Lead Nurturing Drives Sales Ready Leads Success Video

Lead Nurturing Drives Sales Ready Leads Success Video

Lead Nurturing Drives Sales Ready Buyers Success Video

In this short video Collective Goods’ SVP of Sales, Tony Gilio, discusses how lead nurturing drives Sales Ready Leads.  He explains how Digital Demand Center allowed him to increase his flow of sales ready buyers, doubled his closing rate and reduce his Sales Development Rep headcounts cost by over 50%.

(Watch Time – 3:00 Minutes)

Conversation with Collective Goods SVP of Sales, Tony Gilio

Collective Goods was struggling to deliver a full funnel of new business and qualified opportunities to their team of over 150 outside sales reps.  Tony explains how he had Gabriel Sales and Digital Demand Center increase the efficiency of his inside sales team by implementing a digitized pre-sales process supported by a marketing automation technology stack.   In this short video Tony explains:

  • How Digital Demand Center doubled his volume of Sales Ready Leads by 50%
  • How “Sales Ready” leads reduced his telemarketing team from eight to four reps reducing his cost by 50%
  • Why his New Business closing rate went from 10% to 50%
  • How this lead nurturing and demand generation solution provided his closer the volume they needed for success

Excerpts from Lead Nurturing Drives Sales Ready Buyers

“The, the reason why I believe that Digital Demand Center had so much success with us was because they’ve done it from all angles. They are sales professionals, they are marketing experts.  The understand and see the whole business cycle. And, well I guess now they are the whole business cycle for us, right. And they’ve just digitized it and made it more efficient for us to be able to succeed. Their expertise allowed us to be more efficient in our process.”

“So the first step that we had with Gabriel Sales and Digital Demand Center was just streamlining that Sales Development Process.  The reason why we had so much more success is that the buyers we started calling were warmed up. They had already watched videos, they had already seen the content. They had basically told us that they wanted us to call them.”

“I was skeptical that digitizing this would be able to replace, um, all our portion of our telemarketing team. And the reality is really that’s how people want to transact nowadays. They, they are more digitally focused. They are less apt to pick up a call, especially because so many people are on their cell phones. They don’t want to listen to a telemarketer. So they’re transacting on a digital format through video. They’re watching as much as they want to watch. The buyer is learning about us and we are  watching and we’re learning, about their behaviors.   And then we can follow up accordingly”

Software Sales Lead Nurturing Success Video

Software Sales Lead Nurturing Success Video

Software Sales Lead Nurturing Success Video

In this short video Digital Demand Center’s client – Entrepreneur and Founder Bryan Banks shares his software sales lead nurturing success story.

Digital Demand Center’s impact on demand generation and growth for a mobile app and software sales process

(Watch Time – 5:00 Minutes)

Software Sales Lead Nurturing Success Conversation with Bryan Banks, Founder KipTraq

Bryan Banks is an entrepreneur that is focused on growing his mobile application and software business with no outside investors.  Bryan was committed to fueling that growth with sales and smart marketing decisions. In this short conversation Bryan discusses how Digital Demand Center:

  • Allowed Bryan to to focus on closing business and product development
  • Kept his funnel full with sales opportunities for his existing sales team
  • Educated his buyers so they were excited to talk to sales 

Excerpts – Software Sales Lead Nurturing Success Highlights

 “I didn’t really to focus on the sales side. I have sales reps for that, and they were doing a pretty good job, but I wanted to give them the tools that they needed to be successful. We wanted to be able to be able to scale this business in such a way that, that we could bring in leads digitally instead of having to go out sniffing for them.  And Demand Center filled that niche for us. We were able to really keep that funnel full.”

“Whenever I go buy something, whether it’s a car or a, a new microphone or, you know, from my computer or whatever it is, I do my research online. I think everybody does that these days.  I wouldn’t go to a,car dealership and, and talk to the salesperson and, and cold and say, – Hey, tell me about, you know, the, the pros and cons of these two vehicles, right? I want to come in as an educated buyer. So the thing that really stuck with me after working with Digital Demand Center is that that’s their goal as well. They want to create Educated buyers.”

“So there are three reasons that I would recommend Digital Demand Center. Number one is they’ve got a great technology stack. They helped us move it from an Excel type process into something where we could, we could scale. Number two is that their staff really work well with our team…, they know what it is, what we do, and they’re able to make recommendations in terms of how we should market this product to our potential customers…the third reason I would recommend them is because they’re really focused on educating our potential buyers. So by the time somebody is actually talking to one of our sales reps, they’ve probably seen a couple and read a couple of our blogs. They’ve watched some videos. And so when we are bringing leads in from the outside and moving them through a funnel where they’re educated, they learn what it is that we offer, they get excited about it. So by the time they actually come and are talking with us, our sales reps and myself, they know what it is they want, and they know that KipTraq is something that they need.”

