This post will show how leads can be generated in the New Sales Economy and will offer some tools that can help make your lead generation campaigns more profitable.
In the New Sales Economy lead generation will increasingly come from marketing and less from the sales force. Good sales reps should be helping customers to buy, not generating leads.
Why?
It’s impossible to focus on one without taking attention away from the other. This is one reason consistency is rarely seen across sales organizations.
New leads will increasingly come from converted Web traffic making SEO a priority. It’s important the marketing organization has an SEO strategy for generating and converting web traffic. If you would like to sharpen your SEO skills check out seobook.com for some great SEO tips.
An inbound marketing process a customer goes through may work like this.
A customer is having a problem and enters a keyword search into Google. Your company’s blog is in the top 5 search results and the customer clicks your link. They arrive at your blog post and find your content very helpful. The customer clicks the link to your company website and finds other helpful resources: presentations, videos, white papers, testimonials, etc. The customer is asked for their contact info with a digital form. They enter it. They’re now a lead and can be contacted by the sales force.
The entire process can be tracked and monitored. You will know when a customer went to your web site, what pages they viewed and for how long. You can then reach out to customers who are most likely to buy and nurture those who aren’t. The result is increased conversion ratios and revenue.
There are many different platforms that can bring prospects to your website. And attracting customers to your website instead of interrupting them with your ads is much more effective. This is known as inbound marketing and is the wave of the future for marketing pros.
They’re some great companies and tools to help you track your lead generation campaigns, provide website analytics, increase the ROI on your marketing campaigns and help you sell more.
Here are a few to check out:
- Genius.com
- Manticoretechnology.com
- Landslide.com
- Google Analytics
- Jigsaw.com
- Hubspot.com
The possibilities are endless. The key is creating content that provides value to your customers.
The leads will follow!
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Related posts:
- Cut Your Marketing Budget to Zero & Still Generate Leads
- Should Leads be Inbound, Outbound or Both? Unified Demand Generation
- How Business Blogging Turns Interest Into Qualified Leads
- Demand Generation and Inbound Marketing – Is There Really a Difference?
- Sales and Marketing Alignment: Why are Most Organizations Dysfunctional?
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