing

APRIL 30, 2012

The hourglass is far more effective in terms of customer relationship management than the marketing funnel approach because there is so much emphasis on the customer experience before and after the sale. The seven stages of the hourglass are: Know, Like, Trust, Try, Buy, Repeat and Refer.

Management 69

Management Customer Sales Cycle Technical Review 69

YoungUpstarts

AUGUST 12, 2014

Have references. Ask your largest clients to be references; ideally, ensure theyre willing to do this up front. Large companies have very long sales cycles. If you cant, find a partner to help develop the proof of concept. Get your finances in order. Be persistent.

Merger 265

Merger Cofounder Startup Sales Cycle 265

Duct Tape Marketing

APRIL 11, 2022

Frankly, most of the people that get referred to me are much closer to my ideal customer because my ideal customer is the one referring them. Shorten the sales cycle A strong referral program can significantly shorten the sales cycle. This can be done through special referral program landing pages or posts.

Programming 87

Programming Small Business Advisory Board B2B 87

www.forentrepreneurs.com

FEBRUARY 2, 2010

For more on the topic of Viral Growth, refer to my blog post on that topic here.) Far more common is a need to acquire customers through a series of steps like SEO, SEM, PR, Social Marketing, direct sales, channel sales, etc. For more info on this topic refer to The power of Free.

Acquisition 103

Acquisition Cost Customer Entrepreneur 103

YoungUpstarts

SEPTEMBER 2, 2015

Begin building the master sales calendar. Once a business has identified key dates that will impact its sales cycle, organized and categorized sales collateral and reviewed past successes it is time to merge the information together. Put events and past sales wins on parallel timelines.

Customer 100

Customer Sales Cycle Campaign Social Media 100

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 69

Sales Marketing Lead Generation Semantic 69

ConversionXL

JULY 8, 2020

With location extensions, you can add the physical location of your business for easy reference (instead of forcing potential customers to click your ad just to find your address). Nick Supapol from SearchEnginePeople recommends using a time lag report to match the membership duration to your sales cycle (e.g., Call extensions.

PPC 100

PPC Matching Software Review Campaign 100

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 had planned a balance of large companies and SMB/divisional sales but have changed my thinking.

Venture Capital 274

Venture Capital Term Sheet San Diego Viral 274

Austin Startup

NOVEMBER 12, 2017

The more mature and visual your product, and the better your customer reference base, the less need there is to propose a baby step. That may be a pilot project, a discovery phase of consulting, a geographically constrained roll-out, or some other easily digestible starting point.

Term Sheet 48

Term Sheet Technical Review Due Diligence Merger 48

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. Questions I ask Michael J.

Sales Cycle 33

Sales Cycle Demand Sales Customer 33

Both Sides of the Table

OCTOBER 4, 2009

The real test of sales and the topic of my post is “why buy now.” It’s what kills most sales cycles including raising venture capital. Great sales leaders know that you can only sell effectively when your sales cycle matches the customers buying cycle. Why Buy Now?

Sales 319

Sales Sales Cycle Startup Reputation 319

Both Sides of the Table

JUNE 23, 2013

Or simply if you’re earlier in the sales cycle and you don’t want to get bogged down in too much detail until you have customer buy-in to your high-level value statement. For example, if by using your analytics product you believe customers will convert 8% higher prospects to sales then you’ll make that case.

Sales 328

Sales Campaign Sales Cycle Early Stage 328

NZ Entrepreneur

FEBRUARY 23, 2021

Length of sales cycle? Average cost of sale? Were they referred to you? How much did they buy? Purchasing frequency? What were they like to deal with? Are they happy with you? Why did they decide to buy these products/services? What do they like about your business? What’s their view on your pricing? If so, who by?

Sales 73

Sales Sales Cycle Customer Revenue 73

Hippoland

AUGUST 16, 2018

3) Your business model seems flawed OR is not the right fit I talked a lot about unit economics and sales cycles in my last post. For example, some VCs have such deep pockets that they can throw a lot of money at a company to wait out a long sales cycle. But VCs look at unit economics in different ways.

Sales Cycle 54

Sales Cycle Differentiation Early Stage Bootstrapping 54

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. I''m talking about the power of a happy, reference customer. First, let''s be clear what it means to be a reference customer. Another is to expand geographically in this manner (e.g.

Customer 65

Customer API Brazil Germany 65

ConversionXL

OCTOBER 7, 2022

This is due to factors such as maturity, sales cycle, product value, purchase frequency, and customer lifespan. Refer again to your customer research and analytics. By gamifying the process, customers are motivated to keep referring. What is the average customer acquisition cost? Choosing a referral reward.

Acquisition 22

Acquisition eCommerce Cost Customer 22

Hippoland

AUGUST 16, 2018

3) Your business model seems flawed OR is not the right fit I talked a lot about unit economics and sales cycles in my last post. For example, some VCs have such deep pockets that they can throw a lot of money at a company to wait out a long sales cycle. But VCs look at unit economics in different ways.

Sales Cycle 48

Sales Cycle Differentiation Early Stage Bootstrapping 48

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

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. Company nickname: Consider how employees in the target company refer to it ie. Reference a recently-launched product.

