We are going to show you how to be very strategic with your top-of-funnel prospect segmentation, and of course, automate it.
This will allow you to not only increase conversion rates, but manage post-lead-capture nurturing efforts to increase ROI from all traffic campaigns.
Axel Lavergne is the Head of Growth at Sendinblue, a French all-in-one marketing platform with email marketing, SMS marketing, and a marketing automation platform that can connect to pretty much any other service.
So, let’s set the premise for when this automation would be useful:
1. Let’s say you or your sales team are sending out a lot of customer emails manually in gmail.
2. Or, maybe you are slightly more proficient and using a gmail-based-CRM like Mailshake to send those blasts.
3. Or, you are doing cold outreach using a third party like Hubsell.com or Mailshake to push emails through your gmail or g-suite business email account.
My guest today is going to show us a way to ensure no prospect falls through the cracks.
Stephen is the co-founder and CEO of Sales-Torch.com - a suite of tools used to by sales teams to reduce the time reps spend in their inbox so they can focus on building relationships with prospects.
Today, I have a special guest with me to discuss the following:
Quora ads strategy, what do and how
Reddit - where and when to use it in your business routine
It’s a lot to discuss, so let’s dive right in…
My guest today is Nathan Hague.
Nathan is a full stack marketer who specializes in systems, automation and making things easy where there is confusion and chaos beforehand.
What tools are necessary to set this up:
Tools, budget, hours/week and people:
Not using our software: Use Cookiebot
Using our software: Use wowq.io
Reddit Strategy: https://www.linkedin.com/pulse/how-use-reddit-your-business-marketing-toolbox-nathan-hague/
Today is all about automating your feedback loops to increase customer satisfaction, improve the speed/efficiency of bug fixes, and reduce churn.
Full episode: https://automated.af/growth-strategies/the-feedback-loop-automation-with-baptiste-ceo-of-feedier-com/
My guest today is Baptiste, the founder of Feedier.com.
Baptiste, why don’t you tell us what Feedier is exactly?
Yes of course. And thank you for setting this up Alex. I think everyone will find a lot of value in what we’re about to show them.
Feedier is a feedback application focusing on gamification of the user experience in order to gain more actionable feedback results.
It’s great to have you and I am really enjoying my initial experience with Feedier. It’s a gorgeous product.
In this episode, Karan and I talk about how to set up for cold email success
- Adding the correct records
- Testing for deliverability
- Copywriting of the body copy and subject line
- Getting off of blacklists...
Here is a brand new and exciting episode with none other than Dan Smith 🤯 of WinningByDesign.com
Dan and I focus in on connecting sales and marketing flows with tools and processes to increase revenue with less human bandwidth. We talk about tools, strategies, processes and the keys to sales/marketing alignment.
Issues you may have experienced:
✖️ Poor handoffs between sales and marketing.
✖️ Marketing copy not match sales collateral.
✖️ Not having proper lead attribution from marketing in the CRM.
✖️ Not having an automated the lead distribution process.
✖️ Missing pre-demo nurturing emails and post-demo sequences...
Dan provides a great anecdote and I go through his chatbot in the full episode so definitely check that out.
If you have any stories about sales and marketing issues in a team you've been on in your career, we'd love to hear about!
#automation #marketing #sales #alignment
Today we’re going to discuss Intercom - the chat tool which is much more than a chat tool - and the automations which can be used for lead qualification and capture.
Watch the video from this episode: https://right2revenue.com/growth-strategies/how-to-use-intercom-to-capture-leads/
We will discuss how Intercom can work in your marketing and sales automation when your goal is to treat the eager and qualified traffic on your site with urgency as opposed to pushing them to a simple demo request form which we see too often today.
We harp on one-to-one experiences on this podcast. Intercom is uniquely flexible so we can use it for creating awesome lead capture funnels which also incorporate it’s inherent value of the excellent chat UI / UX.
What's the best marketing automation tool for B2B lead generation?
What is a good marketing automation tool to achieve my goals?
In this episode, Krish Ramineni (CEO of FireFlies.ai) and I did some serious work recording our answers to the following questions:
Why should teams invest in CRM automation?
What sort of sales automation functionality can a CRM system offer?
Why do most CRM implementations fail?
Is personalized marketing the way to go?
Check out the full video here: https://right2revenue.com/growth-strategies/crm-automation-strategy-the-full-discussion/
This episode is all about Sales Automation - we will cover some recent news, recommended software, intelligence tools, and as always, we will leave you with actionable tactics to take with you to use with your team.
