ConversionXL

NOVEMBER 23, 2022

It has high close rates and shorter sales cycles, and some of the usual metrics are lagging indicators (demos attended, proposals sent, and average deal size). If you target demand capture, you need to use intent channels that include paint point SEO, PPC, review websites, affiliates and aggregators, or intent data.

B2B 94

B2B Marketing Curation PPC 94

ConversionXL

NOVEMBER 3, 2016

Some of the same underlying principles apply, but because of the inherent differences in buying decisions and sales cycles, pulling B2C optimization practices straight from the book might be a bad idea. There are a few things that make optimizing for B2B a different beast: The sales cycle is usually longer.

B2B 48

B2B Conversion B2C Sales Cycle 48

www.forentrepreneurs.com

FEBRUARY 2, 2010

Conversion rate from phone calls to Demos. (If If this is low, it means the sales person’s ability to convey the value proposition is weak, and they should be given training by someone with high conversion rates.) Conversion rate from Demos to Closed Deals. (If SolidWorks 2: The best VAR management program in the world?

Metrics 55

Metrics Design Entrepreneur Startup 55

ConversionXL

MARCH 20, 2019

Aggregate that data at an account level to know which accounts to target. Use analytics from ad campaigns to prompt sales staff to take action. As with other ABM platforms, the key components of ABM software are hidden from view: You can’t compare the machine learning algorithms based on a demo or marketing materials.

Software Review 117

Software Review Software Marketing IP 117