Live Sales Call w/ A Digital Agency Prospect!!!
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Live Sales Call w/ A Digital Agency Prospect!!!



A live listen to a sales call with an inbound prospect looking for agency services.

As much as I respect Grant Cardone, too many agencies fall into his school of training for sales.

There’s a time and place for aggressive sales – selling agency services is NOT one of them.

We’re here to listen to problems, find issues and solve them with a proposal for services. We’re here to HELP and GIVE, not SELL and TAKE.

Listen in live on how I work through a sales call with an inbound website design lead for our agency.

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My name is Ryan Stewart, I’m on online entrepreneur and marketer. I used to work a job I hated for a company I didn’t believe in, until I stumbled upon “SEO”. Flash forward 10 years later and I’ve built, grown and scaled almost a dozen 7 figure businesses. It’s my goal in life to free you from the old mindset and institutions in place. If you follow my Channel you’ll learn valuable marketing, business and technical skills that will help you build your own online businesses.

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Perfect Sales Pitch for Digital Agencies
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Perfect Sales Pitch for Digital Agencies



If you own a digital agency, you already know that getting new clients can be a struggle. In this video, Mike Arce shares his exact sales strategy that he uses when selling. This has been the foundation for the sales process that’s led to his agency getting over 600 clients in less than 2 years at Loud Rumor.

Mike Arce is also the host of The G.O.A.T. Show where he interviews people that are arguably the greatest of all time at what they do, as well as the founder of Agency GSD, a training company for digital agencies.

Source. First Published on YouTube

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STOP Trying to Build Marketing Funnels (And do THIS Instead)
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STOP Trying to Build Marketing Funnels (And do THIS Instead)



You hear all these people talking about how their marketing funnels are bringing them hundreds of clients and thousands of dollars, and when you look at their landing pages, their email sequences, their Facebook and Instagram ads, you get paralyzed.

How do these people come up with those beautiful, designed marketing funnels and figure out all their sophisticated automation behind those sequences? Well, you no longer have to hire a designer. You don’t need to even be a paid ads expert. You don’t even have to be a developer. There’s a easier and simple way to do this. Today I want to tell you that you should stop building marketing funnels and do this instead.

RESOURCES & LINKS:
____________________________________________
Download my eBook from https://www.getresponse.com/features/email-marketing#ebook
GetResponse – https://www.getresponse.com
Shopify – https://www.shopify.com/
Etsy – https://www.etsy.com/
Woocommerce: https://woocommerce.com/
Stripe – https://stripe.com
Paypal –https://www.paypal.com/us/home
WebinarJam – https://www.webinarjam.com/
____________________________________________

Now, if you want to sell anything online, you need to have a sales process.

It doesn’t matter if you’re selling consumer product or a B2B product. You have to, in essence, take people from point A to point B.

Point A is the first time that you have contact with them, whether that’s on your website, someone’s contact with your brand, they’re seeing it online, and point B is the moment that they decide, hey, I like what you’re selling.

It’s also the best way to get people to keep buying more and more from you, which increases the lifetime value of your customer, which then makes it more feasible for you to leverage paid advertising on platforms like Facebook, Instagram, or Google.

Now, normally, as I mentioned earlier, if you want to create a following, you would have to hire a paid ads person, you would have to learn design, you have to learn email marketing and be really good at the copy, and you would have to know web development. But those days are gone.

Now there’s one simple tool that’ll let you do all of this, and you no longer need multiple tools or the skills to create a high-converting funnel. You can get all of that done by just using only one tool, and it’s called Autofunnel by GetResponse.

They took all the knowledge, all the funnels that converted, and packaged it all up into one simple tool that makes it easy for small and medium businesses, even large enterprises.

So a few of the cool things that you can do is, normally if you want to run paid ads, you have to know how to leverage Facebook ads or Instagram, and all the bells and whistles, so that way you can get the maximum out of their platform.

Now, through the Autofunnel platform, you can run paid Facebook and Instagram ads directly there, and that the landing pages that they have are the ones that are already proven and high-converting. In other words, they’re not going to show you landing page templates that don’t convert well for people.

So it’ll give you all the email marketing sequences and automation you need to get going right away without having to hire a specialist.

That way you can get more people from not buying to buying so you can maximize the dollars from your ad spend. In addition to that, the email templates that you can see are written by other marketers, and they convert well.

