Since joining FiveStars, Brian Lee has grown marketing-driven revenue by 20x using predictive marketing and growth hacking strategies. Don't miss this exclusive opportunity to look under the hood of FiveStars’ growth engine and receive practical advice on how to grow your marketing-sourced revenue.

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How FiveStars Grew Marketing-
Driven Revenue by 20x
MARKETER SPOTLIGHT

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AUDIO CHECK
Use the chat window if you can’t hear or we cut out!
RECORDING & SLIDES
Both will be sent within 24 hrs post-webinar!
QUESTIONS
Answers at the end–don’t miss chance to ask Brian
questions.

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Brian Lee
Growth Manager @FiveStars
Entrepreneur
Very happy about Duke’s NCAA Championship
MEET BRIAN LEE

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20x Marketing-Generated
Revenue
Over 95%
Terminals Integrated
Targeting Markets
2.5x Propensity to
Convert
From YC to $45M Raised
Grew Customer Base
From 1M to 5M
Scaled Inside Sales Team
From 1 to 35
(We’re Hiring)

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How do I prioritize marketing
resources?
1. Identify largest markets
& best prospects
2. Convert prospects into
customers
WHO
HOW

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THE WHO

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3 out of 4 new market expansions fail
McKinsey, Beating the odds in market entry

8. × 40% only maintain basic customer contact information
× 50% turnover within first 5 years of opening
× Even w/ explosion of data, it is fragmented &
unstructured
SMBs PRESENT GREATER CHALLENGES

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“This data, and the insights we extract from it,
impact some of our biggest marketing decisions, so
we need to make sure it is right.”

10. TACKLING INTERNALLY – THE ECONOMICS DON’T ADD UP
× Increase human resources
× Long turnaround times & QA processes
× Inaccurate decision making

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✓ Strategy: Knowing the universe, market worth,
& segments converting up to 250% above
baseline
✓ Efficiency: Ease-of-use and seamless
deployments w/ fewer people
✓ Experimentation: Testing, iterating, optimizing
on hypotheses
✓ Accuracy: External data cloud offers complete
and verified foundation
RESULTS w/ INTEGRATED PREDICTIVE ANALYTICS

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THE HOW

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✓ Finance: Per capita
✓ Marketing: Sufficient pipeline & how it
scales
✓ Sales: Efficiency to maximize yield
✓ Management: Ensure hires are lifers!
KEYS TO BUILDING A INSIDE SALES POWERHOUSE

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Use underlying data to predict which prospects should get which
combination of messages, assets & ads. Key metrics include:
CONTINUOUS MEASUREMENT
INSIDE SALES METRICS
➔ Dials/day
➔ Contracts/day
➔ Volume (Consumption Rate)
➔ Close Rate
➔ CPA
➔ Labor Input - Time to Close
Marketing Metrics
➔ Open Rate
➔ Response Rate
➔ Close Rate
➔ CPA

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“Brian is not a sales guy, but he’s a damn good
growth hacker with an innate ability to predict and
then execute on what will drive the highest impact.”
Head of Inside Sales

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Q&A

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THANK YOU FOR ATTENDING!
MARKETER SPOTLIGHT