There’s a lot of information out there for sales and marketing professionals. In fact, as our friend Erik Devaney at Drift.com points out, a quick search of the term “sales and marketing advice” yields more than 90 million results on Google.
What’s more, there are tons of industry influencers who, on a regular basis, share their views on everything from content marketing and sales, to pricing and customer success. It’s a noisy conversation, and for many, a confusing one.
So, how do you make sense of it all?
By focusing on the sales and marketing efforts that actually produce results, not flash-in-the-pan engagement. But finding those results is a little challenging. That’s why we decided to put together our latest report with Drift.com, The State of Sales and Marketing at the 50 Fastest-Growing B2B Companies.
Using Mattermark data, we were able to identify the fifty high-growth companies in the U.S. and evaluate their marketing activities to understand which practices really moved the needle. In order to make the qualitative portion of our research more tangible, we evaluated each company on the list in light of how they approached content, customer communication, path to purchase, and pricing.
What we and the team at Drift.com discovered was surprising, to say the least.
Pitching Ideas: How to sell your ideas to othersJeroen van Geel
Learn how to convince others of your UX ideas by understanding them.
We are good in designing usable and engaging products and services. We understand the user's needs and have a toolkit with dozens of deliverables. But for some reason it remains difficult to sell an idea or concept to team members, managers or clients. After this session that problem will be solved!
Selling your ideas and convincing others is one of the most undervalued assets in our field. This ranges from convincing a colleague to use a certain design pattern to selling research to your boss and convincing a client to go for your concept. You can come up with the best ideas in the world, but if it is presented in the wrong way these ideas will die a lonely dead. This is sad, because everybody can learn how to bring a message across. The main thing is that you know what to pay attention to.
In this session I will take you on a journey through the world of presenting ideas. We will move through the heads of clients and your colleagues, learn what their thoughts and needs are. We will move to the core of your idea and into the world of psychology.
25 stats—13 positive, 12 negative—that reflect the marketing world, including content marketing, social media, email newsletters, analytics, blogging, digital video, and more.
Keep these stats in mind when crafting your marketing strategy.
This document discusses better collaboration between agencies and clients. It notes that historically, agencies did not provide clients with a full understanding of the creative process or ideas, and clients did not know how to properly evaluate work. It advocates that agencies start presentations with the agreed upon creative brief to provide necessary context before presenting ideas. Agencies should tell a story that bridges the brief to the final idea, giving clients a complete understanding. The document also provides models for properly evaluating ideas and ensuring collaborative discussions between agencies and clients.
Hi! We're the creative team behind Hypothesis's reports, presentations, and infographics, and we're sharing out our best tips. Please share with someone you think would enjoy this slideshow.
www.hypothesisgroup.com
www.linkedin.com/companies/hypothesis-group
www.instagram.com/hypothesisgroup
This is the first SlideShare adaption of Timothy E. Johansson's 100 Growth Hacks in 100 Days. The growth hacks that's included in the slide are 1 to 10. Timothy is the front-end developer at UserApp (www.userapp.io).
Building an enduring, multi-billion dollar consumer technology company is hard. As an investor, knowing which startups have the potential to be massive and long-lasting is also hard. From both perspectives, identifying companies with this potential is a combination of “art” and “science” — the art is understanding how products work, and the science is knowing how to measure it. At the earliest stages of a company, it comes down to understanding how a product is built to maximize and leverage user engagement.
In this presentation, Sarah Tavel shares her "Hierarchy of Engagement" framework she uses to evaluate non-transactional consumer companies she is looking to invest in.
15 Quotes To Nurture Your Creative Soul!DesignMantic
Every now and then, we all crave inspiration to get started. but often times, inspiration is hardest is to find when it is needed the most. but powerful words almost always do the trick. They have power that is undeniable. So for all the creative souls out there, here we share some remarkable sayings from legends to feed your mind and strengthen your design game ...
Remember, sharing is caring! :)
2016 Digital predictions for marketing, tech, pop culture and everything in b...Soap Creative
Another light-hearted look at what we think the zeitgeist of 2016 will be for marketing, tech, pop culture and everything in-between.
Many of our previous predictions are still in play and while we like to be right we'd rather make you smile with these less predictable trends.
Follow us for more updates.
Pitching Ideas: How to sell your ideas to othersJeroen van Geel
Learn how to convince others of your UX ideas by understanding them.
We are good in designing usable and engaging products and services. We understand the user's needs and have a toolkit with dozens of deliverables. But for some reason it remains difficult to sell an idea or concept to team members, managers or clients. After this session that problem will be solved!
Selling your ideas and convincing others is one of the most undervalued assets in our field. This ranges from convincing a colleague to use a certain design pattern to selling research to your boss and convincing a client to go for your concept. You can come up with the best ideas in the world, but if it is presented in the wrong way these ideas will die a lonely dead. This is sad, because everybody can learn how to bring a message across. The main thing is that you know what to pay attention to.
In this session I will take you on a journey through the world of presenting ideas. We will move through the heads of clients and your colleagues, learn what their thoughts and needs are. We will move to the core of your idea and into the world of psychology.
25 stats—13 positive, 12 negative—that reflect the marketing world, including content marketing, social media, email newsletters, analytics, blogging, digital video, and more.
Keep these stats in mind when crafting your marketing strategy.
This document discusses better collaboration between agencies and clients. It notes that historically, agencies did not provide clients with a full understanding of the creative process or ideas, and clients did not know how to properly evaluate work. It advocates that agencies start presentations with the agreed upon creative brief to provide necessary context before presenting ideas. Agencies should tell a story that bridges the brief to the final idea, giving clients a complete understanding. The document also provides models for properly evaluating ideas and ensuring collaborative discussions between agencies and clients.
