Sales

Using people instead of bots

We all love it when you can replace a job that was previously handled by a person with a bot, new piece of software, or simplified process. But there are times when a person can handle a situation far better than a bot or automated tool ever could. 

Here are the top scenarios you should avoid using a chatbot and instead have a person handle the conversation on your website. 

  1. A highly qualified company is visiting the website - with the use of a tool like Clearbit Reveal you can very easily understand the companies visiting your website then route those visitors directly to the appropriate sales rep. Just like you how you put your top reps on the largest potential deals, make sure you doing that from the moment they land on the website.

  2. Bot engages a top lead, immediately hand off - the largest benefit of a bot is that it can engage with a ton of visitors without wasting anyone’s time. But when you get someone engaged don’t just send them through to book a meeting or say a rep will follow-up - they are already engaged right now! Get them on the phone immediately or start the sales process via chat. You will cut out all of those people that book a meeting then don’t show up.

  3. Known leads already in the sales process - your sales team is spending a lot of time to get people to buy, then a bot engages with one of them and there is a weird experience or they get targeted with a top of the funnel offer - this slows down the sale. Any lead that is currently an opportunity should have prompts that immediately bring them to the rep they are working with to keep the line of communication clean.

There are certainly other times when a person will improve the experience compared to a chatbot, but this is a great place to start. 

We work with companies everyday to build out these types of setups across chatbot tools like Drift and Hubspot. Contact us to learn more about how we can help or chat with our bot ;-)

Growth gets better with age

You hear startup stories everyday about how someone went from nothing, to being huge in no time at all. These are always great to hear, but if you pull back the curtain there is a lot more to it than just that quick win.

Even the stories that everyone talks about like Slack - they started in 2013, didn’t actually launch any product for 2 years, then quickly started gaining free users, but took quite a bit longer before the sales started rolling in. That certainly wasn’t an overnight success, but they do indeed set the bar on growth.

The mindset companies have on growth typically fall into two rather distinct buckets:

The Visionaries - that are full of grand ideas and are the go big or go home type. There are usually a lot of moving pieces in their growth plan, that if they all don’t fall in at the perfect time, in the perfect order, in the perfect place -> there will be no success.

The Realists - that have big ideas, but realize that in order to get there it takes time and each step builds on top of the other to drive the growth that is needed.

When it comes to driving growth in your business the point is to not try and skip all of the steps to get to the “end” all at once. Yes - we can all agree it would be amazing to go from $0->$1B in 6 months, but that realistically is not going to happen.

Here are a few strategies that we’ve seen work well to help businesses continually drive substantial growth over time:

  1. Anything is better than nothing - the website doesn’t need to be perfect, the logo can suck, the email can confuse people - but you need to do something. Get to 80% done and go for it, the worst that happens if someone points out a flaw and you fix it, not a big deal.

  2. Ask for and listen to feedback - when you’re moving quickly there are things you’ll do wrong (see #1) and also things you’ll miss. Continually ask for and be open to feedback to make the process better for the next person. But be sure not to just disregard feedback, that doesn’t help anyone.

  3. You’re never done - great the conversion rate improved 25% or sales are up 50%. Okay good job… now go do that again to get another 30% improvement.

Focus on continually pushing forward and you will get where you want to go. Don’t give up!

“It’s easy to dream about it… Much harder to execute it… Work!”

~Gary Vaynerchuk

Finally did it!

This was originally posted on LinkedIn in January 2018:

I finally did it!

For those of you that know me well - you probably have heard about the variety of side hustles I've had over the years and wanting to build my own business. 

I'd just been too afraid to do it full time.

Even last year I made enough revenue to live off, but wasn't ready to pull the trigger. 

Well I did it - last week was my last week at Drift.

I'm building out MarketingMigration.com - the side business that I had from back in my HubSpot days which has been growing since then. 

We are a full service sales and marketing agency with a heavy focus in sales & marketing automation.  Have something you need help with today?

Let's get in touch! (kevin@marketingmigration.com or DM)

Thank you to everyone that had been pushing me to do this.