Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”
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Andy Raskin has led strategic story training at Uber, Intel, Yelp, General Assembly and Stanford and called this the greatest sales pitch he's seen all year. Have a look.
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Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”
- 4. 50,000+ businesses using Drift @davegerhardt
- 5. 50,000+ businesses using Drift @davegerhardt
- 10. @davegerhardt
- 11. @davegerhardt
- 12. @davegerhardt
- 13. “We should kill our lead forms and stop gating our content.” @davegerhardt
- 14. “Excuse me?” …my job is to generate leads. @davegerhardt
- 15. “Modern marketing has lost it’s way.” @davegerhardt
- 16. “Marketing today is all about gaming the system and get rich quick schemes.”
- 18. @davegerhardt This is what best in class B2B marketing looks like:
- 19. @davegerhardt (I am guilty of it too)
- 20. You and I are more skeptical than ever. We don’t buy this way. So will our customers? @davegerhardt
- 21. https://www.coelevate.com/essays/growth-is-never-done Oh BTW: It’s Harder Than Ever To Get Attention @davegerhardt
- 22. And We Have To Fight The Law Of Shitty Clickthroughs @davegerhardt
- 23. This Is What Our Landscape Looks Like At Drift @davegerhardt
- 24. @davegerhardt “The only way we’ll stand out is if we create a real connection with people.” So we had to do things differently.
- 25. We claim to want to be more than a flash in the pan, but at no juncture do we stop and consider how to increase longevity and shelf life. Instead, we use whatever is hot, cool, trendy, and selling well as our benchmarks. As a result, we have to produce more, market harder, sell out worse. It’s a treadmill and it’s getting faster by the day. “ @davegerhardt Ryan Holiday, “Perennial Seller”
- 26. @davegerhardt
- 27. @davegerhardt
- 28. @davegerhardt 1. Brand We focused on building a brand.
- 29. @davegerhardt 2. Conversations We optimized for conversations, not form submissions.
- 30. @davegerhardt 1. Brand We focused on building a brand.
- 31. @davegerhardt
- 32. @davegerhardt #3 is where SaaS is today.
- 33. @davegerhardt
- 34. A brand is a company’s most important asset. A company can’t “own” it’s facts. If the company’s facts (speed, price, quality) are superior to the competition, any good competitor will duplicate them or improve on them. “ @davegerhardt Salesforce CEO Marc Benioff
- 35. So our philosophy as a brand is give, give, give, ask. @davegerhardt
- 36. And that’s why we don’t gate our content. @davegerhardt
- 37. @davegerhardt 54,000 views 700 shares 1k shares 120 backlinks 154,000 views 500 shares It’s all about spreading our brand as wide as possible.
- 38. @davegerhardt Anyone can use Drift. We give our product away for free too…
- 39. You and I are more skeptical than ever. We don’t buy this way. So will our customers? @davegerhardt
- 40. @davegerhardt The result? Virality drives 30% of our leads. + countless “Saw you on someone’s website.”
- 41. And our marketing is all about treating people like people — not leads.
- 42. @davegerhardt 80% Open Rate 28% Click Rate 71% Open Rate 21% Click Rate
- 43. @davegerhardt Blog Post Facebook Video Ad Product Video
- 44. @davegerhardt
- 45. @davegerhardt
- 46. @davegerhardt
- 47. The best marketing channels for us today all have one thing in common: trust. @davegerhardt
- 48. @davegerhardt You don’t have to pick between generating leads and building a brand anymore.
- 49. @davegerhardt This is the playbook your team should be studying.
- 50. @davegerhardt 2. Conversations How we capture leads without using forms.
- 51. @davegerhardt We optimize for conversations with the people interested in Drift. Website Blog
- 53. We surveyed 433 B2B SaaS companies to see how long it took sales teams to respond to new leads…
- 54. @davegerhardt See the full results: blog.drift.com/lead-response-survey 7% of companies responded within 5 minutes. 55% of companies took 5+ days to respond.
- 55. @davegerhardt
- 56. @davegerhardt
- 57. But most businesses haven’t changed to match the way people want to buy today.
- 58. @davegerhardt That’s why we’re focused on conversations here. Website Blog
- 59. @davegerhardt And it’s not more work for our sales team.
- 60. All Kevin has to do is connect his calendar (and then sell).
- 61. @davegerhardt
- 62. @davegerhardt We’ve generated 20% more leads via conversations.
- 63. @davegerhardt And they are our #1 source of demos booked. 43% of our demos come from conversations.
- 64. @davegerhardt They are also our #1 source of opportunities. HALF of our pipeline comes from conversations.
- 65. @davegerhardt And they convert twice as fast. It takes 3 days from an initial conversation to demo.
- 66. @davegerhardt Bigger companies prefer to talk to us first. The bigger the company, the less likely they are to fill out forms
- 67. @davegerhardt In the month of October, we booked 1,000 meetings for our sales team without using gated content or lead forms.
- 69. We have created a fast lane for our best leads and made it easy for our customers to buy.
- 70. @davegerhardt “Today's marketing tools leave you perfectly suited for a world that no longer exists.” - @dcancel
- 71. Don’t settle for the traditional way of doing marketing.
- 72. Thanks. Drift is the world’s first and only conversational marketing and sales platform.