SALES AND MARKETING FOR THE NEW WORLD
I Will Install B2B Customer Acquisition Systems into your business
using Sales and Marketing Processes that are effective today in 2023.
Services Provided by James Carby - Robinson & Team.
Brands I Have Sold
GIVE YOUR SOFTWARE COMPANY THE GROWTH IT DESERVES
We Help SaaS Companies Build Predictable Revenue Generation Machines,
By Installing Ruthlessly Effective Lead Generation & Sales Processes.
Skip The Guesswork And Turn Your SaaS Business Into An Explosive Revenue Machine.
Testimonials
I have worked with James for many years. They say that a person cannot be good at both sales and marketing, and James is living proof that this is not true. I have seen him both create & close high ticket software opportunities all the way to demonstrating in depth the psychology needed to apply to a marketing funnel. James is a master at his craft and I have enjoyed watching him develop over the years.
Chris Georgatos
Senior Business Development Manager
Plexian Europe.
I have never seen anybody build, deploy and manage a sales funnel in the way that James does. James is one of the most talented and experienced sales and marketing professionals that I have come across in my 30-year career.
This month, Product Profits has generated €650,000 in sales and this should not go unnoticed.
Bravo!
Glen Torregiani
President
OppGen
James was engaging and creative and helped drive us to a new level. He brought a host of experience and talent to our time together. James is truly a next-generation marketer and I look forward to our next collaboration together.
Larry Kaul
President
Kaul Sales Partners
James brings creativity and fresh ideas to the field of marketing. He works hard and pursue new clients with passion and enthusiasm. James is aware of trends in the industry and with confidence tests and refines, those that they believe are likely to yield results. James also has the ability unlike most marketers to create opportunities and close business as a salesperson. This gives him a unique perspective to new business development.
Stacey Swift
Sales Manager
CCS Media
I had the pleasure of managing James Ashley during his time at CCS Media. Over a 12 month period, James was the highest performing member of my team, and never failed to hit either a monthly or a quarterly sales target. James is tenacious, very proactive and a dynamic presence on any sales floor. I'd hire him again in a second.
This is for you if....
- You have a working MVP
- At least one case study
- £0 < £50K MRR looking to Scale To £500k
- Your a Founder, CTO, Software Engineer, or Digital Marketer
- Maybe you don't have a predictable and profitable way to generate leads
- Maybe your using lead gen companies, but you prefer to do this in house
- Maybe you have tried outbound prospecting, but it's not really working
- Maybe you have tried paid advertising, but that's not really working either
- Maybe you have investors on the sidelines, looking for an opening
- You think about the features in the shower
Your a B2B Technology Software or Services Business
You have At Least One Successful Case Study
Your a Founder, or CTO
Maybe you don't have a predictable and profitable way to generate leads,
Maybe your using lead gen companies, but you prefer to do this in house
Maybe you have tried outbound prospecting, but it's not really working
Maybe you have tried paid advertising, but that's not really working either
Maybe you have investors on the sidelines, looking for an opening
You think about the features in the shower
You Can Build A Successful SaaS Business if You
Laser Focus On a Niche and create a strong sales funnel
No-one is teaching this stuff to Tech Founders, Except us...
Who Am I, And How Do I know this?
My name is James Ashley Carby - Robinson and I am the founder of ProductProfits.co. When I was in my early 20s, I graduated college with a National Degree in Business, and as all of my fellow British countrymen know, that's not worth much.
So I fell into sales, because a gentleman named Stewart Ball saw my tenacity, and gave me a shot at creating an account base at one of the UK's largest technology and software resellers.
I didn't have any prior training, and I never knew that you could sell something to somebody over the phone. But I was young, determined, and motivated. By year 4 I was top 10/200 in revenue in the company from specialized go-to-market methods selling alongside some of the worlds largest technology brands.
During my career, I noticed that all my successful sales calls followed a proven pattern, so I broke that pattern down and rearranged it as many times as I could, thinking to myself, "If only I could convert this pattern into a video, that prospects could watch, and take them from cold, to interested. Surely that would be worth millions, right?"
Since then I have been working with technology companies across the world, using state of the art go-to-market techniques that even the biggest technology companies today are not utilizing. There is a new wave of go-to-market methods emerging, and as a 90s baby who has watched companies rise and fall, I am here to build the new future.
So that’s great for me, but what does this mean for you?
Step 1 - Isolate Your Niche(s) And Focus Your Resources
You have got to niche down.
You have got to produce laser targeted messaging for a laser targeted group of people.
A lot of SaaS companies make the mistake of targeting everyone, and It can very expensive to market to a broad group of people
Your buyer needs to go through a journey that is specifically tailored to the problems they are individually facing.