It even handles all the transactional side as well. So it doesn’t matter if you’re leveraging a store like Shopify or Etsy or RU Commerce. It all is plug-and-play, even with your current payment processors, such as Stripe and Paypal.

If you want to run a webinar, it not only helps you maximize the number of signups, but it has its own webinar platform, so you don’t have to pay for a separate webinar service. It used to be, when I used to run webinars, I would have to sign up for a WebinarJam.

I would have to connect it with, let’s say Infusionsoft, which is now Keap. Then from there I would have to go and hire a developer to make this all work because Infusionsoft is hard to use.

But now you can all do this really simple with templates that are already high-converting. That way it’s so much easier if you want to sell high-ticket items, such as when you’re selling a $1,000-plus product.

Now, here’s my favorite feature. At the bottom of every single funnel is your exact ROI. It used to be where you would have to go into Google Analytics and calculate it manually.

But now, through Autofunnels, you can just see the ROI at the bottom of every single funnel, which helps you get the maximum amount of it.

► If you need help growing your business check out my ad agency Neil Patel Digital @ https://neilpateldigital.com/

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Social Media Marketing Tips: How To Post On Social Media To Make More Sales
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Social Media Marketing Tips: How To Post On Social Media To Make More Sales



Social Media Marketing Tips: How To Post On Social Media To Make More Sales
[FREE DOWNLOAD] The One Page Business Plan: http://myonepagebusinessplan.com/

Social media marketing is serious business. At least it should be. Especially if you’re a business owner, entrepreneur, or marketer.

Because the right social media marketing strategy has the power to literally transform a businesses sales and can help you generate more leads, customers, and revenue.

BUT, like all things, what you get out is dependant on what you put in – which is why in this episode I’m going to be sharing some of the social media marketing tips I’ve learned after nearly a decade of doing this – so you can use social media to make more sales.

Social media gets a bad rap in the business world – funny cat memes, destroying the attention spans of todays youth, and an infamous tool for wasting time – this really comes as no surprise.

BUT, there are those of us who have learned how to harness the true power of social media and actually put it to good use. To connect with more people, help them, and grow our businesses in the process.

It sounds too good to be true but ohhhh I assure you this is very real.

And that’s why in this episode I’m going to break down some of the most important things you need to think about in order to help you make more sales on social.

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How to Write a Successful SEO Proposal
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How to Write a Successful SEO Proposal


Junto)? Tell them that they shouldn’t let go of this opportunity.

Cost-effective

It’s important to remind your prospect that SEO is one of the most cost-effective marketing strategies because it always targets the user who is actively looking for your products or services. Gather the data to prove that there are already thousands of people out there searching for their brand and your prospect just needs a right SEO agency like you to help those people find your client’s brand.

8 Sections You Must Include In An SEO Proposal

1. Proposal Cover Page

You only get one chance to make a first impression and the cover page of your proposal is your only chance. One should always include a cover page for the proposals that are five pages or longer. 

2. Introductory pitch 

The introduction in your proposal sets the tone for the rest. The best practice of writing an impressive pitch is using your prospective client’s words to them. This means you simply describe the problem they are facing. This way they’ll be able to connect with you quickly. 

3. Target keyword ranking

You could use any tool such as Google keyword planner to pull up a list of keywords that prospect is ranking for. And then present the report of a few keywords along with the search traffic they bring in, a list of the other websites ranking for the similar keywords, whether or not prospects should rank for those keywords.

4. Provide a backlink analysis

This is the best way to prove your worth and show them that you are capable of getting into detailed strategies where other agencies may not be able to or willing to do so.

5. Case Study

Here’s your chance to make a genuine relationship. You can fill out this section with the expertise you have, the awards you won, the big list of your happy clients.

Do your best to make them feel secure if they decide to hire you.

6. Timeline

Break down all the key steps and the timeline for your client. Providing an accurate timeline with deliverables allows you to set the client’s expectations early.

7. Cost and Budget

Now is the time to include the detailed breakdown of the SEO project expense and how this relates to the client’s budget. Make it clear that what is included in the quoted price, what services are chargeable extras if requested.

8. Terms And Conditions

Always keep the contract and your terms and conditions part of your proposal and get them signed together to avoid future conflict.

8 Possible SEO Solutions

1. Full website audit

 

 

The very first thing you need to include in your SEO proposal is a full audit of your client’s website. Through the website audit, show them what’s working and where you can help them improve their performance. Support your claims and opinions with proof and stats provided by your audit.

