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Integrating Google AdWords with Salesforce to Measure Your Sales Funnel

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Google of course has been tracking ecommerce data for years, but never the complexities of a B2B sale.  This lets you understand how your AdWords results in the most important milestones in your B2B sales funnel. Some may become opportunities; some become sales.  In other words, some keywords may be more valuable than others. “Sales Qualified,” 2. Example.

How to deploy content properly within your account-based marketing program

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It brings sales and marketing together by necessity. This means looping sales in on content, so they can understand and work with it when a primed prospect comes in as a lead. Once you’ve built a solid pipeline with the necessary tools in place for data collection, analysis, and communication between sales and marketing, you’ll need to put the system to work and see how it functions.

How Long Does it Take to Get Results from Content Marketing?

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In year two, conversions will likely also increase — contacts, marketing qualified leads and sales qualified leads. “ Marketing is impatient. Everything we do feels like we need to do it faster.”. – Ann Handley. How the chef prepares, combines and cooks quality, fresh ingredients determines how delicious a seafood paella will be. Content marketing is like cooking. Be patient. Source ).

Google Analytics- Calculated Metrics for Lead Generation Websites

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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.

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.

Converting B2B Leads Through Social Content: 3 Keys to Success

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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.

Stop Wasting Money and Improve Your Google AdWords Paid Search ROI

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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.

How to Convince Your CEO of the Power of B2B Content Marketing

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It takes time, but delivers, in the long term, a higher number of leads and sales opportunities. It can move buyers through the buying cycle, attracting web traffic, converting visitors into leads, and transforming leads into sales opportunities. As it does, it will build your credibility, shorten your sales cycle and increase conversions. 2. Such campaigns are familiar.

Who Should Nurture B2B Leads with Social Media?

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However, B2B organizations are finally starting to ramp up their use of social for marketing and sales. Social Nurturing Isn’t Just a Job for Sales. While more B2B companies are allocating marketing budget to social media, nurturing is still viewed primarily as a function of sales. B2B Lead to Sale Process Social Media Social Selling B2B leads B2B social media Social Nurturing.

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.

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

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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

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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?

A CMO’s Guide to Conversion Metrics with Google Adwords

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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

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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

Effective Social Selling = Mindset over Tactics

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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?

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.

Generating Leads from a Facebook Fan/Business Page Engagement Strategy

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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

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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!

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!

Why Marketing Automation Does Not Work

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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?

How The Beatles’ Songs Optimize B2B Marketing Strategies

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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  .

17 Ways to Promote Your White Paper for Lead Generation

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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.

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The new Demand Waterfall from SiriusDecisions; An Introduction

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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.

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The new Demand Waterfall from SiriusDecisions; An Introduction

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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.

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

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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

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18 Ways to Promote Your White Paper for Lead Generation

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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.

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

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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

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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

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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?

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

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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

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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.

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

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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.

Matching the Offer with Buyer Mindset: The Website Dilemma

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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.

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

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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

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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”

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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

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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.

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

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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

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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

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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