Hi! We're the creative team behind Hypothesis's reports, presentations, and infographics, and we're sharing out our best tips. Please share with someone you think would enjoy this slideshow.
www.hypothesisgroup.com
www.linkedin.com/companies/hypothesis-group
www.instagram.com/hypothesisgroup
This is the first SlideShare adaption of Timothy E. Johansson's 100 Growth Hacks in 100 Days. The growth hacks that's included in the slide are 1 to 10. Timothy is the front-end developer at UserApp (www.userapp.io).
Building an enduring, multi-billion dollar consumer technology company is hard. As an investor, knowing which startups have the potential to be massive and long-lasting is also hard. From both perspectives, identifying companies with this potential is a combination of “art” and “science” — the art is understanding how products work, and the science is knowing how to measure it. At the earliest stages of a company, it comes down to understanding how a product is built to maximize and leverage user engagement.
In this presentation, Sarah Tavel shares her "Hierarchy of Engagement" framework she uses to evaluate non-transactional consumer companies she is looking to invest in.
15 Quotes To Nurture Your Creative Soul!DesignMantic
Every now and then, we all crave inspiration to get started. but often times, inspiration is hardest is to find when it is needed the most. but powerful words almost always do the trick. They have power that is undeniable. So for all the creative souls out there, here we share some remarkable sayings from legends to feed your mind and strengthen your design game ...
Remember, sharing is caring! :)
2016 Digital predictions for marketing, tech, pop culture and everything in b...Soap Creative
Another light-hearted look at what we think the zeitgeist of 2016 will be for marketing, tech, pop culture and everything in-between.
Many of our previous predictions are still in play and while we like to be right we'd rather make you smile with these less predictable trends.
Follow us for more updates.
The Science of Story: How Brands Can Use Storytelling To Get More CustomersDigital Surgeons
Storytelling is not only an entertaining source for information, but a way to engage and humanize our messages that helps them stick. Our brains are wired for stories. Like a drug, we seek them out. Good stories create lasting emotional connections that persuade, educate, entertain, and convert consumers into brand loyalists.
Here’s another good reason to believe in the power of stories: You don't have a goddamn choice. We spend a third of our waking hours crafting stories, and the rest of the time consuming them. Our brains are always searching for stories. You need stories. You live your life around stories. Your life itself is a story. So, now find out how you can use them to better understand how brands and businesses can use storytelling to increase engagement and sales.
10 Insightful Quotes On Designing A Better Customer ExperienceYuan Wang
In an ever-changing landscape of one digital disruption after another, companies and organisations are looking for new ways to understand their target markets and engage them better. Increasingly they invest in user experience (UX) and customer experience design (CX) capabilities by working with a specialist UX agency or developing their own UX lab. Some UX practitioners are touting leaner and faster ways of developing customer-centric products and services, via methodologies such as guerilla research, rapid prototyping and Agile UX. Others seek innovation and fulfilment by spending more time in research, being more inclusive, and designing for social goods.
Experience is more than just an interface. It is a relationship, as well as a series of touch points between your brand and your customer. Here are our top 10 highlights and takeaways from the recent UX Australia conference to help you transform your customer experience design.
For full article, continue reading at https://yump.com.au/10-ways-supercharge-customer-experience-design/
Design for Startups - Build Better Products, Not More FeaturesVitaly Golomb
Pre-order Vitaly's book "Accelerated Startup – The New Business School" http://golomb.net/book
Apple owes the title of the world’s most valuable company to its genius in design. Good design is never accidental and at the core of a successful product is an elegant solution to a painful problem. Design has earned a very important seat at the table with today’s companies especially in the world of software and apps. In this highly engaging presentation, Vitaly covers principles and business value of good design, design disciplines, how to hire and work with designers, and the design success formula.
How to Use Social Media to Influence the WorldSean Si
Here's the deck to my talk for the 23rd ASA Congress which was at The Grand Ballroom of Marriott Hotel. It was an awesome experience and I only had two points:
1) Use social media for good and
2) You have to have authority to use social media influentially.
My company: https://seo-hacker.net
Rand Fishkin discusses why content marketing often fails and provides 5 key reasons: 1) Unrealistic expectations of how content marketing works, 2) Creating content without a community to amplify it, 3) Focusing on content creation but not amplification, 4) Ignoring search engine optimization, and 5) Giving up too soon and not allowing time for content to gain traction. He emphasizes that content marketing is a long-term process of building relationships and that most successful content took years of iteration before gaining significant reach.
Most sales pitches suck. Why? Because they are all about you instead of focusing on the client and their needs. Here is what you can do to change and make them better. Be a Blue Lobster and stand out.
The What If Technique presented by Motivate DesignMotivate Design
Why "What If"...?
The What If Technique tackles the challenge of engaging a creative, disruptive mindset when it comes to design thinking and crafting innovative user experiences.
Thinking disruptively is a disruptive thing to do, which means it's a very hard thing to do, especially when you add in risk-averse business leaders and company cultures, who hold on tight to psychological blocks, corporate lore, and excuse personas that stifle creativity and possibilities (see www.motivatedesign.com/what-if for more details).
The What If Technique offers key steps, tools and examples to help you achieve incremental changes that promote disruptive thinking, overcome barriers to creativity, and lead to big, innovative differences for business leaders, companies, and ultimately user experiences and products.
