How to Shorten Your Sales Cycle and Avoid Wasting Time

Both Sides of the Table

One of the questions I’m most often asked by CEOs is how to hire sales people. I’ve also written extensively on sales and on which sales execs to hire and how to think about the different kinds of sales leaders. One of the questions I used to ask in any recruiting meeting for a senior hire or even a junior sales rep is as follows: “When you run sales campaigns do you prefer to . Sales & Marketing Advice Startup Advice

Bootstrapping Relevance: Making Web Conversions Meaningful for Long Sales Cycles

ConversionXL

Often, little more than a form fill tells you about the potential for a five-figure sale months down the road. Google Analytics insights frequently end with raw counts of goal completions, leaving a yawning gap between on-site behavior and sales for companies with long sales cycles. The data-related challenges of long sales cycles are well known: Between a form fill and a sale, there may be dozens of touchpoints spanning weeks or months.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

6 PPC Tactics for Account-Based Marketing Campaigns

ConversionXL

PPC campaigns continue to become increasingly well-targeted. While those tactics may have differentiated your campaigns in the past, they no longer do (or won’t soon). One way to stand out is to go beyond keyword targeting and create PPC campaigns for specific targets—an account-based marketing (ABM) strategy. This post gives you six tactics to help execute PPC campaigns as part of an ABM strategy. The Quota-Campaign approach.

PPC 105

The Biggest Reason Most Sales Campaigns Don’t Close

Both Sides of the Table

Every sales organization with more than a handful of reps or that is across multiple offices or time zones would benefit from having a sales methodology. It was useful because I was new to sales and as the CEO it gave me some comfort to feel more informed about how our leads where going and to know the likelihood of our hitting our quarterly goals. A friend of mine who was a former sales manager used to call this, “Identify the need then get the need agreed.”

YouTube Ads: How to Set Up, Run, and Monitor Campaigns

ConversionXL

If you’re not running YouTube Ads campaigns , you’re missing out on key advertising opportunities. Although YouTube Ads campaigns run via Google Ads, YouTube advertising is different from other online ad options. This post shows you: How to set up your YouTube account and Ads campaign; How to identify your target audience for YouTube Ads; Keys to successful YouTube Ads campaigns; Measurement and attribution for YouTube Ads. Creating a YouTube Ads campaign.

How to Create Effective Follow Up Campaigns

Duct Tape Marketing

How to Create Effective Follow Up Campaigns written by John Jantsch read more at Duct Tape Marketing. Follow up campaigns can be a tricky thing for small business owners to manage. So if you’re not organizing a follow up campaign, you’re losing out on converting prospects that would have become customers if they had heard from you one or two more times. The same is true for your follow up campaigns. You can also incorporate mailers into your campaign.

Common B2B Challenges and How To Solve Them

ConversionXL

From long sales cycles to trying to stand out from the sea of sameness, B2B companies face an uphill battle from the start. Sales cycle length increased. Our findings also suggested, marketing-qualified leads didn’t always convert to sales opportunities as expected.

B2B 91

Get Ready To Announce Your New Product Launch

Rembrandt Communications

They can develop the right messages for the right people, create campaigns relative to industry news and trends, save money on event-planning by making advance purchases, and more. Instead of just sending out a last-minute press release, more time gives your PR team the opportunity to plan coordinated campaigns that cover the product introduction all the way through the year-end sales cycle and beyond. Tips For a Successful Product Launch.

Timing Is Everything: Tips For Improving Customer Communications

YoungUpstarts

One of the most important factors is timing of marketing and sales outreach. At OptifiNow we have created the following tips businesses can use to improve the timing of sales outreach to boost results: 1. Analyze current sales outreach timing. Is there a strategy behind emails and flyers going out or is a shotgun approached used each time more sales are needed? Look back at old campaigns and rank which campaigns were the most effective.

Confronting A Radically New B2B Marketplace: The Storytelling Secret That Will Rock Your Result

YoungUpstarts

A recent survey by CEB reported that 57 percent of the typical business-to-business sales cycle is complete before the buyer’s first contact with vendors. The challenge for marketing and sales professionals in business-to-business markets is breaking through the cacophony of noise and clutter to not only capture buyers’ attention, but powerfully communicate your unique value.