Your marketing message needs to resonate with your target market on an individual and personal level.
Figure A demonstrating a 1% lead to conversion rate from general targeting
Figure b demonstrating a 3% lead to conversion rate from niched targeting
In Figure A you can see companies who use general targeting often see a lead rate of only 1% because their messaging resonates with fewer people. The marketing message is watered down by a lack of specificity and as a result general targeting is more expensive.
Figure B above demonstrating companies who laser target their niches can expect a lead rate of 3%. In some cases, when there is an extremely high market-message resonance, the lead rate can climb up to 15% +.
You can see how this creates a considerably low ROI rate of only 3% with a negative cash flow of -17% (based on a £4k initial gross contribution). This is why companies with high ticket offers who hire SDRs using general targeting struggle to gain traction
The new result is that SDR ROI is increased to 157% with a payback period of 2 weeks! This is based on collecting £4k upfront! By simple niching down you can expect to generate a minimum 52X on your SDR investment.
Step 1 - Isolate Your Niche and Focus Your Resources
You have got to niche down.
You have got to produce laser targeted messaging for a laser targeted group of people.
A lot of SaaS companies make the mistake of targeting everyone, and It can very expensive to market to a broad group of people
Your buyer needs to go through a journey specifically tailored to the problems they are individually facing.
Your marketing message needs to resonate with your target market on an individual and personal level.
Figure A demonstrating a 1% lead to conversion rate from general targeting
In Figure A you can see companies who use general targeting often see a lead rate of only 1% because their messaging resonates with fewer people. The marketing message is watered down by a lack of specificity and as a result general targeting is more expensive.
You can see how this creates a considerably low ROI rate of only 3% with a negative cash flow of -17% (based on a £4k initial gross contribution). This is why companies with high ticket offers who hire SDRs using general targeting struggle to gain traction
Figure B demonstrating a 3% lead to conversion rate from niched targeting
Figure B above demonstrating companies who laser target their niches can expect a lead rate of 3%. In some cases, when there is an extremely high market-message resonance, the lead rate can climb up to 15% +.
The new result is that ROI revenue is increased to 157% with a payback period of 2 weeks! This is based on collecting £4k upfront! By simply niching down you can expect to make a minimum 52X on your SDR investment.
Step 2 - Build Your VSL/Webinar Funnel And Test It Using organic Traffic Methods
Once you pick your niche(s) then you are going to want to write your foundational sales copy and build your high-converting assets/funnel.
The foundational copy is the core framework to your success.
All messaging, written or spoken in your business will derive from having a solid sales letter. The sales letter will echo through your sales page, sales scripts, sales deck, webinar, video sales letter, email copy, all communication verbal or written.
Your VSL needs to be written using a specific copywriting formula.
This is where marketing psychology comes into play. The information need to be delivered to the prospect in a specific order to ensure VSL success.
Once the funnel is built, you want to test it with organic methods like outbound prospecting and list farming. You should be able to generate 10-20 appointments or trials per week.
If you can’t do this, you will need to go back and fix your funnel, or your message or niche. Once you are able to generate appointments, you will need to test the offer with inside sales. You want to collect real payment methods or credit cards.
Figure C demonstrating a 40% discovery to demo rate from general targeting
As you can see here in Figure C, a >40% conversion rate from qualification to demo can be expected without using a VSL.
Companies who do not use VSLs or webinar funnels experience lower qualified lead rates, and also lower close rates.
Figure D Demonstrating 72% open rate from email marketing and a high response rate from linkedin outreach
As you can see here in Figure D, from highly targeted outreach driving traffic to a VSL, a 72% open rate was achieved along with a 4% response rate from E1 and a 7% response rate from the follow up email.
Companies who niche down, drive traffic to VSLs or webinars can experience much higher qualification rates and also higher closed rates.
Step 2 - Build Your VSL/Webinar Funnel And Test It Using organic Traffic Methods
Once you pick your niche then you are going to want to write your foundational sales copy and build your high-converting assets/funnel.
The foundational copy is the core framework to your success.
All messaging, written or spoken in your business will derive from having one killer sales letter. The sales letter will echo through your sales page, sales scripts, sales deck, webinar, video sales letter, email copy, all communication verbal or written.
Your VSL needs to be written using a specific copywriting formula.
This is where marketing psychology comes into play. The information need to be delivered to the prospect in a specific order to ensure VSL success.
Once the funnel is built, you should to test it with organic methods like outbound prospecting. You should be able to generate 5-20 appointments or trials per week.
If you can’t do this, you will need to go back and fix your funnel, or your message or niche. Once you are able to generate appointments, you will need to test the offer with inside sales. You want to collect real payment methods or credit cards.
