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Gift Basket Company: A Success Story of Sales Mastery

Discover the journey of a gift experience reseller turned gift basket giant, embracing inbound methods and focusing on niche markets. Learn lessons in remarkable sales and the power of small niches. Uncover the keys to success with valuable client segments and sales insights.

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Gift Basket Company: A Success Story of Sales Mastery

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Presentation Transcript

  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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