B2B 146

Marketing Your Startup: A Billion-Dollar Company’s First Marketer Reflects Back

View from Seed

But even with that webinar’s success, we still had a lot of education to do in order to get people to understand what we did and even how we saw marketing in general, which we needed to do to generate demand and sales. For awhile, that channel was a share option on all our blog posts, and we tried paying for stumbles for some campaigns. But marketing should always be ahead of sales to alleviate pressure. EM: My rule of thumb is to look at the length of the sales cycle.

ConversionXL Live 2017 Tickets Now Available

ConversionXL

We’ve got the top optimization names discussing topics from long sales cycle B2B optimization to large scale testing challenges (think 100 concurrent tests) to really nailing your user research. You’ll hear all about the behind the scenes testing & optimization done for the Hillary campaign. ConversionXL Live 2017 tickets are now available ! Dates: April 5 to 7. Location: San Antonio, TX.

5 Surprisingly Simple Ways To Improve Your Ad Conversion Rates

YoungUpstarts

For all of the time and effort you pour into your advertising campaigns, poor results are frustrating and costly to the bottom line. But if you don’t have a targeting strategy, you’re compromising the integrity of your campaign from the very start. “In

Finding new Market Opportunities in Food Business: A Case Study of GOPA Pakistan

Where to Play

Their root lies in a small ice-cream manufacturing and sale unit which was established back in 1988. Time to revenue is low due to short transactional volume and the short sale cycle. This opportunity has a short sale cycle with quick payments.

The Modern Approach To Account Based Marketing

ConversionXL

Here’s the irony though— even though potential customers may be in the market for a solution like yours, you still need to deploy the traditional sales/marketing strategies to convince them to make a purchase. In those days we just called it sales.

IP 88

Streamline Your Sales Process With These Five Proven Techniques

YoungUpstarts

All of these problems can often be traced back to an ineffective sales approach. Here are five techniques to nail your ad campaign, streamline your sales process, and achieve sustainable sales growth: 1. Refine Your Sales Process. A lot of early-stage companies have a hard time identifying their sales, which lead to marketing campaigns that do not align with their target market. Professionalisms business advice Lewis Robinson sales sales strategy

Sales 147

Microsoft Ads 101: Get Up and Running in Minutes

ConversionXL

I’ll walk through the step-by-step process to set up Microsoft Ads as well as best practices for running campaigns. . When first creating your Microsoft Advertising account, you have the option of importing campaigns from Google. How to set up a Microsoft Ads campaign.

How to Create a Demand Funnel (for 44X Revenue)

ConversionXL

To have the future we wanted, we needed to shift away from monetizing our open-data community and toward enterprise sales. While they knew that—and that might seem weird—I did start my career as a sales development representative (SDR) selling demand generation SaaS products.

B2B Marketing Attribution: Models, Tools, and Processes

ConversionXL

Talk to any B2B marketer about attribution and they’ll either roll their eyes or rant about how it’s important but hard to get right—long lead cycles, multiple contacts from a single organization, etc. The traditional marketing/sales funnel (soon to be replaced by Hubspot’s Flywheel Model ) is a fantastic framework to put things into perspective. Salesforce and Salesforce Campaigns. Campaign Influence reporting. Parent and Child Campaigns.

B2B 105

How to Put Together An Effective Remarketing Strategy

Duct Tape Marketing

As with any great marketing campaign, an effective remarketing strategy starts with goal setting. However, for those who run businesses with longer sales cycles—for example, a B2B consulting firm—your ideal conversion might not be a sale. No matter what kind of business you run, it makes sense to set really specific goals for each remarketing campaign. The goals you set for each campaign will inherently be aligned with a specific audience.

Marketing Automation: Solving Problems At The Push Of A Button

YoungUpstarts

Marketers hope to disseminate information and inspire sales. For example, IFTTT (if this then that) allows marketers to create ‘recipes,’ combining platforms to influence a general or specific campaign. Otherwise, a number of internal processes results in lower sales and poorer engagement. Use PosiRank for SEO , enabling in-house resources to manage more campaigns without sacrificing quality of reporting and analysis. by Alex Miller, Co-founder of PosiRank .

Today’s B2B: It’s Mobile, It’s Personal, It’s Everywhere

Growthink Blog

At it, some of the world''s best Internet thinkers and researchers presented on key trends in business-to-business (B2B) online marketing, sales, and client engagement. But when done right, the rewards can be the kind of word-of-mouth viral campaign effects that to date have only been available to consumer brands and marketing campaigns (see Old Spice , DollarShaveClub ).