2. Content quality review and content building exercise

This review is again divided into two parts:

On-site: A review of all the on-site content including blogs, product pages, infographics, landing pages.

Off-site: An analysis of how and where the content is used on other sites and how it is being linked back to the client’s website.

3. Link Outreach

Explain how’ll help your client generate external quality links to their website.

4. Accessibility

This will involve the audit of the accessibility to each page of your client’s website. You could do this manually by reviewing,

  • robots.txt
  • robots meta tags
  • XML sitemaps
  • Redirects

5. Indexability

After accessibility, you can now tell them about the test you will run to check if those pages are presented in the search engine or not through the process of indexing. 

6. On-page analysis

You can explain the items you’ll look into for on-page analysis such as:

  • Content
  • Keyword cannibalisation
  • Duplicate content

7. Off-page analysis

After all the technical and on-page analysis, you can describe off-page analysis. You can explain how off-page analysis will help you determine

  • How popular your client’s website is
  • Whether people are linking to it
  • How’s the social buzz

8. Competitive analysis

You can describe the steps here that you will carry out to find the client’s competition and their strategies.

How to Close your SEO Proposal

An SEO proposal without a close is definitely a missed opportunity. Closing a proposal means summing up all the main points, resolving challenges, and finishing with a flourish. Here are some tips for closing your SEO proposal perfectly,

  • Address potential objections
  • Summarize of key points
  • Make the call-to-action clear and concise
  • Make it easy for a recipient to communicate

Takeaway

Well, it’s all worth the time and effort it takes to master the art of writing a killer SEO proposal. There are 3 things you need to remember to land more clients with your SEO proposal,

  1. Address your client’s pain points.
  2. Communicate clearly about how you can help them.
  3. Build trust.

You can start crafting your winning proposal using any free SEO proposal template.

Good Luck!

 

 

 

 





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Gap Found Between Customer Expectations And Reality 04/26/2017
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Nielsen Catalina, Moat Link Viewability And Attention To Offline Sales 03/22/2017


Nielsen Catalina Solutions (NCS) and SaaS analytics measurement company Moat collaborated on a project to help marketers understand the relationship between viewability and attention metrics, and
ties to in-store sales.

This first project of the NCS Learning Lab aims to advance these emerging themes and link the results to business outcomes. Kellogg and Yahoo also collaborated with NCS
and Moat as part of this new initiative.

The idea is to take viewability metrics, defined by the Interactive Advertising Bureau standards, and determine the impact by using data from Moat.

The companies participating in the NCS Learning Lab study analyzed several video campaigns from Kellogg Company brands that ran through the BrightRoll DSP, Yahoo’s programmatic advertising
platform, with ads appearing on Yahoo properties and additional sites. Moat would track every impression severed, such as time in view, and send the data to NCS, which mapped it back to the households
for which it has purchase data.

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Findings show in-view online advertisements are 154% more effective in leading to in-store purchases, compared with those at 45% that are not defined as being
viewable.

“It doesn’t mean the advertisements not completely defined as being in view are not effective,” said Andrew Feigenson, chief revenue officer at Nielsen Catalina Solutions. “It means
they are less effective than the ads that are defined as being completely in view on average.”

Other metrics that are being studied include AVOC, which means audible and visible on completion
of an advertisement. This includes the viewable time, audible time and player size.

Interestingly, the group also studied the effectiveness of time. The most effective viewable time on a
desktop ranges from seven to 16 seconds, according to the study. “There’s still a lift for the other time segments such as two to four or four to seven, but not as much,” Feigenson said. “There’s
a lot of impressions that end up in the zero-to-two second bucket. As an advertiser if you were to write that off, you would be writing off a large bunch of impressions with value. It just becomes
less impactful.”

The group also studied creative metrics such as likability, attention, information and connection to in-store sales.





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7 POWERFUL Email Marketing Strategies and Tips for 2020 - Increase Opens, Clicks, And Sales!
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7 POWERFUL Email Marketing Strategies and Tips for 2020 – Increase Opens, Clicks, And Sales!



7 POWERFUL Email Marketing Strategies and Tips for 2020 – Increase Opens, Clicks, and Sales!

Get a Free Trial of ActiveCampaign Here:
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Get my 6 FREE Courses Here:
https://buildapreneur.com/free

—–

Email Marketing is a great way to build a sustainable business, but without these powerful email marketing strategies and tips, it may be quite difficult for you to succeed.

In this video, I’m going to be giving you 7 Powerful Email Marketing Strategies for 2020 and beyond to help you crush your business goals.

