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Posts in category Sales

Importance of Lead Validation

By Guest Blogger Aaron Wittersheim

Sometimes knowing what you don’t know can be just as important as knowing what you know. Take, for example, the conversions your lead generation website creates. You may know how many conversions are coming in through Google’s analytics, but do you know how many of those conversions are actual sales leads? Do you know exactly which sources are generating those sales leads? If not, you could be in a precarious position because you may not have all of the vital information you need. With lead validation, however, you can have a complete picture of how well your website is performing.

Nearly half of all website conversions are not sales leads — they’re incomplete form submissions, job applications or other interactions that won’t lead to new customers. Too many Internet marketers try to optimize their websites based on the raw Google conversion numbers. This means they may be working to optimize sources that aren’t actually generating many sales leads. Lead validation combs through all conversions — online and over the phone — and separates sales leads from dead ends. Even though it may be labor-intensive, the process can be well worth the effort if it leads to better information. The following presentation goes into more detail about why lead validation matters, to help make sure the things you don’t know aren’t hurting you.

Aaron Wittersheim is Chief Operating Officer at Straight North, an Internet marketing agency. He has helped startups, middle-market firms, and Fortune 500 companies improve organizational structure and grow through his expertise in process conception, task automation, and internal project management.

 

Love Sales

Love SalesMy business is all about sales and so I thought I would share three reasons why I love sales and the sales process.

  1. Sales is a discovery process

Sales allow you to get to know your customers. Through sales, you can build a relationship with your clients, discover their wants and needs, and work to satisfy them. In addition, sales help you learn about yourself. As we discussed in our last blog, we are all in sales. We sell something every day; whether that’s our image, a new idea, or a request. Sales and the sales process can help us learn about both our customers and ourselves. READ MORE »

 

Business Card

You walk into a business networking event and your immediate instinct is to hand people your business card in order to build quick rapport and promote your business. Wait! Don’t do it yet! Why? They did not ask for it.

business cardWhy is that so important? What happens when we hand out our business card before they ask? It immediately becomes a one-sided conversation, announcing “This is what “I” am doing and I want your business” even though I do not know who they are and what you really want, like and need. This might boost our egos, but it is not good for creating and building new relationships. Although most people will politely accept the card, they will rarely call unless they feel some sort of connection was made with you during your first brief encounter. READ MORE »

 

How is Your Sales Growth

Sales GrowthWhile sales growth is desirable, not all growth has equal consequences or outcomes.  Everyone is familiar with the coined phrase “urban sprawl” which is the result of unplanned growth.  This type of growth happens without forethought and causes unforeseen challenges and complications, often unpleasant or with a negative connotation.   According to Blackenterprise.com, “strategy is not about waiting for opportunities to come to your business. It’s about making sure your business is moving, and most importantly, that it’s moving in the right direction.”

Here are five steps they suggest are needed when developing a solid plan for strategic sales growth: READ MORE »

 

What is a Brand?

brandWhat is a brand?  I’m reminded of scenes from one of my favorite American movies, Red River; namely, the branding of cattle in preparation for a historic cattle drive along the old Chisholm Trail.  Brands were visual symbols of ownership.  They depicted in graphic geometric shapes and/or letters the names of the various ranches:  The Circle R, The Flying P, and The Two Rivers are examples.  The brand message to all who saw it said, “This is mine, and it is separate from the rest of the herd.” READ MORE »