Targeting Markets and Lead Nurturing Success Video

Targeting Markets and Lead Nurturing Success Video

Targeting Markets and Lead Nurturing Client Success Video

CEO and Founder, of PCO Bookkeepers, Dan Gordon discusses how he stopped leveraging Sales Development Reps and replaced this process with targeting markets and lead nurturing with Gabriel Sale’s Digital Demand Center to grow his business

Digital Demand Center’s impact on a professional services and consulting sales process

(Watch Time – 4:00 Minutes)

Targeting Markets and Lead Nurturing Success Conversation with Dan Gordon – President and Founder of PCO Bookkeepers and M&A Specialists.

Dan Gordon is a serial entrepreneur and author with a specialization in the pest control and lawn care industries. In this short conversation with Dan he discusses why he recommends working with Digital Demand Center.  Discussion points include:

  • Why well educated “Sales Ready Leads” were and improvement for his closers
  • Ease of implementation and optimization of the lead nurturing and target market technology stack
  • How Digital Demand Center helped maximized his existing content
  • His initial hesitation outsourcing and how that concern was quickly erased
  • Why lead scoring made everything easier for his closers
  • How Digital Demand Center process lifted the sales and marketing discipline for the entire organization

 

Lead Generation vs Demand Generation Webinar

Lead Generation vs Demand Generation Webinar

Lead Generation vs Demand Generation Webinar

Part 4 in our Digital First Transformation Series

The Differences Between Lead Gen vs. Demand Gen and the Impact on Your Sales Funnel

In this Lead Generation vs Demand Generation Webinar, the final in the series, we examine tie it all together to help business owners decide if Demand Generation, Lead Nurturing and Sales Automation is the right fit for their sales process. We discuss the difference between Lead Generation and Demand Generation.  We detail the impact of both on your sales funnel production and cost of sales.  We then explain when you can just use a lead generation process and when you need demand generation.   We explain what types of businesses are an ideal fit for Digital Demand Center™ specifically.  And provide projections our typical customer realizes over the course of 18 months.

(Watch Time – 15:00 Minutes)

 

 

 

Topics Covered in This Lead Generation vs Demand Generation Webinar Include:

  • Clearly define lead generation and demand generation
  • Explain the purpose and limitations of both process
  • Contrast the impact of both on your sales funnel
  • Explain when you should only invest in lead generation
  • Explain what type of sales process needs lead nurturing and pre-sales automation to survive and thrive
  • Clearly define what type of business and sales process gets the best return from demand generation and Digital Demand Center™ specifically
  • How long it takes to launch a demand generation engine
  • Concrete forecasts of the sales funnel production you should expect from Digital Demand Center
  • How to calculate your KPIs and Return on Investment
Accounting Services Lead Nurturing Case Study

Accounting Services Lead Nurturing Case Study

Accounting Services Demand Gen Case Study

DDC’s Lead Nurturing to Ideal Targets Helps Professional Services Company Double Growth Two Years in a Row

Summary

Accounting Services Lead Nurturing Case Study – In this accounting services lead nurturing case steady we will explain how a well-established and successful  accounting services company used targeting marketing and lead nurturing of 6000 targeted buyers to double sales three years in a row.

Company Background

PCO Bookkeepers is privately held, 20-year-old accounting services firm founded by Dan Gordon. PCO Bookkeepers’ team of expert bookkeepers and accountants cater to the pest management and lawn care industry. PCO Bookkeepers offers internal and external accounting, tax planning and bookkeeping services. The company sells these services as a monthly retainer.  The goal of their services to help businesses grow and to help business owners accumulate and preserve wealth.

Launched as a complimentary business in 2012 ,PCO M&A Specialists provides merger & acquisition experts that work day-in and day-out with Pest Control Business owners selling their company.

Situation

PCO Bookkeepers was already a well-established and successful company servicing over 200 clients nationwide. Founder Dan Gordon is an established thought leader – presenting at dozens of conferences a year, writing a monthly column for a trade magazine and participating in sporadic podcasts. PCO had also experimented with digital marketing for over three years by staffing a part time writer producing two articles a month with the goal of winning at SEO. PCO also staffed a half time Marketing Director managing the website, PPC campaigns, Social Media campaigns and executing sporadic email campaigns through MailChimp to generate leads. The company staffed a full time Sales Development Rep (SDR) responsible for following up with these leads and cold calling. The goal of the SDR was to set sales calls for Dan and other managers on his staff to generate proposals and close ongoing monthly services ranging between $12,000 to $40,000 in annual recurring revenue.

