Articles tagged with group sales

group salesgroup sales CASE STUDY: IdentityForce Sells 1 Million Subscriptions across B2C and 4 Different B2B Niches

When providing data monitoring and concierge services online, it's easy to stick to one niche market. But IdentityForce has been able to sell one million subscriptions to both B2C and B2B audiences, with 40 groups accounting for half of their subscribers. CEO Steve Bearak spoke to us about how the company generates and closes group sales, as well as how it optimized its conversion pages for trial offers. Plenty of actual data in this case study, including affiliate commission fees and conversion percentages when partnering with other sites. Also, great Web design tips to optimize your conversion pages! . . . click here

SAMPLE: Group Sales Pitch to Individual Subscriber - Dropbox
When your data mining shows you have a number of individual users from the same company, it's time to upsell the head honcho a group subscription. Check out how Dropbox does it. . . . click here

[Toolkit] Group Sales - Subscriptions & Site Licenses

Group sales are most common with B2B subscription sites where multiple people from one company, organization or department that might need access to the same premium content. Group subscriptions allow publishers to expand their market to those who would never buy an individual subscription as well as further monetize accounts from your most passionate subscribers. This Toolkit includes our 23-page Special Report based on exclusive interviews with publishers selling group subscriptions. . . . click here

[Calculator] Pricing Group Subscriptions

This Subscription Site Insider Group Pricing Calculator Excel download will help you play with the numbers when pricing group subscriptions and site licenses and see what makes sense for your bottom line. . . . click here

[Case Study] How a Pioneering Industry Newsletter Expanded Into a Suite of Online Subscription Products and Contract Writing Work

Insider's exclusive interview with Nadav Malin, President, BuildingGreen.com, reveals how the 20-year-old newsletter publisher used its reputation as an unbiased source of sustainable-building news and analysis to create a suite of online subscription products. Plus, he explains how they use that in-house expertise to attract custom writing and website development work from government, non-profit and publishing-industry clients. He also explains how strong relationships with long-time subscribers help them find a "champion" within the largest architecture firms to promote site-license sales, which account for 30% of subscription revenues . . . click here

[On-Demand] Renewals: How to Improve Member Retention & Reduce Churn
Anne Holland

Insider's exclusive 50-minute training video outlines proven tactics to raise renewal rates and reduce churn for both month-to-month and annual subscriptions--and at the same time, your site's profitability. . . . click here

[Case Study] How a B2B Info Services Provider Turns $300 Online Subscribers to $60,000 Corporate Accounts

See how RISI grew from B2B trade publishing roots into the leading information services company for the pulp and paper industry. Insider spoke with Matt Graves, SVP Pulp & Paper Division, and Thom Smith, Director of Marketing, to learn how the company combines direct marketing with a corporate sales force to step up customers from $300-$400 online news subscriptions to $50,000+ corporate site licenses for a portfolio of services . . . click here

[Case Study] B2B News Site Takes on Print Incumbents with Nimble, SEO-Savvy Content

Discover how a B2B Web startup can outmaneuver entrenched, decades-old print competitors. Olivier Travers, CEO of Defense Industry Daily, tells Insider how a strategy of aggregation, linking, and analysis has made the site one of the top destinations for defense contractors. Also see how they use free news and updates as the building blocks for premium content. . . . click here

[Case Study] How a B2B Site Generates Monthly Memberships and Group Subscriptions by Providing Templates for Marketers

Jesse Hopps, CEO of Demand Metric, describes how his site attracts individual members and group subscriptions with tools and templates that make marketers' jobs easier. See how adding video overviews of the content doubled the online conversion rate, and how a multi-track email nurturing program helped the inside sales team reduce the number of dials-to-sales by half. . . . click here

[Case Study] B2B Research Sites: How to Make Great Profits from Group Subscriptions

The recession has impacted Chartwell, a research publisher to the utilities market, perhaps less than other firms, especially when it comes to renewals. They are lucky that their niche has remained strong, but more than that, they have a great pricing model, multiple revenue streams, and solid sales tactics. If you sell group subscriptions, you may find several ideas in this exclusive Case Study that could apply to you. . . . click here

[Article Digest] Inside Washington Publishers Upsells Print Newsletter Subscribers to Add-On Premium Content Sites
When Inside Washington Publishers decided to launch premium websites to compliment its paid print newsletters, the company did not want to cannibalize an already-successful business model. Also, prior tests had shown that print subscribers to its law-related information didn't like email editions - print was more valuable. . . . click here

[Article Digest] B2B Seafood Industry Email Newsletter Transitions from Free to Paid Subscriptions
The Wave, a business daily published as a division of seafood industry middleman and distributor WorldCatch, was unable to attract enough ad revenues to keep afloat after two years of publication. On the good side, the newsletter's mixture of niche news and personality-driven editorial columns had gained it a highly enthusiastic audience. . . . click here

[Article Digest] How BLR Increased Multi-year Subscriptions 10% with Better Sales Team Training
BLR, a B2B information company, created a 71-page sales interview guide for its sales reps. The goal was to improve results by training them to listen to prospects and respond with questions instead of mechanically going through a series of questions at the beginning of a sales pitch. . . . click here