Figure C demonstrating a 40% discovery to demo rate from general targeting
Figure D Demonstrating 72% open rate from email marketing and a high response rate from linkedin outreach
As you can see here in Figure C, a >40% conversion rate from qualification to demo can be expected without using a VSL.
As you can see here in Figure D, from highly targeted outreach driving traffic to a VSL, a 72% open rate was achieved along with a 4% response rate from E1 and a 7% response rate from the follow up email.
Companies who do not use VSLs or webinar funnels experience lower qualified lead rates, and also lower close rates.
Companies who niche down, drive traffic to VSLs or webinars can experience much higher qualification rates and also higher closed rates.
Step 3 - Scale Up Lead Gen and Sales Using Paid Traffic Retargeting Funnel and A Sales Team
You should scale with paid traffic once you have validated your funnel and tested it organically first.
The combination of these steps will validate your funnel while maintaining profitability.
You should begin scaling your sales team once you have closed 10+ new customers, and recorded the demos, and have nailed down your sales process, so your SDRs can emulate a process that already works.
Figure E Demonstrating cash flow based from different traffic sources
Figure F Demonstrating a successful paid ad campaign
Here you can see in figure E how organic prospecting was used first, and then scaled using paid traffic
Here you can see in figure F a successful facebook ad campaign.
Most companies make the mistake of diving straight into paid traffic, and this is not something we recommend (unless you are prepared to burn a few thousand while you figure things out and fix the leaks)
This campaign was only deployed after the funnel was validated through outbound prospecting with confirmed market resonance, and closed deals.
Step 3 - Scale Up Lead Gen and Sales Using Paid Traffic Retargeting Funnel and A Sales Team
You should scale with paid traffic once you have validated your funnel and tested it organically first.
The combination of these steps will validate your funnel while maintaining profitability.
You should begin scaling your sales team once you have closed 10+ new customers, and recorded the demos, and have nailed down your sales process, so your SDRs can emulate a process that already works.
Figure E Demonstrating net cash flow from different traffic sources
Here you can see in figure E how organic prospecting was used first, and then scaled using paid traffic
Most companies make the mistake of diving straight into paid traffic, and this is not something we recommend (unless you are prepared to burn a few thousand while you figure things out and fix the leaks)
Figure F Demonstrating a successful paid ad campaign
Here you can see a successful ad campaign, that was only deployed after the funnel was validated from outbound prospecting.
So now you have two options...
Option 1
- Hire a digital marketing agency who would only help you with the front end and don't know much about sales. Most digital marketing agencies can't even generate leads for themselves.
- Hire a lead generation firm to spam your target market with ineffective messaging. Most lead generation firms are glorified sales navigator users.
- Hire a Head of Sales and a Head of marketing and hope they get along (£100,000 - £200,000 per year)
- Continue trying to "figure things out on your own" which will waste you lots and time of money.
Option 2
- Shortcut your success by working With James at Product Profits who will execute a step by step blueprint on growing your SaaS company while leaving no detail forgotten, and help you scale from below £50,000 per month to £500,000 per month with a "whatever it takes" guarantee. Together we will increase the enterprise value of your business while making sure you are actually profitable.
Again this is for SaaS Founders Who...
- Have a working MVP
- At least one case study
- £0 < £50K MRR looking to Scale To £500k< MRR
- Your a Founder, CTO, Software Engineer, or Digital Marketer
- Maybe you don't have a predictable and profitable way to generate leads
- Maybe your using lead gen companies, but you would prefer to do this in house
- Maybe you have tried outbound prospecting, but it's not really working
- Maybe you have tried paid advertising, but that's not really working either
- Maybe you have investors on the sidelines, looking for an opening
- Maybe you have just had a cash injection and looking for someone to help you multiply
- You think about the features in the shower
Companies That Trust Me
Companies That Trust Us
Examples
Example of highly targeted email outreach success
Example of what it looks like to make it rain
Example of ramping up your sales team
Examples
Example of highly targeted email outreach success
Example of ramping up your sales team
Example of what it looks like to make it rain
How It Works
Step 1 - Complete Foundational Sales Copy
We hone in on the different niches your targeting. Ideally this needs to be done by the subject matter experts, and we work with you to ensure accuracy. If it’s a niche that we need more market insight, we have our own proprietary methods on interviewing your niche and confirming product market fit and niche validation.
Step 2 - Write Your Assets Using Asset Template
We work with you to produce your sales letter, which serves as the benchmark for all communication in your business written or spoken. We then convert that sales letter into high converting assets, such as webinar, ebooks, landing pages.
Step 3 - Map out the landing pages using our wireframes
We have the necessary wireframes for every page in the funnel so at this stage all we need to do is map the sales letter to the wireframes. You can use one of your designers to develop the page to your brand, using the copy and wireframes. Using our wireframes are critical to your success, because the information from the sales letter needs to be experienced by the prospect in a particular order.
