Archives for May 2013

7 Steps to Getting That $100,000 Deal

ben sardella

Over the last few years I’ve tried to help you increase your revenue by teaching you how to sell. I’ve broken down the system I use for closing big deals, and I’ve even talked about the strategies I’ve learned over the years.

But what works for me probably won’t work for you. Why? It’s because I’ve spent the last ten years building my brand by speaking at conferences, blogging and going to hundreds of networking events. All of those efforts have resulted in 1,200 businesses hitting me up each and every month.

When you are starting out, no one is going to come knocking on your door. So the big question is… how are you going to close $100,000 deals when people don’t know about you?

Well, my VP of sales, Ben Sardella, created a 7-step process you can use to generate millions of dollars in revenue each year. He used the same strategy at TRUSTe and took them from being non-profitable to generating $16,000,000 in annual sales. He was also the first sales rep at NetSuite, who he grew them from being a startup with no revenue to being a company worth six billion dollars… all with the same 7-step process.

So what’s this 7-step process? Here are the steps:

  1. Find your prospect
  2. Contact your prospect
  3. Make it about them
  4. Help them
  5. Create a proposal
  6. Create a mutual action plan
  7. Always follow up

Now, lets dive into each step:  [click to continue…]

Hi, I’m Neil Patel of KISSmetrics, Crazy Egg and Quick Sprout… Ask Me Anything

hiten shah and neil patel

I’ve spent the last ten years of my life as an entrepreneur trying to create companies that help other businesses succeed. Some of the companies I created lost money, while a few succeeded.

Although I’ve failed a lot, I’ve been lucky enough to learn from each of my failures. For that reason, I want to do something unique today and share with you what I’ve learned over the years.

But instead of just listing what I’ve learned, I want to relate it to your business so that it helps you succeed.

I am going to do this through a simple question-and-answer format. All you have to do is leave a comment with a question, and I will answer it. Whether it is a question about a problem you are having in your business or just something you want to know about me, feel free to ask me anything.

Don’t worry about holding back either… you can ask me any question you want, no matter how foolish it may sound. No matter what, you will get a response[click to continue…]

The Power of The Nudge: How to Convert Visitors Into Customers

I was at a conference a few days ago, watching Rand Fishkin speak about nudges, and it made think about all the nudges I’ve used in the past to convert visitors into customers. That’s when I realized that most people don’t use nudges with their online business.

Before I go into how you can use nudges, let’s first define what a nudge is:

To push against gently, especially in order to gain attention or give a signal.

Now that you know what a nudge is, here is an example of one:

hotel water towel

It’s a simple message to encourage hotel guests to save water as it helps our planet. Can you guess how effective it is? It’s helped hotels to save on average 2,300 litres of water and 150 litres of detergent each month.

In essence, you are using simple cues  – words or images – to help encourage people to take a specific action. That’s what a nudge is.

Now, let’s dive into how you can use these simple cues to convert your visitors into customers:  [click to continue…]

Why Most Marketing Campaigns Fail Within 3 Months

sharks

Over the years, I’ve been privileged to work with companies of all sizes… from startups to fortune 500 companies. The reason they typically hire me or other consultants is because their internal marketing campaigns are failing.

No matter what size the company is, within three months they cut their new internal marketing initiatives because they feel the initiatives aren’t working.

Sadly, it doesn’t just apply to someone else’s company… your marketing campaigns are likely to fail too.

Here’s why:  [click to continue…]

How We Grew Crazy Egg to 100,000 Users With A $10,000 Marketing Budget

crazyegg

When my co-founder and I started Crazy Egg, we had barely enough cash to support the business. We didn’t have a ton of paying customers, and the business was losing roughly $30,000 a month.

Although that doesn’t seem like a lot of cash, when you are self-funded and living in your parent’s house, it all adds up.

So, how did we grow the business to over 100,000 customers? For starters, we used to have a free plan, which helped a lot. You probably see advertisements for Crazy Egg all over the web although we’ve had over 100,000 customers for years. Before that point, we didn’t have a big marketing budget… all we had was $10,000.

So, how did we do it?  [click to continue…]