Product Launch and Business Growth Blog » lead generation program

How To Increase Sales and Lead-Generation for AdWords and SEO

Rick Braddy — Tue, 01 Mar 2011 15:00:39 +0000

You won’t want to miss this…

Are you responsible for online sales and/or lead generation?

Would you be interested in how you can supercharge your Google AdWords, SEO or affiliate marketing results – from your existing traffic resources?

Then watch this brief video

If you use a website to capture leads or drive sales, I’m sure you won’t want to miss it.

To your success,

Rick

WinningWare.com

P.S. When you click the link above, you will arrive at our new “Customer Portal” – yet another great way to leverage WordPress!

Internet Marketing Forensics: Coming this week

Rick Braddy — Sat, 26 Feb 2011 22:24:19 +0000

UPDATE: Get all the details here

This coming week we’re going to unveil a new product for the first time publicly that’s been under wraps and development since last year. Actually, it’s been under development since 2006, since what I’m about to share has been refined in my own businesses since then.

What I have done is to finally document everything I’ve been doing with the exact techniques in my own online businesses for years to:

Back-track sales transactions to understand exactly where the buyers and leads are originating
Understand buyer behavior, in terms of content usage and consumption patterns on websites
Properly tune and optimize landing pages, sales pages and critical content pathways
Build bigger lists faster and less expensively
Get the most out of lead-generation and sales conversion processes with certain best practices I’ve learned from all over the place since 2004
Reduce wasteful spending on advertising programs, including Google PPC and Display Network
Pinpoint where to concentrate SEO efforts to get the biggest ROI

I decided to package this knowledge up and turn it into a video-based training course that anyone will be able to use to get what I’m calling a “Detective of Sales” badge, by learning and applying “Internet Marketing Forensics™” techniques to their online business.

I designed a cool-looking badge for those who complete the course:

We’re going to be providing training on how to become a “Sales C.S.I.”, a sales detective who gathers the proper evidence and clues on the “conversion scene” (the website), and then (like their crime solving counterparts) solves conversion mysteries, then makes tuning and optimization decisions that:

- Increase online sales conversions

- Increase lead-flow to offline sales teams

- Maximize profitability of PPC and other traffic and advertising

- Guide where to focus for the highest-return on SEO keywords and related SEO investments

- Reduce waste and eliminate unprofitable spending (esp. on Google AdWords and content network traffic that doesn’t convert profitably)

The thing is, we have decided to launch this product a bit differently. We’re going to begin by limiting the initial user base to just one hundred (100) users in what we’ll be calling a “controlled release”.

This controlled release phase is essentially a paid pre-release/beta program, where we’ll be working closely with the early adopter customers to help them apply these Internet Marketing Forensics techniques in their businesses, gather feedback on the pre-release product, testimonials, etc.

Keep an eye out for the announcement, as I’m expecting those initial 100 units could sell out rather quickly, given that we’ll be making the controlled release units available at just 40% of the normal retail price. Once the controlled release units are gone, the product will be taken off the market for a while until we formally launch it (probably in May/June timeframe).

Also, this is the only time we will be working with clients this closely at such a low introductory price point, so while the controlled release may not be for everyone, it’s a great way to get going quickly to improve sales and lead-generation results fast with some hand-holding that doesn’t cost an arm and a leg

Anyway, I’m very excited about this “soft launch”, controlled release of the Sales C.S.I. program, which begins this coming week.

Stay tuned. More details will be announced on Tuesday, March 1st at 11 a.m. Eastern time.

B2B Lead Generation

Rick Braddy — Sat, 14 Nov 2009 23:25:37 +0000

Here’s a few excerpts from an excellent post by Brian Carroll, CEO at InTouch and author of Lead Generation for the Complex Sale and the Start with a Lead blog. For more information on the source article, check out the Lead Generation Checklist blog post.

In this particular post, Brian summarizes the 6th in an an 8-part series called the “Lead Generation Checklist”, a comprehensive approach for helping organizations optimize their lead generation processes. Brian outlines a complete system for companies to use in generating leads, as discussed below:

To be successful at generating leads for a complex sale, marketers can’t rely on one specific tactic but rather they need to leverage a portfolio of channels. To illustrate, I created a mind map of what multi-modal lead generation looks like (click image to enlarge).

It begins with a mindset that sees lead generation as an ongoing conversation – with human beings – that’s both multi-modal and iterative. This isn’t about doing random acts of marketing hoping something sticks.

Here are a few tips for creating a mult i-modal lead generation approach that will positively affect your bottom line:

View your Lead Generation Program as you would your financial portfolio. If you can’t measure channels or programs in terms of return on investment to the organization (leads generated, business closed, opportunities in the funnel) then the company should not be expected to invest in them. Maintain an assortment of researched and/or proven best-fit channels that can be drawn upon whenever needed.

Assess the number and mix of channels required. The model above shows a vast number of ways to generate leads for the complex sale. As you look over it, ask yourself a few questions: Which of these channels are we using? Which are our competitors using? Now think of what you know about your prospect’s buying process. Identify the gaps.

Adopt a flexible and iterative approach. Your program should allow marketing and sales to retrofit messages whenever a prospect’s position in the buying process changes. What worked yesterday may not work today. Complacency is not part of the marketing game. Well-performing or under-performing tactics should be quickly identified and dealt with accordingly. If a tactic fails to deliver, be ready to modify it or replace it.

Understand the synergies of various tactics for best ROI. Do you know how your tactics are performing? Are they working together in a complementary way to connect each step in the customer’s buying process? Try to detail a lead generation calendar for the year that maps out anticipated programs and tactics by month and quarter. Employ an effective closed-looped feedback system to structure information from the sales force than can be converted to actionable tactics. Collect sales feedback regularly and as rapidly as possible.

Not only do the disciplined integration and maintenance of a history of touches in the database aid relevancy, they open doors to tactical personalization.

Test and improve every tactic in your portfolio. The best way to maximize your budget resource is get more out of what you’re already doing. I don’t know a CEO or CFO that doesn’t already think this way, so why should marketers be any different? When was the last time you looked at your program and asked, “how can I make this a channel perform better?” Are you testing how you can optimize your lead generation results?

We know that in the complex sale most contacts do not become immediate leads so once dialogue has begun, other tactical modes should be set up to keep the conversation going. Remember, every touch should represent and communicate value. The tactics you choose should ultimately help your future customers (aka leads) form their opinions, directly or indirectly, as they proceed through the buying process.

Product Launch and Business Growth Blog » lead generation program

How To Increase Sales and Lead-Generation for AdWords and SEO

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Internet Marketing Forensics: Coming this week

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B2B Lead Generation

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