Marketing Email strategies are everywhere, but how do you know which ones to implement?

My suggestion? Implement as many as you can that are proven to work, such as these strategies and tips for email marketing that I share in this video.

When it comes to strategies that work, what I teach is what I do with my very own emails, as you’ll see in the examples of this video.

I make it a point to practice what I preach and practice before I preach, to ensure what I’m saying actually works.

With these email marketing tips and tricks, you’re sure to see improved results from your efforts in no time at all.

Some of the people implementing the lessons from this Email Marketing Tutorial series are already seeing amazing results, so be sure to take notes, put in the work, and make it happen.

The biggest issue people find when learning how to do email marketing is not following a proven formula.

In this entire Email Marketing Training series of videos, I am laying out a very effective, ethical, and simple system for you to build, implement, and reap the rewards from.

Email marketing is not dead…

In fact, email marketing is just evolving, as it always has done. All we have to do is make sure we keep on top of where to go and what to do next to keep our audiences engaged and truly enjoy the content that we send.

Building a relationship is more important than building profits. As you build relationships with your audience, profits will eventually come, but no matter what happens, a loyal audience is always worth more than a few quick bucks.

Don’t forget that, or you’ll need more help with Email Marketing than I teach in this series.

If you ever have any questions about how to do email marketing, as an affiliate or business owner/operator, please don’t hesitate to leave a comment below.

I love helping my community and audience out, and will always make it a priority to get your questions answered.

Don’t forget to subscribe!

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CHECK OUT OUR OTHER VIDEOS:

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CHECK OUT OTHER VIDEOS FROM THIS PLAYLIST:
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How To Restart Sales in Retail Stores After Quarantine
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How To Restart Sales in Retail Stores After Quarantine


means approximately 7-8 billion PLN lost in Poland alone.

In the long term perspective, every month the economic slowdown caused by COVID-19 is a loss of 2 percentage points in annual GDP growth of the major economies

Every day also brings us closer to the domino effect, which could have irreversible consequences due to a large number of closing small and medium-sized businesses. If they somehow stay afloat, though: the more they have to wait, the harder it will be for them to get their businesses back on track and adapt to the new reality.

No wonder that 84% of Polish entrepreneurs demand the restrictions and limitations being lifted as soon as possible. For many of them, a few more weeks under the lockdown would cause immeasurable debts or bankruptcy. 

The plans for “unfreezing” the economy

Being aware of the economic consequences the lockdown has, a few European countries have already started to remove some of the restrictions or at least increase the limits. In Austria and the Czech Republic, more stores are expected to be open. Even Spain, despite a concerning number of deaths that still remains high, is trying to change the policy to be more “liberal” for the citizens. 

The restrictions have also been lifted in Poland, at least judging by the recent news. In response to the deteriorating economic situation and changing policies in neighbouring countries, the Polish government has now planned to “unfreeze” the economy.

Right after opening the parks and forests to the public, the idea is to liberalise retail, which should be promising enough for the retailers. It doesn’t mean, however, that there will be no more restrictions regarding the hygiene and safety of both store staff and customers. In fact, opening the doors to one’s shop might still be challenging, especially without preparation and taking appropriate measures.  

The uncertain future of retail

It’s safe to say that a lot will have to change with the virus being around, and we’ll all have to get used to the new reality. So far, the only economy that can be treated as a benchmark after the crisis, is China. Due to a significant drop in Covid19 cases and the increasing immunity within the country, more than 80% of all stores and restaurants are now open.

The economy was somewhat revived, but the situation in shopping malls is still far from being as it used to. The profitability of malls in Shanghai dropped by 30%, in comparison with the sales results before the crisis. People are still afraid to go outside and visit crowded places, making shopping a necessary activity rather than an enjoyable one. 

At the same time, the situation creates a demand for shopping online. Interestingly, the SARS epidemic largely contributed to today’s success of retail giants such as Alibaba or Tencent. Can coronavirus have the same impact and inspire the popularisation of certain solutions? 

It’s hard to compete with solutions like e-commerce these days, but this doesn’t mean that there’s no room for other “quick-fixes”. It’s worth taking into account other tools and tactics that can help the retailers meet the expectations of their customers and keep both them and store staff safe in the process. 

In our opinion, it’s crucial to keep minimising the “physical touchpoints” with customers inside the stores. By making it possible to avoid human contact as much as possible while shopping, customers can feel a lot safer and thus, still willing to shop in brick-and-mortar stores. The efforts to reduce the number of shoppers at once are also appreciated, but might not be enough to attract customers anymore. 

