Using Video to Increase Customer Engagement

Target your customers

It’s becoming increasingly clear that one of the best ways to get and maintain customer engagement is through video. Like all methods, though, there are some best practices that are always good to keep in mind.

April Bixel on via680 notes that video helps you show off your company’s personality and culture. Getting out in front of them is good all on its own, but putting a friendly and memorable face to your name is extra valuable.

Jacco vanderKooij’s webinar on social media for sales points out (amongst many other things) that video makes a good sales tool: you can show videos interspersed with your presentation on your iPad. They offer consistent quality content that can explain a product’s value at the executive level or provide solid customer use cases. Video will generate more trust and offers the sales rep the chance to sit back and watch the reactions of the audience. If you include a link to a video you sent to customers to watch at their own time, make sure to use a tool like Wistia so you can track who has watched your messages.

Video may be more difficult to produce than, say, a blog post (for instance), but the effort is worth it!

 

Lifecycle Email Marketing: A Primer

EMail Marketing

At first glance, “lifecycle email marketing” looks like three nearly-unrelated words stirred haphazardly together into a lukewarm buzzword hash. But appearances can be deceiving: Chris Sturk at Mequoda has written an excellent series of posts on lifecycle email marketing that give great insight into something we could all stand to be doing more of, and better.

– Lifecycle email marketing is about creating a relationship between you and your recipient through well-timed emails. Sturk outlines seven points during the typical customer lifecycle that would be good times to send an email.

– But what goes in those emails? There are plenty of opportunities to offer rewards to prospects and customers alike for their engagement, but it’s possible to do it wrong. Would you like some tips for email reward campaigns? Who wouldn’t?

– Knowing the lifecycle is great and all, but it would also help to segment your audience, so you can send the right messages to the right people. One useful way to differentiate the crowd is by — you guessed it — engagement.

– Just as there are plenty of ways to slice an onion, there are plenty of ways to write a good email. Sturk caps off the series by offering some good examples.

Lifecycle email marketing: less of a buzzword hash and more of a nourishing strategy stew. If you’re ready to start digging in, and you want some help with the audience side — segmenting your users by engagement, for instance — feel free to get in touch. You know where to find us!

6 Surefire Tips to Retain & Grow Customers

Totango-Zendesk Webinar-Slides Print Screen

Just a short while ago, I was co-presenting a webinar with J.D Peterson, VP Product Marketing of Zendesk.

In the webinar I gave 3 tips on how we accelerate revenue throughout the customer lifecycle and how to drive conversion from free to paid users, grow the lifetime value of the existing customers & boost retention!

Zendesk, which is one of Totango customers, is using Totango to find out how people who are trying their product or already existing customers are actually using it and how engaged are they with their product.

J.D. from Zendesk, was covering the other 3 steps, to complete the process of building customers loyally, form the customer-service and support angle.

Here are Totango slides from the webinar – please feel free to share or embed them in your website/blog:

View the Complete Zendesk-Totango Webinar

Engagement Technique: Are you a Mad Man or a Math Man?

Anneke Seley

During Sales 2.0, I’ve met Anneke Seley, Founder of Phoneworks and author of Sales 2.0.

Anneke was presenting there about the modern ways to sell a thought, a product or a concept to your executive team or your board and anticipate what is going to make them more engaged once making a decision.

Anneke has quoted the All Things Digital article: The “Mad Men” Years Are Giving Way to the “Math Men” Era, making a point that nowadays more and more executives are acting like math men rather then Don Draper in Mad Man…

And indeed, we can see decisions are being made more and more based on metrics and cohort analysis rather than on our guts feeling. It’s not enough to feel it inside – you should base your feeling on numbers and know which metric to measure – that would not only increase your customer engagement but can also increase inside engagement while selling an idea to your team!

Once a business understand which are their most important metrics, they should stick to it and measure them in order to create a clear view of its consistency over time.

Need some help measuring your metrics? try Totango free!
To read the full transcription of the video, click here

Video Transcription:

Hi, I’m Anneke Seley and we want to talk about justifying Sales 2.0 investments such as technologies, training purposes, marketing programs, and making an inside sales team, and in my presentation today, Sales 2.0 conference, I quoted All Things Digital who last month said that we are moving from the era of “Mad Men”, as in Don Draper, to an era of Math Men, and I used Albert Einstein as an example, and it’s really important to understand how to sell a thought, a product, a concept to your executive team or your board and know what is going to make them engage and make a decision, and more and more executives are acting more like Albert Einstein in the Math era than Don Draper in the Madman era, so understand what metrics are important to your company, whether they are revenue per head, average sales cycle, average deal size, these are some of the standards.

