Articles

“AAA” Funnels: Acquire More Customers and Profits, Faster

January 26, 2019/in Growth & Agile Marketing /by Samuel J. Woods

If you sell anything online, you have likely heard the term “Sales Funnel”.

Even if you’ve had some success in the online space, it can be difficult to keep up with terminology (let alone how to implement these fancy terms).

Here’s the thing. If you sell online — You’re already using funnels.

Probably lots of them.

But how do you make them perform better?

Video Series: Cold Emails for Qualified Lead Generation and Closing Sales Opportunities

September 12, 2017/in Acquisition, Activation /by Samuel J. Woods

Your ideal customer receives at least 27+ unsolicited cold emails (and phone calls) every day.

How do you make sure he reads your email – and respond?

Your outbound prospecting and lead generation are likely leaving opportunities on the table simply because your emails are not good enough.

They’re too focused on your products, services, and company – not about the problems or pains your customers need help with.

They’re asking for “a quick 10-15 minute phone call” too soon, without having established rapport or provided value.

Their timing and pace are not optimized, with the right message at the right time.

What should you do instead?

SaaS Growth Marketing 101: Resources to Launch, Market, Scale

August 31, 2017/in Growth & Agile Marketing /by Samuel J. Woods

SaaS growth marketing is a lot more complex than you’d think.

With all the moving parts — product, growth, customers, launches, and of course, profitability — it’s pretty easy to get lost in the weeds.

Until now.

How to Build a SaaS Growth Model Framework

August 31, 2017/in Growth & Agile Marketing /by Samuel J. Woods

Once you have a product you believe in and it’s selling, founders get anxious to move straight into the growth marketing and scalability phases.

What so many SaaS companies do is start with experiments in a loose, or even well-documented fashion without outlining their growth model first.

Growth “hacking” or marketing isn’t just awareness, acquisition, and experiments.

You need a robust SaaS growth model framework to get sustainable, predictable results.

Growth Funnels Look Linear But They’re Not

July 18, 2017/in Growth & Agile Marketing /by Samuel J. Woods

How simple is your sales and marketing funnel?

You get some leads in the top, send ‘em some content and then they come out the bottom (some becoming customers and others not). That sounds ideal, and if every business owner had their way, it would work flawlessly.

But it doesn’t, and probably never has worked in a straight up manner like that.

Growth Hacking the Psychology of SaaS Lead Nurturing

April 21, 2017/in Acquisition, Activation /by Samuel J. Woods

I’ll admit it, SaaS lead nurturing often times gets reduced to the experiments…

Sending several emails to find out which copy works best, changing the color of your opt in to see if it increases sign ups, running a few ads, etc.

…When it really should focus on the psychology of lead nurturing – and figuring out how to “growth hack” it all.

Those things are fun and it’s truly exciting to see the numbers skyrocket based on those little tweaks.

But they are only part of the process.

The 5 Phases of Startup Growth (What To Do And When)

March 7, 2017/in Growth Marketing Process /by Samuel J. Woods

Growth is a fun topic. Especially when it comes to startup growth.

Why?

The sheer amount of creativity you have to conjure up and the break-neck speed you have to do it all with.

Thinking about the numbers going up quickly is enough to make many founders and marketers giddy. Experimentation, figuring out new markets, and moving the needle are definitely things that can bring a sense of fulfillment—but it’s not easy to get there.

While there are many things that are enjoyable, the process (like most) has some elements that aren’t as pleasurable as others.

There are about five phases or stages of growth that a company can go through.

20 Growth Marketing Case Studies (Unicorns, Enterprise, SaaS, Apps, Marketplaces)

January 3, 2017/in Growth & Agile Marketing /by Samuel J. Woods

It’s one thing to have a list of “growth hacks” and a general sense of growth marketing methodology and process…

But quite another to learn how other companies went from zero to traction, then scale and growth.

More than anything else, I regularly come across people asking for growth marketing case studies.

They want to discover what other companies have done. To see what’s possible, across channels, growth processes, “growth hacking”, and growth teams.

Uncovering hidden growth opportunities takes time, effort, analysis, and constant testing.

So, I sat down to analyze and study how “unicorns” made it.

Fives Stages of Awareness (Find Out Where Your Leads Are in the Buying Cycle)

November 5, 2016/in Acquisition, Activation /by Samuel J. Woods

“It’s all about timing. If it’s too soon, no one understands. If it’s too late, everyone’s forgotten.” — Anna Wintour

How true is that quote, especially in the world of B2B sales?

Timing is an integral part of so many things in the world.

A joke told with poor timing isn’t funny, a lesson taught at the wrong time won’t be learned, and a pitch made at the wrong stage of the buying cycle won’t get closed.

It can be hard to gauge whether a lead is ready for the next stage of contact and content, but the better we reps are at tuning in; the more sales we make.

Cold Emails and Subject Lines: What Works (According to Hard Data)

October 12, 2016/in Acquisition /by Samuel J. Woods

Most studies are conducted over a limited period of time with a relatively small number of test cases. Usually, we are forced to go off of data from a few hundred or few thousand different sources. The data derived is usually pretty accurate, but more would be nice.

Usually, we are forced to go off of data from a few hundred or few thousand different sources. The data derived is usually pretty accurate, but more would be nice.

The data derived is usually pretty accurate, but more would be nice.

How about 24 billion (with a B) different tests?