4 Quick Impact CRM Tools for Sales and Marketing Alignment

In our experience Sales and Marketing departments need to have shared strategies and goals. Sales and Marketing alignment will get your team in front of more qualified buyers. We wanted to share the top tools that we use and find most useful for our teams with their overall efforts. 
 

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The Essential Elements of Growth Marketing

Growth Marketing happens when you begin to create valuable content for your target audience. As much as 70% of the content your company has, is not being used at all or used properly. Neil Patel, has founded numerous companies and provided content strategies for Advantage Consulting Services that counted Fortune 500 companies like Samsung, Amazon, Microsoft, and Viacom among its clients.

  • Metrics for B2B content marketing success: Sales Lead Quality (87%); Sales (84%); High Conversion Rates (82%); Sales Lead Quantity (71%); Website Traffic (71%); Brand Lift (69%); SEO Ranking (87%) (Content Marketing Institute/MarketingProfs)
  • Year-over-year growth in unique site traffic is 7.8x higher for content marketing leaders compared to followers (19.7% vs 2.5%). (Aberdeen)

Growth Marketing Plan

 

Inbound Marketing

Inbound Marketing is described by Joeri Van Overloop founder of Bizwebjournal "...providing quality content to attract potential clients to the products and services you’re offering after which you then get to know those clients personally so that they are eventually left with no choice but to do business with you." You can do this by starting a blog, blogging will allow you to communicate with your prospective clients at the appropriate time. You will be able to gain their trust by giving them free valuable content and they will look to you as a trusted resource for information. My favorite aspect of inbound is that you can automate it. Once you have solidified your message and your routine you can sit back and watch as the visits and leads role in. It does take some time to build a base of content to promote, but perseverance is the key, so stick to it! Keep in mind digital content marketing is much cheaper than traditional marketing, the main investment is your time and energy. Promoting your blog is crucial to its success. Although grammar and spelling are very important, focus on the readability and don't spend too much time on each blog post. As Susanna Gebauer from The Social M's says "Blog audiences know that you are not the New York Times. They know that you don’t have 3 editors checking every post" So don't freak out about every blog post being 100% prefect. Try to have a constant stream of new content available for your readers. 

A blog will increase web traffic and help develop your companies online personality. When people visit your blog they are looking to answer a question, solve a problem or get some information. Numbered list posts are quick and easy to read and share. "It’s a blogosphere favorite for good reason — “list” content works, in large part due to the attention-grabbing power of the headline." copyblogger.com An effective numbered list post will introduce a complex topic and break it down into consumable material for your ideal client or candidate. If you make the information easily digested, you will get more shares and likes."It has become widely accepted, that content arranged in list form is quicker to find, easier to remember, and more actionable, which makes lists ideal for sharing content as part of a highly effective content plan."Content Marketing Institute List posts also are the most effective ways to push traffic into your Flywheel. Long tail keywords are more effective then shorter versions because they deliver the most relevant leads to you. An attention grabbing headline is crucial, your goal is to be found in an organic web search. 75% of users never scroll past the first page of search results. In other words, you are competing to appear on the first page of search results with each new post.

 

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Most people who read your posts will be looking for some information to help them solve a problem or fill a need. How to posts are a great way to establish your self as an industry expert. Depending on your specific area of expertise you can tailor these easily. The tip is to keep the how-to-guide closely related to either your core product, service or to something that prospective customers would find useful. Testimonials are a great way to get your customers to read about your company. Customer reviews and testimonials are more important now than ever, customers are more savvy when it comes to the way they do business online and they want to hear how good you are from their peers. "This phenomenon is known as social proof: a psychological mechanism where people tend follow the actions and behaviors of other people, in an attempt to make the “right” choices." Testimonials are great because user generated content is one of the best to generating traffic. User-Generated Content will continue to make waves in 2018 and for a good reason. In fact, it is 20% more effective when it comes to facilitating buying decisions, according to a research paper released by Go.crowdtap.com.

