Lenny's Newsletter

SEPTEMBER 12, 2023

Each week I tackle reader questions about building product, driving growth, and accelerating your career. If you’ve come here looking for a step-by-step guide to finding product-market fit, you’re going to be disappointed. From a working product to feeling PMF typically took 9-18 months. Art by Natalie Harney.

CPO 145

CPO Product Work Management Enterprise Management 145

Hubspot

FEBRUARY 9, 2022

This is an everyday example of price tiering that gives the seller more opportunities to convert leads and the buyer more options to fit the experience and price they desire. What is tiered pricing? Merchants who offer a variety of pricing plans or packages to their prospects are likely operating on a tiered pricing model.

Pricing 72

Pricing Price Lead Ranking Differentiation 72

Webbiquity

AUGUST 31, 2021

Among the most important takeaways from the year-end report were: Buyers consistently use these top five information sources to make purchasing decisions: Product demos; Vendor/product websites; User reviews (nearly half of buyers use reviews as part of their purchase process); Vendor sales reps; and. ” type copy.

Buy 296

Buy Cold Calling B2B Lead Scoring 296

Martech Advisor

OCTOBER 15, 2019

Elizabeth Gallagher, CRO of Lineate, hones in on the 2020 MarTech trends companies and marketers should act on now. Here are the key objectives of an automated strategy: Optimize productivity. With greater technological advances, marketing professionals and organizations need to stay ahead of their competitors. Increase campaign ROI.

Act-On 71

Act-On Marketing AI Trends Work Management 71

Navigate the Channel

AUGUST 7, 2023

Among these platforms, Houzz has emerged as a powerful tool for building product marketers, providing a unique opportunity to showcase their products and services to a highly engaged community. It acts as a bridge between these audiences, fostering meaningful connections and opportunities for collaboration.

Social Media 65

Social Media Social Marketing Product Ad Building 65

accelerate agency

MARCH 13, 2022

But what if your SaaS pricing pages let you down? Your pricing pages are a pivotal point in converting leads and have a huge impact on your conversion rates. You’re going to learn eight UX/UI strategies to turn okay-ish SaaS pricing pages into lean, mean, lead converting machines. What is a SaaS pricing page?

Pricing 52

Pricing Price Enterprise Management Conversion 52

accelerate agency

MARCH 13, 2022

But what if your SaaS pricing pages let you down? Your pricing pages are a pivotal point in converting leads and have a huge impact on your conversion rates. You’re going to learn eight UX/UI strategies to turn okay-ish SaaS pricing pages into lean, mean, lead converting machines. What is a SaaS pricing page?

Pricing 52

Pricing Price Enterprise Management Conversion 52

Martech

JANUARY 23, 2023

Using psychological approaches in your email campaigns can motivate customers to act instead of making do with hastily written copy and a “Buy now” mindset. We respond better to sticks (“Act now before you miss out”) instead of carrots (“Act now and get these great benefits”).

Email Marketing 112

Email Marketing Examples Urgency Marketing Merchandising 112

Webbiquity

MARCH 10, 2021

These interactions can take many forms, depending on the type of company, type and price point of product, delivery channels, and other factors. Repeat purchase rate (RPR). The repeat repurchase rate shows you how many customers have made more than one purchase within a given period of time. Purchase frequency (PF).

Marketing & Strategy 237

Marketing & Strategy Business Work Management Purchase 237

Sana Commerce

APRIL 25, 2024

92% of B2B leaders have at least one frustration with their commerce tool: from requiring high levels of maintenance, to not accounting for the complexity that characterizes the businesses of so many product sellers. Sales & channel support should enable your buyers to access purchase-critical data with minimal friction.

Allocation 52

Allocation Work Management B2B Marketing Management 52

Marketing Insider Group

FEBRUARY 10, 2021

In other words, they care about getting reasonable prices, convenience, and shopping with brands whose values align with theirs. Your VP should focus on the benefits of your product/service, over the features and relay your purpose as a company. Help potential customers understand the value of your services or products.

Lead Scoring 363

Lead Scoring Lead Ranking Work Management Paid Search Agency 363

Zoominfo

OCTOBER 13, 2020

You probably already know what churn is, but as a refresher, here is how you calculate your churn rate: This number acts as the basis for building your customer attrition and retention strategies. These patterns act as signals to help you identify customers that may be on their way out the door. Do customers leave when prices go up?

Churn Rate 173

Churn Rate Analysis Act-On Webinar Metrics 173

Webbiquity

JUNE 21, 2022

This is particularly important for brands with customers who purchase via different routes and devices. For example, a customer might: Discover a product while browsing videos on YouTube. Use their work desktop PC to search for more information about a product on Google. Order the product on their home laptop.

