As soon as the visitor lands on your website, you can track their journey. If the user doesn’t complete a goal along the conversion path, you can look at ways to optimize it through A/B split testing. The elements you should test and optimize are the wording of your CTAs, the layout of the landing pages, and the thank-you pages.
Know your product or service – The first step you must take before selling to a business is to understand your product or service. These questions are just some of the very basic questions you must know how to answer without hesitation when it comes to getting people to invest in your product or service. By collecting intent data, marketers can target buyers when they are actively looking for your solutions and map if a lead has reached a point in the buying journey to qualify as a quality prospect. Providing thoughtful content and promoting it across LinkedIn profiles and groups in a successful campaign can set you up as a thought leader. People who search for solutions in group discussions are likely to remember you and your company. A B2B tech company can utilize some of the features of LinkedIn to help align sales and marketing teams.
By measuring success or failure, you’re able to make mid-course corrections and improve the overall quality and focus of your campaigns. There will be channels that prove more suited for your industry than others, but don’t let that deter you from testing a variety of channels to discover the optimal mix for you brand. Get more prospects, more sales, and higher-paying clients fast, so you can take your business to the next level. Finally, the easiest way to put a total damper on the lead gen process–and quite frankly the entire sales cycle–is by making it way longer and more complex than it needs to be. Instead of putting together a solid strategy and then curating the right inbound marketing content, they simply throw tons of content out in the abyss thinking that it’ll serve them well. Unfortunately, many sales reps spend zero to no time digging into the decision-makers.
It won’t serve long enough before someone else copies your idea and innovation. Hence, differentiation and evolution should be your top priority always. Leverage unique elements to stand out from your lead’s perspective. Some events also provide ‘opt-in’ delegate lists which can be lead generation marketed to, and others offer speaking slots, as well as the opportunity to market to delegates via packs. If you are driving traffic to a bespoke landing page, tools like Unbounce and CrazyEgg can help optimize conversions. Finally, a useful hack when assessing competitors is to take a look at their technology stack using Built With. The ‘analytics and tracking’ section is particularly interesting in terms of identifying what apps they are using to support their marketing efforts.
Instead, use the opportunity to showcase your expertise by highlighting case studies. Remarketing campaigns are great tools for targeting people who have already been to your website.
Affiliate marketing can be thought of as outsourcing your marketing to authority site and review site owners. They have real influence over their audience, since they seem to be unbiased. The customer is currently solving their sales problem by using spreadsheets. This spreadsheet works to a degree, but it is highly manual and error-prone. Let’s illustrate these questions briefly by imagining that you are selling a customer relationship management app to a small business. And, if you’re lucky, your customer will help you make your case by telling their colleagues all about the ways your offering has helped them achieve their goals and boost ROI. Most in-person events require attendees to wear badges that include a barcode or a QR code.
There’s also an email follow-up feature to promote continued engagement. This tool comes with over 100 templates to choose from, so there’s no need to start from scratch. They’re visually stimulating, which is ideal for capturing attention and information from leads. There’s also a powerful segmentation and targeting engine to display the right popup. If you’re like 34% of today’s marketers, then it’s one of the most challenging feats to pull off. Maybe you tried the latest methods and tactics, but still aren’t getting the results you desire. You can re-engage your prospects either by pitching an offer in the remarketing ad or simply by pitching the advantages of working with your company.
This could mean the difference between publishing a blog that doesn’t rank versus publishing one that gets featured at the top of search rankings. It’s also reasonable to assume they are qualified, based on their interest and engagement with other service providers. You don’t want to contact the CEO and convince him to buy calling cards from you. You don’t want to talk to the head of IT to get your cleaning service approved by their company. Be sure you know who you need to speak with before you actually sell so you don’t waste your time or theirs.
The processes must be streamlined, with the goal of creating no more than three standardized marketing assets for the field that are industry focused. It is important to leverage regional stakeholders in the content creation process and to incorporate feedback from field sales and marketing teams globally as well. At the global technology company, there were many stakeholders in the content creation process, though the firm started with sales and marketing teams at the regional level.
Use the provider system to filter the contacts that you want to lead. Anticipation, powered by more than a little adrenaline, is now coursing through the B2B lead’s veins as vendor search is narrowed down to two or three companies. Great website content is critical to establishing your company’s trustworthiness, capability, and authority as the leading contender. When you use a contact pop-up box on top of your landing page, you are forcing your prospect to engage with your content.