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Business of Sales

Business of Sales. About the Company. Company History. 2007 Founded as Gift Experience Reseller 2008 : Changed direction to Gift Baskets 2009 : First Corporate Christmas with many Fortune 500 Clients ordering 2010 : Grew to 120+ countries 2013 : Added to Inc5000 fastest growing company.

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Business of Sales

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  1. Business of Sales

  2. About the Company

  3. Company History • 2007Founded as Gift Experience Reseller • 2008: Changed direction to Gift Baskets • 2009: First Corporate Christmas with many Fortune 500 Clients ordering • 2010: Grew to 120+ countries • 2013: Added to Inc5000 fastest growing company

  4. “Selling” is … • 2007: sold the idea to myself • 2008: presented it to my fiancée (part of the proposal package) • 2009: hiring talented employees to join a startup • Everyday: selling ideas to our team members • …. • Now: focusing on perfecting the product/service that sells itself

  5. Customer Segments • B2B and B2C

  6. Customer Segments: B2B

  7. Customer Segments: B2C • Immigrants • Temporary overseas placement • Parents of Foreign Exchange Students sending to children & host families • Families Military wives/husbands • Romantic senders (RussianFlora.com)

  8. How we Learned to Sell • “Listen” to Customers • Feedback from customer service/sales teams • After order & annual surveys • Complaints resolution flow • Research: • Product search queries (global and internal) • Product popularity stats • International expansion opportunities

  9. INBOUND: New way to sell • Hubspot Email Segmentation • Abandoned Cart Workflow • Sidekick: B2B Track who opened email & act on it • RFM model: recency / frequency / monetary value

  10. Lesson 1: Be Remarkable • 200 Countries Worldwide (2-3 days service) • Hassle-free, no customs, no duties fees

  11. Lesson 2: Focus on Small Niche • Clear value proposition • Clear market segments • Easy to explain = easy to sell

  12. Lesson 3: Do one thing, but do it well • Don’t try to be manufacturer, marketer, reseller and everything at once • Start small and be focused • Expand/scale when you excel in what you do

  13. Recommended Books • Seth Godin: Purple Cow • Seth Godin: Small is a New Big • Brian Halligan & Darmesh Shah: Inbound Marketing: Get Found Using Google, Social Media, and Blogs

  14. Questions?

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