At the very least, having an industry news blog will show that you are engaged with your industry and aware of the trends and updates. Blogging about industry news is great because so much information exists about your industry. A never-ending amount of content about industry news means that you have something to comment on. You will learn more about your industry while drawing more traffic to your website. According to Hubspot.com, "The more informed we are, the more invaluable and influential we become -- always ready with the statistic that makes the deck, the perfect quote from an industry insider, or a genius idea for a new partnership." Basically, this is the center of your blogging strategy, you have your finger on the pulse of the industry making it consistently more attractive for your inbound leads to do business with you.

Create
Buyer Personas

Buyers today are savvier than ever before, they consume different content at different times in different ways. Creating semi-fictional representations of your ideal customers will allow you to focus on your best customers. You can also create buyer personas for the customers you don't want to do business with. Having multiple buyer personas will also allow you to tailor your content to a specific niche market. Buyer personas include demographics, age, work role, company size, common issues or problems. developing personas allows you to create content and messaging that appeals to your target audience. It also enables you to target or personalize your marketing for different segments of your audience.

Email Marketing

Email is still the most important and cost-effective way to communicate with your customers. Email can be used very effectively to nurture your leads and convert more new leads. All the industry leaders agree that email marketing is the best investment for marketing and sales. Here are some stats for you.

  • Email is 40 times more effective at acquiring new customers than Facebook or Twitter. – McKinsey
  • 72% people prefer to receive promotional content through email, compared to 17% who prefer social media. –MarketingSherpa
  • Email marketing drives more conversions than any other marketing channel, including search and social. –Monetate
  • Email marketing has an ROI of 3800%. – DMA
  • Email’s ROI was 28.5% compared to 7% for direct mail. – Chief Marketer
  • For every $1 spent, email marketing generates $38 in ROI. – Campaign Monitor
  • The total number of worldwide email accounts is expected to increase to over 4.3 billion accounts by year-end 2016. – Radicati Group

Segmenting leads and customers will really allow you to tailor your sales and marketing campaigns to target specific buyer personas. You will now be able to create custom offers for each buyer in the particular part of the buyers journey that they are in. In other words, you can now have multiple offers for each buyer persona to offer them as the travel through the process of buying your product or service. You will also get a sharp increase in repeat business and activate those old clients you haven't heard from.

Less is More


Google Analytics and SEO results

Blogging seems to have a magic formula for helping your website rank higher on web searches. The Penguin and Panda updates changed the way major algorithms work and made them more relevant to specific search terms. That is why long-tail keywords are one of the keys to blogging success. These long-tail keywords are based on what people are typing into search engines. You can be easily found by matching your potential clients keywords. Blogging consistently will increase the likelihood of your content being found with your industry specific long-tail keywords. Producing fresh content consistently will optimize your exposure on search engines. "Search engines want to provide the optimal user experience for those typing queries into the search bars. To this end, they seek fresh, up-to-date content and websites." "In algorithmic terms this is known as Query Deserves Freshness or QDF, where more weight is given to recent content on trending or spiking topics."searchenginewatch.com.

Content Increases Website Traffic

Your content needs to be flowing consistently through the blogosphere in order to increase your social media presence. Did you know that Facebook has over one billion users? Twitter and LinkedIn have a couple hundred million. Source That means if you can direct a small percentage of relevant web search results to your site, you can benefit greatly. According to Kissmetrics.com you can actually double your social media traffic by promoting your blog the right way. Your content should focus on a consistent problem or pain point that your clients experience. The best marketing approach is to issue an appeal to your target audience. Determine what types of material are likely to generate a response from potential clients and individualize the marketing messages you send to each group. You must make it clear what action should be taken and encourage potential customers to reach out to your sales people. You should have social sharing icons embedded within the blog post so it can be easily shared. Clicktotweet allows you to share snippets of content directly from the blog post 

Your online presence is important in order to differentiate yourself from the competition. According to SearchEngineJournal.com their are 15 different places to share your content online.The idea is to get the maximum exposure to your content. Creating a blogging calendar will help you stay on task. You can even schedule blog posts to be posted in the future. You don't want to promote your content 100% of the time, each social media platform has a recommended or benchmark etiquette. I personally like to use the 80/20 rule for content offers. Which means that I promote my own content only 20% of the time. outboundengine.com.