B2B 76

How to Master PPC Targeting and Choose the Right Ad Platform

ConversionXL

If you’ve ever thought about running a PPC campaign for the first time, there’s a good chance you were wondering which PPC channel to use. This means you have to generate awareness and demand yourself, before you get that sale. The strong keyword intent when someone is searching for what you have to offer is the primary reason why some injury attorneys are willing to pay over $100 per click (that then has to turn into a lead before it turns into a sale). Track Sales Wisely.

PPC 105

10 Reasons Why Your Marketing Plans Don’t Work

Up and Running

Gathering your team to plot out your next marketing campaign can seem daunting, especially for a new business. If you aren’t strategic and thoughtful about how you spend your money, you’re more likely to waste your money on campaigns and tactics that don’t work. . Here are the most common slip-ups when you’re trying to build effective marketing campaigns—and how you can address them: 1. Include strategic call-to-actions on your campaigns (e.g.

6 Useful Tips To Maximize Your eCommerce Sales During Christmas

Brandanew

ECommerce sales during Christmas tend to see a big surge as customers prefer the quietness of at home shopping compared to the hassles of finding parking and a store full of people. To make sure you aren’t losing out on valuable sales, advanced planning and a good strategy is vital. Here are a few useful tips to maximize your eCommerce sales during Christmas and the ongoing holiday season. 6 Useful Tips To Maximize Your eCommerce Sales During Christmas.

A Quick Primer on B2B Conversion Optimization

ConversionXL

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. It’s often a higher purchase price (or at least a more complex sale). When would you ever try to produce less sales in B2C eCommerce?

B2B 105

The Enterprise Self Service Myth

Mucker Lab

But for entrepreneurs in enterprise markets, (saas, ad tech, b2b marketplace etc) we all too often believe self-service transaction and sales (usually in forms of some sort of purchase flow) is a development must-have rather than a feature to trade off. I’ve heard way too many entrepreneurs who believe the solution to building scalable sales channel is to not have one at all, but rely on potential customers to conduct the purchase with self-service via the website. Sales Cycle.

B2B 85

How to Get Your SEO and PPC Teams on the Same Page

ConversionXL

Annual budgeting cycles are too infrequent to keep up with the shifts in digital marketing. Often, we can’t see the full picture of a click converting to revenue, especially if the transaction occurs offline or after a long sales cycle.

PPC 72

What the Best Growth Teams Get Right

ConversionXL

Run their own campaigns? Expecting a laundry list of skills or tactics? Don’t. Tactics are a dime a dozen,” says GrowthTribe ’s David Arnoux, “and what works for me won’t work for you.

The Enterprise Self Service Myth

Mucker Lab

But for entrepreneurs in enterprise markets, (saas, ad tech, b2b marketplace etc) we all too often believe self-service transaction and sales (usually in forms of some sort of purchase flow) is a development must-have rather than a feature to trade off. I’ve heard way too many entrepreneurs who believe the solution to building scalable sales channel is to not have one at all, but rely on potential customers to conduct the purchase with self-service via the website. Sales Cycle.

B2B 78

LinkedIn Video Ads: Relevance, Specs, and Use Cases

ConversionXL

For YouTube pre-roll ads, Google recommends segmenting video ad campaigns into three phases: Tease. A successful campaign needs to break video messaging into chunks that can capture busy top-of-funnel scrollers (short videos) and more engaged middle- and bottom-of-funnel viewers (longer videos). Nielsen data on a B2C campaign found that native ads are more effective in driving “brand consideration”: ( Image source ). The sales cycle may last for months, or more than a year.

Video 104

Bootstrap Mentality: Key Ingredient For Startup Success

YoungUpstarts

Some even spend on creating apps and elaborate marketing campaigns. Another pro-tip – Keep everything short – small up-front capital requirement, short sales cycles, short payment terms and recurring revenue cycles. Stretch your team to don different hats be it marketing, operations or sales. The marketing guy can always look at operations when required, or the sales team could help in marketing initiatives. Product first, sales later.

The Small Business Guide to Creative Video Strategy in 2018

Up and Running

Get creative and split test your campaigns when it comes to the overall message and content of your videos. There’s no denying the emphasis placed on educating viewers in the modern sales cycle. As your customer service and marketing teams gear up for 2018, keep in mind that the strategies and content that worked last year may soon be outdated. Technology is changing at lightning speed, and if your team is not prepared to adapt, sooner or later, you will be left in the dust.

