Rob Walling

It should be all about like It's selling. And so I think of the big, I call them the big five marketing approaches, which are the ones that B2B SaaS companies, especially bootstrappers use the most, which is content SEO, cold outreach, in-person events, number six actually, pay-per-click and integrations and partnerships, and then in-person events is in there as well.

It should be all about like It's selling. And so I think of the big, I call them the big five marketing approaches, which are the ones that B2B SaaS companies, especially bootstrappers use the most, which is content SEO, cold outreach, in-person events, number six actually, pay-per-click and integrations and partnerships, and then in-person events is in there as well.

All of those depend on your annual contract value, are you high touch or low touch, right? So with Paperbell, you would never do, I shouldn't say never do in-person events, but it would be a stretch. Your ACV is too low. It would have to be a really big event with a lot of people for you to be like, I'm going to make this five grand back in signups, right?

All of those depend on your annual contract value, are you high touch or low touch, right? So with Paperbell, you would never do, I shouldn't say never do in-person events, but it would be a stretch. Your ACV is too low. It would have to be a really big event with a lot of people for you to be like, I'm going to make this five grand back in signups, right?

Versus Noel, since he's a tiny company, I know that they could literally get one customer from an in-person event and it would totally pay back whatever sponsorship they paid. So that's how I do it, is I take a guess. And usually I want to do one that's slow and one that's fast, meaning content and SEO is usually slow. It's going to take months and months and months to pay off.

Versus Noel, since he's a tiny company, I know that they could literally get one customer from an in-person event and it would totally pay back whatever sponsorship they paid. So that's how I do it, is I take a guess. And usually I want to do one that's slow and one that's fast, meaning content and SEO is usually slow. It's going to take months and months and months to pay off.

And so what's the fast thing I can do? What's the thing I can do to get a new customer tomorrow, right? It's like cold outreach, either AdWords or Facebook are the two big ones, or Captera, Captera G2, right? So it's like, can I run some ads and spend some money with a high ACV and also be doing content SEO?

And so what's the fast thing I can do? What's the thing I can do to get a new customer tomorrow, right? It's like cold outreach, either AdWords or Facebook are the two big ones, or Captera, Captera G2, right? So it's like, can I run some ads and spend some money with a high ACV and also be doing content SEO?

Or am I gifted on the microphone and there's a bunch of podcasts and YouTube channels in my space? Do I want to go on a podcast tour or a YouTube tour and try to get on all those things? Maybe in your space there is and maybe it isn't. If it's enterprise sales, it might not be. But that's always the question is like, how do people market and sell in your space? How can you do it well?

Or am I gifted on the microphone and there's a bunch of podcasts and YouTube channels in my space? Do I want to go on a podcast tour or a YouTube tour and try to get on all those things? Maybe in your space there is and maybe it isn't. If it's enterprise sales, it might not be. But that's always the question is like, how do people market and sell in your space? How can you do it well?

Where are your customers and how do you find them? Is really the fundamental way I think about it.

Where are your customers and how do you find them? Is really the fundamental way I think about it.

Dream 100. I've memorized that whole chapter.

Dream 100. I've memorized that whole chapter.

And what I like about that book, if you're listening to this and haven't read The Ultimate Sales Machine, that chapter specifically, talking about the Dream 100, it's like make the list. And of course, this is for selling, I think it's like selling stuff that's like hundreds of thousands or millions a year. Like it's really high ticket sales. So maybe for you, it is Dream 500.

And what I like about that book, if you're listening to this and haven't read The Ultimate Sales Machine, that chapter specifically, talking about the Dream 100, it's like make the list. And of course, this is for selling, I think it's like selling stuff that's like hundreds of thousands or millions a year. Like it's really high ticket sales. So maybe for you, it is Dream 500.

But it's make the list. And then you call them and then you follow up, send them something in the mail. And then you, these days, then you'd ping them on LinkedIn and then you'd send them an email and then you'd send them a physical thing. Do you remember this? Lumpy mail. Lumpy mail with a physical object in an envelope because those don't get thrown away.

But it's make the list. And then you call them and then you follow up, send them something in the mail. And then you, these days, then you'd ping them on LinkedIn and then you'd send them an email and then you'd send them a physical thing. Do you remember this? Lumpy mail. Lumpy mail with a physical object in an envelope because those don't get thrown away.

They open it up and they're like, oh, it's a tape measure that says, look how DataCoves helps you measure your result, you know, or whatever, right? It's like a goofy, cheesy thing. DataCoves is Noelle's... Startup. And so does this take time, attention, money, focus? It does.

They open it up and they're like, oh, it's a tape measure that says, look how DataCoves helps you measure your result, you know, or whatever, right? It's like a goofy, cheesy thing. DataCoves is Noelle's... Startup. And so does this take time, attention, money, focus? It does.