Metadata
- Author: Aaron Ross and Marylou Tyler
- ASIN: B005ERYEGU
- Reference: https://www.amazon.com/dp/B005ERYEGU
- Kindle link
Highlights
without consistency you have no predictability. — location: 213 ^ref-51037
In fact, if you don’t have any repeatable lead generation programs yet, you’re already behind in getting ready for your goals in the coming 6-12 months. — location: 302 ^ref-54314
“Marketing through teaching” via regular webinars, white papers, email newsletters and live events, to establish yourself as the trusted expert in your space (takes lots of time to build predictable momentum). — location: 309 ^ref-1111
The most common mistake is lumping all the types of leads into one bucket and then making future projections based on past results. — location: 1623 ^ref-25794
A lead is a prospect that has responded positively in some way to show their interest in what you have to offer, such as registering for a white paper or attending a webinar. — location: 1645 ^ref-35268
Present them with a couple of logical next steps and let them decide how and when to move forward (of course, with some helpful reminders now and then if they’ve stalled). — location: 1666 ^ref-34287
as long as you keep creating great content and building smart links, the number of leads generated from SEO goes up and up. — location: 1727 ^ref-41409
Create new content.
Marketo doesn’t “pitch” their own products on the blog. There’s no selling. — location: 1815 ^ref-2917
Marketo’s blog is popular and successful because they provide a platform to share all kinds of modern marketing best practices and thought leadership. — location: 1816 ^ref-42998
Your blog is not the best place to directly promote your business or service. — location: 1820 ^ref-5332
You can’t have predictability without having repeatable processes. — location: 2025 ^ref-56097
Track as many of these as you can in your Sales Force Automation system’s dashboards: New leads created per month (also, from what source). Conversion rate of leads to opportunities. Number of, and pipeline dollar value of, qualified opportunities created per month. This is the most important leading indicator of revenue! Conversion rates of opportunities to closed deals. Booked revenues in three categories: New Business, Add-On Business, Renewal Business. — location: 2031 ^ref-46924