As remembering is living, I decided to update this content for you!
If we had a challenge back then, which was to help entrepreneurs take their first steps, Blue World City currently help B2B managers to modernize and adapt their business processes to the best of their abilities.
As Capital Smart City we already have more than 500 customers that we are adapting their business processes in this moment that we are going through.
I believe that even though crises are difficult times for all companies, we will all come out stronger after all this is over.
The first step is not to struggle with reality and, by accepting it as it is, taking the steps that will really bring us back on track and the result.
Before explaining how we do it here, I want to tell you a little bit of my story. I know that remembering our history provides strength in the most difficult times.
Listening to a sage
Anyone who knows me knows how much I admire Steve Jobs’ work. Some of your quotes are the most motivating I know.
One that always made me think a lot is this:
“When I was 17 years old, I read a quote that said: ‘Live each day of your life as if it were your last, one day you will definitely be right.’ That impressed me and since then I have looked in the mirror every morning and asked myself, ‘If today was my last day of life, would I like to do what I have to do?’ Whenever the answer is ‘no’ for many days in a row, I know I need to change something.”
I always wanted to be an entrepreneur and, despite a lot of admiration for figures like Zuckerberg, Elon Musk and Jobs himself, who started very early and learned a lot along the way, I always believed that I needed to be empowered to go on this journey.
So, I started early with some personal projects, but the biggest desire was to learn and create something cool, not necessarily to explode like Facebook or Apple.
I really did what I liked.
It worked out?
In my opinion, yes. At each moment a different learning experience.
My first project opened my eyes to problems between partners and choosing the right timing, we ended up not even launching the product we designed, but learning strengthened the team for a second attempt.
We went even further this time. We worked on a vehicle automation project, which integrated the car’s electronics to your smartphone.
An accelerator here in Belo Horizonte selected us and, again, we continue to evolve.
It was from there that I met Gustavo Caetano, who became a reference for me, during a roundtable with other entrepreneurs and managers.
He stood out throughout the chat and, after the event, I was able to talk to him for a long time, clearing up some of the doubts I had.
Six months later, I met him again in São Paulo, during Start, a training program aimed at technology-based startups.
With the approval of Guillermo Junqueira, who accompanied and monitored me throughout the program, Gustavo invited me to work at Samba Tech and I accepted.
So, I was able to put into practice much of the knowledge I had been acquiring about managing a business, mainly in the areas of Marketing, Sales and Product, which I spent more than 20 months with at Samba.
It was during this time that I also started a new project, TAO Learning, an adaptive teaching platform for the sales area, where I worked with two very good partners: Guilherme Lima and Bruno Farias.
We were selected for SEED-MG, one of the most successful programs to promote entrepreneurship in Brazil and, once again, there were opportunities to learn a lot.
It’s amazing to remember this story from that moment on.
At the end of that time, I already had a good experience in Marketing and Sales, with a lot of practice in processes that are not widespread in Brazil.
After all, if we stop to think, a lot is said and written in Inbound, but it’s only been a year now that I’ve been able to relate great national references focused on the process.
Until then, companies like Resultados Digitais, Rock Content and a few agencies, such as Ingage Digital, had shown consistent results and shared best practices with the rest of the market.
Seeing this trajectory, I thought a lot about Outbound Marketing and Sales.
We had real experience, with impressive results, and we were already talking to many high-level professionals who were interested in the subject.
Why not expand this experience sharing to the entire market?
Our idea was to use the blog to motivate us to continue studying the process, as it was a way to create a community around B2B sales in the Brazilian market.
It ended up surprising us, and I guarantee you: the surprise was really great.
Our MVP for blog traction was a simple landing page, made in a free online tool, which featured a consulting service in the area.
Our analysis was the potential demand and based on the following reasoning:
“During the crisis, there are three types of companies: 1. those that focus on reducing costs; 2. those concerned with increasing sales and; 3. those that meet points 1 and 2.”
For the benchmarking we have in Inbound, without financial investment and with a lot of will, we expected to get a good positioning in SEO in just 3-4 months, but through dissemination in our networks, we were able to close with the first client in less than 30 days.
In 60, we had already closed with three clients. ????
Traction is a word used a lot among startups and means that your product has found a real demand in the market.
Sean Ellis, the same guy who coined the term Growth Hacking (to define how he led two companies where he was the VP of Marketing to the dream IPO), came up with a simple way to drive the demand pre-analysis of his product.
