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2. PGPi Gi 3. ABOUT MEPic of kids#DMA14 @jeffperkins8 4. @jeffperkins8www.linkedin.com/in/jeffperkins1www.slideshare.net/JeffPerkins1SingleMindedProposition.com#DMA14 @jeffperkins8 5. #DMA14 @jeffperkins8 6. WE LOVE ACKROYNMS!NPS LTVBOFU#DMA14 @jeffperkins8SEOPPCCPCCPACPMSALMQLCRMMOFUBRSQLTOFUTOFUCTA CLV KPIROIRTSLA 7. TRADITIONALSALES FUNNEL#DMA14 @jeffperkins8 8. #DMA14 @jeffperkins8 9. Source: 2009 J. D. Power & Associates Web Site Performance StudyThree monthsfrom purchase:2.3Five monthsfrom purchase:2.0During the monthof purchase:3.5How many cars do you considerwhile shopping?#DMA14 @jeffperkins8 10. #DMA14 @jeffperkins8 11. A Tale of 3 BuyersCustomer #2Entrepreneur starting anew business Visited PGi.com. Talked to a rep 12 timesover 3 months. Eventually did a trial. Signed up for 1 license.Customer #1VP of a mid sizecompany Signed up online for a freetrial. A week later downloadedan eBook. A week later called a repto sign up for 5 licenses.Customer #3Mid-level manager ofa small company Visited PGi.com. Did an online chat witha rep. Signed a 10 license dealthe same day.#DMA14 @jeffperkins8 12. Real buyers are not personas. They bring their ownstyle and sensibilities to the purchase process.#DMA14 @jeffperkins8 13. IS THE FUNNEL DEAD?#DMA14 @jeffperkins8 14. #DMA14 @jeffperkins8 15. You Want the Truth?Every customer journeyhas a beginning and anend.But what customers doduring the middle isoften complicated andunpredictable.#DMA14 @jeffperkins8 16. The Sales Cocktail Shaker#DMA14 @jeffperkins8 17. WHERE DO WE GO NOW?#DMA14 @jeffperkins8 18. 4 keys to success in the Cocktail Shaker1. Rethink your digital presence2. Engage online3. Enable a chose your own adventure journey foryour customers4. Be Responsive#DMA14 @jeffperkins8 19. 4 keys to success in the Cocktail Shaker1. Rethink your digital presence2. Engage online3. Enable a chose your own adventure journey foryour customers4. Be Responsive#DMA14 @jeffperkins8 20. THE GOOD OLD DAYS#DMA14 @jeffperkins8 21. Only 2% of cold calls result in an appointment(Source: Leap Job)3% of emails result in a click (Source: Mail Chimp)#DMA14 @jeffperkins8 22. YOUR CUSTOMERS JUST ARENT THAT INTO YOU#DMA14 @jeffperkins8 22 23. Your prospects are70% of the waythrough the salesprocess before theyengage a rep.#DMA14 @jeffperkins8 24. WHAT ARE THEY DOING70%OF THE TIME?#DMA14 @jeffperkins8 25. ONLINE RESEARCH#DMA14 @jeffperkins8Source: Google & Compete B2B Customer Study June 2013 26. MEET YOUR NEW SALES REP#DMA14 @jeffperkins8 27. 4 keys to success in the Cocktail Shaker1. Rethink your digital presence2. Engage online3. Enable a chose your own adventure journey foryour customers4. Be Responsive#DMA14 @jeffperkins8 28. #DMA14 @jeffperkins8 29. #DMA14 @jeffperkins8 30. 80% of your online visitors will watch avideo, while only 20% will actually readcontent in its entirety.People are 64% more likely to buy aproduct after watching a video.http://www.digitalsherpa.com/blog/25-amazing-video-marketing-statistics/#DMA14 @jeffperkins8 31. #DMA14 @jeffperkins8 32. #DMA14 @jeffperkins8 33. #DMA14 @jeffperkins8 34. #DMA14 @jeffperkins8 35. #DMA14 @jeffperkins8 36. Better Engagement. Better Results.Pages with video dive higher conversions#DMA14 @jeffperkins8 37. #DMA14 @jeffperkins8 38. A/B Testing to improve conversions#DMA14 @jeffperkins8 39. 4 keys to success in the Cocktail Shaker1. Rethink your digital presence2. Engage online3. Enable a chose your own adventure journey foryour customers4. Be Responsive#DMA14 @jeffperkins8 40. #DMA14 @jeffperkins8 41. #DMA14 @jeffperkins8 42. #DMA14 @jeffperkins8 43. #DMA14 @jeffperkins8 44. #DMA14 @jeffperkins8 45. #DMA14 @jeffperkins8 46. #DMA14 @jeffperkins8 47. #DMA14 @jeffperkins8 48. #DMA14 @jeffperkins8 49. 4 keys to success in the Cocktail Shaker1. Rethink your digital presence2. Engage online3. Enable a chose your own adventure journey foryour customers4. Be Responsive#DMA14 @jeffperkins8 50. If you follow up with web leads within 5 minutes,youre 9 times more likely to convert them.Source: InsideSales.com#DMA14 @jeffperkins8 51. 1. Rethink your digitalpresence2. Engage online3. Enable a chose yourown adventurejourney for yourcustomers4. Be Responsive#DMA14 @jeffperkins8 52. DMA SHOW [email protected]#DMA14 @jeffperkins8 53. THANK YOUJeff PerkinsVP of Marketing and Inbound SalesPGiOctober 2014
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