YOUR

CUSTOMERSARE SELLING FOR YOU

#FlipMyFunnel

You’re

already

naked.

#FlipMyFunnel

ENGAGINGWITH PROSPECTS

#FlipMyFunnel

HOW WEFLIP OUR FUNNEL

#FlipMyFunnel

PROSPECTSARE LISTENING

When considering a large business-to-business purchase, how valuable do you find the following sources

of information in determining which vendors you will include in a request for proposal (RFP) or product

pitch?*

Percent reporting the source is valuable:

Word of mouth from peers

Industry analyst reports

Private consultation with

analyst

Live events and conferences

86%

84%

83%

82%

*Blanc & Otus Survey from March 2015 #FlipMyFunnel

PROSPECTSARE SEARCHING

#FlipMyFunnel

#FlipMyFunnel

PROSPECTSARE FINDING

#FlipMyFunnel

BUILD TRUSTWITH REAL USER

REVIEWS

BUILD TRUSTWITH REAL USER

REVIEWS

User-generated content builds trust

Negative reviews are most viewed

Reviews drive customer interaction

#FlipMyFunnel

#FlipMyFunnel

The Selfie

Stick

#FlipMyFunnel

THE STIGMAOF NEGATIVE REVIEWS

#FlipMyFunnel

ADDRESSCUSTOMER CONCERNS

TAKE THE NAKED

PLEDGE

#FlipMyFunnel

DEVELOPA REVIEW STRATEGY

Build Trust With

User Reviews

Implement

Advocate Programs

#FlipMyFunnel

Brad RosenDirector of Sales at G2 Crowd

e: brosen@g2crowd.com