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High Lead Generation, and Conversion rates

We're competent at identifying potential new customers, and partners converting them into new business meetings which you run and close.

Once we find people who are genuinely interested in your offerings, we hand them over to your internal sales team so they can 'seal the deal' fast.

Some of our clients like to have visual performance dashboards made at their fingertips, so we give you access to them. These dashboards show you exactly what's happening with our marketing efforts, like how well your various campaigns are doing by sector. We set these dashboards up based on what each client wants to see, after we've worked together on an initial trial marketing campaign or project.

Multi-Channel Prospecting Activity

There are two activity types, outbound & inbound. The most important thing is to do enough of each, monitor, report on successes regularly and share them across departments.

From our experience the activity is done, but the dots are not joined up this can be achieved by using workflows and implementing technology.

Every organisation grows up using a tech’ stack, a review of what’s working, and what’s not helps to focus efforts.

What does your prospecting Activity look like?

How much of each type of activity is your company doing?

How effective is the activity type?

Where can you improve net results?

What is your lead to appt conversion rate?

How good are your sales team at closing opportunities?

What Channels can you utilise to increase New Business?

Outreach activity, outbound phone calls & email campaigns.

Social media adverts, & posts. LinkedIN, Meta (Facebook)

Online, & offline events.

Field events, & personalised workshops.

Inbound calls, & direct messaging.

Inbound email enquiries.

Web site web chat!

Sales Revenues

It’s important to identify what type of new business you are going after, new, direct, or partnering, or all?

Sales revenues will increase year-on-year, as you retain new clients, for every ten generated aim to keep seven.

Always offer to improve solutions, services, or products in an effort to retain customers.

How can you benefit from a Refreshing approach to Business Development, Growth & Expansion (BDGE)?

Marketing Agency Campaign Fulfilment services

If you're a Marketing agency, we've got services that can help you meet all your clients' marketing and sales campaign needs. Alternatively, if you'd rather handle things differently, we can introduce you to some technology partners who specialise in Sales and Marketing Automation software. You can then decide if you want us to implement these solutions within your Marketing agency.

Here's how it works: First, we'll talk about what you need to deliver for clients. Then, we'll set some goals for our Campaign and Project Managers, and make sure your Marketing and Sales strategy fits each client perfectly. We'll work with you for at least 3 months to achieve your client's initial goals.

In the short term, we focus on building up your clients 'top of funnel' Sales pipelines. In the long term, we aim to bring in substantial new business for your clients, whether it's directly or through our partnerships. This way, your clients internal sales teams will be able to close more new business faster and more efficiently.

Fulfilment Service for Marketing Agencies

We engage with experienced Marketing associates, and professionals who are qualified in their field of specialty. This ranges from Demand Marketing to adaptive Marketing Automation, as well as lead generation, lead nurturing or simply creating an end-to-end Sales and Marketing hub.

Our Preferred Delivery Model:

Team of 3 Managers (to Manage Marketing, Sales & Account Management activity)

Working collaboratively with the client is at the heart of communications!

Your appointed Marketing professional will be aligned with a Sales professional and an Account Manager to ensure that your lead generation process flows from end-to-end and covers your Marketing and Sales processes. We introduce an element of automation to these processes to ensure we buy you back time to focus on your core business activity that makes you money.

Peter Coward will take on a Lead delivery role for each Campaign / Project, typically with 3 professionals reporing to him for Campaign / Project progression and results; we can set up weekly, monthly,  quarterly reporting or access to dashboards to self monitor activity.

Peter has experience in business / sales development up to Enterprise level, typically dealing with boards of Directors and Senior Management teams. For developing new, direct, partner relationships. Agreeing a brief with the client and setting key goals and objectives, and ensuring the 'mix; of services provided help to improve Marketing, Sales, and Operational performance, year-on-year (YoY).

For more information contact us;

email: pro-session@smart-hutnet.uk

Lydia Coward deals with our Marketing Agency service designed for Marketing Agencies. Professional advisory sessions are organised by an administrator in our Sales Support team.

Devising a GTM strategy for a software product or solution

Market Research & Segmentation:

Identify your target market segments based on demographics, psychographics, industry verticals, & other relevant factors.

Conduct thorough market research to understand customer needs, pain points, & preferences.

Analyse competitors & their offerings to identify gaps & opportunities.

Product Positioning & Value Proposition:

Clearly define the unique value proposition (UVP) of your software product.

Position your product in the market to differentiate it from competitors & appeal to your target audience.

