Jake Bernstein

🚀 Co-Op Advertising in Franchise Brands: Why It's Time for a Fix Co-op advertising has been a staple in franchise marketing, helping franchisees pool resources for some great campaigns. But let’s face it—the traditional "DMA" (Designated Market Area) models are showing their age. Here are a few things to consider: 🤷‍♂️ Flexibility Issues: The old co-op structures often use one-size-fits-all messaging, leaving franchisees with limited control over what actually works in their markets. 🔍 Lack of Transparency: Many franchisees struggle to see the ROI of their ad spend, which makes it tough to know if their efforts are paying off. 📈 Missed Digital Opportunities: With digital marketing on the rise, there’s a chance to get more targeted and localized with messaging. Unfortunately, many co-ops haven't adapted yet. The good news? We can modernize the approach! By leveraging digital tools, franchisees can choose custom messaging and track how their ads perform in real-time. This way, every dollar spent drives real results. Want to dive deeper into how we can shake things up? Check out the full article in the comments.

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Commissions Continued: What Amount Counts? When a deal closes, like a recent upsell for additional licenses, we’ve structured a process to pay commissions based on the annualized amount rather than the prorated portion. Here’s a quick breakdown: -> Opp ARR and Quote Amount = cost of additional licenses for a full year. -> Two Order records related to Quote: one for the prorated term, another for the full renewal term. Example: Adding 9 Licenses in September, Renewal is 1/1/2025. -> Prorated Amount (Term 1) = $2,000.00 -> Full Amount (Term 2) = $7,000.00 We will be paying our CSMs commission on the Full Amount (Term 2). I’d love to hear how other teams handle the above scenario. What’s working for you?

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Companies are missing out on engaging with 95% of website visitors! Yikes! As a CEO, this is a must have to better engage with prospects, especially going into the holiday shopping season. I get hundreds of emails and LinkedIn messages around lead generation, various marketing tools, etc. It's exhausting. But rarely, one comes along that I'm like, wait, what?? As a CEO or CMO, how are we allowing hundreds, thousands or even millions of website visitors to go unnoticed? That's changing. Be sure to check out Krateo.ai What you get in the first thee months: - Anonymous Visitor Identification - Intelligent Audience Segmentation - Behavior Analytics - AI Driven Insights https://lnkd.in/gMZTyUCt

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You aren’t selling against your competition. You aren’t marketing against your competition. B2B revenue teams are battling against the status quo. In tougher economic times, when layoff announcements are filling up the LI feed, buyers are significantly less likely to take risks, and new vendors (even with great value props) are risks. Finding the buyers want isn’t enough in 2024, winning the deal requires finding the quantifiable WHY! #b2bmarketing #GTM

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If 3 times is a charm than 4 times is a legend in the making!!! "Legends are made of the courage to dream and the grit to achieve" For the fourth year in a row, 6sense was named a Leader in the 2024 Gartner® Magic Quadrant™ for ABM Platform report! 6sense is positioned highest for Ability to Execute and furthest for Completeness of Vision in the Leaders Quadrant. We love to see it and believe that being named a Leader by Gartner validates the immense value 6sense delivers to our customers every day! Dig into the industry research and ABM trends in the full report (no form, of course!) https://okt.to/Ji0CsO

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"Knowing five simple things about your customers gives you an unfair advantage." Douglas Burdett gives you the Easy Button, building on Adele Revella's Buyer Persona research model. - Priority Initiatives: the most compelling reason(s) that buyers decide to invest (vs. sticking with the status quo) - Success Factors: the results that buyers expect - Perceived Barriers: the things that prevent buyers from considering your solution on their short list - Decision Criteria: the specific questions buyers ask as they figure out which solution to buy - Buyer’s Journey: the purchase steps, information resources, and people involved in the decision process Wouldn't you like an unfair advantage over your competitors? Learn more about this and many other insights that Douglas has from years of interviewing hundreds of marketing and sales book authors for his popular podcast. Watch the full episode here - https://lnkd.in/enX5Q9Er

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When you’re the CMO of 5 different companies you leverage voice enabled conversational AI to deliver high quality leads to your various sales teams. Of course when one of those companies is a conversational AI company you get to write the scripts and prompts at 3:30am! Revmo AI Providertech

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Sales processes are either really solid, just about there, or it’s completely terrible. Regardless of which stage you’re at, an actual make or break is the discovery call. This call isn’t just about understanding the needs of the prospect, but it’s also about getting to the emotional side of their pain points. The discovery call is where the magic happens, but why? Read More: https://lnkd.in/egcw-mim #marketing #digitalmarketing #seo #google #ppc #cro #beuniic #beuniicagency #startups #marketingtips #socialmediamarketing #venturebacked #advertising #copywriting

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This report underscores why getting in front of B2B buyers early in the sales cycle is so important. Buyers are researching vendors BEFORE you've ever reached out to them, so your brand must regularly put out quality content. The average B2B buying cycle is 11+ months and involves 11 people in the buying group! #DemandGen, #B2BMarketing, #B2BSales

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Loyalty programs are not just an optional bonus anymore, they’re the lifeline that keeps customers coming back. A recent find indicates that 79% of consumers say loyalty programs influence their choice of retailer. If you’re playing it safe and not leveraging this power, what’s your plan? Sticking with conventional marketing strategies is no longer enough. Want to step up your game in the business world? Check out the insights from 5 Minute Founders; it’s basically the cliff notes of business books delivered to your inbox. With your time being precious, you can absorb vital knowledge in five minutes or less. Also, if you’re managing social media, you can find great content to share with Quuu.co, or amplify your reach through QuuuPromote.co. These strategies could be the difference-maker you didn’t know you needed. https://lnkd.in/edEh4ksR Zinrelo

