Show Notes
We sit down with Chris Handy, CEO and Founder of Thinkhandy to discuss sales funnels, inbound marketing, email marketing, and nurturing leads.
http://www.thinkhandy.com/
Show Table of Contents
0:00 Intros
0:37 What is inbound marketing? How does inbound marketing relate to the sales cycle?
1:40 Inbound marketing has expanded it's meaning to the point of dilution
2:09 People buy differently than they used to
3:00 Content creation has become more casual
3:31 Answering your customers questions online
4:50 Wanting to get questions answered without talking to a sales person
5:58 50% of sales in B2B are made before you ever speak to the prospect
7:55 Easing into the sales funnel with email marketing
8:34 Every email marketing campaign is going to look different, depending on the business and audience
9:57 People get stuck on The Law of Demand
11:09 Don't be afraid to share unique content in email newsletters
12:20 Be more of a teacher
14:08 Curating and publishing content on a specific subject in your newsletter
16:28 Building a content machine from customer and client feedback
19:08 HItting customer objections head-on
21:00 Using human language and not jargon
22:45 Why do salespeople rush to close the deal
26:26 Matching customers to what they need
29:40 Your job is to take them to the next step of the funnel
31:30 You have to have quotas in sales teams, but realize they influence behavior
33:48 LeadPages buying Drip, and thoughts on automation
38:40 Tracking source of sales referrals is important
39:39 Comparing some of the email marketing solutions
41:02 How sales teams use a CRM to get a 360 degree view of a customer
42:05 Workflows and automated sequences in email marketing
43:13 Podcast outros
You can read more content from this episode on the WP-Tonic website:
https://www.wp-tonic.com/podcast/129-chris-handy-thinkhandy/
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