He says we can categorize any product into one of the following three categories:
- Useless: those that have no real utility, as they do not deliver significant value to the consumer;
- Nice-to-have: the product that adds real value, but is not necessary for the consumer to perform a key business task;
- Must-have: one that everyone looks for, as it becomes an essential part of the buyer’s deliveries, without which he would have difficulties or would be unable to carry out the activities he/she would like/need.
For Sean Ellis, all you have to do is ask your personas how disappointed they would be if they couldn’t use your product.
The answer is multiple choice, with three choices: indifferent, disappointed and very disappointed.
The question here is: during the boom, times when all companies manage to grow and sell more and more, it becomes easier to convince someone to add value, that is, to sell a nice to have.
As the money ends up “left over”, many companies are willing to invest to differentiate themselves.
During a crisis, the cut goes to the flesh and traction validation becomes traumatic. For us, the feedback has been extremely positive.
We are working in a turbulent market, with many sectors in difficulty, but delivering real results increases the demand for our service. ????
The Reev: Sales Engagement Platform
We were able to visualize the need for a tool that could bring to Brazil a new concept in the Sales Engagement scenario, which in the US has been developing for some time.
So Reev was born, a Sales Engagement platform, which helps companies in the sales transformation process, improving the team’s capacity, increasing productivity, and giving the necessary visibility to the manager/leader.
Sales engagement is the methodology capable of aligning the manager, seller/SDR and the buyer, within the same vision, which is to be successful with the sale, guaranteeing the buyer a memorable experience.
Outbound Marketing consultancy focuses on modern Marketing and Sales processes.
With the main objective of empowering entrepreneurs and marketing and sales professionals, carrying out the training of its customers’ team and its purpose, since its inception, is to adapt the methodology for implementing and managing commercial processes.
How to adapt during the crisis?
When it comes to a moment of crisis, it is important that adjustments are made to avoid a drop in productivity and results.
The main change to be made immediately is adapting to different channels which can help reduce friction in the connection and make the contact with the customer more effective even in a complicated situation.
Channel variation has proven to be much more effective when compared to automated email. In addition, if the use of more than one is effective, it requires more and more from the seller the personalization of messages, which is necessary to convert more leads.
Contacts on different channels
The 2020 Crack the Sales report, based on 10.5 million interactions, shows that the two touchpoints that convert the most, after calls, are LinkedIn and WhatsApp.
This graph presented in our report shows exactly the efficiency of touchpoints and that the more efficient each one is, it will require more customization to optimize the sales process.
Especially in times of crisis, communication channels need to be those that are closest to the lead, that can deliver easily, quickly and are simple to develop.
LinkedIn is the number 1 social network for B2B lead generation, it is a corporate network that has a high rate of engagement in posts.
Keeping LinkedIn up and running during a crisis is essential if you want to continue to maintain a good sales flow.
WhatsApp can be a great ally in this process as it is a network where practically everyone has access, sending and receiving instant messages, where contact with the lead is much more intimate, which can improve the connection.
What also demands customization of messages precisely because it is a social network closer to the lead, as it is a space for faster and shorter messages.
Example of a customized message on WhatsApp, through Reev, which is conveniently sent and gets faster responses.
Use little-explored methodologies
In today’s market, a competitive differential is needed to be able to reach more leads, and achieve even greater goals.
Try to use methodologies that are being little explored, try to use Sales Engagement more and more.
As a methodology, Reev reduces lead waste by offering a shopping experience contextualized to the buyer’s moment.
With more flows and automation of operational tasks, the solution reduces operational work by allowing the salesperson to produce more key actions: such as customizing messages, selling and handling objections.
The use of triggers allows for greater speed in changing flows, preventing the buyer from falling into limbo and not receiving any type of contact.
On the other hand, it doesn’t consume the salesperson’s time that was dedicated to staying organized.
A good tool will help you in this process and make you able to keep the lead in a very good way within your sales funnel.
The seller needs productivity and the buyer needs to receive the best shopping experience
Engaging a seller is essential when you want to have the best results for both the seller and the buyer.
He needs to increase productivity, he needs to improve his sales techniques every day and optimize his processes. For this you also need a manager with visibility who can empower your sales team.
The buyer wants to have a memorable shopping experience, and wants it to happen in the best way possible.
For this, the salesperson needs to carry out the entire process in a way that can deliver the experience and reach their goal.
One of the paths to this result is message customization. Conversion rates are much higher when more customization of messages occurs.
Is that you? Are you willing to risk it now?
Did you like the content? Want to know more about Reev?
Talk to our team to understand how we can help you!!
To the next!!