Finding the right growth marketing solution can lead to 10x growth in sales for any company. So, what exactly, is the right formula for your business? Join us at our exclusive master class for B2B Marketers (like you!) as we discuss the breakdown of the complex customer journey and the essentials behind finding the sweet spot for your growth marketing strategy. --- What we'll cover: How Marketing Will Look Like in 2020: The Rise of Conversational Marketing and AI -- Gabriel Lim, CEO and Co-founder of Saleswhale How To Build A $100M Customer Acquisition Strategy -- David Fallarme, Head of Marketing at HubSpot Southeast Asia and India

1. The Rise of
Conversational
Marketing and AI
B2B Masterclass: The Secret Sauce of Driving 10X Sales Growth
Saleswhale

2. x
Saleswhale
Saleswhale is an AI Sales Assistant that
engages, qualifies and books meetings with
leads via two-way email conversations for
sales teams

3. x
Saleswhale
Company Overview
Founded in 2015
$1.2mm in Seed funding in 2017 Apr
Team grew from 6 to 20++
Product launched in 2017 Dec

4. x
Saleswhale

5. x
Saleswhale

6. x
Saleswhale
Co-founder & CEO of Saleswhale - Engineer who
learnt to love sales and marketing
About Me

7. x
Saleswhale
Share some lessons we learnt growing
revenues 11.3x over the last 12 months
(The Secret Sauce of Driving 10X Sales Growth)
~$X million in annual recurring revenue
Conversational Marketing Chronicles

8. x
Saleswhale

9. x
Saleswhale
Here’s the interesting thing:
Number of Leads Generated

10. x
Saleswhale

11. x
Saleswhale
Weak correlation between leads generated
and revenue
We generated more leads over time, but it
didn’t grow exponentially like our revenue
We simply took care of each lead much better
Dog-fooding our own product

12. x
Saleswhale
The Next Wave in Sales and Marketing
- the world has changed

13. x
Saleswhale
5 - 10 years ago, sales and marketing were
focused on one thing only: attracting website
visitors.
• Ads
• Content Marketing
• Social
• SEO

14. x
Saleswhale
This first wave has come and gone.

15. x
Saleswhale
What do we do when we finally attract these
website visitors?

16. x
Saleswhale
Convoluted Route for Leads
How Businesses Sell image credits: Drift

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Saleswhale
At the end, sales follows up with the leads
eventually (maybe)

18. x
Saleswhale
Terrible experience for buyers, but as
importantly, also a terrible experience for sales
and marketing teams - who will inevitably
argue and disagree

19. x
Saleswhale
SalesMarketing
Because they
are not worth it.
We are generating so
many leads. Why don’t
you call them?
Marketing & Sales (Dis)alignment

20. x
Saleswhale
Sales: “These leads are garbage. Give us
those Glengarry leads!”

21. x
Saleswhale
Marketing: “The leads are not garbage - you
are garbage. You are not following up properly
with them!”

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Saleswhale
How do most companies deal with this
problem?
• More top of the funnel - more ads, trade shows,
hiring more content writers etc..
• More bottom of the funnel - hire more sales reps
Throwing money at the problem

23. x
Saleswhale
Benchmark conversion rates for B2B sales:
Lead to Opportunity
13% (84 days on average)
Opportunity to Deal
6% (18 days on average)
B2B Statistics
Source: Drift

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Saleswhale
I think there’s a better way - conversational
marketing*
*not a made up term by me

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Saleswhale
Gartner recently recognised Conversational
Marketing as a new emergent category 3
months ago
“The emergent market for conversational
platforms — tools to build multiple chatbots
and assistants for the enterprise — is set for
growth.”
New Category

26. x
Saleswhale
Conversational
Marketing Vendors -
• Drift
• HubSpot (new product)
• Mya
• Conversica
• Saleswhale

27. x
Saleswhale
Are these conversational?
• Marketing automation
• Newsletters
• Drip emails
• Sales emails
It’s important to define what a conversation is

28. x
Saleswhale
Hi Stephanie,
Thank you for your email to my colleagues and I.
Would you be able to share the e-format of the marketing brand report so that we can have a pre-read?
Happy to schedule a meeting if we find the pre-read helpful and have questions for you. Thanks much!
Cheers
Dianne
Hi Dianne ,
Yes sure. I've attached a sample PDF below with a preview of what you guys will be getting. You will of course
be receiving the actual employer brand report which is customised for ABC Group.
We would love to go through this report with you and help you understand what consumers think of your brand.
Do you have time this or next week for a 20-30 min meeting at your office?
Best Regards,
Stephanie Chen
Marketing Assistant
XYZ Singapore
How about this?

29. x
Saleswhale
Buyers have come to expect a new type of
experience - where conversations happen on
their terms (not yours)

30. x
Saleswhale
Marketing can be a
conversation.

31. x
Saleswhale
It’s not about replacing human-to-human
interactions

32. x
Saleswhale
It’s about making sure your potential customers get
their questions answered as quickly as possible.
Because ultimately, if you can’t, that person is going
to someone else — possibly a competitor.

33. x
Saleswhale
Marketing teams have been traditionally
measured on MQLs they generate.
With Conversational marketing the focus shifts
to actively engaging people in conversation.
A new paradigm

34. x
Saleswhale
• Create a better experience
• Learn a ton about your customers
• Add a net new source of leads
• Grow sales pipeline
• Avoid burning out your sales teams
Benefits of conversational marketing

35. x
Saleswhale
Scaling the unscalable

36. x
Saleswhale
This is a cool idea - but there’s no way it can
scale
“Having one-to-one conversations doesn’t scale.”

37. x
Saleswhale
3 mins per email, 2,000 prospects in a month,
on average 7 emails exchanged:
42,000 minutes = 700 hours a month
168 working hours in a month = 5 full time staff
working every. single. working. minute. No
breaks.
If humans were to do this

38. x
Saleswhale
A single marketer can now set up a bot that
automatically engages hundreds or thousands
of customers and ask them qualifying
questions.
The bot can then route qualified leads to
specific sales reps (based on territory or
ownership).
Leverage

39. x
Saleswhale
Conversica (http://conversica.com)
Conversica helped CenturyLink scale to 30,000 one-to-one
sales conversations a month without having to hire an army of
sales reps

40. x
Saleswhale
Inherent Focus on Engagement

41. x
Saleswhale
Mya (http://hiremya.com)

42. x
Saleswhale
Contextual and Personalised

43. x
Saleswhale
“With Conversations, we’re going beyond a
single solution, like site chat, to build
something that centralizes all of a business’s
communications with customers and prospects
into one, collaborative environment.“ -
Dharmesh Shah, CTO of HubSpot
HubSpot (http://hubspot.com)

44. x
Saleswhale

45. x
Saleswhale
Virtuous Feedback loop

46. x
Saleswhale
“Hi Stephanie, thank you for reaching out
but we are already using Zoom for our
video conferencing and are happy with it.”
Saleswhale (http://saleswhale.com)

47. x
Saleswhale
How can conversational marketing play well
with your existing marketing stack?

48. x
Saleswhale

49. x
Saleswhale

50. x
Saleswhale

51. x
Saleswhale

52. x
Saleswhale
Dolores (AI) starts engaging
stale & inbound leads

53. Ready to make the switch to Conversational
Marketing?

54. Thank you
http://saleswhale.com