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How to Drive More Sales Ready Leads with Digital

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  • 1. #123webinar | @webmarketing123 Drive More Sales-Ready Leads with Digital Think quality over quantity. Live Webinar Tuesday, 6/24 @ 10AM PT
  • 2. #123webinar | @webmarketing123 1. Can I ask questions? 2. Can I have a copy of the slides? Tweet @webmarketing123 or use #123webinar. Yes! Email results@webmarketing123.com. 3. How do I get a live site analysis? Chat us your website and top 2 keywords. FAQs
  • 3. #123webinar | @webmarketing123 3 We are a digital marketing agency focused on demand generation. Search Engine Optimization Website Redesign Paid Search & Display Content Creation Top 500 Fastest Growing Private US Companies.
  • 4. #123webinar | @webmarketing123 1 Work Smarter Not Harder 9 Steps to Drive More Sales-Ready Leads 2 Get a Live Site Analysis Discover How Your Demand Gen Stacks Up On the Agenda
  • 5. #123webinar | @webmarketing123 /Optimize to Work Smarter Not Harder Sales is hungry for leads. More leads!
  • 6. #123webinar | @webmarketing123 /Optimize to Work Smarter Not Harder Sales is hungry for leads. More leads! More andbetter leads!
  • 7. #123webinar | @webmarketing123 /Optimize to Work Smarter Not Harder Recognize the importance of Online 88% of buyers research products they intend to purchase online. (source: Google) 15% Close rate of SEO leads compared to 2% for outbound leads. (source: Search Engine Journal)
  • 8. #123webinar | @webmarketing123 / 9 Steps to Drive More Sales-Ready Leads 1 Know your Digital Sales Funnel!
  • 9. #123webinar | @webmarketing123 / 9 Steps to Drive More Sales-Ready Leads 1 Know your Digital Sales Funnel! Cost of NOT Ranking Click Through Rate (7%, Page 1 average) Visitor to Lead Rate (1-3%, B2B 1 average) Raw Lead to Qualified Rate (15%) Lead to Sale Rate (10%) Monthly Cost of Not Ranking Annual Cost of Not Ranking 71,729 New website visitors 1,793 Leads 269 New qualified leads 27 New deals $2.7M Monthly Revenue $32.4M Annual Revenue
  • 10. #123webinar | @webmarketing123 / 9 Steps to Drive More Sales-Ready Leads Track your Campaigns to Revenue.2 It’s not enough to measure leads alone.
  • 11. #123webinar | @webmarketing123 Set clear goals & get buy-in from Sr. Leadership. Track progress of agreed upon KPIs and projections. Build action plan and assign individual ownership with due dates! / 9 Steps to Drive More Sales-Ready Leads 3
  • 12. #123webinar | @webmarketing123 Let the best leads find you High cost & competition Low CVR Low cost & competition High CVR One word phrases Two word phrases Long-tail, descriptive phrases Choose your keywords carefully! 4 / 9 Steps to Drive More Sales-Ready Leads
  • 13. #123webinar | @webmarketing123 Let the best leads find you4 Mobile Enterprise SMB MobileSMB Enterprise …And map keywords wisely. / 9 Steps to Drive More Sales-Ready Leads
  • 14. #123webinar | @webmarketing123 Let the best leads find you Mobile Enterprise SMB MobileSMB Enterprise When a prospect searches a long-tail vs. broad keyword, where are they most likely to land? 4 / 9 Steps to Drive More Sales-Ready Leads
  • 15. #123webinar | @webmarketing123 Let the best leads find you Mobile Enterprise SMB MobileSMB Enterprise Tip: Map your content to match prospect research phase. 4 / 9 Steps to Drive More Sales-Ready Leads
  • 16. #123webinar | @webmarketing123 Make it easy to convert.5 Treat each page as an entry point. / 9 Steps to Drive More Sales-Ready Leads
  • 17. #123webinar | @webmarketing123 You only have 7 seconds to answer these 3 critical questions: 1 Where am I? 2 What can I do here? Why should I do it?3 Make it easy to convert.5 / 9 Steps to Drive More Sales-Ready Leads
  • 18. #123webinar | @webmarketing123 Funnel Stage Content Piece Awareness Evaluation Purchase Educate prospects on the value of digital marketing & foster thought leadership. Build the business case for why the prospect needs to invest in your product or service. Give the prospect a reason to choose you over your competitors. Get sales involved! “The Definitive Guide to Display Advertising” “How to Close More Deals via Digital Demand Gen” “Digital Marketing Agency Buyers Guide” 6 Nurture leads with smart content. / 9 Steps to Drive More Sales-Ready Leads
  • 19. #123webinar | @webmarketing123 Funnel Stage Content Piece Awareness Evaluation Purchase Educate prospects on the value of digital marketing & foster thought leadership. Build the business case for why the prospect needs to invest in your product or service. Give the prospect a reason to choose you over your competitors. “The Definitive Guide to Display Advertising” “Why our Strategy is Better than the Other Guys” “How to Close More Deals via Digital Demand Gen” Repurpose Content Segment & Nurture Get Sales Involved! 6 / 9 Steps to Drive More Sales-Ready Leads Nurture leads with smart content.
