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Accelerating Your Sales Cycle: 8 Marketing Tactics That Scale Sales Today

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Ben Kaplan
CEO & Founder at PR Hacker
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Global Growth Marketing Conference 2019
December 10, 2019, San Francisco, USA
Global Growth Marketing Conference 2019
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Accelerating Your Sales Cycle: 8 Marketing Tactics That Scale Sales Today
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About speaker

Ben Kaplan
CEO & Founder at PR Hacker

Ben Kaplan has conducted PR and publicity campaigns for the world's largest consumer, financial, and education brands. He has obtained media coverage for his clients on more than 5,000 media outlets and has personally appeared on over 2,000 TV and radio programs, including interviews on The Oprah Winfrey Show, Good Morning America, Nightline, NBC, CBS, ABC, CNN, Fox News, NPR, and the BBC.

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About the talk

Odds are, your sales cycles are longer than you’d like. Don’t worry, though, because you’re in good company; most organizations have this problem. And thankfully, it’s a relatively easy one to solve. In this practical session from CEO & Founder of PR Hacker, Ben Kaplan, you’re going to learn his simple, 8 marketing tactics for sales success - from building credibility through social proof and becoming a category thought leader, to influencing the influencers and triggering your prospects to convert quickly.

00:03 Introduction of Ben Kaplan

02:48 Build credibility via social proof

07:54 Warm up cold leads

10:40 Better explain your value proposition

14:03 Become a category thought leader

17:11 Unseat a tough competitor

20:40 Influence the influencers

22:20 Holster your brand reputation

23:57 Trigger prospects to buy now

27:40 Conclusion

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Like. 00:03 PR earned media like. 00:03 You know general marketing awareness like branding actually can solve 8 of your most pressing sales problems, 00:03 especially for Tybee companies. 00:16 Also be to see companies and how you can use that to drive actual action drive ROI and for instance, 00:19 something. 00:26 Use something like PR or content marketing in ways that are like a real sales weapon, 00:26 not something that's just. 00:32

At the top of the funnel so on the CEO of PR hacker to understand a little bit about me. 00:32 You kind of have to go back to this book that is me on the cover I wrote that. 00:39 Right when I left college I wrote a book called how to go to college almost for free. 00:45 I'm sorry. 00:49 I appear on the cover. 00:49 I hope that doesn't turn anyone from actually. 00:50 Reading the book. 00:52 And the whole idea was, 00:52 I self publish this book. 00:55 No one knew about it and how can we create? 00:57

Viral triggers viral actions to get this book to spread so we started creating different Holidays on the calendar and we started creating. 01:00 Different reasons for people have a sense of urgency to learn about the book. 01:08 We started I started going on TV shows and radio shows and got on CNN and Fox News and. 01:12 Oprah and Good Morning America and so we sold 2.5 million copies of the book worldwide and that was the first indication for me. 01:17

That things like earned media could actually have a direct relation to sales right, 01:24 I would go on CNN. 01:29 And I would sell 80,000 books 24 hours later. 01:30 I was like OK. 01:33 This is good? 01:33 How can we do that? 01:35 And as I had more B2B business is how can we adapt to the beta B model? 01:36 And then the second thing was that I ended up becoming the pitching trainer for startup Chile. 01:40 Ambit razor hand if you've heard of Startup Chile. 01:46

There are few people here and then OK, 01:49 so he's in the back OK good and people there in the back and. 01:52 Startup Chile is one of the only incubators in the world. 01:56 They give you money for your startup a place to work, 01:58

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