Untapped Marketing: Recent Episodes
Daniel Murray
Listen Now for Free Marketing Consultancy & much more.
Untapped Marketing brings you a fresh view on the latest trends in marketing, business and SaaS.
Making Marketing Accessible for everyone.
The Return of Live Events: Planning For Success | Episode 27
Face-to-face events can be a great way to generate new meetings and network with potential new clients. However, events are not a golden ticket and simply 'showing up' will not guarantee success.
Planning is crucial and in order to make the most of an event, companies need to do their homework long before the event commences. This episode gives a framework you can use to plan for live event success.
Get In Touch: www.danielmurraymarketing.com
What To Do When Your Leads Aren't Converting | Episode 26Lots of leads coming in but no closed deals? This episode will get you back on track.
Get In Touch: www.danielmurraymarketing.com
Omnichannel Marketing: What To Consider | Episode 25
Omnichannel marketing is all about making sure a customer's interaction with a brand is consistent and seamless. There are things to consider before adding spend and resources to an omnichannel strategy.
Get in touch: www.danielmurraymarketing.com
Cold Emails That Work | Episode 24
Cold outreach is hard. Lead generation is hard. Demand generation is hard. Here are some secrets I've learned from sending ten years of trying to get prospects to engage with cold marketing emails.
Get in touch: https://www.danielmurraymarketing.com/
Summary
Bounce Rate Versus Exit Rate & How To Calculate Both | Episode 23
Get in Touch at www.danielmurraymarketing.com
Useful Resources
ttps://www.optimizely.com/optimization-glossary/bounce-rate/
https://www.wordstream.com/blog/ws/2016/04/07/reduce-bounce-rate
Summary
Your leads-to-close ratio represents the number of sales you made compared to the number of leads you began with. To calculate this listen to this short podcast. (Calculation explainer starts at approx 43 seconds in).
Thanks to a UK Start-Up Listener for the inspiration for this explainer episode.
Get In Touch: www.danielmurraymarketing.com
Summary
Mentoring can transform how business leaders achieve their goals. However, mentees often struggle to get the most value from their hired consultant. This episode gives real advice on how to maximize the relationship between mentor and mentee.
Get in Touch at www.danielmurraymarketing.com
Thanks for listening.
Episode 20
Lead generation and demand generation may sound the same, but these two strategies can help your business in different ways. Listen to unpack exactly how.
Get in touch: www.danielmurraymarketing.com
Outsourcing Digital Marketing : Should You Do It?
Are you on the fence about outsourcing some or all of your marketing function? This podcast will clear things up for you.
Get In Touch: www.danielmurraymarketing.com
Pricing is one of the most important growth levers in your business. In this podcast I'll look at how to use pricing structuring to plan B2B SaaS pricing strategy to fit your market.
Get In Touch: danielmurraymarketing.com
Webinars can be a huge source of leads for the business pipeline.
But..... before you spend your cash or time on your next webinar live, listen to some important thoughts on how to set it up for success.
Get In Touch: www.danielmurraymarketing.com
When it comes to content marketing, a hot topic of debate is the value of gating content. In this episode, I'll be giving my view on the subject.
Contact: www.danielmurraymarketing.com
Ideal Customer Profile: 5 Mistakes to Avoid | Episode 15
ICP (ideal customer profile) is about understanding who your audience is and how to speak to them.
However, it's easier than you think to make these costly mistakes.
Contact: www.danielmurraymarketing.com
Chapters:
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Buyers or Users?
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Share the personas.
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Too many.
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Negative Personas
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Making things up.
Show notes and resources:
www.leadfeeder.com/blog/saas-lead-generation-create-ideal-customer-profile/#gref
https://blog.hubspot.com/customers/ideal-customer-profiles-and-buyer-personas-are-they-different
The Freemium Business Model: An Introduction | Episode 14
Many companies use freemium models, including Spotify, Dropbox, Hinge, Slack, Asana, use the freemium model to capture users and convert them into paying customers by giving away their products for free. This episode takes a look at freemium and unpacks why so many companies are using it as a successful business model.