Step 4 - Create and Launch Your Outbound Campaigns
Ideally we want to begin outbound prospecting as soon as possible, so we begin this usually around weeks 3-4 once we have built the funnel.
Step 5: Create Advanced Sales Scripts and Load Email Templates into the CRM
Once we begin getting qualified leads, we then begin writing the sales scripts and creating the sales deck, ready for the first demo. We load the CRM with automated email templates and begin configuring your marketing tech stack. Having pre-written email templates saves a lot of time. We also configure the automated sequences, such as opt in and nurture.
Step 6: Create Your Opt-in Pages For Cold Traffic Channels
Once we have closed 10-20 deals through outbound prospecting, and we have validated that the funnel works, then we begin creating your opt in pages in preparation for your cold traffic campaigns.
Step 7: Scale Through Hiring A Sales Team
We begin helping you to install the sales team once we have validated the funnel through closing 10-20 new customers. It's effective install a sales team into a sales process that we know is working, is fully automated, so that the sales team do not have to spend time trying to figuring stuff out. They can listen to the calls/demos, and replicate a process that is already working.
Step 8: Scale using paid traffic once we have funnel validation from organic sales
Now we begin scaling driving paid traffic through a funnel that we already know works. Paid traffic should be seen as simply "paying for eyeballs" and we begin this once we have validated the funnel and we are beginning to scale, so we can feed the sales team smoking hot leads to close.
For SaaS products where the gross contribution is £5000<, we begin this stage later on. For SaaS products where the annual gross contribution is >£5000, we begin this stage earlier.
How It Works
Step 1
Complete Foundational Sales Copy
We hone in on the different niches your targeting. Ideally this needs to be done by the subject matter experts, and we work with you to ensure accuracy. If it’s a niche where we need more market insight, we have our own proprietary methods on interviewing your niche and confirming product market fit and niche validation.
Step 2
Write Your Assets Using Asset Template
We work with you to produce your sales letter, which serves as the benchmark for all communication in your business written or spoken. We then convert that sales letter into high converting assets, such as webinars, ebooks, landing pages.
Step 3
Map out the landing pages using our wireframes
We have the necessary wireframes for every page in the funnel so at this stage all we need to do is map the sales letter to the wireframes and you can use one of your designers to design the page to your brand, using the copy and wireframes. Using our wireframes are critical to your success, because the information from the sales letter needs to be experienced by the prospect in a particular order.
Step 4
Create and Launch Your Outbound Campaigns
Ideally we want to begin outbound prospecting as soon as possible, so we begin this usually around weeks 3-4 once we have built the funnel.
Step 5
Create Advanced Sales Scripts and Load Email Templates into the CRM
Once we begin getting qualified leads, we then begin writing the sales scripts and creating the sales deck, ready for the first demo. We load the CRM with automated email templates and begin configuring your marketing tech stack. Having pre-written email templates saves a lot of time. (Templates such as discovery completed, qualified but demo needs booking, follow up templates, demo closed, demo not closed, and others) We also configure the automated sequences, such as opt in and nurture.
Step 6
Create Your Opt-in Pages For Cold Traffic Channels
Once we have closed 10-20 deals through outbound prospecting, and we have validated that the funnel works, then we begin creating your opt in pages in preparation for your cold traffic campaigns.
Step 7
Scale Through Hiring A Sales Team
We begin helping you to install the sales team once we have validated the funnel through closing 10-20 deals. It's effective install a sales team into a sales process that we already know works, is fully automated, and the sales team do not have to spend their time trying to figure stuff out. They can listen to the calls/demos, and replicate a process that is already working.
Step 8
Scale using paid traffic once we have funnel validation from organic sales
Now we begin scaling driving paid traffic through a funnel that we already know works. Paid traffic should be seen as simply "paying for eyeballs" and we begin this once we have funnel validation and we are scaling the sales team, so we can feed the sales team smoking hot leads to close.
For Saas products where the gross contribution is £5000<, we begin this stage later on. For SaaS products where the gross contribution is below £5000, we begin this stage earlier.
If Your at £0,
I will get you to £100k
If Your at £100k,
I will get you to £1M
If Your at £1M,
I will get you to £10M
SCHEDULE A DISCOVERY CALL
"We hired James to do some consulting work for our US telehealth company. He prepped for our meeting (unlike many we've run into) and gave us more value for money in an hour than other people we've hired have given us in 10. " - www.drsyedhaider.com
Contact
Product Profits LLC
16192 Coastal Highway, Lewes, Delaware 19958
(302) 865-8502
Product Profits
85 Great Portland Street, London, W1W 7LT
+44 208 638 8455