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The Center for Sales Strategy Blog

6 Ways Inbound Lead Generation Provides ROI + 6 Key Metrics to Track

6 Ways Inbound Lead Generation Provides ROI

There’s no doubt — lead generation that is clear-cut, clean, and specific is ideal. When we picture lead generation working at peak performance, most of us envision the salesperson being handed a lead that is pre-qualified and only a small step from closing. Smooth and easy!

But don’t fool yourself into thinking that every lead generated by inbound marketing will be so straightforward. That’s not reality, and if you allow tunnel vision to influence your ability to measure your inbound marketing ROI, you'll miss out on a lot of critical information.

Topics: Lead Generation Inbound Marketing

Are You a Thought Leader? 6 Ways to Tell

Are You a Thought Leader? In every industry, there are people or businesses we think of as being thought leaders. These people and organizations are the ones that you check on regularly with regard to innovation, market challenges, and new initiatives.

Being considered a thought leader in your industry is certainly an advantageous position to have, as it helps with lead generation, sales, recruitment and retention, new business opportunities, and more.

Topics: content strategy thought leadership sales strategy Inbound Marketing

What is a Target Persona and Why Do I Need One?

what is a target personaResearch reveals that 47% of buyers view at least three to five pieces of content before deciding to speak with a sales rep. In today's digital age, sales teams must rely on inbound marketing strategies (the process of attracting prospects to you) to convert leads. Why? In order to be successful, you must generate amazing content that speaks to your prospects’ various needs, pain points, and buying cycle stages.

Developing a target persona* is critical for success. If you don't have a clearly defined persona, who's all your content targeted to? A target persona is absolutely necessary for a successful lead generation strategy. If you don't have this information, how do you create valuable content?

Topics: Inbound Marketing target persona

5 Metrics to Measure the Success of Your Digital Marketing Efforts

content marketing metrics

As websites continue to become more important in the consumer journey, the need to measure the efficiency of digital marketing also increases. This is a shared burden between those selling digital media and business owners and marketers who are looking to maximize their ROI. We know that “clicks” provide an incomplete picture into the impact of digital advertising, as most users do not click on ads but still find their way to a business's website after being exposed to ads.  

So what should we look at? Here are five metrics to help give a more in-depth insight into the effectiveness of your digital marketing efforts.

Topics: digital marketing SEO Inbound Marketing

How Inbound Marketing Can Create Raving Fans for Your Business

How Inbound Marketing Can Create Raving Fans for Your Business

Every business wants raving fans; consumers that are so overwhelmed with great customer service that they can't stop talking about your brand. This is particularly important if your business has a relatively long sales cycle. If prospects take their time to research different offerings, building brand awareness and trust is big.

And, businesses are catching on. Those using effective inbound marketing initiatives are producing sales leads and, at the same time, establishing expertise and thought leadership in their specific industry. Those experiencing this success will tell you that it's contagious, but requires the constant sharing of quality content, which attracts interested prospects to their companies.  

So how do you get consumers to not only know about your brand, but like your products and services enough to engage with your company frequently, and rave to others about you?

Topics: content marketing content strategy Digital Inbound Marketing

NOW AVAILABLE: The 2019 Media Sales Report

The State of Media Sales 2019

The Center for Sales Strategy conducted two online surveys during the second quarter of 2019 with sample groups representing sales managers and salespeople in the media industry. With the data from these surveys, our team researched, analyzed, and compiled The 2019 Media Sales Report to deliver key findings and insights from the surveys to help drive sales performance in the year ahead. This report studies the landscape over the past year, including the expectations for sales managers and the strategies employed by media sales professionals to assess their impact across five key topics: Compensation and Sales Team Size, Training and Development, Number of Appointments and Sales Process, Sales Enablement, and Culture and Industry.

Read on to check out our key findings, and download the full report for more insight from these surveys!

Topics: Inbound Marketing state of media sales media sales report

What's a Marketing Qualified Lead? What's a Sales Qualified Lead?

sales qualified lead vs marketing qualified leadWhen it comes to lead generation, when does the marketing department’s role end and the sales department’s role begin? Very specifically, when should a lead be passed from marketing to sales?

As with most marketing and sales best practices, it’s not always a black and white answer.

Every organization is different, and it’s important that your organization have it's own marketing and sales agreement plan that outlines in detail how you will qualify, distribute, track, and ultimately close your marketing leads.

Topics: Lead Nurturing Lead Generation Inbound Marketing sales and marketing alignment

Considering Hiring More Salespeople? Check Out These 3 Reasons to Invest in Inbound Marketing First.

three reasons to invest in inbound marketingMost small growing businesses know they need to continue to make strategic investments to sustain their growth. The challenge is knowing where to invest. If the obstacles to growth that you’ve identified are branding and visibility, hiring additional recruiters will not solve these problems.

Topics: Lead Generation sales strategy Inbound Marketing Inbound Sales

Prospecting is Dead… Long Live Prospecting

inbound marketing prospecting funnelDid you know that your chances of making a sale go up a gazillion percent when the prospect actually asks to be contacted by you? Of course you knew that! So how do you make this happen?

Topics: content marketing Lead Nurturing Inbound Marketing

Not Enough Appointments? You Must Whip It!

inbound marketing generate qualified leadsWhen a problem comes along, you must whip it.
When something's going wrong, you must whip it.
Now whip it into shape… shape it up, get straight, go forward, move ahead.
Try to detect it… it's not too late to whip it!
Whip it good!
-Devo, "Whip It"

Topics: sales strategy Inbound Marketing sales and marketing alignment Inbound Sales