Let's find out what's what together! Explore your "What Ifs" with us. See www.motivatedesign.com/what-if for details about the What If Technique, studio workshops, the book, case studies and more downloads--including a the sample chapter "Corporate Lore and Blocks to Creativity"
Connect with us @Motivate_Design
We held the largest ever Virtual SlideShare Summit a week back, if you missed it here's your chance to hear from the experts once more on some of the takeaways on presentation design and SlideShare Marketing
Learn more about "The Science of Memorable Presentations" by checking out the Ethos3 blog post on this topic: http://ethr.ee/1ULMrxy
Ethos3 is a presentation design agency with premier PowerPoint and presentation designers. We can create the perfect presentation for you: www.ethos3.com
If you need help creating professional presentations, email us at: info@ethos3.com
If you are like many people, even the thought of delivering a speech in front of an audience will get your palms sweating. The fear of public speaking ranks high among the most common phobias, and for good reason: most of us approach the situation with the wrong mindset, which in turn makes us live out our worst fears in a public forum.
As Michael Parker notes in IT’S NOT WHAT YOU SAY: How to Sell Your Message When It Matters Most (A TarcherPerigee paperback; on sale January 2016), our fixation on the content of our words – and not the presentation of ourselves – is what brings us down. Once the Vice-Chairman of London’s Saatchi & Saatchi, and one of the world’s most experienced advertising pitch men, having made more than 1,000 pitches in his successful career, Parker has learned first-hand that an effective presentation, a job interview, or even a speech at a wedding hinges on our ability to portray ourselves as passionate, relatable, and collected. But, if we are focused on what we say, and not how we act, we will fail to persuade our audience.
Applied in the boardroom, at the pulpit, or even in conversation, these tenets will help you present better in any situation.
The document outlines 5 steps to developing a smart compensation plan: 1) gain executive support by emphasizing compensation's impact on retention and the bottom line, 2) define your compensation strategy by determining goals and market, 3) develop a market-based pay structure using appropriate job evaluation and market data, 4) build pay ranges by identifying differentials, pay grades, and guidelines for movement, and 5) implement a total rewards plan by finalizing all compensation elements, budgets, outliers, and empowering managers. Following these steps can help attract and retain top talent through a compensation plan aligned with business needs.
This document provides a guide to growing your first 10,000 customers through content marketing. It begins with explaining why content marketing is important for startups and e-commerce sites. It then defines content marketing as non-interruptive communication that makes buyers more intelligent without directly selling. Various content types are discussed. Steps are given to create awesome content, including developing a statement of value and ideal customer outcome. Measurement tools are recommended to test strategies and case studies provided. The presentation concludes with a Q&A and additional resources.
17 Ways to Design a Presentation People Want to ViewJim MacLeod
Tired of boring PowerPoint presentations? Me too. Here are 17 tips to help you create a presentation that not only engages the audience, but forces them to remember what you want them to remember.
Karlyn Borysenko and I discuss the elements of putting together an impactful presentation and how to submit them to conferences.
Originally presented at Penn State Web - updated and reshared at HighEdWeb 2016 in Memphis Tennessee.
10 Engagement Lessons Learned From 1 Million Survey AnswersD B
Officevibe released a research report called The State of Employee Engagement based on 1,200,000 survey answers from employees in 157 countries. After analyzing the data, we discovered some truly shocking statistics about the state of engagement across the world.
This actionable webinar will show you how you can keep your employees happy and productive.
See the recording of the webinar:
http://bit.ly/2gjJg3o
Get all the free bonuses and extra tips:
http://bit.ly/2g7Q3xM
Content by Officevibe, the simplest tool for a greater workplace.
Presented at Social Media Breakfast Red Deer. Website and social analytics give you lots of data to look at, but what should you do with it? Learn how to make analytics work for you and understand how your various marketing and communication efforts are having an impact.
Top Productivity Working Hacks by Jan RezabJan Rezab
This document provides productivity tips from Jan Rezab, a serial entrepreneur. Some key points include:
- Manage time by thinking in "blocks" of one hour and maximizing productivity in each block.
- Use tools like Wunderlist, Podio and Slack for communication and organization in addition to email.
- Design meetings purposefully with clear agendas and action items. Follow up immediately.
- Find ways to be productive during activities like driving or flights by taking calls or responding to emails.
- Hiring an excellent assistant can help optimize schedules and respond to urgent requests so the entrepreneur's time is freed up.
Technology Futurist Monty Metzger (http://blog.monty.de/keynote-speaker) speaks about how to master the fourth industrial revolution. The Digital Future will have far more impact — the next 25 years will usher more change than in the previous three centuries. What separates great leaders from the rest, is they have a precise vision of the future. A vision to enable change today.
Who will be leading the Fourth Industrial Revolution? How will our economy depend on data, analytics and AI? How Digital Transformation can boost your business?
Monty’s keynote speeches are for those who want to change things and for those who want embrace the opportunities of the Digital Future.
Book Monty for your conference, workshop or company meeting
http://blog.monty.de/keynote-speaker
The State of Sales & Marketing at the 50 Fastest-Growing B2B CompaniesDrift
Google the phrase sales and marketing advice and you'll be met with more than 90 million results.
With so many different theories, opinions, and strategies on sales and marketing to sort through, it can be hard to separate the good advice from the bad. And when faced with contradictory ideas, who do you believe?
Do you side with the sales and marketing influencer from this company over here who's telling you to do x, or the consultant from that company over there who's telling you to do y?
We recently teamed up with Mattermark to take a different approach to understanding sales and marketing best practices. Instead of simply listening to what companies were saying about sales and marketing, we looked into what companies were actually doing.
And more specifically, we looked at the 50 fastest-growing B2B companies in the U.S. to see what we could learn.
The Science of Story: How Brands Can Use Storytelling To Get More CustomersDigital Surgeons
Storytelling is not only an entertaining source for information, but a way to engage and humanize our messages that helps them stick. Our brains are wired for stories. Like a drug, we seek them out. Good stories create lasting emotional connections that persuade, educate, entertain, and convert consumers into brand loyalists.