Chapters:
- Introduction to the freemium model
- Why SaaS companies and SMEs love Freemium
- Converting free to premium (paying) customers
- Spotify: A freemium example
- Free trial v Freemium
- How to Optimize Your Freemium Conversion Rate
- Freemium in a nutshell.
Get In Touch: danielmurraymarketing.com
Resources:
https://blog.hubspot.com/service/freemium
https://www.appcues.com/blog/best-freemium-upgrade-prompts
Harvardbusinessreview.org
Account-Based Marketing or ABM is one of the most impactful marketing strategies marketers can leverageto convert high-value accounts into paying clients. This episode unpacks why you should be thinking about an account-based route to market to acquire that next big enterprise customer.
Chapters
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What is ABM?
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How is it different from traditional marketing?
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The 3 AMB routes
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The steps to implement a converting ABM strategy
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Wrap up and final thoughts.
Get In Touch
www.danielmurraymarketing.com/
The 90 Second SaaS Marketing Consultancy Series #3 | UnTapped Ep 12
In this episode, I address a famous Email Marketing 'Rule' and explain why it's a little bit crazy.
There are a lot of 'must know rules' out there but knowing this before you start your next email campaign can help you improve the effectiveness of your emails. Always check the data before committing time and resources to a marketing campaign.
Do you know anyone who swears by this 'famous rule'? If so make sure to share episode this with them.
- Daniel
Get In Touch
www.danielmurraymarketing.com
Do you know exactly how many leads marketing needs to send sales to grow your business?
Too many companies get bogged down with an overload of poor sales leads. Sales will always push marketing to “get more leads” and marketing will always push sales to “close the leads it sends over”.
This podcast will help you:
- Find out your growth numbers.
- Calculate the number of leads you need to grow.
- Calculate the sales conversion rate.
- Grow as a team
- Use data to frame your strategy and communicate openly about your goals.
Contact:
https://www.danielmurraymarketing.com/
Must-Know SaaS Metrics | CAC and CLV | Episode 10
In a marketing landscape where performance and productivity are everything. There are two key metrics that can help determine the health of a SaaS subscription business:
- Customer Acquisition Cost (CAC)
- Customer Lifetime Value (CLV)
I’ll episode I’ll explore how you can use both to better understand performance at a business level.
Got Questions?
Then get in touch over at www.danielmurraymarketing.com
Chapters.
- Why you need metrics in your commercial plan
- Breaking down those metrics
- Customer Acquisition Cost (CAC)
- How to calculate CAC
- Customer Lifetime Value (CLV)
- Calculating CLTV
- 3:1 Rule of Thumb
- Key Takeaway
References and Resources
https://www.xandermarketing.com/saas-marketing/
https://www.chargebee.com/blog/saas-metric-customer-life-time-cltv/
https://neilpatel.com/blog/customer-acquisition-cost/
https://www.youtube.com/watch?v=orzsmq2_oXU
https://www.saastock.com/wp-content/uploads/2020/02/SaaS-Marketing-eBook.pdf
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Growth Success Story: Tinder | Episode 9
How Tinder sparked record-breaking growth with referral marketing and subtlety embraced an early product-led growth method to spike customer usage rates.
Chapters
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Background
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The Online Dating Market
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Referrals, Early in the marketing journey
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Positioning and Customer Psychology
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Turning Addition Into Adoption
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Continuous Growth
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Monetisation
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Pandemic Growth
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Recap and Conclusion
Get in Touch: www.danielmurraymarketing.com
Full Article: https://www.danielmurraymarketing.com/free-marketing-resources/growth-marketing-tinder
References and Resources
https://www.referralcandy.com/blog/tinder-marketing-strategy/
https://digital.hbs.edu/platform-digit/submission/tinder-growing-the-critical-mass/
https://benchhacks.com/growthstudies/tinder-growth-hacks.htm
https://growthhackers.com/growth-studies/what-ignited-tinders-explosive-growth
https://en.wikipedia.org/wiki/Tinder_(app)
https://parantap.com/tinders-first-year-growth-strategy
http://www.businessinsider.com/jmp-securities-analyst-note-on-tinder-2015-4?r=UK&IR=T
https://techcrunch.com/2015/09/09/tinders-super-like-says-more-than-a-simple-right-swipe/
http://www.businessinsider.com/tinders-alternatives-dating-apps-hookup-2016-11
The 90 Second SaaS Marketing Consultancy Series #2 (extended version)
Free SaaS Marketing Consultancy| in less than 90 seconds
#2 This episode looks at the key types of leads in SaaS and how to define them.