Privacy Policies 339

Privacy Policies Brand Identity Branding Multi-Channel 339

Zoominfo

AUGUST 2, 2020

Users can meticulously target audiences and find leads fit to purchase a product or service. This engagement activity suggests interest or demand from an audience that they want to purchase a product or service. Opportunity data helps identify favorable conditions for a company to act on when prospecting.

Enterprise Management 245

Enterprise Management Ad brokers Work Management Marketing Management 245

SmartBrief - Marketing

MARCH 19, 2024

In its Business of Sustainability Index , PDI Technologies found that 68% of American consumers are willing to pay more for products that are environmentally sustainable. The rise of the conscious consumer Conscious consumers look beyond the surface appeal of products and services.

Ethics 102

Ethics Trust Marketing Paid Search Agency Lead Ranking 102

SmartBug Media

MARCH 15, 2024

They can answer common questions, offer product recommendations, and help with purchases. Dynamic pricing: AI algorithms can analyze market conditions, competitor pricing, and customer behavior to adjust pricing in real time. Another emerging trend is the use of user-generated content (UGC).

Marketing AI 59

Marketing AI Trends Advertising Agencies Work Management 59

Webbiquity

NOVEMBER 28, 2023

B2B sales is, of course, the process of selling your products/services to other businesses. Similarly, in B2B sales, it’s not just about providing a product or service. Crafting an impeccable B2B sales journey isn’t straightforward. Many sales reps struggle with it, as if stumbling in the dark. What is B2B Sales Experience?

B2B Sales 180

B2B Sales Webinar Metrics B2B Peer-to-peer 180

Martech

JANUARY 23, 2024

Dig deeper: 5 Black Friday trends marketers can act on Value for ecommerce customers As a successful ecommerce brand, ThriftBooks sells new and used books on Amazon, eBay and other book sites. ThriftBooks bases its ecommerce strategy on five pillars: price, book selection, product quality, customer service and loyalty programs.

Loyalty 102

Loyalty eCommerce Buzz Paid Search Agency 102

SalesIntel

APRIL 15, 2024

Instead, B2B transactions often involve entire teams or groups, each member potentially influencing the purchase decision-making process. Lengthy Sales Cycles Unlike B2C purchases, which often involve smaller transactions with fewer decision makers, B2B transactions typically entail longer and more complex sales cycles.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

Zoominfo

NOVEMBER 11, 2019

People buy from people first, product second, according to Director of Sales Steve Wernke. To make customers feel good about the sale, communicate these three pieces of value, in this order: additional support additional product and services price discount. One of the main concerns about price… isn’t actually price.

B2B Sales 191

B2B Sales Zoominfo B2B Work Management 191

Zoominfo

OCTOBER 13, 2020

You probably already know what churn is, but as a refresher, here is how you calculate your churn rate: This number acts as the basis for building your customer attrition and retention strategies. These patterns act as signals to help you identify customers that may be on their way out the door. Do customers leave when prices go up?

Churn Rate 130

Churn Rate Analysis Act-On Webinar Metrics 130

Marketing Insider Group

MAY 31, 2023

This is when you should start creating content , like whitepapers or webinars, that positions your products or services as a viable solution. The customer has narrowed down their opinions and is ready to make a purchase decision. You can also import existing diagrams or collaborate with others in real-time to create a shared diagram.

Enterprise Management 259

Enterprise Management B2B Marketing Tools Marketing Management 259

Salesforce Marketing Cloud

MARCH 7, 2024

These targeted groups are typically based on behavioral or demographic data, such as geographical location, previous purchases, or specific actions taken on your website. Segments can also be broad; for example, all the people who purchased a product through your business’s Instagram site. Let’s take travel as an example.

Segmentation 114

Segmentation Marketing AI Marketing Automation Services Lead Ranking 114

Huptech Web

DECEMBER 7, 2023

Tried & True Hack—End of the Year Discounts Stratеgic Pricing – Evaluatе your product margins and plan discounts attractivе to shoppеrs while еnsuring profitability. Discounts appеal to budgеt-conscious shoppеrs, drawing in a widеr audiеncе and еncouraging thosе who arе price-sensitive to purchase.

Paid Content 97

Paid Content Marketing & Strategy Marketing Strategy Creativity 97

Zoominfo

JUNE 9, 2019

Let’s start with an easy one—How did you hear about my product or company? Was there a specific event or motivator that led this person to your product? Obviously, this question helps you understand how your prospect and their organization go about making a purchase decision. B2B purchase decisions have many moving parts.