Here’s another good reason to believe in the power of stories: You don't have a goddamn choice. We spend a third of our waking hours crafting stories, and the rest of the time consuming them. Our brains are always searching for stories. You need stories. You live your life around stories. Your life itself is a story. So, now find out how you can use them to better understand how brands and businesses can use storytelling to increase engagement and sales.
10 Insightful Quotes On Designing A Better Customer ExperienceYuan Wang
In an ever-changing landscape of one digital disruption after another, companies and organisations are looking for new ways to understand their target markets and engage them better. Increasingly they invest in user experience (UX) and customer experience design (CX) capabilities by working with a specialist UX agency or developing their own UX lab. Some UX practitioners are touting leaner and faster ways of developing customer-centric products and services, via methodologies such as guerilla research, rapid prototyping and Agile UX. Others seek innovation and fulfilment by spending more time in research, being more inclusive, and designing for social goods.
Experience is more than just an interface. It is a relationship, as well as a series of touch points between your brand and your customer. Here are our top 10 highlights and takeaways from the recent UX Australia conference to help you transform your customer experience design.
For full article, continue reading at https://yump.com.au/10-ways-supercharge-customer-experience-design/
Design for Startups - Build Better Products, Not More FeaturesVitaly Golomb
Pre-order Vitaly's book "Accelerated Startup – The New Business School" http://golomb.net/book
Apple owes the title of the world’s most valuable company to its genius in design. Good design is never accidental and at the core of a successful product is an elegant solution to a painful problem. Design has earned a very important seat at the table with today’s companies especially in the world of software and apps. In this highly engaging presentation, Vitaly covers principles and business value of good design, design disciplines, how to hire and work with designers, and the design success formula.
How to Use Social Media to Influence the WorldSean Si
Here's the deck to my talk for the 23rd ASA Congress which was at The Grand Ballroom of Marriott Hotel. It was an awesome experience and I only had two points:
1) Use social media for good and
2) You have to have authority to use social media influentially.
My company: https://seo-hacker.net
Rand Fishkin discusses why content marketing often fails and provides 5 key reasons: 1) Unrealistic expectations of how content marketing works, 2) Creating content without a community to amplify it, 3) Focusing on content creation but not amplification, 4) Ignoring search engine optimization, and 5) Giving up too soon and not allowing time for content to gain traction. He emphasizes that content marketing is a long-term process of building relationships and that most successful content took years of iteration before gaining significant reach.
Most sales pitches suck. Why? Because they are all about you instead of focusing on the client and their needs. Here is what you can do to change and make them better. Be a Blue Lobster and stand out.
The What If Technique presented by Motivate DesignMotivate Design
Why "What If"...?
The What If Technique tackles the challenge of engaging a creative, disruptive mindset when it comes to design thinking and crafting innovative user experiences.
Thinking disruptively is a disruptive thing to do, which means it's a very hard thing to do, especially when you add in risk-averse business leaders and company cultures, who hold on tight to psychological blocks, corporate lore, and excuse personas that stifle creativity and possibilities (see www.motivatedesign.com/what-if for more details).
The What If Technique offers key steps, tools and examples to help you achieve incremental changes that promote disruptive thinking, overcome barriers to creativity, and lead to big, innovative differences for business leaders, companies, and ultimately user experiences and products.
Let's find out what's what together! Explore your "What Ifs" with us. See www.motivatedesign.com/what-if for details about the What If Technique, studio workshops, the book, case studies and more downloads--including a the sample chapter "Corporate Lore and Blocks to Creativity"
Connect with us @Motivate_Design
We held the largest ever Virtual SlideShare Summit a week back, if you missed it here's your chance to hear from the experts once more on some of the takeaways on presentation design and SlideShare Marketing
Learn more about "The Science of Memorable Presentations" by checking out the Ethos3 blog post on this topic: http://ethr.ee/1ULMrxy
Ethos3 is a presentation design agency with premier PowerPoint and presentation designers. We can create the perfect presentation for you: www.ethos3.com
If you need help creating professional presentations, email us at: info@ethos3.com
If you are like many people, even the thought of delivering a speech in front of an audience will get your palms sweating. The fear of public speaking ranks high among the most common phobias, and for good reason: most of us approach the situation with the wrong mindset, which in turn makes us live out our worst fears in a public forum.
As Michael Parker notes in IT’S NOT WHAT YOU SAY: How to Sell Your Message When It Matters Most (A TarcherPerigee paperback; on sale January 2016), our fixation on the content of our words – and not the presentation of ourselves – is what brings us down. Once the Vice-Chairman of London’s Saatchi & Saatchi, and one of the world’s most experienced advertising pitch men, having made more than 1,000 pitches in his successful career, Parker has learned first-hand that an effective presentation, a job interview, or even a speech at a wedding hinges on our ability to portray ourselves as passionate, relatable, and collected. But, if we are focused on what we say, and not how we act, we will fail to persuade our audience.
Applied in the boardroom, at the pulpit, or even in conversation, these tenets will help you present better in any situation.
The document outlines 5 steps to developing a smart compensation plan: 1) gain executive support by emphasizing compensation's impact on retention and the bottom line, 2) define your compensation strategy by determining goals and market, 3) develop a market-based pay structure using appropriate job evaluation and market data, 4) build pay ranges by identifying differentials, pay grades, and guidelines for movement, and 5) implement a total rewards plan by finalizing all compensation elements, budgets, outliers, and empowering managers. Following these steps can help attract and retain top talent through a compensation plan aligned with business needs.
This document provides a guide to growing your first 10,000 customers through content marketing. It begins with explaining why content marketing is important for startups and e-commerce sites. It then defines content marketing as non-interruptive communication that makes buyers more intelligent without directly selling. Various content types are discussed. Steps are given to create awesome content, including developing a statement of value and ideal customer outcome. Measurement tools are recommended to test strategies and case studies provided. The presentation concludes with a Q&A and additional resources.