Introduction
So, I’m cheating on this 90-second series episode but it’s for good reason by adding a little bit of extra time to set this episode up. I want to share with you a snippet of context from my own experience in learning the language of SaaS.
Question?
How can you speak to customers and generate leads without out speaking the SaaS language?
This 90-second episode explains through some key definitions you’ll encounter in SaaS and what they mean.
Chapters.
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Introduction and background to some SaaS challenges
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Marketing Qualified Lead (MQL)
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Sales Qualified Lead (SQL)
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Product Qualified Lead (PQL)
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Service Qualified Lead
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Summary
Get in Touch: www.danielmurraymarketing.com
Show Notes and Resources:
https://blog.incisive-edge.com/blog/saas-lead-generation-beginners-guide
https://blog.hubspot.com/service/saas-metrics
Episode 7 of UnTapped Marketing introduces the 90 Second SaaS Marketing Consultancy Series.
Context
Once a month I'll be bringing you a bite sized consultancy series offering easily digestible SaaS Marketing Tips in less than 90 seconds
The series is simple and straightforward. I hope these tips give you some food for thought if you’re in the SaaS Startup space or even if you just like to keep up to date with the latest industry trends.
Title: The 90 Second SaaS Marketing Consultancy Series #1 | 6 SaaS Marketing Tips in 90 seconds
Often, finding a new a way of thinking about the obvious can give the all important 1% change that can spike the next growth phase for a Startup, SME, or even a large enterprise organisation looking for some fresh energy on SaaS strategy.
Chapters
1. Your product doesn’t sell itself
2. Create your ideal customer profile for B2B SaaS leads
3. Growth Hacking Works for SaaS Companies
4. Comfort zone.
5. Measuring success
6. SaaS in a nutshell
Resources
Here's a link to the accompanying article & show resources over on
www.danielmurraymarketing.com/free-marketing-resources/saas-tips
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Marketing for SME’s is certainly not without its challenges. Issues like limited resource, time restraints, budget & lack of structure can often mean that marketing gets drafted to the ‘to do’ list.
In 2021 more and more business will look to take marketing from the shelf & roll out a robust strategy. In this podcast I give you 6 easy to use tips to kick start your market efforts today.
Chapters
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Connecting with social media advertising
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Email: are you have standing out?
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Branding: Your SME’s secret weapon to success
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Tune up for website for free
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Leveraging your Smart Phone to market your SME
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Embracing the Bots - easy live chat tools for your site.
You can get in touch on danielmurray1001@gmail.com or on my website at www.danielmurraymarketing.com
Please hit the follow button or share the link with your colleagues. Best wishes, Daniel
Show Notes & Resources:
23 of the Best Website Homepage Design Examples
Marketing tips you can use today by Daniel Murray
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10 Growth Hacks guaranteed to get your business more leads | Episode 5
Introduction
SaaS lead generation is not always successful immediately. However, instead of pausing all activity, there are a number of tactics or ‘growth hacks’ you can add to your marketing playbook to support your strategy while you give it time to build traction.
In this episode, I’ve collected a stellar pack of SaaS marketing tactics to spike lead generation in your business to change the energy in your marketing and commercial teams.
Chapters.
- Extract more value out of existing content.
- Change up your landing page layout
- Hack SaaS review sites to expand your reach
- Use shorter opt-in forms.
- Give an incentive for referrals.