Of course, they are probably metrics that are more meaningful to you. And use those metrics before you install your product, after you install your product on a trial or something like that or similarly for marketing program or a new sales 2.0 initiative and hopefully that’ll get you the results that you want.

 

 

Totango Accelerates Revenues for Engine Yard Customers

Engine Yard Logo

The Totango team is excited to announce its participating in the Engine Yard’s add-ons program.
Engine Yard is the leading Platform-as-a-Service (PaaS) provider. Totango provides Engine Yard’s clients a way to better monetize their applications by driving customer engagement and boosting conversion, retention and customer lifetime value (Read Press Release).

Once Engine Yard’s customers have developed an application, attention rapidly shifts to monetization. Totango can accelerate revenues for new and existing applications by providing real time visibility into customer behavior and automating personalized sales and marketing campaigns based on these behaviors.

Totango also announce 2 new developer tools:

  1. The Appbox.js – which is a free javascript tool to communicate with customers from inside the application. Try it free now!
  2. Totango API for iPad and iPhone applications – which is an app that allow you to easily instrument your iPhone and iPad applications with Totango, making it easier than ever to see how users are engaging and interacting with your mobile apps. In addition to iOS, Totango provides integration packages for all common programming languages including, but not limited to PHP, C#, Java, JQuery, Ruby, Javascript and Python.

5 Memorable Quotes on The Future of Sales

The Future of Sales

I just had the pleasure of lunch with Jacco vanderKooij who published an awesome video clip and a Prezi on the future of sales in SaaS that gathered over 100,000 views in the first month. Pretty good for a B2B topic!

The clip:

The prezi:

Here are some memorably quotes from our inspiring lunch:

1. “From Hunters to Peace Makers”

It is as if we have educated a generation of sales people to be hunters whereas what we need right now are peace makers that help build trust. Peace makers are focused on making a prospect or customer successful and are more akin to consultants than traditional sales managers.

2. “From Screaming to Whispering”

Using tools like Eloqua and Marketo we constantly bombard our prospects with our sales messages: it is like screaming. Now we need to move from screaming (to all customers) to whispering (to the right customers at the right time using social tools).

3. “Images and Emotions, not Arguments”

The message that resonates with the Instagram and Pinterest generation is images and emotions, not arguments. So more video and images, and less white papers and blogs.

4. “Relationships Matter”

Relationships really Matter. On Facebook relationships are fun, but on a business social business network like LinkedIn relationships really matter.

5. “Wow’m, Excite’m, Entertain’m”

When asked how his Prezi got so popular to quickly Jacco recalled that he often starts one of his talks on social selling by showing the cover of ESPN Magazine or Vogue. This is what we are competing with: to be heard you need very compelling content. Personally he is looking to Hollywood for inspiration on how to do this.

Give it a shot now! try Totango free!

Improve Trial Conversion – Focus, Filter and Analyze your Data

Adon Rigg

Do you know how it is that your company gets more and more leads then your sales people can handle but it’s still won’t justify hiring another sales person for your team?

Well, in many cases it’s just the case that your sales people need a “small push” that would help them understand which leads to refer first and that would make the difference on your customer onboarding picture.

Being at the Sales 2.0 conference, I’ve met Adon Rigg, the author of Insightful Selling, which told me that he too was enlightened to find tools which help in capture data, filter it and then analyze it in a way that could direct salespeople to focus on the most converted opportunities.

So how do we know who to focus on? easy – we’re gathering information from your metrics, build your cohort analysis and make the thinking for you. All you need to do is focus on the opportunities we offer and watch how your trial conversion is being increased!

Give it a shot now! try Totango free!

To read the full transcription of the video, click here

Video Transcription:

Hi, my name is Adon Rigg, author of Insightful Selling, and I’m just finishing up the Sales 2.0 conference here in San Francisco, which was absolutely fantastic.
My main takeaway would be that there are a lot of tools available such as some of the vendors here today which allows you to use programs and tools to capture information, filter that information and then put analytics or numbers to help make the efficiency of a salesperson a lot better and to help make them more effective in the field