NuSpark

Trending Sources

Stop Wasting Money and Improve Your Google AdWords Paid Search ROI

NuSpark

Mobile search is huge, but what if your online lead or sale process is complicated on mobile (long/multi-page) check-out process? So if your sales region is Northeast USA, and someone in LA who has searched for something on Google in Philadelphia in the past searches for your product, it may appear in his/her query results. Search Networks. Device Management. Target Search Position.

Google Analytics- Calculated Metrics for Lead Generation Websites

NuSpark

Website Get a Quote from Sales form submit (WGQ). Email sales department (Email-Submit-Sales or ESS). Contacting Sales: (FCLP+WGQ+ESS+PPD). Then you can take this total, divide it by user sessions, and create a “sales contact conversion rate”. Google Adwords Cost Per lead or sale (with agency mark-up). There’s more on Calculated Metrics from Google here.

How to Conquer 5 Common B2B Marketing Problems with Content

NuSpark

B2B marketers face many obstacles on the way to the sale. When it’s a new concept that’s sophisticated and versatile, potential clients need education, not a sales pitch. She has to assess the impact process changes might have on customers and inside sales associates. That’s why most sales cycles for B2B products take more than four months. Sales people are expensive.

Converting B2B Leads Through Social Content: 3 Keys to Success

NuSpark

For a couple of years now, B2B marketers have been hearing the “social selling” buzzword, and there are some convincing social media statistics regarding sales through social channels. However, creating and delivering social content is a big challenge for many B2Bs. The Missing Link: A Cohesive Social Content Strategy. The Right Content in the Right Channel. Infographic from Ethos3.

Lead 83

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

A CMO’s Guide to Conversion Metrics with Google Adwords

NuSpark

Google AdWords continues to expand and improve conversion tracking metrics, and without a full understanding of the data provided, your firm may not be optimized with regard to generating efficient quality leads and sales.  Conversion : A click that leads to an action you want to track; typically, a sale or a form submit. You can target top and bottom funnel. Top funnel. End Game.

How B2B Marketers Sabotage the Power of Case Studies to Generate Demand

NuSpark

Case studies are bursting with promise for use in B2B lead generation and sales. Tips for Writing Success Stories that Generate Leads and Sales. 1. “ People are often bored or put off by facts, but they never tire of hearing stories ” — Jay Conrad Levinson, Author “Guerilla Marketing” series of books. contend, however, that only a minority achieve their full potential. Content

Retargeting; An Internet Marketing Tactic to Increase Conversions Rates & Leads

NuSpark

Here’s a strategy that can retarget audiences AFTER they become leads; but before they become sales. That means if you’d like to explore this strategy to increase conversion rates, feel free to contact me, and we’ll discuss your conversion goals and what offers we could promote that can engage audiences and get those prospects to become leads or further entice them into sales. Get it?

Retargeting; A Internet Marketing Tactic to Increase Conversions Rates & Leads

NuSpark

Here’s a strategy that can retarget audiences AFTER they become leads; but before they become sales. That means if you’d like to explore this strategy to increase conversion rates, feel free to contact me, and we’ll discuss your conversion goals and what offers we could promote that can engage audiences and get those prospects to become leads or further entice them into sales. Get it?

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

Effective Social Selling = Mindset over Tactics

NuSpark

If you listen to enough conversations on LinkedIn surrounding sales, you’ll get lots of differing opinions. Many say that sales people should concentrate on honing their sales skills rather than social media skills. So why the disparity in nailing down a good social strategy for sales teams? They’re supposed to be generating leads that fill the sales pipeline, right?

Why Marketing Automation Does Not Work

NuSpark

Similarly, a marketing automation system with no process or content does not create leads and convert sales. The other problem is that even once your sales people are in touch with potential buyers, they don’t know everything prospects weigh in their decision making, the obstacles they confront or all the other influencers involved in the decision. It makes sense. The result?

17 Ways to Promote Your White Paper for Lead Generation

NuSpark

On LinkedIn, promote your white paper in the form of a discussion, for example: “How has technology improved the performance of your sales staff? Our How Technology Can Increase Sales Productivity white paper explains proven methods for boosting sales by up to 35%.”. Sales. You’ve written, designed and produced a white paper. That was a lot of work. Now you can relax.

Paper 57

Generating Leads from a Facebook Fan/Business Page Engagement Strategy

NuSpark

For our social media clients, we combine all of the above tactics and more (including Facebook advertising) to build engagement, website visits, leads, and sales.  If you’re a B2B firm, and you are using Facebook as part of your marketing strategy, how are you doing with lead generation? Facebook and B2B lead generation.  Have you considered Facebook as a channel for lead generation? 

New ebook: Increase Conversion Rates- Conversion Rate Optimization; Websites, Landing Pages, Pipeline

NuSpark

share the above quotes to showcase the purest definition of marketing and sales. Marketing’s job is to persuade via message through targeted media channels to generate leads for sales. Sale’s job is to persuade via non-media channels and close those opportunities that come to him/her. Its voice is from a sales person’s perspective. Always, B-Be, C-Closing. Convert!