- Pop-ups
- Get to where your customers are and provide as much value as you can.
- Extract your competitor’s Twitter Friends
- Offer Discounts to Beta Testers.
- Start Guest Posting
You can get in touch on danielmurray1001@gmail.com or on my website at https://www.danielmurraymarketing.com/
If you feel this article was of benefit to you, please hit the follow button or share the link with your colleagues. Best wishes, Daniel
Show Notes & Resources:
https://www.cobloom.com/blog/ways-to-generate-more-saas-leads
https://neilpatel.com/what-is-growth-hacking/
https://backlinko.com/the-definitive-guide-to-guest-blogging
https://www.leadfeeder.com/blog/b2b-saas-lead-generation-strategies/#gref
Accompanying blog available Monday 5th April
Growth Marketing — What is it and why you should be using it in 2021
Podcast Chapters:
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Introduction
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Growth Marketing, what is it?
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Always be growing
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Hubspot quote.
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Growth Hacking v Growth Marketing - are they different?
-
Sean Ellis of Dropbox on Growth
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Traditional Marketing Versus Growth Marketing
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What are the characteristics of a growth marketer
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My Higher Ups Want Growth What should I do?
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KPIs and Growth Marketers
11.Final Thoughts & Recap
Resources:
My Blog Article on Growth Marketing: https://danieljmurray.medium.com/growth-marketing-a-birds-eye-view-in-2021-f007c4de2f7
Growth Marketing Resources:
https://www.spyfu.com/blog/growth-hacking-vs-traditional-marketing/
Video: Growth Hacking. Data and Product Driven Marketing - David Arnoux
Startup Marketing — A Year 1 Strategy in Under 20 Mins | Episode 3
Context: As marketers, whether it's SaaS, B2C, SME or Start-Up level we need to read the market and always be ready to adjust.
In the first year of go to market strategy a tactical marketing plan should outline the marketing mix to succeed in a new market or with a new customer. It should be simple and appropriately considered for the size of the team.
In this episode I'll explain some clear steps you should consider when developing a marketing strategy that works for your business.
Contact. You can get in touch on danielmurray1001@gmail.com
More from Daniel Murray Daniel is a Senior Marketing Professional working in the SaaS B2B industry. Based in Ireland. Passionate about Sport, Tech and Strategic Marketing, and Remote Work.
SaaS #StartUp #B2B
Product Market Fit — a birds eye view | Episode 2
In this episode I’ll be unpacking Product Market Fit and give a top line take on how to crack your first market. I'll look at the jobs to be done framework, GTM, common mistakes and a simple planning framework used by market leaders Hubspot to help you find fit in your market.
Thanks for listening, Daniel.
Get in touch: danielmurray1001@gmail.com
7 Reasons Why SaaS Marketing is Different from Other Types of Marketing | Episode 1
Context. In this episode, I’ll explain some of the key ways SaaS Marketing differs from more traditional marketing. Listen in to better market your SaaS offering and help customers understand your value proposition above that of your competition.
Thanks for listening. Daniel
Read It Now. Click to read the blog article: danieljmurray: '7 Reasons Why SaaS Marketing is Different from Other Types of Marketing'
Email Me. Get in touch: danielmurray1001@gmail.com
I'm Daniel Murray and Welcome to the Untapped Marketing podcast.
Listen in each week as I'll unpack the fundamentals of marketing and give you real insights and tactics that'll help you optimise your marketing strategy as you grow and scale your business.
Stay up-to-date with digital and traditional marketing key trends, developments in the world of SaaS, Scalability, conversion rate optimization, SEM tactics, pay-per-click marketing, A/B testing, social media marketing, content marketing, using data and metrics to shape your growth plans, Artificial Intelligence, automation and lots more.
Learn from industry success stories and examine how they are relevant to any business from Start Up, SME to enterprise level.
This is the perfect podcast to tune in to on your coffee break, exercise session, walk or anywhere you want to get some fresh perspective on the world of marketing.
We will have some great guests and industry experts along the way.
Listen now wherever you get your podcast.