Entries Tagged as 'B2B marketing'

Does your website convert visitors to leads and sales?

Here’s a summary of the checklist I use when I evaluate a client’s website. Use it to see if your website converts visitors to sales. That’s what it’s for, right? You might be surprised by the answers.

– Does your website make it immediately clear what your company does and who it serves?
– Is it easy for your prospects and customers to find their way around your Web site?
– Does your website quickly communicate your company’s unique selling proposition?
– Does your website back up those claims?
– Does your website explain the additional resources you can bring to bear for your customers?
– Does your website contain lots of offers designed to engage prospects and start sales-winning relationships?
– Does your website make it easy for your prospects and customers to take the next steps in their consideration or buying process?
– Does your website make it easy to place an order?
– Are there multiple ways for prospective customers to request assistance or additional information about your company and its products or services?

See the full checklist at: B2B website checklist.


Leads tracking: Get results

Leads tracking: Why bother?

Did you know that 79% of all leads are never followed up?

Although leads tracking isn’t always fun for the creative types in your marketing team, it really isn’t difficult to track and measure marketing results. Start by telling your team that you can live with the fact that they won’t be able to track and measure every lead, activity, result, or dollar in revenue.

Focus on those activities and results that can be tracked and measured, and don’t worry about those that can’t. If your sample size is large enough, you can confidently project overall results from the measurable segment.

Leads tracking questions to ask to get the answers you need

Leads tracking starts by asking your marketing team the following questions:

  • What is our average marketing cost per activity or result? By tracking and measuring cost per activity or result, you have a way to benchmark and improve results.
  • What is the return on investment? Although the actual dollar amount of sales revenue linked directly to marketing activities often serves as the strongest indicator of return on investment, other criteria can be used to show ROI as well.
  • What’s in the sales pipeline? Be sure to consider forecasted sales.
  • Where do our best B2B sales leads or sales opportunities come from?



Marketing for leads – are you asking the right questions?

A number of recent surveys all point toward the same conclusion: the majority of senior marketers believe that the primary objectives of marketing are to drive B2B sales leads, influence sales, increase customer retention and boost revenue.

The key is tracking and measuring results. I developed a set of questions to ask to get the answers you need. Find the complete list at:
B2B sales leads: Marketing for leads – are you asking the right questions?


Calculate marketing ROI with the Sales Lead Calculator

I developed this interactive spreadsheet for use with clients. It’s provided good insight into how what are realistic numbers of marketing touches, inquiries and qualified sales leads you’ll need to reach the company’s sales goals. I hope you find it useful and please let me know if you have comments and suggestions.

Calculate marketing ROI with the Sales Lead Calculator spreadsheet

Need help with B2B lead generation, marketing and sales?
For more information, please call Mac McIntosh at +1-401-294-7730, send him email at or visit www.sales-lead-experts.com