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

New ebook: Increase Conversion Rates- Conversion Rate Optimization; Websites, Landing Pages, Pipeline

NuSpark

share the above quotes to showcase the purest definition of marketing and sales. Marketing’s job is to persuade via message through targeted media channels to generate leads for sales. Sale’s job is to persuade via non-media channels and close those opportunities that come to him/her. Its voice is from a sales person’s perspective. Always, B-Be, C-Closing. Convert!

How The Beatles’ Songs Optimize B2B Marketing Strategies

NuSpark

Sales and marketing need to be aligned with agreement on target audiences, qualification factors, and business goals.  It’s OK to wish social media friends a happy birthday, but do it naturally as compared to an obvious sales tactic. There are an increasing number of marketing and social media channels in which to promote content and sales messages. Act Naturally. Ask Me Why  .

The new Demand Waterfall from SiriusDecisions; An Introduction

NuSpark

Of equal importance, it showcases how marketing and sales should be aligned, and how the funnel process integrates both fields.  Leads are qualified through marketing automation systems; now called AQL, or automated qualified lead.  If marketing automation qualifies the lead via lead scoring, they are sent to sales to become SAL, or the traditional sales-accepted lead.

Demand 107

The new Demand Waterfall from SiriusDecisions; An Introduction

NuSpark

Of equal importance, it showcases how marketing and sales should be aligned, and how the funnel process integrates both fields.  Leads are qualified through marketing automation systems; now called AQL, or automated qualified lead.  If marketing automation qualifies the lead via lead scoring, they are sent to sales to become SAL, or the traditional sales-accepted lead.

Demand 107

Survey Results: Improving Content Marketing is the #1 Priority for 2012 Lead Generation.

NuSpark

The poll was promoted throughout LinkedIn Groups; a mix of b2b marketing and sales groups that I am a member of.  I received 172 votes and the results were quite interesting. Great nurturing content that tells a compelling story with the goal to shorten sales cycles is the key to increased sales opportunities. B2B Lead to Sale Process Content Marketing Strategy

Survey 106

18 Ways to Promote Your White Paper for Lead Generation

NuSpark

LinkedIn Example: How has technology improved the performance of your sales staff? Example search query: “Ways to improve sales performance ”. Ad text: “Improve Sales Performance.  Our sales technology is proven.  Sales. Well, your firm has written and produced a white paper. Now what?   How do you promote it? Generate new leads. Nurture existing leads. Video.

Paper 101

Matching the Offer with Buyer Mindset: The Website Dilemma

NuSpark

Your website is a marketing and sales tool. They’ve made their decision, and as long as everything goes smoothly with the shopping cart, fine print, all the details, they will complete the sale. More often with B2B, the products and services are more complex, and the sales process needs to include a lot of educating and hand holding. You get the drift. Awareness. Closing.

Implementing a Content Experiment from Google Analytics with a WordPress Website; Conversion Testing

NuSpark

Content Experiments allows users to experiment with website or landing page layouts to find those that best accomplish online conversion goals such as completing a sale, downloading a file or content, or signing up for a newsletter. Proper conversion rate optimization requires testing of landing pages. Now, Content Experiments allows me to test elements of my landing page. Excellent!

Implementing a Content Experiment from Google Analytics with a WordPress Website; Conversion Testing

NuSpark

Content Experiments allows users to experiment with website or landing page layouts to find those that best accomplish online conversion goals such as completing a sale, downloading a file or content, or signing up for a newsletter. Proper conversion rate optimization requires testing of landing pages. Now, Content Experiments allows me to test elements of my landing page. Excellent!

Implementing Your Lead Nurturing Campaigns; Free Templates That Help You Plan

NuSpark

Considering that around 80% of leads never turn into sales, you need a proper lead nurturing plan, including lead scoring, with the goal to transform those leads you do have into potential sales opportunities. The benefits of lead nurturing are: Automatic lead qualification, meaning increased sales productivity. Shortening of sales cycles.  When should they go to sales?

17 Lead Generation- Demand Generation 2015 New Year’s Resolutions

NuSpark

Yes we can improve keyword rankings.  It means nothing if you don’t have a website that can capture leads for your sales team.  In 2015 we will continue to evaluate client and prospect websites for proper conversion optimization, otherwise you’re throwing away SEO retainers. Your Adwords campaigns need to be as relevant as possible, but we know sometimes it’s not easy because of how people search within the sales funnel.  Build a trustworthy relationship with prospects before asking for the sale please.  It just works better.  Content Marketing. Get to it! . Paid Media.

Online Display & Social Media, Branding & Attribution- Affects on Conversions

NuSpark

Marketers have for years been struggling to determine how online display campaigns contribute to sales, conversions, and branding. Bottom of funnel (sales, registrations, leads). An attribution model is a set of rules that determines how credit for sales and conversions is assigned to touch points in defined conversion paths. each) for the sale. Rebook? Nielsen/Vizu.

