Creating WOW!

Creating Best in Class Buyer Experiences

About LeadMD

§Modern Marketing Agency specializing in creating a bridge between Strategy & Tactics

§Focused on the fufilling the promise of MarTech

§Helped over half of Marketo customers succeed

How do we WOW?

89% of buyers make decisions based on experience ahead of price and product*

6 years ago that number was 12%

*Forrester 2017

Customer Journey in a traditional sales & marketing cycle?

Marketing SalesMQ

L/S

AL

Legacy Sales Approach

Product GatewayWeaponized Pricing

One Size Fits All= Little Value

Content & Buying Tools

MQ

A/S

AA

Advocates & Trusted Sources

Marketing & Sales

The Modern Day Buying Process is Threaded

Price

Urgency

Customization

Trust

Need

Impact

Buyer Hierarchy of Needs

Customization

Shift the Focus from

Selling to Helping

Know Thy Buyer

COMMONCURRENTCOMPLETE

Use the Three C’s of Insight

By Focusing on Value, We Create Trust

Use a Repeatable Framework

Urgency

Make it Hard NOTto Buy

Magic Quadrant of Buyer EngagementValu

e t

o B

uyer

Complexity of Purchase

Educate

Chat

Solution

Consult

High-Value, First-Meeting PlaysWith a limited number of accounts, sales needs first-meeting plays that allow them to:

1. Capture enough interest to encourage a meeting

2. Drive enough value so the prospect wants to learn more

Urgency

The Compelling Sales Offer

TARGET

ACCOUNTS

QUALIFIED

MEETINGSOPPORTUNITIES

CUSTOMER

ONBOARDING

CUSTOMER

ADVOCACY

SALES

OFFER

DEAL TIMELINE

Price

Make ROI the

Centerpiece

Changing the Conversation

Old School Messaging

§ Future Focused

§ Features & Benefits

§ See a Demo

§ Price

§ Pressure on Time

WOW Messaging

§ Power of Now

§ Free Consulting

§ See the ROI

§ Investment

§ Urgency to Change

ROI Play Example

THE5W’s

Map the Account Teams

WHO

Conduct Research & Value Mining

WHAT

Create the Messaging

WHEN

Distribute through Multi-Channel

WHERE

Create Threaded Alignment

WHAMMY!

LeadMD : @myleadmd

Justin : @jgraymatter

Best Practices: http://LeadMD.com/best-practices