17 Ways to Design a Presentation People Want to ViewJim MacLeod
Tired of boring PowerPoint presentations? Me too. Here are 17 tips to help you create a presentation that not only engages the audience, but forces them to remember what you want them to remember.
Karlyn Borysenko and I discuss the elements of putting together an impactful presentation and how to submit them to conferences.
Originally presented at Penn State Web - updated and reshared at HighEdWeb 2016 in Memphis Tennessee.
10 Engagement Lessons Learned From 1 Million Survey AnswersD B
Officevibe released a research report called The State of Employee Engagement based on 1,200,000 survey answers from employees in 157 countries. After analyzing the data, we discovered some truly shocking statistics about the state of engagement across the world.
This actionable webinar will show you how you can keep your employees happy and productive.
See the recording of the webinar:
http://bit.ly/2gjJg3o
Get all the free bonuses and extra tips:
http://bit.ly/2g7Q3xM
Content by Officevibe, the simplest tool for a greater workplace.
Presented at Social Media Breakfast Red Deer. Website and social analytics give you lots of data to look at, but what should you do with it? Learn how to make analytics work for you and understand how your various marketing and communication efforts are having an impact.
Top Productivity Working Hacks by Jan RezabJan Rezab
This document provides productivity tips from Jan Rezab, a serial entrepreneur. Some key points include:
- Manage time by thinking in "blocks" of one hour and maximizing productivity in each block.
- Use tools like Wunderlist, Podio and Slack for communication and organization in addition to email.
- Design meetings purposefully with clear agendas and action items. Follow up immediately.
- Find ways to be productive during activities like driving or flights by taking calls or responding to emails.
- Hiring an excellent assistant can help optimize schedules and respond to urgent requests so the entrepreneur's time is freed up.
Technology Futurist Monty Metzger (http://blog.monty.de/keynote-speaker) speaks about how to master the fourth industrial revolution. The Digital Future will have far more impact — the next 25 years will usher more change than in the previous three centuries. What separates great leaders from the rest, is they have a precise vision of the future. A vision to enable change today.
Who will be leading the Fourth Industrial Revolution? How will our economy depend on data, analytics and AI? How Digital Transformation can boost your business?
Monty’s keynote speeches are for those who want to change things and for those who want embrace the opportunities of the Digital Future.
Book Monty for your conference, workshop or company meeting
http://blog.monty.de/keynote-speaker
The State of Sales & Marketing at the 50 Fastest-Growing B2B CompaniesDrift
Google the phrase sales and marketing advice and you'll be met with more than 90 million results.
With so many different theories, opinions, and strategies on sales and marketing to sort through, it can be hard to separate the good advice from the bad. And when faced with contradictory ideas, who do you believe?
Do you side with the sales and marketing influencer from this company over here who's telling you to do x, or the consultant from that company over there who's telling you to do y?
We recently teamed up with Mattermark to take a different approach to understanding sales and marketing best practices. Instead of simply listening to what companies were saying about sales and marketing, we looked into what companies were actually doing.
And more specifically, we looked at the 50 fastest-growing B2B companies in the U.S. to see what we could learn.
Este informe anual de sostenibilidad de KPMG Venezuela resume sus logros en 2015, con énfasis en servir a clientes, desarrollar el talento de sus empleados y contribuir a la comunidad. KPMG ofrece una variedad de servicios de auditoría, asesoría fiscal y legal con el objetivo de crear valor para sus clientes. La firma también se enfoca en la innovación, la ética, la gestión de riesgos y la calidad para mantener su reputación.
Do you get nervous speaking in public? Learn how to mitigate your fear, from Lecturer Matt Abrahams.
Read "Tips and Techniques for More Confident and Compelling Presentations": stanford.io/Speaking
For ten years or more, China has been a uniquely powerful engine of the global economy, regularly posting high single-figure or even double-digit annual increases in GDP. More recently, growth has slowed, prompting sharp falls in international commodity prices and casting a shadow over the near-term prospects for developed and emerging markets.
What will happen next? Pessimists struggle to see what China can do for an encore after what they say was an extraordinary, one-off period of catching up. Optimists believe that during the next 10 to 15 years, China has the potential to continue to outperform the rest of the world and to take its place as a full-fledged advanced economy (see summary infographic, “What’s next for China?”).
The document provides an overview of a sales mastery workshop that teaches participants how to increase sales and profits. It covers topics like understanding customer needs, presenting solutions, overcoming objections, and gaining commitment. Key aspects of the sales process discussed include investigating customer situations, problems, implications, and needs using SPIN selling questions; demonstrating product capabilities; and presenting the price and benefits in a way that addresses customer concerns.
6 Steps to Sales Mastery: Wake Up & Shape UP your PresentationsSusan Ross
Assumption: Sales is 80% preparation and 20% execution.
Outcomes: Build measurably better relationships: More appointments. More Meetings. More Referrals. More Sales
Achieving Sales Mastery through Virtual Sales Training & ReinforcementMike Kunkle
This was the deck we used recently for a panel/webinar with Tim Riesterer from Corporate Visions and I, moderated by Richard Harris of Sales Hacker.
Register to watch the recording here: http://bit.ly/MKwebinarVirtualTrainCoach
2016 Real Estate Sales Mastery Event - 26th MayCraig Sewing
San Diego Media icon Craig Sewing presented the 2016 Real Estate Sales Mastery Event featuring Tom Ferry and an elite team of industry thought leaders at the San Diego Convention Centre on 26th May 2016.
There are key things that will give you a much better chance at success. While these are well documented in numerous books, articles, and videos - there are still many stakeholders that don't subscribe to some basic truths, like: product decisions should be based on evidence, or having dedicated UX Designers on product teams.