B2B Sales 252

B2B Sales B2B Allocation Work Management 252

Optinmonster

MARCH 30, 2024

When making a purchase decision, our brain looks for a mental shortcut that will allow us to make a decision, pass judgment, or solve a problem quickly and with the least amount of mental effort. In short, social proof is a shortcut to decide how to act. In short, social proof is a shortcut to decide how to act.

Statistics 67

Statistics Brand Identity Branding Peer-to-peer 67

Martech

NOVEMBER 28, 2023

Whether it involves suggesting personalized content or implementing dynamic pricing strategies, AI is set to lead in helping elevate customer satisfaction and increase conversion rates. This trend blurs the lines between advertising and ecommerce, making it easier for consumers to act on their impulses, which drive sales for brands.

Marketing AI 91

Marketing AI Advertisements Advertising Trends 91

Martech

OCTOBER 9, 2023

Qualities of the product (affordable, pretty, comfortable and stylish). Which one you pick will depend on what you know about your audience: what motivates them, what moves them to act, what their needs, interests or fears might be. This is a common tactic in pricing. Who the prompt is representing (the email marketer).

Marketing AI 134

Marketing AI Marketing & Strategy eCommerce Banners 134

Porch Group Media

AUGUST 31, 2018

How Will IPG’s Purchase of Acxiom Affect Marketers? In a move to help clients more effectively target their ads and messaging, advertising holding company Interpublic Group (IPG) recently bought Acxiom Marketing Solutions for a price tag of $2.3 by Anders Ekman, President of V12. The acquisition of Acxiom, which supplies data on 2.2

Purchase 40

Purchase Work Management Advertising Agencies Marketing Management 40

Navigate the Channel

JUNE 27, 2023

B2B customers, like all customers , are human and bring human quirks and predictabilities into their purchasing decisions. You can’t begin to understand every motivation or mental purchase process for your customers or prospects, but we have several things we suggest you consider. Our products are less expensive!

Buy 65

Buy B2B B2B Sales Trust Marketing 65

Optinmonster

DECEMBER 27, 2023

It states that a limited supply of a product or service increases the demand for it. In marketing, studies have found that limited-time offers improve the chances of customers buying a product by up to 33%. Products are sold at higher prices during natural disasters because scarcity affects supply and demand.

Examples 80

Examples Conversion Urgency Marketing Amazon 80

Litmus

MARCH 6, 2024

A good CTA doesn’t merely amplify the act of proceeding, it amplifies the value of it. Email design is perfect for showcasing your product or service. With enlarged imagery in the hero area, the subscriber can study the product. Further imagery in the body of the email shows examples of the product in use. Every time.

Design 97

Design Conversion Urgency Marketing Cross-Selling 97

Sprout Social

FEBRUARY 12, 2024

This shift underlines a universal truth: trusted figures influence our purchase decisions. They collaborate with Productivity Consultant Paul Minors, whose expertise mirrors the needs and interests of Pipedrive’s core audience. It sets the stage for everything else—interest, consideration and finally, the decision to purchase.

Advertising Agencies 107

Advertising Agencies Paid Search Agency Lead Scoring Lead Ranking 107

Navigate the Channel

NOVEMBER 6, 2023

This doesn’t mean that you should hound potential customers with “Buy It Now” pop-ups, but your site should offer a convenient method for customers to act on the information they find—even if only by taking advantage of strategically placed contact forms or opt-ins for special event information, social updates, and discounts.

Opt-out 65

Opt-out Blast Campaigns Opt-in Trade Show 65

Sana Commerce

FEBRUARY 21, 2023

Personalization can happen anywhere your customers engage with your brand, products or services, such as on your company website, landing pages, web store(s), emails, printed materials, social media channels, marketplaces, your delivery services, etc. Why do users respond to personalization? Take Amazon and Netflix, for instance.

Personalization 98

Personalization B2B Sales Qualified Leads Business 98

Martech

SEPTEMBER 22, 2021

He added, “Our digital is the front door to the customer experience, and we want it to be inviting and personalized for each of our customer, and also streamlined so it’s very easy for them to purchase with us and makes them want to come back.”. Customer speed. Being very specific with the data helps get the customer in the mood to buy.

Personalization 122

Personalization Loyalty Mobile Advertising Pricing 122

Martech

NOVEMBER 20, 2023

Diving into a company’s tech profile can uncover opportunities for your product to address its specific challenges. Dynamic content uses customer insights to turn engaging content into actionable results, nudging subscribers from interest to purchase. A visit to your pricing page could signal purchase intent.

Email Marketing 125

Email Marketing B2B Marketing Marketing & Strategy Marketing Strategy 125