In this episode of What’s Wrong With Revenue?, we look at all the tactics available to help people learn about your company, visit your website, convert into leads, become sales opportunities and close as a new customer. You have hundreds of tactics to consider today.
We help uncover a process for deciding which tactics to use, how to test them, how to measure them and how to continue adding new tactics to your portfolio to ensure new leads consistently flow in and down to the sales team.
We talk about why it’s important to proactively lead people through the buyer journey and how you can signal where they are while you nurture them. Nurturing is a huge opportunity from a foundational perspective that a lot of people skip over.
Most companies have really big eyes for all the things they want to do. Prioritizing the tactics into a manageable list is not an easy task. Managing your expectations and aligning your results around a specific tactic is going to help you prioritize. You need to ask yourself, "What’s going to have the biggest impact for the least amount of effort?"
Finally, we covered the importance of planning, measuring and optimizing tactics over time. Have you ever run something for a couple of months, and it didn’t produce results, so you cancel and gave up? If this sounds familiar, listen up. It’s so important to have a defined set of expectations for performance to make sure your tactics are working.
To watch the entire episode, click here.
If you’d like to subscribe to the show, we’ll email you a link after we’ve recorded each show – just click here. If you’d like to submit a question to the show, we answer questions every week – just click here.
If you want to watch the show and all the other audio and video content published by Square 2, visit our Square 2+ page. It’s full of valuable content related to marketing, sales, technology, revenue growth and more.