User generated content is the future of content marketing. Interacting with your customers on your website is an important resource for your overall marketing strategy. "Fifty-nine percent of millennial's say they use UGC to inform their purchase decisions about major electronics. That's followed by cars (54%), major appliances (53%), mobile phones (46%), hotels (45%), and travel plans (40%). (Crowdtap)

Calls to Action will convert more Leads

Having a call to action on your blog post will allow you to collect some valuable data about prospective new client. A landing page in the context of marketing and advertising is a standalone web page, distinct from your main website that has been designed for a single highly focused objective – guiding visitors toward your intended conversion goal or CTA (Call to Action). A call to action should be very easy to understand and communicate what you are trying to get the point across. According to wordstream.com, "You want to be able to elicit a strong response from your audience as a result of their enthusiasm. If your CTA is enthusiastic, then your audience will be enthusiastic too."

Long-tail keywords are the best way to get you content found online. Longer and more specific keyword phrases that visitors are more likely to use when they’re closer to a point-of-purchase. They’re a little bit counter-intuitive, at first, but they can be hugely valuable if you know how to use them." Being more specific with your blog titles, URL's and having at least one long-tail keyword within your blog text will in fact increase SEO results. These titles utilize targeted keywords to increase the possibility to appear in a Google search result on the first page. Essentially you are making a much better investment with long-tail keywords, you will substantially decrease competition.

The more blog posts you create per week, the more inbound traffic you will receive to your website. Blogging has a magic-like formula for helping your website rank higher on web searches. Blogging regularly will increase the likelihood of your content being found with your industry specific long-tail keywords. If you are able to publish 15 blog articles per week you will see a huge increase with your web traffic. 

  • Writing every day will get you into a blogging routine.
  • Staying disciplined and focused will enable you to get the blogging and the related tasks accomplished. The mindset is similar to people who have successful exercise routines. They see the task as a requirement, not a choice.
  • Having an editorial calendar will give you that focus. When I see an article coming up on the calendar I’m not finished with, I get into gear! I perform well under pressure and get busy.
  • Being focused and regimented brings me success at my blog. That, in turn, brings me joy as a blogger. Then, I relax. Source: mostlyblogging.com

Hubspot Graph #1 Hubspot Graph #2
Image Source: Hubspot.com

Anchor text describing your content  will allow your URL to look relevant to both Google bots and to individual users. You can use your keywords in your URL in order to rank higher on search engines. Anchor text is the clickable text in a hyperlink. SEO best practice requires that the text must be relevant to the page it links to and not just generic. There are many different types of anchr text for your links. I like to use exact match anchor text in order to match a specific keyword. For example: the anchor text "content marketing for recruiting firms", if a potential client searches for this exact term it will give my anchor text the ability to rank on a search engine. The more sites that link with the anchor containing the phrase “content marketing for recruiting firms”(exact or partial), the more certain Google will be that the linked page should rank for that query. Blogging has a magic-like formula for helping your website rank higher on web searches.

There is no doubt that if done properly, a content marketing strategy will produce dramatic results for your business. The psychology behind content marketing is why it works. You are giving your customer something free and not asking them to buy anything. This creates a more comfortable atmosphere, where the customer feels no pressure to buy. The customer will look to you as a trusted adviser not a salesman, and when the time is right you will be there. The most effective content marketers offer at least one new piece of content every day. Click below for a Free checklist to begin your first Growth Marketing campaign.

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Randy
ABOUT THE AUTHOR | Randy
COO & Partner - Growth Marketing - dmageli media, Certified HubSpot Partner Helping small to medium size companies grow and align their sales + marketing so they can consistently meet their goals, by implementing and managing the proper tool stack to deliver quality leads and increase new client relationships. Fun Fact: Sneakerhead
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