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How to create a successful onboarding process
Why onboarding is crucial for customer retention
How to measure the success of onboarding
Customer lifecycle funnel
There are six stages:
- Visitor. This includes everyone who lands on your website.
- Prospect. When a visitor signs up for a free trial or downloads something, they become a prospect.
- Activated user. This stage is activated by delivering the core value unit for the first time.
- Customer. A prospect/user becomes a customer when they pay.
- Active customer. An active customer regularly uses your product and receives value and installs habits of using your solution.
- Loyal customer. When a customer renews or signs up for additional features.
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The customer acquisition process
- The main goal is to design, analyze, and optimize your customer acquisition process.
- The secondary goal is to present different perspectives on moving customers through the lifecycle stages and to show how marketing, sales, and customer success teams should collaborate and wher...
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Common leakages in customer acquisition funnel
Marketing-to-Sales Handoff.
Marketing created tons of leads but sales complains about the quality.
- Prioritize leads via lead scoring
- Ensure feedback loop between marketing and sales teams
- Experiment with SDRs reporting to the VP of Mar...
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Sales funnel
Questions for your sales funnel:
- How does your team prioritize leads?
- How does your team nurture prospects?
- What prospect actions correlate higher with closed deals?
- How long does it take for your SDR team to reach out to leads that reach...
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How to improve the customer handoff from one team to the other
- Agree on definitions. Your customer acquisition playbook should highlight the definitions and terms.
- Agree on the process/workflows. For example, a prospect that hits a qualifying leads score should be contacted by SDR in 48 hours.
- Tr...
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The biggest content marketing strategy mistakes
- Content strategy is only for the marketing team. Involve the whole company, especially sales and customer success.
- Not creating a clear positioning and story.
- Starting with content before creating target customer profiles. Un...
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Leads entering the sales funnel
- Outbound leads are carefully targeted accounts that may have never heard about the company. Cold calls, direct mail, sending messages on social media are all part of the outbound channel.
- Inbound leads are created when prospects submit information in...
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The difference between a customer lifecycle and a sales funnel
- Customer Lifecycle helps companies understand how customers are experiencing your product and what actions they are taking. The customer lifecycle framework puts the customer at the centre of the process and examines how they move along the buying process
- Sal...
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How content strategy drives customer acquisitions
Content strategy is vital for the customer acquisition process. The more you educate prospects about their pains, possible solutions, and how your product solves their problems, the more likely you'll close the deal.
- A common mistake is creating too much awareness cont...
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Related collections
Other curated ideas on this topic:
Customer Lifecycle Funnel
There are six stages the customer has to go through: Visitor->Prospect->Activated User->Customer->Active Customer->Loyal Customer.
- Each stage that a customer goes through is preceded by a specific action.
- The effectiveness of each stage needs to be tracked and ...
Land and Expand
In sales, “Land and Expand” is a strategy to land a customer with a small deal, and then sell into the organization to expand your footprint to more seats, additional departments or more products and services.
Land and expand plays out like this in a SaaS:
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