Bob London Presents: How Founders & CEOs Can Go Back on Offense, Courtesy of DC Startup Week
Due to the pandemic and economic downturn, many technology and tech-enabled companies have adjusted or even cut back on their typical sales, marketing and customer communications approach. But your company still has to go forward at some point. You have to sell and grow. So, when do you make the shift to offense? And what does that look like? Now's the time to think about it. This webinar is for curious founders and CEOs who want answers regarding the "when-how-who-what" of going back on offense. Bob London, CEO of Chief Listening Officers and Entrepreneur in Residence at the University of Maryland’s Dingman Center for Entrepreneurship will lead an interactive workshop-style session covering: What's on your target audience's whiteboard now vs. 60 days ago? How can you align your solution with their new normal? Are you "hugging" your existing customers enough? Do your home page, prospecting emails or existing customer outreach reflect your positioning and value prop? WHAT ABOUT BOB? Bob London, founder and CEO of Chief Listening Officers, is a 20+ year marketing strategist who helps emerging B2B companies develop marketing strategies that start with learning the customer’s true perspective—what he refers to as discovering the customer’s Elevator Rant. Bob serves as an Entrepreneur in Residence at the University of Maryland’s Dingman Center for Entrepreneurship. Bob's clients have been honored more than 20 times on the Inc. Magazine list of 5000 Fastest-Growing Private US companies. Bob is a regular and passionate writer and speaker on the topic of listening to customers, and his work and writing have been featured in the Wall Street Journal, The Washington Post, Forbes, the Miami Herald, USA Today, Inc. Magazine and The Washington Business Journal. Bob also serves on boards of advisors for several high-growth tech companies and other organizations, including ParkMyCloud (acquired by Turbonomic), IQExchange and DCA Live.
Recommended
Recommended
More Related Content
What's hot
What's hot (20)
Similar to Bob London Presents: How Founders & CEOs Can Go Back on Offense, Courtesy of DC Startup Week
Similar to Bob London Presents: How Founders & CEOs Can Go Back on Offense, Courtesy of DC Startup Week (20)
More from Chief Listening Officers
More from Chief Listening Officers (20)
Recently uploaded
Recently uploaded (20)
Bob London Presents: How Founders & CEOs Can Go Back on Offense, Courtesy of DC Startup Week
- 1. HOW TO GO BACK ON OFFENSE Bob London www.linkedin.com/in/boblondon www.chieflisteningofficers.com 2,000+ customer interviews & counting
- 2. ”Is it ok to start selling again?”
- 3. ”Is it ok to start selling again?” OK, so how do you engage an un-engageable audience?
- 4. Account Based Marketing Advertising Advertorial Affiliate Marketing Airport Diorama App Development Attitudinal Targeting Auto-Responder Banner Ad Behavioral Targeting Blog Brainstorming Brand Identity Brand Strategy Building Sign Business Cards Buyer Journey Buyer Persona Bylined Article Case Study Celebrity Endorsement Channel Marketing Chatbots Co-Branding Cold Calling Community Relations Content Curation Content Management Content Marketing Content Syndication Contest Conversion Rate Optimization Corporate Brochure Corporate Communications Coupon CRM Crowdsourced Design Culture Customer Acquisition Customer Engagement Customer User Group Dashboard Data Mining Data Subscription Demographics Differentiators Digital Advertising Direct Mail Directories Drawing E-Book E-Commerce E-Newsletter Earned Media Editorial Calendar Elevator Pitch Email Marketing Email Signature Experiential Marketing Firmographics Gamification Geo-Targeting Growth Hacking Guerilla Marketing Guest Blog Post Inbound Marketing Industry Association (customers’) Industry Association (yours) Influencer Marketing Inside Sales Employee Communications Internal Signage Landing Page Lead Generation Lead Scoring Lead Sharing List Swap Live Chat Live Streaming Logo Design Machine Learning Market Intelligence Market Research Marketing Automation Marketing Consultant Marketing Strategy Media Relations Meetup Mission Mobile Advertising Mobile Sales Enablement Native Advertising Networking Nurture Marketing On Hold Message Online Calculator Online Community Online Demo Online Quiz Online Surveys Open House Outdoor Advertising Outsourced Inside Sales Outsourced Sales Development Partner Marketing Pay per Click Personalization Podcast Ad Podcasts Postcards Press Conference Press Release Price Quote Print Ad Product Advocacy Product Launch Product Review Product Slicks Promotional Items Proposal Psychographics Public Relations Purchased List QR Code Radio Ad Referral Reporting Roundtable Sales Development Sales Enablement Sales Messaging Sales Pitch Deck Search Engine Optimization Segmentation Seminars Site Scraping Social Media Social Media Intelligence Social Media Management Platform Social Responsibility Social Selling Speaking Opportunity Sponsored Content Sponsorship Sports Marketing Storytelling Sweepstakes Testimonial Text Messaging Thought Leadership Trade Show Training TV Ad Value Proposition Video Vision Warm Calling Web Design Web Site Analytics Webinars White Paper Word of Mouth Marketing Workshop 165 MARKETING THINGS YOU COULD DO
- 5. The secret… Curiosity Insights Understanding Positioning
- 6. What’s on your target audience’s whiteboard now that wasn’t there 90 days ago? Are you sure or just hoping / guessing?
- 8. EXTREME CURIOSITY Ask open-ended, insight-provoking questions your competitors aren’t asking…yet. It’s free!
- 9. “What’s on your whiteboard now that wasn’t there 90 days ago?” “What absolutely has to be OFF your whiteboard in the next 30 days?”
- 10. “What did you guys talk about right after our call?”
- 11. “If you had a free (no obligations) hour with an industry expert, what’s the first thing you’d want to know?”
- 12. And don’t forget these super- productive follow-ons… Why did you say that? What did you mean by that? How does that work today?
- 13. 3 stories about aligning with customer priorities
- 14. 1. Retention 2. Customer satisfaction 3. Upsell revenue Software company selling to customer success teams 4. Justify our value Help customer success leaders prove the value of “hugging” their customers tighter
- 15. 1. Cash conservation 2. Furloughs & salary cuts 3. Maintaining high client satisfaction Commercial real estate firm selling to law firms Offer “back to office” audits & lease renegotiations to engage former & prospective clients
- 16. 1. Skeleton staff 2. Supporting remote workers 3. Cybersecurity IT asset & data destruction firm selling to govcon IT departments Offer IT asset audits to track remote equipment & prepare for reduced on-site workforce.
- 17. Comments? Questions? Feel free to submit a brief description of your product/service and what you think your customers are focused on.
- 18. More questions your competitors aren’t asking… yet. ”What’s the one thing you and your team need to get better at this year?” “What check do you absolutely hate writing each month?” “What would you lose if we suddenly went away?” “Is there something we do better than anyone else?” “What would make you a customer for life?”
- 19. 9 customer discovery, feedback & insight resources 1. www.viable.fit 2. UserTesting.com 3. GLG.it 4. AlphaSights.com 5. startupresources.io/collection/customerdiscovery 6. medium.com/@bwenneker/a-curated-list-of-customer- development-resources-40-a967c238729b 7. neilpatel.com/blog/26-customer-development- resources 8. jasonevanish.com/2013/08/11/95-ways-to-find-your- first-customers-for-customer-development-or-your- first-sale 9. Customer Re-Discovery Playbook: www.chieflisteningofficers.com
- 20. PRIVATE, PERSONALIZED OFFICE HOURS www.goingbackonoffense.com
- 21. 21 Bob London +1 240 994 7644 bob@chieflisteningofficers.com www.chieflisteningofficers.com