Marketing Guide: The Anatomy of a Sales Cycle

A sales cycle can be defined as the documented stages of a sale that nurtures a prospect into customer. Each company should have one, and not all sales cycles are the same. Where many companies fall short is the marketing involved for each stage of the sale. 

As you define the stages of your cycle, it is important to remember that there should be no grey area from one stage to the next. A documented action that propels the prospect to a lead, the lead to an opportunity, and the opportunity to a closed win/loss should be well defined and followed by all. 

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Chris Venza
4 Ways to Use Content Marketing to Drive Customer Loyalty

The secret is out- it is much cheaper to keep a client versus acquiring a new one. In a recent study done by Frederick Reichheld of Bain & Company, it was found that a 5% increase in customer retention produces more than a 25% increase in profit. Why? According to the study, “Return customers tend to buy more from a company over time. As they do, your operating costs to serve them decline. What ís more, return customers refer others to your company”

So the question becomes “How do I increase customer retention and build loyalty?” It would be unrealistic for me to pretend I know your business well enough to answer that question in its entirety. What I can do is offer suggestions on how your content marketing can be used to build customer loyalty and repeat business.

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3 Easy Steps to Increasing Email Campaign Clicks

I want to share a success story I had with one of my clients. 

One company I have been working with for quite some time has remained pretty consistent with their blog. Their site is active and they have done a lot of great things to gain traction online. What sets them apart from others in their industry is that they go after partner channels rather than individual merchants. This requires them to know and share a lot of technical details with their partners that can sometimes be overwhelming.

The open rates of their email campaign were always above average, but the click rates remained stagnant. We recently made one small change and their click rate jumped by 800% (that is not a typo). Find out how we did it.

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3 Benefits of Account Based Marketing and How to Achieve It

Account Based Marketing (ABS), also known as Key Account Marketing, is best known as a marketing strategy built around account awareness. Rather than casting a wide net with a broad marketing message, ABM targets individuals with a personalized campaign based on interest, geography, stage in the sales cycle, purchase history, etc. It is meant to engage and attract accounts with information that matters to them.

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3 Keys to Finding and Utilizing Network Groups

Over the years I have found the benefits of a networking group can go far beyond receiving leads from other companies. Having a group with similar interests to bounce ideas off of once a week can be invaluable when it comes to running a business. I also find there are many small business owners who want to meet people in their industry but don’t know where to find like-minded people.

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The Anatomy of a Great Blog Post- The Writing Process [Series 1 of 2]

Have you ever started writing a blog post only to wonder what direction it was going in? We’ve all been there before and probably will be again.

Over the years I have tried multiple methods and I have finally found what fits “me”. This is not to say this solution will work for everyone. A lot of it will be a refresher for most, but knowing this early on could have saved me a lot of headaches and might do the same for you.

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The Power of an Online Knowledge Base

There is no question a blog, when done correctly, can increase website traffic dramatically. What can get looked over at times is the power and versatility of an online knowledge base.

A well run knowledge base can not only be informative to your current clients, it can also drive new traffic to your site when prospects are looking for solutions that fit the subject of your posts. When one works in conjunction with a blog and email engine, the click rate and page ranking can increase drastically.

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