Video 129

Short guide to sales and marketing for start-ups [Guest Post]

VC Cafe

You have to invest time and money into building a sales and marketing team to acquire customers beyond early adopters. To begin with, let’s illustrate the sales process with a simple graphic of the funnel that comes from an excellent post on Stratechery about marketing channels. At the end of the post, we’ll have a look at sales within the broader context of customer acquisition and customer success. Equally as important is the understanding that sales take time.

Sales 82

Message Without Permission (Because No One Meets Organically Anymore)

YoungUpstarts

To do this, MailChimp took a random sample of 30,000 users in their database who’d sent at least 10 campaigns to see if the double opt-in method improved their email marketing stats. Just because someone gave you their email for a free download or signed up to get your newsletter does NOT mean you should respond immediately with a hard sale. The most effective way to nurture new leads is through a drip campaign. by John Thies, CEO and co-founder of Email on Acid. Wrong.

HTML 109

Account-Based Marketing Software & Tools

ConversionXL

Ultimately, a successful ABM campaign needs to solve three problems. Deliver tailored marketing and sales messaging to those people. Pilot programs refine the process—and your target list—while (hopefully) demonstrating enough ROI to earn buy-in from marketing, sales, and executives. The analytics portal syncs with independent CRMs to wed engagement and sales data. Sales enablement. Use analytics from ad campaigns to prompt sales staff to take action.

How To Lose Email Subscribers In 10 Days Or Less

YoungUpstarts

To do this, MailChimp took a random sample of 30,000 users in their database who’d sent at least 10 campaigns to see if the double opt-in method improved their email marketing stats. Just because someone gave you their email for a free download or signed up to get your newsletter does NOT mean you should respond immediately with a hard sale. The most effective way to nurture new leads is through a drip campaign. by John Thies, CEO and co-founder of Email on Acid. Wrong.

Email 100

7 Ways to do Drip Marketing for SaaS

ConversionXL

In fact, according to Campaign Monitor , for every $1 spent, email marketing generates $38 in ROI. More specifically, email drip marketing involves delivering the right content to the right recipient at the right time based on how a user interacts with your brand and where they are in the sales cycle. 7 Must-Have Drip Campaigns for SaaS Marketers. There are many types of drip campaigns depending on your conversion goal.

What 15 CEOs Learned Building Top Agencies

ConversionXL

I had actually won an innovation award for planning a hugely complex, digitally printed, dynamically personalized direct mail catalog campaign for Tourism British Columbia as a client. Following on from the audit, they asked me to take over the management of the campaigns.” We got a great reference, so the sales cycle was extremely short, maybe one call and one email. The problem with #1 and #2 is that they’re both based on the agency founder doing sales.

SEO 103

The Proof was not in the Pudding: Pudding Media is Shutting Down

VC Cafe

The company’s assets will be put on sale as the company only retained five employees for maintenance reasons. Pudding Media’s platform targeted mobile carriers, offering them a turn-key solution to manage the entire campaign lifecycle, across all mobile channels: SMS, MMS, USSD, Mobile Web, voice calls and video. It also offered direct response campaigns on the mobile for brands and agencies.

How to Craft (Or Pivot) Your Agency Value Proposition

ConversionXL

I put together a one-page website, a list of 100 people to reach out to, and a cold email script that would make seasoned sales professionals cringe. I know this language sounds formal and stuffy, but high-ticket service sales cycles are long.

PR 82

My Life as a CEO (and VC): Chief Psychologist

Both Sides of the Table

Due to the language and culture issues in Europe we opted for a country structure with an MD in each country and local sales, marketing & customers support staff. This is akin in the US to having sales staff in NY, SF & LA with your HQ in one of these locations. As things got bigger we hired a head of European sales and a head of European marketing. In your case this might simply be a VP of Sales or Customer Support for multiple locations.

Guest Post: Increase Your Remarketing Success with Great Design

crowdSPRING Blog

According to Sale Cycle’s most recent remarketing report , nearly 75% of consumers abandon eCommerce sites mid-purchase and leave their carts behind. So why does your remarketing campaign need a well-designed landing page ? For the same reason, your pay-per-click campaigns need them – t maintain message match. Solid design is the key to growing your business. Period. Point Blank.