You have released product and are selling it. You want to scale the sales team to really start taking off. How do you make sure all the new guys know how to sell your product. The answer is a sales playbook. A cookie-cutter approach to selling that will work every time. -- TM If you ask heads of sales what they desire most in their job, the answer will likely be a repeatable, predictable sales process. The more one deal can look like another, the better a sales manager, director, or vice … [Read more...]
Archives for September 2015
Startup Marketing Essentials: #9 Establishing a Testing Culture
You can’t work in a startup these days without doing A/B testing. Multivariate if you are really good. There’s a reason why Optimizely is spreading like digital kudzu. But you can’t just buy software. You need to make testing part of your culture. Here’s how. – TM A/B testing is en vogue. Everyone’s doing it, or at least taking about it. Putting it into practice requires more than talk and tools, though. You need to create a testing culture to really make it work. For those who are unfamiliar … [Read more...]
Startup Essentials #8: Lead Nurturing and Progressive Profiling
Leads are the lifeblood of a startup. One common mistake made by startup marketing teams is ignoring leads that are not ready to pass to sales. These leads need to be nurtured – helped along – until they are ready. If you ignore them, you have wasted the money you spent to acquire them in the first place, and paying yet again for brand new leads that may or may not be more qualified. And as you nurture your leads, you can learn more about them, using what’s known as progressive profiling. – … [Read more...]
Startup Marketing Essentials: #7 How to Build a Great Website
Every startup needs a website. I’m stating the obvious. So I’ll restate. Every successful startup needs a great website that meets its business goals: awareness, reach, virality, conversion. Building (or rebuilding) the right one takes a lot of effort. Here are some pointers on how you should conceive and plan your site. – TM It’s funny to think that the web, which hundreds of millions of people use every day for shopping, dating, gaming, news, and socializing, began as a technology to help … [Read more...]
Marketingspeak: What is Parallax?
You've probably seen a parallax website before. Especially common on long, single-page scrolling sites, images in the background seem to scroll at a different speed than the text or images in the foreground. That's called parallax. According to web design site Awwwards: The parallax effect uses multiple backgrounds which seem to move at different speeds to create a sensation of depth (creating a faux-3D effect) and an interesting browsing experience. They have some great examples. Since, … [Read more...]
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