Jeremy will go over his top ten questions to ask any team to see if they're heading toward launching a great product experience.
This presentation was originally given @ Refresh Dallas on 2/12/15
Sales Mastery through understanding the chains of selling (self, product and customers) and leveraging on principles of relationship selling for positive customer experience.
Dr. Rick Goodman provides expert tips and tricks on mastering the art of sales. For more information on sales mastery visit www.rickgoodman.com or schedule a sales training workshop at www.advantagecontinuingeducationseminars.com
This document provides an overview of chapter 8 from a marketing textbook. It covers the topics of products, services, and brands. The key points are:
1) A product is anything that can be offered in a market that might satisfy a need or want. Services are intangible products that don't result in ownership.
2) Products can be classified as consumer products like convenience, shopping, specialty or unsought products, or industrial products like materials, capital goods or supplies.
3) Marketers make decisions about individual products, product lines, and product mixes. They consider quality, features, style, branding, packaging and support services.
4) Building strong brands is important for differentiation and creating
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Forrester’s Digital Transformation Framework
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The State of Sales & Marketing at the 50 Fastest-Growing B2B Companies
1. 5050created by:
in the U.S.
Fastest-Growing
B2B Companies
State of Sales & Marketing
The
at the
2. In July of 2016, Mattermark and Drift teamed up to identify the 50
fastest-growing B2B companies in the U.S. using Mattermark data. By
analyzing these successful companies, we hoped to uncover the sales
and marketing strategies that are most effective for driving growth.This
Report details our findings and offers insight into how you can leverage
them to drive growth in your organization.
created by:
3. State of Sales & Marketing: 50 Fastest-Growing B2B Companies3
How we built the list of the 50 fastest-growing
B2B companies
Data is only useful if it’s easy to access
and highly actionable. That's why we used
Mattermark to search more than 1.5 million
companies to build a rich list of the fastest-
growing businesses in the United States. By
leveraging a key set of data points that we
believed are indicative of business growth,
we whittled results down further to arrive at
the 50 we evaluated for this Report.
The Top 3
1. Upwork
2. WeWork
3. Slack
4. State of Sales & Marketing: 50 Fastest-Growing B2B Companies4
00 Introduction
01 Content
02 Communication
03 Path to Purchase
04 Pricing
05 Final Thoughts
. . . pg 5
. . . pg 8
. . . pg 16
. . . pg 22
. . . pg 30
. . . pg 36
Table of Contents
5. State of Sales & Marketing: 50 Fastest-Growing B2B Companies5
“Theory is splendid
but until put into practice,
it is valueless.”
- James Cash Penney
(founder of J.C. Penney)
Introduction
6. State of Sales & Marketing: 50 Fastest-Growing B2B Companies6
Today’s B2B sales and marketing professionals are bombarded with
tips and tricks about what they should be doing to drive customer and
business growth. And with so many different resources and growth
tactics to choose from, it can be hard to separate the good advice from
the bad.
So, what if instead of relying on the opinions of industry influencers
for your sales and marketing insights--or on the claims of product
evangelists--you could learn directly from what today’s most successful
B2B companies are actually doing?
7. State of Sales & Marketing: 50 Fastest-Growing B2B Companies7
For this report, we relied on a combination of qualitative and
quantitative analysis to create a snapshot of the sales and marketing
tactics most effective for driving growth and success.
Using Mattermark data and evaluating companies based on a profile
of typical growth indicators like employee headcount, funding, social
traction, and web traffic, we’ve created a starting point for evaluating if
the strategies used by these successful businesses could also be applicable
to your company.
8. State of Sales & Marketing: 50 Fastest-Growing B2B Companies8
Content
“Content builds relationships.
Relationships are built on trust.
Trust drives revenue.”
- Andrew Davis
(author of Brandscaping)
9. State of Sales & Marketing: 50 Fastest-Growing B2B Companies9
With the rise of inbound marketing and
content marketing, content has become
the cornerstone of many modern B2B
marketing operations.
Here’s how it typically works: Blogging
drives top-of-the-funnel traffic to a
company’s website. From there, calls-
to-action (CTAs) encourage visitors
to download content (e.g. ebooks,
whitepapers, and templates) so they can
learn more about a particular topic.
This process can be repeated and scaled by
marketing teams to include a wide variety
of tactics at every stage of the funnel, but
the end goal is always the same: to add
value and build relationships that drive
revenue for your business.
The majority of companies we looked at use
content to drive demand and educate their
target audiences.
10. State of Sales & Marketing: 50 Fastest-Growing B2B Companies10
80% (40 out of 50) of the fastest-growing
B2B companies maintain a blog and/or
online publication.
11. State of Sales & Marketing: 50 Fastest-Growing B2B Companies11
44% (22 out of 50) of the fastest-growing
B2B companies offer downloadable content,
like ebooks or whitepapers.
No downloadable content Offer downloadable content
12. State of Sales & Marketing: 50 Fastest-Growing B2B Companies12
Of those 22 high-growth companies that
offer downloadable content, 14 of them
gate this content, which means you have
to fill out a form (or complete some other
task) before you can access it. The other
8 companies leave their content ungated:
You can download it by clicking a button
or link -- no form required.
No downloadable content
Ungated
Gated
Offer downloadable content
28% (14 out of 50) of the fastest-growing
B2B companies use gated content.
16% (8 out of 50) offer ungated content.
13. State of Sales & Marketing: 50 Fastest-Growing B2B Companies13
These differences in content accessibility highlight an important,
ongoing conversation in sales and marketing:
Should required forms and lead capture remain central to what we’re
doing? Or are there other ways we can communicate with prospective
customers once they’ve engaged with our content?