  • 20. #123webinar | @webmarketing123 7 / 9 Steps to Drive More Sales-Ready Leads Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% lower cost. Companies that automate lead management see 10% or greater increase in revenue within 6-9 months. Source: Forrester Research; 2013 Source: Focus Research; 2013 Nurture leads to add to the bottom line. Implement marketing automation*
  • 21. #123webinar | @webmarketing123 Source: “The Short Life of Online Sales Leads”, HBR; Nov. 2013 Companies that respond to leads within an hour after receiving them are 7x as likely to qualify the lead. Most companies are slow to respond. Only 37% respond in less than an hour. Implement marketing automation Facilitate speedy sales outreach! 7 / 9 Steps to Drive More Sales-Ready Leads
  • 22. #123webinar | @webmarketing123 Launch advanced remarketing8 One visit is not enough to convert. Google Confidential and Proprietary 4Google Confidential and Proprietary 4 one visit is typically not enough 96% 70% rstanding Shopping Cart Abandonment, Forrester Research, May 2010 Abandon shopping carts without purchasing1 Leave a website without converting1 49% Typically visit 2-4 sites before purchasing2 e/Compete Sporting Goods Study: (Sept 2011-Sept 2012) Clickstream BF02 (number of different brands visited) Google Confidential and Proprietary 4Google Confidential and Proprietary 4 t one visit is typically not enough 96% 70% rstanding Shopping Cart Abandonment, Forrester Research, May 2010 Abandon shopping carts without purchasing1 Leave a website without converting1 49% Typically visit 2-4 sites before purchasing2 le/Compete Sporting Goods Study: (Sept 2011-Sept 2012) Clickstream BF02 (number of different brands visited) Google Confidential and Proprietary 4Google Confidential and Proprietary 4 t one visit is typically not enough 96% 70% derstanding Shopping Cart Abandonment, Forrester Research, May 2010 Abandon shopping carts without purchasing1 Leave a website without converting1 49% Typically visit 2-4 sites before purchasing2 ogle/Compete Sporting Goods Study: (Sept 2011-Sept 2012) Clickstream BF02 (number of different brands visited) Source: Google New Opportunities for Remarketing Deck / 9 Steps to Drive More Sales-Ready Leads
  • 23. #123webinar | @webmarketing123 Launch advanced remarketing8 Remarketing produces results on search & display. Google Adwords (RLSA) GDN (Display Remarketing) 3x Previous site visitors convert at a 3x higher rate. 450% Advertisers see a 450% increase in CTR. Source: Google New Opportunities for Remarketing Deck / 9 Steps to Drive More Sales-Ready Leads
  • 24. #123webinar | @webmarketing123 Track Beyond the Last Click.9 Evaluate success by tying digital campaigns to revenue in CRM. / 9 Steps to Drive More Sales-Ready Leads
  • 25. #123webinar | @webmarketing123 1 Work Smarter Not Harder 6 Steps to Drive More Sales-Ready Leads 2 Get a Live Site Analysis Discover How Your Demand Gen Stacks Up On the Agenda
  • 26. #123webinar | @webmarketing123 LIVE SITE ANALYSES
  • 27. #123webinar | @webmarketing123 Schedule a free, 30 minute consultation! Thank you! Let’s Talk! Mike Turner, Director of Business Development e: results@webmarketing123.com t: 800. 619. 1570 Source: Synecore, “10 Examples of Amazing Responsive Design”

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