Already accomplished:

  • Existing and stable client base
  • Marketing experience
  • Understanding of buyer’s journey

The Challenge

After three years of flat year over year sales growth, Dan Gordon was frustrated. He was investing in content and felt he was doing all the right things but not seeing results. The company was also struggling to get the marketing tech right. PCO Bookkeepers wanted to grow its core accounting and bookkeeping services. Dan also wanted to put more energy behind a stagnant M&A services business which generates substantially more revenue per deal. PCO was using an entry level CRM, an entry level email platform, was active on social media and had a starter database of about 10,000 targeted leads.

The Solution

Month 1

During the first month of the initial launch, Digital Demand Center’s parent company Gabriel Sales conducted an audit of PCO Bookkeepers existing online content and Dan Gordon’s tradeshow presentations, and quicky crafted a go-to-market strategy leveraging and maximizing existing content that included a:

  • New initial awareness campaign
  • Lead nurturing campaign
  • Sales automation and conversion campaign
  • Campaign introducing M&A services campaign

The go-to-market campaign strategy also included the introduction of video into the content marketing mix and the recommendation for a more consistent podcast.

Digital Demand Center’s full tech stack was implemented, and Gabriel Sales migrated the existing CRM into Salesforce including the integration of the marketing automation software.

Gabriel Sales also cleaned, augmented and honed the database to a total of 6,000 targets that were the ideal fit for the company.

Month 2 and 3

In month 2 and 3 DDCs turnkey ongoing managed services team kicked off a six-part awareness campaign and then added the ongoing lead nurturing and sales conversion campaigns.  Gabriel Sales ran a content production workshop to create 12 videos to support the campaigns.

Month 4 and Ongoing

In month 4 Digital Demand Center moved into steady state. And during the first year Digital Demand Center drove significant engagement with PCO Bookkeeper’s very focused ideal target market.

Results

Sales Funnel Growth

Digital Demand Center™ and PCO’s commitment to digital first buyer education produced a late stage funnel of well-educated sales ready buyers that predictably scaled over time.

  • Within six-month DDC was producing 120 marketing qualified lead a month with 6 -8 Sales Ready Leads/Month and an additional 2 to 4 well educated inbound leads a month
  • By the end of year one DDC was producing 240 marketing qualified leads a month, 12-14 Sales Ready Leads/Month and 3 to 4 well educated inbound leads a month
  • Within 18 months DDC was producing 300 marketing qualified leads a month, 14-18 Sales Ready Leads and 5-8 well educated inbound leads a month.

Lower Cost of Sales

As a result over the first year PCO Bookkeepers was able to significantly lower its monthly fixed cost of sales.

  • Within 6 months PCO was able to: move to a part time Sales Development Rep making 50-100 follow up attempts to scored leads a month. In addition, the company was able to stop paid media campaigns and stop funding a part time marketing director.
  • By the end of the first year PCO was able to get rid of the Sales Development Rep completely and hire a full time with industry expertise with their own rolodex and excited by a full sales funnel.

In addition, with and engine in place supporting the core business Dan was able to commit to the podcast and focus more energy on the M&A Services business.

Sales Growth

  • Year One – PCO Bookkeepers increased its previous year’s sales by 100%
  • Year Two – PCO Bookkeepers increased its previous year’s sales growth by 100%
  • Year Three – PCO sustained the same year over year growth experienced in year two
  • Over the course of those three years PCO Bookkeepers double their overall market share from 5% of the total addressable market to 10% of the addressable market for the accounting and bookkeeping services
  • Simultaneously also doubled the volume and tripled the revenue of the M&A Services business
Collective Goods Logo

About PCO Bookkeepers and M&A Specialists

PCO Bookkeepers is privately held, 20-year-old accounting services firm founded by Dan Gordon. PCO Bookkeepers’ team of expert bookkeepers and accountants cater to the pest management and lawn care industry. PCO Bookkeepers offers internal and external accounting, tax planning and bookkeeping services. The company sells these services as a monthly retainer.  The goal of their services to help businesses grow and to help business owners accumulate and preserve wealth.

Launched as a complimentary business in 2012 ,PCO M&A Specialists provides merger & acquisition experts that work day-in and day-out with Pest Control Business owners selling their company.

Mobile App Software Demand Generation Case Study

Mobile App Software Demand Generation Case Study

Mobile App Software Demand Generation Case Study

DDC™ Targets Ideal Buyers for Mobile App Software to Help Fuel 300% Growth in 2 Years with No Outside Investors

Summary

In this mobile app software demand generation case study you will learn how privately held software company implemented Digital Demand Center to target 6,000 companies and 18,000 decision makers to develop predictable sales funnel to support two senior closers. 