For some companies, forms are being replaced or supplemented with
1:1 messaging, which allows sales and marketing teams to communicate
with website visitors in real-time. (We'll explore 1:1 messaging in more
detail in chapter 2.)
14. State of Sales & Marketing: 50 Fastest-Growing B2B Companies14
Key Takeaways for Your Business:
Content educates people about your
product and your market. Leverage it with
the resources you have at your disposal,
whether that’s through blogging, webinars,
or another type of content that’s uniquely
your own.
Decide whether gating your content --
putting it behind a form -- makes sense for
you. While it may work for some businesses,
there are alternatives to this common
practice.
Scale content as your business grows.
Too many businesses try to do it all at
once. Instead, focus on one content type
and channel at a time. As you grow your
business, scale your content efforts.
15. State of Sales & Marketing: 50 Fastest-Growing B2B Companies15
Communication
“These days, people want to learn
before they buy, be educated
instead of pitched.”
- Brian Clark
(founder of Copyblogger)
16. State of Sales & Marketing: 50 Fastest-Growing B2B Companies16
Based on our research, 80% of the fastest-
growing B2B companies maintain a blog.
And just under half offer downloadable
resources. So there’s no denying that, for
many of these high-growth companies,
content plays a significant role in how
they communicate with customers and
prospects.
But what about the people who engage
with this content and then have questions?
Or the people who don’t want to wait for
someone to email them after filling out a
form? People who want to talk to a real
person right now?
One solution that's emerging is 1:1
messaging, which allows prospects and
customers to have 1:1 conversations
with support reps, sales reps, and other
employees via a "live chat" widget on a
company's website.
Live chat provides an additional channel of
communication for customers and prospects.
17. State of Sales & Marketing: 50 Fastest-Growing B2B Companies17
22% (11 out of 50) of the fastest-growing B2B
companies have a live chat widget on their
website.
18. State of Sales & Marketing: 50 Fastest-Growing B2B Companies18
Of the 11 companies using live chat, 5 are
also using gated content.
Live chat gives companies the ability
to talk to their website visitors 1:1 and
answer their questions in real-time -- as
opposed to making them fill out forms
or talk on the phone. But that’s not to
say that these approaches are mutually
exclusive. Of the 11 companies using live
chat, 5 are also using gated content as a
way to capture leads (2 of the 11 provide
ungated content, and the remaining 4
don’t offer downloadable content).
19. State of Sales & Marketing: 50 Fastest-Growing B2B Companies19
By choosing to display a chat widget
on particular pages, companies can
qualify their traffic and engage with
visitors in meaningful ways. For
example, if you've identified that lots
of prospects are navigating to your
pricing page, but then dropping off
before making a purchase, you could
focus your 1:1 messaging efforts
on that particular page and answer
questions in real-time, potentially
boosting conversion in the process.
Of the 11 companies using live chat, 8 have
it on their homepage. 3 have it appear after
you navigate to a pricing or contact page.
20. State of Sales & Marketing: 50 Fastest-Growing B2B Companies20
Of the 11 companies using live chat, 3 show
photos of the employees you're chatting with.
There’s potential to get even more
personal with customer communication
by showing the actual humans who are
working behind the scenes.
21. State of Sales & Marketing: 50 Fastest-Growing B2B Companies21
Key Takeaways for Your Business:
If content is a gateway, communication
is the key that unlocks the rest of the
customer journey. Use content to start a
conversation and then help usher prospects
to the right outcome.
Leverage real-time chat strategically. 1:1
messaging can prove useful in providing the
right guidance to a prospect or customer
at exactly the right time. Use that to your
advantage.
22. State of Sales & Marketing: 50 Fastest-Growing B2B Companies22
Path to Purchase
“Our jobs as marketers are to
understand how the customer
wants to buy and help them do so.”
- Bryan Eisenberg
(founder & CMO, IdealSpot)
23. State of Sales & Marketing: 50 Fastest-Growing B2B Companies23
The experience prospective customers
have when they land on your website can
be crucial to whether or not they end
up converting. As Slack CEO Stewart
Butterfield once commented:
“... even the best slogans, ads, landing
pages, PR campaigns, etc., will fall down
if they are not supported by the experience
people have when they hit our site, when
they sign up for an account, when they first
begin using the product and when they
start using it day in, day out.”
In analyzing the websites of the 50
fastest-growing B2B companies, we
found two distinct paths that companies
typically try to send potential
customers down. They either direct
people to A) engage with the product
or service in some way, or to B) engage
with a salesperson or other company
representative to learn more.
B2B websites lead people down 1 of 2 paths:
toward a product, or toward a salesperson.
24. State of Sales & Marketing: 50 Fastest-Growing B2B Companies24
62% (31 out of 50) of
websites have primary
CTAs directing people
to the product/service.
38% (19 out of 50)
have primary CTAs
directing people to
talk to Sales.
ProductSales
Primary CTA:
• Get in touch
• Get a demo
• Contact us
• Learn more
• Get started
• Sign up
• Get it now
• Create an account
25. State of Sales & Marketing: 50 Fastest-Growing B2B Companies25
Of course, many of the companies that have product-focused primary
CTAs also have secondary CTAs for talking to Sales. And remember the
11 companies with live chat from the previous chapter? All 11 of those
websites have product-focused CTAs.
The takeaway: It doesn’t have to be one way or the other. Within the 50
fastest-growing B2B companies in the U.S., both tactics are employed.
You can encourage people to discover the value of your product through
having them experience it for themselves, and you can provide them with
an opportunity to talk to a real person if that’s what they want.
Regardless of the path you choose to send people down, make sure that
their first experience is (as Slack's CEO recommended) a positive one.
26. State of Sales & Marketing: 50 Fastest-Growing B2B Companies26
Of the 31 companies that use primary
CTAs to lead prospective customers
directly to the product -- without
making them go through a sales rep
first -- 18 offer some type of free trial
or freemium version of their product.
