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HubSpot Reveals New Tools to Accelerate Sales

  
  
  
HubSpot CRM Database

With a marketing reach of over a million people and over 8000 customers, HubSpot has played a huge role in the evolution and adoption of Inbound Marketing.   As defined by Wikipedia, “Inbound marketing refers to marketing activities that bring visitors in, rather than marketers having to go out to get prospect's attention. Inbound marketing earns the attention of customers, makes the company easy to be found and draws customers to the website by producing interesting content.”

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The Importance of Setting Up Closed-Loop Reporting

  
  
  
closed loop reporting for B2B

 
Setting up closed loop reporting allows you to track your key marketing and sales metrics in order to identify what marketing programs are contributing to leads, opportunities and sales. The reporting system consists of two main components: marketing software, for lead generation and advanced analytics, and a CRM (customer relationship management) system, to track and measure sales activities.

When a marketing software platform and CRM system are integrated, the two are able to share data from every lead, beginning with the original source of the lead and ending with the close. This enables you to develop reports showing close rates and new customers from leads generated through marketing. For this reason, many marketing software platforms are automatically integrated with popular CRM systems.

Your closed-loop reporting system should also feature: 
  • Automatic, two-way synchronization between the marketing platform and CRM.
  • De-duplication of leads that allow you to update existing lead records.
  • The capability to pull information from your CRM system into your marketing platform to allow you to segment leads.  

Sharing Information When Setting Up Closed Loop Reporting

Sharing information between the two platforms is beneficial for both your marketing and your sales team. For instance, sharing complete lead intelligence, including the history of leads’ activity, helps sales reps to plan their follow up strategies and find hooks to begin their first conversations. In addition, marketing software can provide lead alerts whenever hot leads revisit your website, respond to a campaign, or take any other trigger action.

Equally, sales should share data with marketing including contact touches (records of email and call attempts or connects), lead status updates, and revenue numbers, such as data on closed deals and the revenue linked with to each contact.

Utilizing Closed Loop Reporting to Identify Top Marketing Channels

By setting up closed-loop reporting, you are able to track marketing programs and determine which are the most effective by examining metrics including: 
  • Number of visits per channel
  • Leads per channel
  • Visit to lead ratios per channel
  • Lead to customer ratios per channel  
You can't manage what you can't measure.  Closed-loop reporting provides executives with the actionable information needed to make sales and marketing investment decisions which can drive predictable and profitable revenue growth.















How to Define Your Funnel Stages & MQLs

  
  
  
Smarketing

 
Successful Smarketing requires your sales and marketing team to work together by using the same definitions and sharing the same goals. One important aspect in this regard is developing a unified picture of the funnel including the terminology you use for each stage.

How to Define Your Funnel Stages

One of the easiest ways to define funnel stages is to adopt a common terminology such as the following: 


Does your company's Web presence differentiate your company from the competition?

  
  
  
New Call-to-action

An interesting question and one that has significant impact on your company's ability to grow. The Web offers extensive opportunities to grow your business but it isn't magic, it is a tool. Like all tools you have to understand how it works and use it with skill to get the desired results. Most BtoB companies have a website and have made an effort to attract prospective customers to their site. This will undoubtedly bring traffic and new sales prospects but it is only part of the solution. When a prospective customer finds your company through search engines they generally are evaluating several companies and their solutions. They already have a perception of their problem and the criteria for solving it. In addition to the sales prospects generated by search engines your company needs sales prospects that are searching specifically for your company. When a prospective customer intentionally searches for your company they do so because they already have a positive disposition towards your company's expertise.

Blogging for Business - It's Role In Attracting Target Buyers

  
  
  
New Call-to-action

When target customers are ready to buy, do they consider your company? This is a key question for any business.  A reasonable resolution to this question is critical for BtoB companies who serve a defined target market.  Most companies do not have a good handle on the answer because they don't know what they don't know. The first step in solving this quandary is to think customer and not your company. Let's start with several key facts we know about BtoB customers:

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A Visual Reminder from Matt Cutts That Body Content Matters

  
  
  

Below is a short video from Matt Cutts at Google talking about the importance of body content.  Many SEOs, especially in the "old days"  put most of their emphasis on the "Head" of the document such as:

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3 Ways Google + Changes Search Marketing

  
  
  
buying used marine engines

The benefits of having a Google + business page are huge. Besides the fact that there are millions of users that you can reach, Google + makes it easier for you to market your business. This is because your marketing efforts on Google + can directly influence your search ranking on Google. What does this mean? It means that having a Google + business page provides your company with a win-win situation! The following are 3 ways that the use of Google + changes search marketing on Google: 

How to Incorporate a Google +1 Button on Your Website

  
  
  

If you’re not using Google + for business yet, you should be. Google + has millions of users, making it the perfect platform to increase brand awareness and loyalty. Not to mention that its run by Google, arguably the largest and most important search engine on the Internet, which means that properly using Google + could help you SEO strategy. One of the features that you should use if you use Google + for business is the Google +1 button.

What is Google + and Why it Matters

  
  
  
buying used marine engines

Google + is often considered Google’s answer to the social media giant, Facebook. Unfortunately, many people look at Google + as an inferior platform, even though it has millions and millions of users. However, Google + is actually an excellent social network that has a lot of benefits and advantages that other social sites do not have. In fact, if you don’t have Google + for business, then you should.  Google + provides companies with a huge amount of ways to increase brand awareness and loyalty. The following are a few reasons why Google + for business is an absolute must:

How to Set Up a Google + Business Page

  
  
  
buying used marine engines

Out of all the available social networks, Google+ used to be perceived as a lesser option for most. This, however, is simply not true.  It is worth having a presence on Google +, especially if you are promoting a business. There are, after all, over 40 million active members on Google +. Not to mention that because it’s run by Google, having a business page on Google + will help you to achieve better search results through Google.  So if you haven’t already, set up a Google + business page, the following are a few tips to help you get started:

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