POWR is the easy way to grow your business online with a complete suite of website apps. Since 2014, POWR has helped millions of businesses grow their website traffic and engage their visitors. From forms, galleries, social media feeds to payment buttons and eCommerce, the POWR app library makes adding custom functionality to your website easy. Hippo Video has custom workflows for marketing, email campaign, sales, and customer support processes. Hippo Video is the one-stop solution for everything video that delivers deep user insights to bring in more qualified leads and close more sales deals. More than 5000+ businesses worldwide use Hippo Video for their busine.
Demand for analytics tools has risen steadily in recent years, even though most people don’t entirely understand them. We want access to data. We want to clean and update data sources without intervention from IT. But those with only a vague sense of what analytics entails will feel confused when visiting a website for any analytics software.
Two sales is a modest number, of course; a successful referral program pays off in terms of exponential growth and sales. At ReferralCandy, we’ve built our program to allow for social sharing as well, so anybody in the advocate’s social networks can get the reward.
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ALSO READ: Finding B2B Sales Leads That Don’t Suck
Luckily, I’ve done some of the hard, semantic work for you; this post brings together several sales analytics tools to help you drive real revenue growth.
The software on this list is designed to help your team identify new or developing leads in all sorts of channels and improve revenue and close rates. There’s also a “bonus tool” that will help your team identify and reduce customer churn.
LiveHive
A combination of lead scoring and CRM integrations help your team stay up to date on the top leads, so sales spends less time building their call lists. Record and analyze rep activities to identify your top performers, and share their tactics with the whole team. Email analytics have built-in split testing to improve the sales team’s messaging and increase engagement. Automation tools for email address capture, auto-dialing, and email-to-appointment schedulers take administrative burdens off of your teams so they can focus on closing deals.
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InsideSales.com
InsideSales uses AI and sales-centered analytics to increase the effectiveness of sales teams. The Playbooks module builds workflows to move leads down the funnel and toward conversion. The Neuralytics AI platform learns from each customer interaction with your site and adjusts your sales experience based on real customer data, rather than sales team gut feelings.
The InsideSales platform includes several tools for sales growth: an automatic dialer that prioritizes the best opportunities, sales gamification, predictive analytics, and opportunity and lead scoring. Email behavior tracking adds insights based on customer interactions and can help determine the best time to contact a lead.
InsightSquared
InsightSquared markets to business leaders, sales managers, and sales teams that want deeper insights into their current funnels. The data that InsightSquared brings together can help your team set individual goals, decrease pipeline bottlenecks, and increase overall sales. The tool brings together past data and predictive scores to build coaching and accountability tools that speak from real data. It comes loaded with over 400 reports to help manipulate all sorts of data, and if that’s not enough, you can add on the Slate reporting tool for customizable reports.
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DataHug
Part of the CallidusCloud family of products, DataHug focuses on three major portions of the sales lifecycle: pipeline, forecasting, and coaching. The pipeline features help you improve your pipeline with data insights that encourage growth and reduce lead leakage. Forecasting tools integrate with Salesforce to predict your growth potential, and then compare actual behavior against your forecasts for deeper insight. The coaching features focus on individual and team statistics to improve performance.
DataHug promises to raise your team’s progress awareness through dashboards that define movement and promote improvement. As a Salesforce-native tool, DataHug can gather your metrics from dispersed systems and translate them into actionable data in the dashboards you already use.
6Sense
6Sense provides account-based marketing and sales insights within their business intelligence platform. These tools find accounts that are currently in a buying cycle, so your team is more likely to close deals. The predictive platform uses active customer searches and account lists to broaden your search, while smart lead data identifies and eliminates false positives from your funnel. They call this “lead prioritization,” since it helps your reps spend less time running after cold leads.
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Sales analytics tools bring together a wide variety of business and sales intelligence data that can give us deeper insight into our customers, leads, and internal processes. Finding the right tool for your team means knowing what you need and which data sources will find those answers for you. Discuss your objectives with your team and the sales analytics software provider before signing your agreement.
Need more information on sales analytics software? Use our Product Selection Tool to compare products. Our Technology Advisors can also coach you through the decision process with a free consultation.