Who is Steve Benson? If you are an outside or field sales rep, or manage a sales team, you should know. Steve is the founder and CEO at https://www.badgermapping.com/.
What is sales automation software?
If you are in B2B sales, what are the top 3 sales intelligence tools you just cannot live without, and why?
What is an effective sales automation strategy and the tools (and integrations) necessary to pull it off?
This is a snippet from the full episode on How useful are Facebook ads for B2B marketing.
Here's the text and video answer: https://right2revenue.com/growth-strategies/how-useful-are-facebook-ads-for-marketing-saas/
Will it work for your saas company?
Tips for saas companies targeting owners/heads of departments of company sizes < 100.
What type of creatives to use and why.
Nolan and I recorded this late Saturday night so it's a little rough... apologies.
We discuss why B2B companies like Clearbit, Salesforce, LinkedIn, Kabbage, and the rest are utilizing Facebook ads and how they are executing those in an automated and efficient manner.
Here are the questions we will answer in this episode:
How useful is Facebook for B2B marketing?
Are Facebook Ads effective for generating leads for SaaS companies?
And, what are 3 best practices and tactics for B2B marketing with Facebook?
In this episode, we’re going to tackle two Quora questions with none-other than Adi Pineapple, founder and senior growth hacker of: themilliondollarpineapple.com. Adi and I met in one of our shared private growth marketing groups and I have always had so much respect for what she’s accomplished.
Today, Adi and I are going to tackle two questions, which for this episode, will have the same answer:
As a B2B marketer, what are your most successful social media platforms?
What is the most effective Quora marketing strategy?
The name of the game for marketing on Quora is showing THOUGHT LEADERSHIP. This will result in:
More credibility to whatever you promote anywhere.
Recognition of your brand (it shows up next to your name if you edit your tagline correctly).
Targeted and educated traffic to your landing pages.
Here are the steps in this thought leadership strategy...
Main differences in use cases:
Fully-chat-bot powered 24/7
Vs. A conversation starter…
Vs. After-hours only with an option to schedule something with a human the next day or continue with the bot experience.
A few big tools to checkout:
Meya.ai - for creating and deploying custom bots into other applications (like Intercom)
Manychat / Chatfuel - for Facebook Messenger chatbots.
Drift.com - for converting web traffic.
Landbot.io - for creating bot-based landing pages, or embedding bots into content.
What are some good lead nurturing strategies and proven tools? Great question…
View the text version here: https://right2revenue.com/growth-strategies/a-6-step-lead-nurturing-strategy-with-the-tools-to-execute-it/
In this answer, my colleagues Karan Sharma (from Hubsell.com) and Nolan Clemmons (Founder of Clemmons.io (https://clemmons.io/the-sales-stack/)) joined me to create a much-more robust answer than I could have come up with on my own… Enjoy!
Here are the tried and tested 6 steps we recommend to execute a complete lead nurturing campaign for any audience.
We were requested to answer this question on Quora: https://www.quora.com/What-are-the-lead-generation-trends-in-2018/answer/Alex-Glenn-2
To ensure we stay true to our expertise and provide actionable value in this discussion, we will focus on these key trends:
Increased Regulations Force Higher Quality
A Shift From Bulk Data Providers To In-House Or Outsourced Data-Curation Providers
Sales Navigator Will Become More Necessary While LinkedIn Becomes Less Useful
So, here is how I look at the dilemma of balancing sales efforts with inbound marketing in a B2B saas startup:
First, I recommend always hedging sales efforts with marketing efforts, regardless of how well sales is working in its current state.
Second, I have yet to see a SaaS startup where thought leadership and personal branding of the creators wasn’t (or wouldn’t be) enormously-beneficial to gaining PMF and their early growth.
Finally, Treat any new marketing strategy as a proof of concept and wait until this marketing strategy is proven before you hire the team to scale it.
Just me in this episode. Enjoy!
I’ve been marketing B2B - including my personal services, platforms, marketplaces, saas products… for 11+ years now. It took me a long time to find lead generation strategy/routine which was compounding (creating more leads every month). When I found this routine, I try to practice it daily. The best part is, everything is at zero cost.
I will preface with my belief that every B2B company needs at least one person in the company, preferably higher-up, to become thought leaders under the pain points your company solves. This requires at least one of you to be the ‘link-builder’ for your company. One of the responsibilities (if not the main responsibility) of this individual will be to publish valuable content and answers to these pain points as often and in as many formats as possible.