Craft compelling messaging that communicates the benefits & advantages of your software to potential customers.

Pricing Strategy:

Determine the pricing model that aligns with your target market & product value.

Conduct pricing analysis to ensure competitiveness while maximising profitability.

Consider offering flexible pricing options to cater to different customer segments & usage scenarios.

Distribution Channels:

Identify the most effective distribution channels to reach your target audience.

Consider both online channels (e.g., website, app stores, digital marketplaces) & offline channels (e.g., retail partnerships, reseller networks) based on customer preferences & industry norms.

Develop partnerships with relevant channels to expand your reach & increase sales opportunities.

Marketing & Promotion:

Develop a comprehensive marketing plan to create awareness & generate demand for your software.

Utilize a mix of digital marketing tactics (e.g., content marketing, social media, email campaigns, search engine optimisation) & traditional marketing channels (e.g., events, print media, direct mail) as appropriate.

Leverage customer testimonials, case studies, & reviews to build credibility & trust.

Sales Enablement:

Equip your sales leader and SDR team with the necessary tools, training, & resources to effectively sell the software.

Develop sales collateral, presentations, & demo scripts to showcase the features & benefits of the product.

Implement a CRM system to track leads, manage customer interactions, & optimize the sales process. Employ SDR's to manage the CRM

Customer Success & Support:

Establish a customer success program to onboard, educate, & support users throughout their journey with the software.

Provide timely customer support through multiple channels (e.g., email, phone, live chat) to address inquiries, resolve issues, & foster positive relationships.

Collect feedback from customers to continuously improve the software & enhance the overall customer experience.

Measurement & Optimisation:

Define key performance indicators (KPIs) to measure the success of your GTM strategy, such as customer acquisition cost (CAC), customer lifetime value (CLV), & churn rate.

Regularly monitor & analyse metrics to identify areas for improvement & optimisation.

Iterate on your GTM strategy based on data-driven insights & market feedback to drive sustainable growth.

What are the 5 Steps of Marketing Automation?

Make your Marketing content the best version of content it can be, (personalised to your target persona's). Use A-B testing to see which version of content gets the best response by readers. Monitor and evaluate Marketing campaign results,

AND be prepared to change, refresh, update content any number of times so the visitor / viewer feels your business is a key business of influence, and you are the best in your field.

Stages 1-5

1. Marketing collaboration with Sales (To ensure that both business function teams are on the same page).

eMail Drip Campaigns

- 60% of your target audience will read emails - but only if your sending the right content. Profile your prospect groups with the right message, at right time! Analyse which frequency gets the best and worst response.

2. Landing pages

Up to 50% of leads submit their contact details in return for valuable content. define what the most important content is for each prospect group. Experiment what content gets the best and worse response, tailor specific content to prospect groups, experiment with A/B testing.

3. Personalisation of content

No recipient likes reading content, that feels like its meant for someone else, personalising email content can help soften the approach. Remember the recipient doesn't know you, work on building the relationship over time and don't expect or assume a contact is ready to buy immediately.

4. A/B Testing

Marketing Automation is an evolving process, but essentially you want to be creating leads and dropping them in to pots to generate revenue £££

5. Analyse, measure and report on email campaign results in the shortest possible time frame (1/2 weeks), no point in sending content that doesn't get a response, "change it up" and try again, and again. No one gets email content right first time, it could take 2 or more attemps on the same subject.

Generate, Qualify & Close more leads Automatically (well almost!)

We provide help, advice and guidance to help clients and Marketing Agencies automate their Marketing processes. We'll connect you with Act-on software or another Marketing tech vendor who will evaluate your needs and fit for their SaaS

Example of a Marketing Automation Tech Vendor

"Act-on" software is a competitive solution to "Marketo", loaded with extra functionality and benefits its suitable for end-clients as well as Marketing Agencies, who can join a Partner programme.

The biggest benefit of using adaptive Marketing Automation software, is to generate a higger quantity of qualified leads, which can be nutured and scored over time. - I mean we all crave new, regular leads in our inbox, right?

Marketo Alternatives - Act-On Marketing Automation Software

In 2018 our MD was privileged to work for ACT-on as an SDR for the EMEA region, during this time he generated new, direct and partner business for the Sales team. He has knowledge, and experience of configuring, using this smart Marketing Automation platform. He discussed the needs with prospective client end user groups, and qualified outbound leads for Enterprise sized companies, and organisations.

For more information contact us;

email: pro-session@smart-hutnet.uk

7 Reasons why a Tech' vendor would engage with SMART-Hutnet