Company Background

KipTraq is a mobile data collection platform that helps businesses collect data on their mobile devices and report on that data via the cloud. KipTraq is flexible enough to give users full control on what data their employees capture, and their best-in-class reporting/BI tools help create meaningful insight based on that data. Any information usually captured with pen and paper or Excel can be done faster and with more accountability by using KipTraq.

KipTraq makes it easy for end users to capture data anywhere using mobile phones and tablets. The company focuses primarily on serving mid-sized and enterprise Food Growers and Food Manufacturers and is currently testing solutions in other industries requiring in-the-field audits and safety inspections.

Situation

KipTraq is a privately held company with a software solution engineered and initially coded by its sole founder, Bryan Banks. Bryan launched the company with one core customer representing the majority of KipTraq’s revenue.  KipTraq then hired two outside Sales Reps to leverage their existing relationships for additional sales. 

Initially these reps were successful. Eventually they exhausted their existing networks and sales production slowed.

The company had no CRM, a single page website, no content and was not running any campaigns. They had access to a database of 6,000 ideal targets in both food manufacturing and food production in specific geographies across the United States.

Already Accomplished:

  • Foundational Customer
  • Focused Target Market
  • Outside Sales Reps

Challenge

Bryan wanted to continue to grow the company organically without taking outside investment. To do this, Bryan needed to affordably and systematically develop a sales funnel to support his sales team. Additionally, the outside sales contractors provided limited visibility into their sales pipeline.

Bryan is a thought leader, technologist and inventor with no sales and marketing operations expertise. Bryan was bandwidth constrained as he was managing the development team, the client servicing team and product enhancements. He needed to scale these to service new business while supporting the sales team.

The Solution

KipTraq hired Gabriel Sales to launch Digital Demand Center™.

First Gabriel Sales (GS) began crafting a strategy to introduce a core audience of food growers and manufacturers to the value of KipTraq. GS conducted a deep dive into KipTraq’s differentiators and mapped these to the needs of the target Buyer Personas. Next, Gabriel Sales delivered a go-to-market strategy that included messaging, a content plan and an awareness campaign strategy, a PPC plan, lead nurturing campaign strategy and sales automation campaign strategy. 

This was followed by a three-day onsite content production workshop to create the necessary content to launch the engine including, videos, articles, case studies, use cases and online video demos. Gabriel Sales then managed a complete overhaul of the website and brand, expanding it from one page to dozens for more substantial buyer education.

Next, Gabriel Sales implemented a full Digital Demand Center™ technology stack for measured, systematic and scalable execution. This marketing tech stack was then integrated with three new Salesforce seats to accurately measure the progress of leads through the sales funnel.

Finally, both Digital Demand Center™ and Pay Per Click campaigns were  launched. The initial four months were focused on establishing KipTraq as a brand. Then DDC™ moved into steady state with ongoing lead nurturing and sales automation campaigns. 

With the foundation established for a scalable demand generation, KipTraq was able to score leads for follow up, conversion and closing by the existing sales team. In addition, DDC was also able to provide KipTraq with data and insights to optimize messaging and ad budgets in order to maximize their investment. Combined, all these efforts produced a predictable and sustainable sales funnel. 

The Results

With DDC managing both outbound and inbound lead generation programs, KipTraq’s sales reps became more productive. Over the first three years KipTraq was able to:

  • Establish KipTraq as leading brand in the vertical
  • Close over 30 new deals
  • Scale their avg. deal size
  • Reduce KipTraq’s risk and dissipate the company’s revenue dependence on their largest customer
  • Grow revenue by over 410%

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Additional Strategic Benefits

Bryan was able to focus on scaling operations. He was able to hire, train and staff a lead engineer, customer service team and a client service team. He was also able to develop and launch several turnkey solutions into the market.

With the ability to target specific markets, DDC is being leveraged build brand awareness and nurture leads in several new verticals.

Collective Goods Logo

About KipTraq

KipTraq is a mobile data collection platform that helps businesses collect data on their mobile devices and report on that data via the cloud. KipTraq is flexible enough to give users full control on what data their employees capture, and their best-in-class reporting/BI tools help create meaningful insight based on that data. Any information usually captured with pen and paper or Excel can be done faster and with more accountability by using KipTraq.

KipTraq makes it easy for end users to capture data anywhere using mobile phones and tablets. The company focuses primarily on serving mid-sized and enterprise Food Growers and Food Manufacturers and is currently testing solutions in other industries requiring in-the-field audits and safety inspections.