Ep 564: How To Sell High Ticket Items With DTC And A Sales Team with Lisa Tan, Reverie

Secrets To Scaling Your Ecommerce Brand

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The significance of establishing recognition and brand presence with retail partners and direct-to-consumer sales, and the use of technologies like dream cell technology for product personalization.

In this episode, Jordan West and Lisa Tan from Reverie, a sleep technology company specializing in adjustable bases and customizable mattresses. Lisa shares the challenges of finding partners who understand their unique hybrid business model of retail and technology sales. She explains their use of HubSpot for CRM and email blasts, their complex customer conversion cycles, and their targeted approach to ad spend justified by tracking conversions.

Listen and learn in this episode!

Key takeaways from this episode:

• Utilizing tools like HubSpot for CRM and email blasts can be helpful, but considering other tools for different business units may also be necessary.
• The complexity of customer conversion cycles and the need for multiple touch points over a 3-5 week period is important to recognize.
• Justifying ad spend by tracking the conversion of people from viewing an ad to becoming a lead is key, especially when targeting specific needs associated with mattress considerations.
• The importance of educational content at the awareness stage, such as blog articles, to inform customers about products like adjustable bases and dual firmness mattresses.
• Recognizing the significance of customer purchase cycles, repeat customers, and the need for detailed sleep specialist consultations to establish relationships with customers.
• The importance of easily understandable KPIs and focusing on measuring leads and conversions to remain on track for scaling.

Recommended Tools/Apps:

Hubspot: https://www.hubspot.com/

Canva: https://www.canva.com/

Recommended Playbooks/Audiobooks:

Google Ads Podcast: https://podcasts.apple.com/us/podcast/the-google-ads-podcast/id1614331490

Today’s Guest:

Lisa Tan, representing the sleep technology company Reverie as a key figure in their leadership. As the Director at Reverie, she specializes in navigating the challenges of a hybrid business model, encompassing retail and technology sales. With a keen focus on establishing brand recognition and presence across multiple channels, Lisa shares insights into their use of tools like HubSpot for CRM and email bl

In this episode's sponsor is Omnisend - is a comprehensive marketing automation platform designed to help eCommerce businesses enhance their customer engagement and boost sales. It offers tools for email marketing, SMS campaigns, and various forms of automation, allowing businesses to create targeted and personalized marketing strategies. With features like segmentation, A/B testing, and advanced analytics, Omnisend helps brands streamline their marketing efforts and achieve better results.

Learn more here: Omnisend