How to get your retail store back on the right track

The Covid19 crisis causes step changes in consumer behaviour. The penetration and adoption of online grocery shopping and native mobile apps usage for shopping has grown in the last 2 months more than in the last 2 years. Most of these step changes are here to stay at the “new normal” phase post the crisis. Shoppers will go back to buy also in-store, but will want to keep social distance, shorter shopping trips and less friction during the shopping journey.

Therefore, retailers will face no choice but to develop their omnichannel strategy (improve home delivery capability as well as click & collect both in-store and in pickup centers), improve native mobile app functionalities (such as Scan & Go, wayfinding and product search, product recommendations, contactless payment and more) for better shopping journey.

Because of the current economic situation, retailers rather focus on implementing short-term solutions that can help them operate despite difficult circumstances. They have to realise that the virus won’t just disappear, though, which is why it’s also important to start thinking about the actions they will take once the worst part of the crisis is over.     

Even with the virus being under control, the situation inside brick-and-mortar stores won’t exactly go back to normal. Public, crowded places like shopping malls still won’t feel safe, and it’s up to the retailers to show the customers that they actually care about their safety and health. How can they do it, then?

Our answer is Scan & Go. It’s confirmed by the efforts of retail giants like Walmart, that’s currently investing in this technology in its Sam’s Club chain. The self-checkout systems market size was already expected to exceed 4 billion USD by 2024, and the current crisis is likely to fuel its growth. 

Here’s why Scan & Go can be a game-changer in the long run: 

  • The increased safety of customers and store staff – no queues, no contact with other humans or even the self-checkout kiosks, that can be used by multiple shoppers and are prone to transmitting the virus. The only thing the customers have contact with is their smartphone. 

  • The speed of the process – one of the advantages is also the fact that everyone proceeds with checkout on their own, which eliminates the need to stand in queues and makes shopping much faster and safer. 

  • Lower costs of running the store – Scan & Go can also eliminate the need for cashiers, which are prone to be infected with the virus (not to mention that confirmed cases are likely to scare the customers away for a long time). This way, retailers are actually able to save money and keep everyone safe – but it doesn’t change the fact that they should reduce the number of cashiers gradually. 

  • Technology is not exclusive anymore – since pretty much everyone owns a smartphone these days, all that it’s needed is a dedicated mobile app that can enable shopping. The retailers don’t even have to invest in self-checkout kiosks anymore. 

  • Retailers don’t have to fear thefts – there are many ways to ensure transparency and minimise the risk of thefts. Walmart, for example, is equipped with surveillance cameras to monitor who enters and leaves the shop. Nonetheless, it’s worth taking into account that the mobile app that Scan & Go solutions revolve around helps to build trust between the customer and the retailer. The retailers trust the customer to scan items correctly and pay for them – in return, they create an account and entrust the retailer with personal information. Shoplifters will try to be anonymous and are less likely to use a solution where they have to identify themselves. 

FutureProof Retail came up with an interesting solution to prevent theft: encouraging bag checks to detect items that were not scanned. To start with, store associates have an app which allows them to flag suspicious customers and trigger a bag check. Before customers leave the store, they scan a QR code at the exit and either get a green light saying “good to go” or a blue light which means a store associate will check their bags. 

These checks can also be triggered randomly – which means that every customer will get checked from time to time, and this doesn’t mean that they raised suspicions. The system simply maintains a trust index and learns from these checks. Basically, customers who scanned their items correctly gain trust and will get checked less often. On the contrary: if items were not scanned, they are added to the basket, which means that customers will get checked more often. 

As Christian Toelg from FPR said, “FPR’s loss prevention system is lightweight as it does not require expensive hardware, cameras or sensors, nor permanently assigned staff. At the same time, it is highly efficient with loss rates that are substantially lower than those at the cash registers.”

Scan & Go is not reserved for Big Players 

Future Mind works with various businesses in the retail industry, and we’ve been concerned with the challenges they have to face. In these circumstances, together with our partner FutureProof Retail, we want to help introduce Scan & Go to the local stores. FutureProof Retail has already implemented Scan & Go in a number of stores in the US, helping them fight the current COVID-19 more effectively, and restart their operations after the quarantine. 