Online Display & Social Media, Branding & Attribution- Affects on Conversions

NuSpark

Marketers have for years been struggling to determine how online display campaigns contribute to sales, conversions, and branding. Bottom of funnel (sales, registrations, leads). An attribution model is a set of rules that determines how credit for sales and conversions is assigned to touch points in defined conversion paths. each) for the sale. Rebook? Nielsen/Vizu.

How Labels works in Google Adwords; benefits of the new feature

NuSpark

Here’s an example using one of my clients that sells training programs to sales managers to improve the effectiveness of their sales meetings: Label: Research. Complementary keywords for the Research label: Ideas, solutions, programs, sales training (broad, phrase, exact matches). Examples: “sale training programs” “sales training solutions” “sales training”.

Focus Roundtable Recap: Optimizing Landing Page Conversion Rates

NuSpark

Let’s assume your average sale per customer is $5,000. Let’s increase your landing page conversions by as little as 5% and see the outcome of your potential sales, assuming we’re using Sirius Decisions best-in-class pipeline conversion rates: So we have 9 more sales in this scenario, and that’s an increase in sales revenue of $45,000.

The B2B Lead Generation-Demand Generation Book “Hall of Fame”

NuSpark

Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI. One of the first books to discuss the complex buying cycle of B2B and how to align sales and marketing to engage and nurture prospects.  A great overview on how to keel leads in the pipeline. eMarketing Strategies for the Complex Sale. B2B Lead to Sale Process Uncategorized

How To Develop Keyword Lists for Adwords and Pay-Per-Click Campaigns

NuSpark

Coming up with really good long-tail keywords for your SEO or pay-per-click campaigns can sometimes be daunting if you don’t understand how buyers use Google, what buying cycle they are in, and how your content or offers align with those search terms people use to look for what you do. Reviewing competitive sites (and tools such as Spyfu). Your organic keywords obtained from your analytics program.

Click 88

7 Recent or Unique Google Adwords features you should be utilizing today.

NuSpark

If you’re a lead generation site, you can enter in the set-up (below) what the value of a conversion is, so that you can track ROI.  If you’re a simple e-commerce site, you can enter the average cost-per-sale.  Sometimes we get reminded of features we haven’t used in awhile, but then might be appropriate for a client.  . You have seen some ads with a small form for email address submissions? 

B2B Online Video Marketing; Planning to Execution Best Practices for Lead Generation

NuSpark

Video and the Sales Funnel. Determine goals:  sales; leads; brand building; product demonstration; education.  A B2B Video Marketing Strategy Overview. Name a memorable ad in the past.  Chances are, it’s a television ad.  Because nothing beats the power of a message that combines the senses of sight and sound.  That brings us to a discussion of video marketing for B2B.  Why Video.

32 Resolutions to Prepare for Your 2012 B2B Lead Generation Program

NuSpark

Consider these as the stepping stones for optimal business growth by aligning marketing & sales, and developing a content strategy designed to generate leads and nurture them into sales. Lead-to-sale conversion rate.  Make sure marketing and sales understand what constitutes a quality lead so that marketing can do its job generating and qualifying sale-able leads. . Have a sales-level agreement in place to define when leads are routed to sales based on their qualification status or lead scores. B2B Lead to Sale Process Marketing Strategy

How to Set Up a Promoted Tweet Campaign Targeting Keywords

NuSpark

Keyword target examples: manage contacts, new CRM, Salesforce.com, lead management, sales tools, sales management. Twitter recently launched a keyword targeting option for Twitter Ads.  It’s like Google AdWords-like targeting for Twitter.  I always thought it would make sense for Twitter to implement a keyword sponsorship options for advertisers. Below is a video of how it works.

The Relationship between Social Influence and Customer Experience

NuSpark

Make sure that every customer-facing employee is on the same page : Handoffs from one person to the next along the sales journey must be seamless. Remember that everything you do, from content development through social communication, customer service and after-the-sale communication, will influence your next customer.  Who influences you, and whom do you influence? Get to know them.

Website Call to Action; Alternatives to “Contact Us” for lead generation

NuSpark

But, most likely than not, you built it with the hope that it would serve as a silent sales person that would help generate leads and grow your business. Here’s a question to ponder: Why did you build a website for your business? Perhaps you didn’t really think about it and thought it was something that was expected in order to stay relevant. What is Conversion Optimization? Contact Us.

Custom Reports: Measuring Lead Generation Conversions with Google Analytics

NuSpark

For lead generation sites, a conversion is a completed activity that results in a user submitting an email address in exchange for content, trials, demos, quotes, or a request for more information from sales. Google Analytics, Conversions, and Marketing Measurement. Before we get started, I just wanted to set the record straight regarding definitions, since I am always asked. . Visits.