(The other 13 product-focused
companies let prospects experience
their products through videos, case
studies, self-guided tours and more
before they buy, but there’s no real
access before a purchase is made.)
36% (18 out of 50) of the fastest-growing
B2B companies offer free trials or freemium
versions of their product.
27. State of Sales & Marketing: 50 Fastest-Growing B2B Companies27
A free trial or freemium version of a product can be a driving force
behind a company’s growth. It’s a model that allows prospective
customers to experience first-hand how a product is going to perform,
which reduces the need for canned sales pitches and aggressive tactics.
As Roger Lee of Battery Ventures once wrote:
“Instead of hiring a huge sales force and sending these people out to
convince potential customers to buy your product -- the way Oracle,
SAP, Microsoft, and even Salesforce.com built empires -- a freemium
model is a perpetual motion machine through which your product sells
itself.”
28. State of Sales & Marketing: 50 Fastest-Growing B2B Companies28
7 offer free (time-restricted) trials.
4 offer “free forever” versions
(customers pay for bonus features/
functionality).
4 offer free accounts / free access
to a platform (customers pay for
services).
The remaining 3 each do something
different (for example, one company
gives 500 MB of free storage space).
Of the 18 companies with some free
component to their product ...
Ultimately, a trial or freemium version
of a product can have a huge effect on a
customer’s path to purchase. From a sales
and marketing perspective, you’re essentially
removing a layer from the funnel, as people
can go directly from considering your
product straight to using it.
However, as our research shows, the specific
approaches to free trials and freemium that
companies take vary widely.
29. State of Sales & Marketing: 50 Fastest-Growing B2B Companies29
Key Takeaways for Your Business:
When it comes to getting people to buy,
you don’t need to reinvent the wheel. But
you do have to deliver a positive experience
whether that means prospects talk to a
salesperson before giving it a spin, or start
a trial of your product on their own. Your
potential customer has pain points that
brought them to your site -- help them
solve them rather than offering a “hook”.
Leverage freemium as a “perpetual motion
machine.” Freemium may be a starting
point for many of your users, but build out
your version with the goal of turning those
users into paying customers at a certain
point in time.
30. State of Sales & Marketing: 50 Fastest-Growing B2B Companies30
Pricing
“Make your product easier to
buy than your competition, or
you will find your customers
buying from them, not you.”
- Mark Cuban
(entrepreneur & investor)
31. State of Sales & Marketing: 50 Fastest-Growing B2B Companies31
Research shows that a majority of
prospective customers consider pricing
to be the most important piece of
information a B2B company can show
on its website. But when we look at the
top 50 fastest-growing B2B companies
in the U.S., we find that just 2 in 5
have pricing pages that show actual
prices. (We had to clarify this last
point because one company had a
“pricing page” with no prices -- just
“contact us” CTAs under every product
option.)
40% (20 out of 50) of the fastest-growing
B2B companies make their pricing public.
$ $ $
$ $
32. State of Sales & Marketing: 50 Fastest-Growing B2B Companies32
Of the 20 companies that make their pricing
public, 14 use tiered pricing.
With tiered pricing, a company’s product
or service is offered at multiple price
points, with the more expensive “pro” or
“ enterprise” versions typically offering
more features, functionality, seats, and/
or storage space than the less expensive
“basic” or “standard” versions.
$
$$
$$$
Tier 1 Tier 2 Tier 3
33. State of Sales & Marketing: 50 Fastest-Growing B2B Companies33
Of course, even companies with public
pricing pages don’t necessarily make
all of their pricing public. Of those 14
companies that use tiered pricing, 6
don’t list prices for the enterprise tiers
of their product. Instead, prospective
customers looking for enterprise
pricing have to contact those
companies in order to get a custom
quote.
Of the 14 companies with tiered pricing, 6
have CTAs prompting enterprise customers
to request quotes.
$
$$
Tier 1 Tier 2 Tier 3
34. State of Sales & Marketing: 50 Fastest-Growing B2B Companies34
Why do companies treat selling to the enterprise differently than selling
to everyone else? There are lots of factors, but it usually comes down to
scale. Rolling out a product or service to a massive organization can be a
seriously complex (and expensive) undertaking.
So while being able to make unassisted purchases on a B2B website
is convenient for most, enterprise customers need to be able to talk
through the finer details of your product/service with a real human
before they buy.
35. State of Sales & Marketing: 50 Fastest-Growing B2B Companies35
Key Takeaways for Your Business:
Pricing is important for buyers, but
not quite as important for companies.
A majority of the companies on our list
didn’t have pricing pages on their site, even
though research indicates buyers want
it. Consider A/B testing a pricing page’s
efficacy in driving to a specific outcome.
Keep your pricing simple. If your pricing
structure is unclear or a part of a friction-
filled process, you need to fix it. Remove the
barriers to entry for people who want your
product.
36. State of Sales & Marketing: 50 Fastest-Growing B2B Companies36
Final Thought
“Growth is never by mere chance; it is
the result of forces working together.”
- James Cash Penney
(founder of J.C. Penney)
37. State of Sales & Marketing: 50 Fastest-Growing B2B Companies37
The goal of this Report isn’t to establish new, etched-in-stone B2B sales
and marketing benchmarks, or to prove that one tactic or approach is
superior to another. By sticking to a sample size of just 50 companies
(the fastest-growing ones), we wanted to take a data-driven but
qualitative snapshot of the field and find out what we could learn.
We hope you’ve come away with more insight into what modern B2B
sales and marketing looks like, as well as ideas for how you can accelerate
the growth of your business.
38. State of Sales & Marketing: 50 Fastest-Growing B2B Companies38
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