Curation 44

Curation Lead Generation Technical Review Email 44

YoungUpstarts

DECEMBER 5, 2018

This is often referred to as empathy mapping or customer journey mapping. This can facilitate alignment while also helping with understanding specific requirements and expediting the sales cycle. This is so you can create effective personas and then you can progress through the buying process to improve it.

Customer 113

Customer Sales Cycle Developer Design 113

Up and Running

MARCH 8, 2017

The same 2014 TAB B2B sales survey found that 93 percent of business owners rely on third-party reviews when making purchasing decisions. In today’s digital climate, this generally refers to online reviews. Throughout the sales cycle, it’s important for you to spend just as much time listening as you do talking—if not more.

B2B 109

B2B Sales Sales Cycle Social Media 109

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

You know, is there a place for what people might refer to as brand advertising or you know, long sale cycle trust building type of advertising as opposed to, you know, how do I get today's dollars? How do you ba I mean are you on the side of you need both?

Advertising 82

Advertising Analytics San Diego Networking 82

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. Under “How it works,” however, a narrated video references the challenges of “managing your business.”

Marketing 124

Marketing Sales Cycle Retention Differentiation 124

Mike Michalowicz

JANUARY 18, 2023

Forget ABC ( always being closed , for all of those who aren’t familiar with The Boiler Room reference.) Sales are not the end of your interaction. We all love the bottom line, but if you want to build a sustainable small business, we can’t simply process customers through a sales cycle. Know your customer.

Marketing 60

Marketing Differentiation Small Business Sales Cycle 60

Duct Tape Marketing

OCTOBER 8, 2012

Today when I talk to clients and audiences about the need for content I am referring to the act of simultaneously producing, sharing and networking as a form of an active cycle of content that has entered every aspect of what we do as marketers. If You Liked This Post. :

Sales Cycle 59

Sales Cycle Aggregator Curation Networking 59

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. Check out Building Personal Brand Authority here.

Sales Cycle 73

Sales Cycle Social Network Aggregator Campaign 73

Duct Tape Marketing

APRIL 16, 2012

This is not the same as research really – this is more like constant, real-time feedback and it involves constant testing, including what the customer experience is like after they buy, why they might buy more and what it would take to get them to refer you. Build a sales action process.

Sales Cycle 70

Sales Cycle Sales Customer Business Model 70

ConversionXL

OCTOBER 13, 2015

Customers that converted in the last year that had a sales cycle of less than x weeks. Customers that converted in the last year that have been a reference for us at least twice” Cohort Analysis for CRO. Customers that converted in the last year that achieved first value delivered in under x days. Acquisition Efficiency.

Conversion 48

Conversion Retention Acquisition Metrics 48

Duct Tape Marketing

NOVEMBER 3, 2021

3:59] Why people don’t refer businesses they love. [5:23] 8:53] Introduce the idea of referrals in the sales process. [9:58] 89% of them claimed that they had a business that they loved enough, that they would, that they would gladly refer gladly recommend and only 29% of them actually did it. You can trust them.

Technical Review 101

Technical Review Networking Texas Forecast 101

Duct Tape Marketing

FEBRUARY 11, 2013

The concept of the sales funnel is so limiting in today’s sales environment that we need to replace if with something far more representative of the entire picture. Think of moving prospects through a logical set of 7 channels – know, like, trust, try, buy, repeat and refer – the sales and marketing hourglass.

Sales 75

Sales Reputation Sales Cycle Curation 75

ConversionXL

MAY 27, 2022

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. To fuel your pipeline and shorten the sales cycle , you have to create demand naturally. Sales are less likely to be forced with outbound methods.

Demand 115

Demand Affiliate Audience Leadership 115

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. Use screenshots and numbers (e.g.,

Demand 95

Demand Management B2B Campaign 95

Duct Tape Marketing

AUGUST 11, 2011

Astute Duct Tape Marketing readers might recognize this as The Marketing Hourglass – a process that suggests the development of logical processes that move prospects to customer and customers to loyal fans by way of 7 phases – know, like, trust, try, but, repeat and refer. One final word of advice.

Customer 69

Customer Sales Cycle Lead Generation Video 69

ConversionXL

APRIL 7, 2021

When sales made a list of logos they wanted to sell, or the list of ‘dream customers’ to close. In those days we just called it sales. The concept remains the same today with modern ABM—we want to sell to a list of ‘dream customers’ more commonly referred to as target accounts.

IP 98

IP Marketing Technical Review Software Review 98

Startup Lessons Learned

APRIL 14, 2009

extraneous SHIMMER reference spotted; you are dating yourself eric. Then we could focus on standardizing a product that could have an automated sales cycle online. We just couldnt scale, so recently we ended up downsizing the company in order to find the Product/Market fit. April 14, 2009 4:03 PM Dave McClure said.

Customer 167

Customer San Francisco Lean Hockey Stick 167

Tim Keane

APRIL 14, 2008

Can we, in short, develop knowledge that other competitors do not have to reduce our sales cycle and increase results? Listed below are links to weblogs that reference Are You Ready to be Quantitative? Can we, in short, develop knowledge that other competitors do not have to reduce our sales cycle and increase results?

Ireland 60

Ireland Wisconsin Forecast Sales Cycle 60