The solution we’re bringing together to the local markets can easily increase the safety of customers and store staff while being really intuitive. In fact, to ensure the simplicity of the UI, FutureProof Retail used Grandma Test – they tested each feature with a group of real grandmas to make sure it is easy for them to use before the feature is released. 

These are not the only benefits, though. Their Scan & Go has plenty of features that add value for the shoppers and the retailers: in-store navigation, marketing automation of in-store promotions or shopping suggestions, just to name a few. It also offers comprehensive anti-theft & anti-fraud protection through dedicated technology and well-tested methodology. 

It’s clear to see that retail is now facing one of the most breakthrough moments in the last ten years. Our current clients are large companies that have already started their digital transformation journey before the crisis – and can now change their focus and implement new tech solutions relatively fast. This process might be challenging, but it’s still much easier. 

From the very beginning of COVID-19 quarantine, we’ve been wondering how to help companies that need a solution here and now, that can be implemented within days, not months. Together with our partner, we’ve come up with a solution that can help these companies adapt to a new reality, which is going to come very soon. Implementation of Scan & Go is a great opportunity to keep the market position and provide customers with the safest shopping experience possible. – says Tomasz Woźniak, CEO of Future Mind.

Originally published here.





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Marketing Attribution | Why Sales Leaders Should Be in the Know
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Marketing Attribution | Why Sales Leaders Should Be in the Know


Are you a sales leader? If so, when was the last time you spoke with marketing about attribution? If not recently, you know marketing is asking you about win rates and sales cycles – so why not ask about the #1 measure of marketing performance? 

Marketing attribution is the process used to accurately track, report, and understand the effectiveness of marketing. It brings data together into a single source of truth and helps marketers accurately understand which of their efforts are contributing to down-funnel metrics. When marketing measures their performance in terms of opportunities, pipeline, revenue, and ROI, the business (and the sales team) succeed. 

marketing-attribution-sales-leaders-opportunities-pipeline

I spent many years running marketing for Bizible before it was acquired by Marketo. Here are a few areas of marketing attribution I think all sales leaders should be meeting with marketing about to better understand attribution at their own companies: 

Does marketing attribution show the complete history of the lead and account?

Lead insights are key to a salesperson’s outreach and personalization of sales conversations and demos. Without a clear picture of how a lead came through the funnel and what they’ve interacted with, it can be difficult to properly tailor conversations. 

Quality attribution tracks general web activity, form fills, content downloaded, and even offline channels such as events, phone calls, and more throughout the entire funnel. Not just at a person level, but at an account level as well. This information is critical to tailored communications from sales especially for companies that have multiple use cases and products. 

What metric is it tied to? 

Since marketing attribution models are about connecting marketing activities to outcomes, a key element to understand is what outcome. In the early days, attribution only went as far as tracking to marketing qualified leads (MQLs) or maybe opportunities and pipeline. Now, marketing attribution can track all the way to revenue. 

This is critical as the deeper in the funnel marketing attribution goes, the better of sales will be. Ideally, marketing attribution is aligned to revenue, so that the conversion rate of a pipeline is factored into marketing ROI. 

Does attribution give credit to BDR or sales-sourced activities?

Since many organizations have business development representatives (BDRs), which also sometimes known as sales development reps, sit within the sales team. Some organizations also have account executives do some of their own prospecting. When either is true, it’s important to know how marketing is considering the impact of those activities within marketing attribution. 

Solid marketing attribution models are able to track activity, such as phone calls and sales outbound emails for a comprehensive understanding of the prospect’s journey, not just what marketing touched. 

Does attribution give marketing credit for support for opportunity progression?

Some marketing teams see their job as just delivering opportunities and pipeline to sales, so when this is true, many marketing attribution models stop at this stage. I’ve heard a number of reasons for why marketing thinks this way, but one of the more common answers is that marketing attribution stops at opportunity creation. In other words, it’s a technology limitation. However, in the last couple of years multi-touch attribution models such as full path have been released to enable marketing teams to have full-funnel impact. 

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When marketing can understand the impact of marketing to open opportunities (also knowas deal progression), marketing may invest more in supporting sales directly. At least I did when we moved to a full path model. This could include paid media to open opportunities, dedicated content, and of course field marketing activities.  

Marketing attribution isn’t just for marketing. It’s for sales, too, and sales arguably has a bigger stake in quality attribution than marketing does. My challenge to you as a sales leader is this: Go talk to marketing leadership about this important topic and make sure the quality is high given the impact it has on marketing efficiency and therefor your commission. 



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