The short answer is YES. But, not for all industries/products/price-points.
Here are the criteria where you can/would succeed selling a saas product without a phone call:
1. Your audience is tech savvy and have purchased similar products (possibly your competitors) without talking to someone.
2. When the product has a lower price-points (less than $500/mo).
3. You have a free trial if not a free version of the tool.
4. Onboarding into your product is very robust - leveraging (at minimum) video tutorials, great documentation, and emails.
5. You’ve spent time creating a personal brand for yourself and shown thought leadership in your space.
6. Using a well-timed multi-touch approach to your cold outreach with very good copy.
This is part 2 and 3 of the presentation I gave last month at the CMO Data Summit. For the full presentation, check out:
Here's the synopsis:
Data protection trends
Opportunities for higher engagement..
What marketers need to know about the General Data Protection Regulation (GDPR):
Applicable on EU citizens personal data.
Applies to you and your third party processors.
The fines can be $20M or 4% of worldwide annual rev.
Customers have rights: access, edit, erase and/or transfer.
Redefine the scope and purpose of processing all data.
What’s great about the GDPR?
Increased consumers confidence.
Less noise - fewer bad practices.
Abiding to GDPR means you are forced to become a valuable and precise marketer.
**Is LinkedIn useful for prospecting and personal branding?**
Short answer = Yes.
**How do I put LinkedIn to good Use?**
1. Thought leadership
5. Channel Partnerships
6. But, no matter what you use it for, do not do it like this... (see examples below)
1. Try to sell/schedule a demo/ask them to register….
2. Do not pretend your BFF’s…
3. Don’t lie…
4. Don’t embellish on your company or personal achievements…
**How to do it correctly?**
1. Make it valuable and relevant!
2. Try not to send a message immediately
3. Start with something less invasive
4. Don't immediately send message after the connection request has been accepted but wait for a few days.
5. It’s ok to add a line about something you want them to check out, but do not make that the purpose of the message.
This is part 1 of 3 from a presentation I did last month. I'm joined by Karan from Hubsell.com.
Presented by: Alex Glenn at the CMO Data Summit 2018
About me: I’ve spent my career helping companies build and optimize automated systems. My main focus is technology startups so the use cases I will explain in this presentation have been proven in multiple industries and target audiences.
In this discussion, I will go over:
1:1 messaging - being ‘omnipresent’ and human-like.
4. What this means for marketers and data scientists is:
a) We have to set up our systems to be better stewards of data and comply with regulations,
b) We have to leverage the technology at our disposal to create more human-like interactions,
c) We have to be passively-present for our targets.
What marketers need to know about the General Data Protection Regulation (GDPR):
Applicable on EU citizens personal data.
Applies to you and your third-party processors.
The fines can be $20M or 2% of worldwide GR
This was a question asked on Quora recently and we have a great answer recorded for you today:
1. Firstly, there is only one GDPR (it is new entirely).
2. Secondly, B2C ‘email prospecting’ under GDPR is strictly prohibited, so
we’re only going to discuss the rules around B2B prospecting under GDPR.
Now, how do you prospect for B2B leads in the EU post-GDPR without breaking the new law and being fined?
1. Gathering data
- Purpose and accuracy of the data
- Ad hoc vs pulling from a pre-built database
2. Acting on that data (outreach)
1. Follow opt-out vs opt-in regulation.
- In opt-in regulation, start via a channel other than email.
- Linkedin message/inmail/follow, Quora follow/comment
Finally, I’d like to conclude on how to see GDPR as an opportunity.
1. Most bad practices will die-out and the ones who are doing it right will continue
2. Be relevant, add value and initiate dialogue (not sales)
This was a loaded question, so we will have a number of episodes related to the topic of GDPR and cold messaging to make sure we do it justice. But I think we did a good job of summarizing the important things in 10min.
If you would like more info, here is a link to the article with the main points to remember with regards to how GDPR has changed cold messaging:
In this recording, Karan (founder of Hubsell) and I dive into the what and how of cold emailing – what to know, and how to determine the best platform to execute. Here is the report to follow along:
After reviewing 32 platforms built to perform bulk cold emails, my team and I came up with a shortlist of 5 we know provide a data + outreach solution for executing cold email campaigns (as opposed to only providing the ability to email). Towards the middle, you will find a detailed chart showing how all 5 cold emailing platforms compare based on specifics like data quality, copy customizability and GDPR compliance.
I would recommend this paper to anyone sending cold emails first and foremost. Regardless of how much they are doing or how long they have been doing it.