We conducted a thorough research to map out the core challenges that sales managers are dealing with on a daily basis (we mapped out a few sales audiences, in this project we focused on startups as the type of company).
Based on what we’ve learned, we created the “No BS guidebook to winning startup sales” – a comprehensive guide to establishing a winning sales strategy. The guidebook focused on helping startups learn how to drive tangible, long-lasting growth, avoid startup-thirsty killers (such as burning through budget) and building relationship and trust with prospects.
We set the guidebook up as gated content whereby in order to download it, sales managers had to provide us with their name, email and industry.
The last field was the golden ticket.
Based on the industry they’ve provided, alongside with the guidebook, we let sales managers know that we’ve taken the liberty to sign them up as free SimilarTech users. All they had to do was confirm and pass through a few clicks to finalize the sign up process. We made sure the benefit of what they’d be receiving would be crystal clear.
We then started sending them emails with personalized SimilarTech reports aimed at helping them with their daily challenges. This was the ultimate way of introducing them to SimilarTech at a stage where they’re most interested in solving their challenges.
Getting the word out there
We now had to make sure sales managers are aware of the guidebook. We used paid advertising, inbound marketing methods and social methods to spread the word.
Chen, SimilarTech’s CEO, published a LinkedIn post telling sales managers all about the guidebook and inviting them to download it.
In no time hundreds of sales managers were exposed to the guidebook and invited to download it.
During one month:
|Increase in website sessions
||Sales managers asked to download the ebook
||New accounts opened
||Email open rates
||Marketing Qualified leads transferred over to sales
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