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"Your ops team is either your superpower or your Achilles heel." - Latané Conant (she/her) @ the Pavilion CMO summit last week. If you're half-assing your RevOps investment, you're going to pay for it eventually. And the price is going up. What an Achilles heel in ops might look like: - A VP of Sales that spends 2 full days before a board meeting "cleaning up the data" - A HubSpot partner that only executes on exactly what you ask them to do and never provides feedback on best practices - An AE that spends 5 hours per week as your Salesforce administrator (in addition to the other 8 admins) because they've been a user for 5 years - A Director of Demand Gen that knows "enough to be dangerous" in Marketo - A CFO that builds a top-down forecast and sets quotas, but has never had a single conversation with a sales rep What other signs of half-assing RevOps did I miss?

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Great article by Jon Miller on the importance to resist short-term activity instead of long-term effectiveness. This quote below is great. "When we bombard buyers with unwanted emails, gate content that should be freely available, and sic SDRs on anyone who dares to download an eBook, we're not building relationships — we're burning them. It's not the gating itself that's the problem, it's the terrible experience buyers have after they fill out that form. Think about it: how eager are you to buy from a company that's been calling and emailing you repeatedly just because you registered for a webinar? How likely are you to continue engaging with their content or recommending them to your peers? Short-term, these tactics might boost meetings, but long-term, they erode trust, damage our reputations, and make it harder to engage buyers in meaningful ways." https://lnkd.in/g7dDUQCY

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A hill I'm willing to die on: Let your closers, focus on closing. Asking your sales reps to simultaneously hunt for new opportunities and close deals can lead to inefficiencies and suboptimal outcomes for your bottom line. While on the surface, these roles may seem similar, but they actually require distinct skill sets that can clash, leading to decreased efficiency due to constant context switching. To streamline your sales process, you need a robust, scalable, quantifiable, and automated system at the top of your funnel that consistently delivers multiple pre-educated, pre-qualified, and pre-nurtured opportunities to your account executives each day on a golden platter.

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Attended the talk "One-Time Shoppers Are Killing Your Business: Retention Secrets from Revolution Beauty and Ooni." Key Tech Takeaways: - From Angie Pilkington "One-time shoppers are killing your business, but it’s not their fault. It’s up to the brand to engage customers through retention strategies." - From Ash Madhav "When you think of your marketing budget, you have to focus on both acquisition and retention because both are important." - Building communities around your brand is essential through loyalty programs - Understand your audience by asking the right questions. - The simplest thing you can do for retention is to segment and personalise - Paid social is key to customer acquisition but can also be used to retarget engaged customers for retention strategies. - Automate journeys as much as possible through AI for scalable retention strategies Thanks for the insights from REVOLUTION BEAUTY Ooni and Yotpo #CustomerRetention #Ecommerce #TechInsights #LoyaltyPrograms #MarketingStrategies

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In an ABM Done Right Podcast, Mark Stouse, CEO of ProofAnalytics.ai mentioned that the analytics show that #ABM has a greater impact at the middle and bottom of the funnel than at the top. Yet most organizations do not think about how they will strategically accelerate accounts toward revenue. They do not think about how they can use ABM to drive a buying consensus across the organization. In fact, Mark Stouse said that most ABM content and campaigns work against the objective of ABM as it promotes “self-interests” vs. “team interests”. In the Personal ABM: An Account-Based GTM Firm case study below, you'll read how CNBS Software (an eCommerce platform) went beyond pipeline with ABM to drive a consensus and wins with B2B manufacturers. https://lnkd.in/gsGdRR22 You can see more ABM case studies at: https://lnkd.in/emPcUrZr

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Who's ready for FAQ Friday? This week, we're getting personal! I'm addressing a common question I hear: "Why did I even start The ISV Society?" For years, I've been grinding in the ISV trenches, shoulder-deep in the daily hustle of building and scaling channels. It's been a rewarding path and I’ve learned a lot along the way. The lightbulb moment: I realized there's a wealth of untapped potential in collaboration. ISVs, despite competing in some areas, all share a core objective: reaching more partners and customers. We face similar challenges, celebrate similar wins, and could all benefit from sharing knowledge and experiences. That's the genesis of The ISV Society. We're building a community where ISVs can connect, learn from each other, and ultimately, achieve greater success doing joint marketing initiatives. Join the conversation this FAQ Friday! Why do you like collaborating with others? #FAQFriday #ISV #CommunityBuilding #Collaboration

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If you want to drive impact and influence with your buyers, you want to surround them with the voices they already trust. That’s the simple explanation for the power of nearbound marketing. Including your partners in your GTM motion is a huge unlock for all parties involved. The power of ecosystem at work. At Vena Solutions, we’re focused on growth through this model and the future is bright. Orchestration for greater impact and scale through a combination of partner specialization and account based engagement, will leave you better prepared to withstand whatever comes in the future. Companies and GTM leaders leveraging these ecosystems at scale are driving: 1️⃣ More revenue 2️⃣ More customer delight 3️⃣ Happier sellers 4️⃣ More productive partners 5️⃣ Stronger bonds, both internally and in the market If it sounds too good to be true, that’s because it basically is 😉 If you’re interested in getting into the details, the team at Reveal just released an awesome resource. It’s a blueprint that can help you overlay your account-based segmentation and partner marketing strategy across all GTM teams AND the entire customer journey. Talk about a game changer… You can get a copy (for free!) at the link in the comments. #Nearbound #NearboundMarketing #Partnerships Isaac Morehouse Jessica Fewless Shawnie Hamer

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