Do likes lead to loyal consumers or do loyal consumers tend to like a brand on Facebook? Do these likes lead to anything? What we found with our research was that likes lead to nothing.
Content: Quotation | Author: Sunil Gupta | Source: Harvard Business School (HBS) Working Knowledge | Subjects: Customer Related, Marketing / Sales
These are the components of the correct alternative to the MVP [minimum viable product]: Simple, Lovable and Complete (SLC). A SLC product does not require ongoing development in order to add value. It’s possible that v1 should evolve for years into a v4, but you also have the option of not investing further in the product, yet it still adds value. An MVP that never … [ Read more ]
Content: Quotation | Author: Jason Cohen | Subjects: Customer Related, Management, Marketing / Sales, Strategy
The simplest way to implement an idea effectively may not be the simplest way to implement that idea. “Minimum” comes first in “MVP,” but “viable” is at its core.
Content: Quotation | Author: Gina Gotthilf | Source: First Round Review | Subjects: Customer Related, Management, Marketing / Sales, Project Management, Strategy
Anytime you’re asking someone to buy something, you’re asking them to make a change.
Content: Quotation | Authors: Robert B. Miller, Stephen E. Heiman | Subjects: Customer Related, Marketing / Sales
At First Round, we get asked all the time how companies can capture mindshare and customer fascination when they have hardly any resources to throw at it. Well, Kenneth Lin’s company Credit Karma did exactly that to create a company now worth over $3 billion, and he broke down how for the audience at our last CEO Summit. In this piece, we share his answers … [ Read more ]
Content: Case Study | Author: Kenneth Lin | Source: First Round Review | Subject: Marketing / Sales
Analytics plays an increasingly important role in B2B sales—and high-performing sales organizations take it to a new level to differentiate themselves from the also-rans.
Content: Article | Authors: Charles Atkins, Lareina Yee, Maria Valdivieso de Uster, Mitra Mahdavian | Source: McKinsey Quarterly | Subjects: IT / Technology / E-Business, Marketing / Sales
Real-time marketing is another gun in the corporate arsenal, and like all the others, it’s damn hard to tell if it ever hits the mark.
Content: Quotation | Author: Danielle Sacks | Source: Fast Company | Subject: Marketing / Sales
To motivate, manage, and reward B2B salespeople, many companies use sales incentive plans that link large commissions or bonuses to individual results metrics, such as territory quota achievement. As digital channels continue to reduce and redefine salespeople’s role in customer buying, these traditional sales incentive plans are becoming less effective at driving sales outcomes.
The right sales incentive plan creates a double win. Salespeople win because … [ Read more ]
Content: Article | Author: Andris A. Zoltners | Source: Harvard Business Review | Subjects: Compensation, Human Resources, Management, Marketing / Sales
Professor Ely Dahan uses a market model to foresee consumer demand.
Content: Multimedia Content | Author: Ely Dahan | Source: UCLA | Subject: Marketing / Sales
In order to build engagement and loyalty in a climate of intense competition and distraction, companies have to understand their customers, viewers, and readers as fans.
Content: Article | Author: Erin Reilly | Source: strategy+business | Subjects: Customer Related, Marketing / Sales
Creating great content is just one piece of the puzzle of a successful content marketing strategy and even an amazing content doesn’t guarantee huge audience. Content distribution is typically an afterthought for many marketing teams. It feels like by the time teams have a solid piece of advice to share with their target audience, they’ve already forgotten about distribution. But posting on your blog and … [ Read more ]
Content: Article | Author: Myk Pono | Source: Medium | Subject: Marketing / Sales
Many consumer Internet business executives are loyalists of the Lifetime Value model, often referred to as the LTV model or formula. Lifetime value is the net present value of the profit stream of a customer. This concept, which appears on the surface to be quite benign, is typically used to compare the costs of acquiring a customer (often referred to as SAC, which stands for … [ Read more ]
Content: Article | Author: Bill Gurley | Subjects: Customer Related, Finance, Marketing / Sales
This article will walk you through the customer acquisition funnel. The primary goal is to help you design, analyze, and optimize your customer acquisition process. The secondary goal is to present different perspectives on moving customers through the lifecycle stages and to show how marketing, sales, and customer success teams should collaborate and where each team’s responsibilities lay. Hopefully, everyone will find at least one … [ Read more ]
Content: Article | Author: Myk Pono | Source: Medium | Subjects: Customer Related, Marketing / Sales
Email is a great medium for connecting with leads and customers. But when your list becomes bloated with bad addresses and inactive subscribers, it’s time to clean house. So let’s look at the four types of offending addresses and how to deal with each of them effectively.
Content: Article | Author: Chad White | Source: MarketingProfs | Subjects: IT / Technology / E-Business, Marketing / Sales
… what attracts human attention is change. […] if the temperature around you changes, if the phone rings — that gets your attention. The way in which a story begins is a starting event that creates a moment of change.
Content: Quotation | Author: Robert McKee | Source: Medium | Subjects: Attention, Marketing / Sales, Personality / Behavior
The sportswear giant’s embrace of its heritage shows how reconnecting with the past can inspire a company’s future.
Content: Case Study | Authors: Majken Schultz, Nicholas Ind, Oriol Iglesias | Source: strategy+business | Subject: Marketing / Sales | Industries: Apparel, Sports & Recreation | Company: Adidas
It’s Zuora’s, and it’s brilliant. Here’s why.
Content: Article | Author: Robert McKee | Source: Medium | Subject: Marketing / Sales | Company: Zuora
Most businesses know they should be following up leads with a good email autoresponder sequence. However, many simply don’t know what to write in their emails, and so they never get around to it.
Here are five approaches you can use when creating your email follow-up sequences.
These approaches will help you stay top of mind without boring or annoying your prospect with the same message every … [ Read more ]
Content: Article | Author: Nathaniel Cheung | Source: MarketingProfs | Subject: Marketing / Sales
Startups need a simple test that can bring a go-to-market strategy into focus — one that can help smartly deploy limited resources when a product is first launched and a company has one chance to make a strong, first impression. For these inflection points, startups need a compass, and in my decades of working with them, I think this framework points them in the right … [ Read more ]
Content: Article | Authors: Mark Leslie, Matt Heiman | Source: First Round Review | Subjects: Entrepreneurship, Marketing / Sales
For managers and marketers alike, the power to calculate what customers might be worth is alluring. That’s what makes customer lifetime value (CLV) so popular in so many industries. CLV brings both quantitative rigor and long-term perspective to customer acquisition and relationships. For all its impressive strengths, however, CLV suffers from a crippling flaw that blurs its declared focus.
Content: Article | Author: Michael Schrage | Source: Harvard Business Review | Subjects: Customer Related, Marketing / Sales