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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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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

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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Like PR earned media. Like, you know, General marketing awareness, like branding actually can solve each of your most pressing sales problems. Especially for the B2B companies. Also b2c companies and how you can use that to drive actual action. Drive r, a y and for instant something use something like PR or content Marketing in ways that is like a real sales weapon. Not something that just at the top of the final. So I'm a little bit about me. I'm trying to have to go back to this book. That is

me on the cover, I wrote that right, when I left College, wrote a book called How to go to college almost for free. I'm sorry, I appear on the cover. I hope it doesn't deter anyone from actually reading the book and the whole idea was a self-published book. No one knew about it, and how can we create viral triggers viral actions to get this Book to spread the, we started creating different holidays on the calendar and we started creating different reasons. For people have a sense of urgency to take to learn about the book. We started on TV show shows, and got on CNN, and Fox News than

Oprah and Good Morning America until we sold 2.5 million copies of the book worldwide. And that was the first indication for me that things like earned media could actually have a direct relation to sales, right? I would go on CNN and I would sell eighty thousand books, 24 hours later, I was like okay this is good. How can we do that and as I had more B2B businesses, how can we adopt out to the me to be model? Second thing was that I ended up becoming the pitch trainer for start-up Chile going to be produced art of killing their people to a few people here in the back. Okay, good. And

they're on the back and start-up Chile is one of the only incubators in the world to give you money for your startup, a place to work a place to live

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