1781 How to Double Your Leads in 90 Days with Mark Osborne
In this episode of the Thoughtful Entrepreneur, your host Josh Elledge speaks with the Author and Marketing Technology Trailblazer of Modern Revenue Strategies, Mark Osborne.\n\n\n\nMark Osborne is a seasoned expert who has worked with CEOs, founders, and sales leaders in early-stage B2B firms. His focus is on helping these companies build systems for generating revenue.\n\nThis includes attracting the right prospects, accelerating deals through the sales pipeline, and activating existing clients for renewals, upsells, referrals, and testimonials.\n\nOne of the key points Mark emphasized during our conversation was the importance of understanding the ideal customer and their buying journey.\n\nMark believes many companies must take the time to truly understand their customers and context, leading to ineffective marketing strategies and wasted ad spending.\n\nMark suggests a differentiated positioning strategy is crucial for creating awareness and generating demand at the top of the funnel. He advises relying on advertising or content with a clear differentiation from competitors.\n\nMark's approach to working with clients starts with a diagnostic to identify strengths and weaknesses in their revenue systems. He can create a 90-day plan to accelerate growth by diagnosing the areas of opportunity.\n\nMark highlighted that his clients often experience a doubling of leads within the first 90 days and offer a 10x ROI guarantee within six months.\n\nMark emphasized the need to focus on the ideal customer profile and craft messaging that resonates with them rather than trying to be a perfect fit for everyone.\n\nBy attracting the right prospects, businesses can move faster through the sales pipeline and achieve more renewals, upsells, and referrals, ultimately dominating the marketplace.\nKey Points from the Episode:\n
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- Importance of understanding the ideal customer and their buying journey \n \t
- Creating a differentiated positioning strategy \n \t
- Challenges of lead generation \n \t
- Need for a holistic view of the customer journey \n \t
- The changing landscape of B2B marketing accelerated by the pandemic \n \t
- Importance of patience and empathy in understanding the customer's experience \n \t
- The trend of buyers wanting to distance themselves from vendors \n \t
- The importance of focusing on the ideal customer profile and crafting resonating messaging \n \t
- Mark's approach to working with clients, including a diagnostic and 90-day plan \n
\nAbout Mark Osborne:\nMark Osborne, recognized as a "Marketing Technology Trailblazer" by AdAge Magazine in 2017, boasts extensive experience crafting Revenue Systems for SaaS, Technology, and B2B Services firms.\n\nMark's expertise lies in integrating Sales, Marketing, and Customer Success strategies, particularly for organizations navigating complex sales cycles and intricate buying committees to secure substantial contracts.\n\nA seasoned communicator and team leader, Mark excels in researching markets, competitive positioning, and executing creative Go-To-Market strategies. His proficiency extends to Demand Generation, Lead Generation, and Revenue Growth through Account-Based Marketing, Sales, and Customer Advocacy programs.\n\nMark's accessible insights cater to C-Suite, Marketing, and Sales Leaders adapting to the evolving B2B landscape. Beyond his professional pursuits, he enjoys sport fishing, indulging in Tiki drinks, and catching the latest movies with his wife.\nAbout Modern Revenue Strategies:\nModern Revenue Strategies offers CEOs and Sales Leaders of early-stage SaaS, Tech, and B2B Services firms a sanity-saving approach to business growth. Unlike