Skepticism from the sales organization about marketing’s ability to generate sales qualified leads (SQLs) probably dates back to the Bronze Age. Sales will continue to feel, to some extent, that marketing is not doing enough to generate enough SQLs (or conversely, not passing on great opportunities); and marketing will sometimes feel that sales is squandering SQLs perceived as ripe opportunities. Alignment between sales and marketing means, among other things, that there is joint accountability for the end-to-end sales process (i.e., MORE >>

You CAN , with marketing analytics. Using marketing analytics with your existing customer and prospect data you will discover insights that transform your ability to market more effectively and provide a much greater return for each marketing effort. Using this approach, some B2C companies have seen market share growth of 30% year over year, sales increases of up to 50%, and an attrition reduction of 40%! Try it and you will see that marketing analytics will deliver a substantial return on investment. What if? MORE >>

Google Analytics, Conversions, and Marketing Measurement. Google Analytics is an amazing tool that can track all types of data related to website usage; from visitor metrics to content metrics and conversion metrics.  This post is not a primer on basic Google analytics, but a look at some key custom reports and metrics that can help you strategize, with a focus on b2b lead generation websites that focus on conversions. This is a pure visit to your site, triggered by the Google Analytics tracking code. Analytics measures both visits and visitors in your account. MORE >>

To reduce this information asymmetry there is a need for Sales teams to be aware of all the activities that the prospects are doing on the site. Why not just use Google Analytics or my in-house analytics tool. In the market, there are a host of analytics products that give you details on your web visitors, starting with the ubiquitous Google Analytics. What you need in a B2B environment is a system that can talk to both Sales and Marketing. Here are some of the features that any Sales Analytics tool you choose to buy should have. MORE >>

Remember gang, it’s still called “new media” meaning that how to utilize these platforms to generate leads and sales is still being evolved. . Here’s the key marketing cycle of social media… if your content is good, and your target audiences share it or comment, and those who get exposed to the content click on links within that post/tweet, audiences, and hopefully prospects, visit your website to learn more about you, then it is hoped that those prospects are eventually converted into a lead or sale (via lead nurturing if you’re lead generation firm, or purchase if you’re e-commerce.). MORE >>