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Use these 5 powerful digital marketing hacks to not only bring in quality leads, but also effectively convert leads into sales.
Opinions expressed by Entrepreneur contributors are their own.
Digital marketing is the most effective way to reach your target audience, drive targeted traffic to your website, generate quality leads, and ultimately, close sales. To create a digital marketing strategy that will foster business growth, it is key to understand the following:
- How much money should be spent on digital marketing?
- Which tactics will provide the best return on investment (ROI)?
- Which channels will help funnel in high-quality leads?
- What can be done to foster the entire buyer experience?
- How can success truly be measured?
No matter how small or large your business is, having a deep understanding of what happens when you implement your digital marketing strategy is critical to making better decisions that will yield positive results. As such, having the right tools, processes, and people in place will only help elevate your efforts to meet your other business objectives.
Related: 7 Things to Know about Digital Marketing
Here are 5 powerful digital marketing hacks that will help you increase sales now:
1. Create stellar content for digital marketing
The key to making content work for you in terms of gaining the awareness, leads, and sales you want is to make sure that you’re adding tremendous value. This means that the topics you write about and tips you put forth are actionable and consumed by your target audience.
One of the biggest mistakes I see companies make is that they develop content and hope that it will attract attention right away. Know that your content strategy needs to be focused on both short- and long-term goals. You’re really running a marathon, not a sprint.
There is a multitude of content types you can consider, so let’s look at a few and also understand the benefits of each:
- Blogging -- research topics that are actually being searched for, including hashtags that are being used by your target audience. Find a way to be a part of those conversations by writing thoughtful blog posts.
- Infographics -- visual content is easy to consume, so develop infographics as a way to drive engagement on your website, extend the time-on-site, and input a CTA (call-to-action) for people to inquire more about what you have to offer.
- Guides and eBooks -- whether you choose to gate your content or not, what’s more important is that they are being leveraged successfully as lead magnets. You can do this without gating the content because inputting CTAs throughout the content pieces will still help you understand what drives engagement and what doesn’t.
Related: Want to Know How Gen Z Is Transforming Digital Marketing?
2. Run social ads
Advertising on social media networks is a no-brainer. Let’s say you’re in charge of generating leads for a B2B SaaS product and need to figure out how you can drive sales-qualified leads that will turn into opportunities — which social networks would you want to consider?
For starters, look at these three: LinkedIn, Facebook, and Twitter.
You’ll be able to narrow down specific personas, test multiple creatives and messages, and collect data to see what works best. Like any advertising strategy, make sure that you tie your social ads to their own landing pages and that the copy from the ad to the landing page matches up. Additionally, consider the following:
- Leverage your content assets to funnel in leads and inquiries.
- Make sure your messaging presents a clear problem and solution.
- Create multiple creative assets to avoid ad fatigue.
- Fine-tune and tweak as you go. In other words, focus on progress over perfection.
3. Develop robust email marketing
Once you have lead information collected from your website, the logical next step is to develop automated workflows that will nurture your leads. The key to making effective workflows is to map out the buyer journey and align your email strategy with that.
Here are some key tips to keep in mind as you develop yours:
- Position the content around the lifecycle stages of your leads.
- Enable lead scoring so you can keep track of what drives engagement and movement from one lifecycle stage to the next.
- Segment and personalize.
- Test out multiple subject lines and copy.
4. Host webinars
Get creative with your webinars by inviting guest speakers to help co-host and even do interviews with happy customers who are using your product/services. According to Xant, 73% of sales and marketing leaders say that webinars are one of the best ways to generate quality leads. In fact, a single webinar could get you over 1,000 leads.
In order to make sure that your webinars are successful, do the following:
- Research and choose the right topic. Just as you would with your blog topics, do the same with your webinar topics -- it’s about the searcher intent and target audience needs, i.e. the problem you solve.
- Decide on a promotion strategy for your webinar. Unlike your other ads that are pushed to promote a guide or direct inquiry, webinars need at least 1-2 weeks of a promotional period.
- Create a series of promotional emails as well as reminders.
- Run social ads and even search engine ads.
- Get out of the PowerPoint or Google Slides only presentation. Be interactive with your webinars.
- Make sure the webinar is available on-demand and then have a series of follow-up emails and advertising to still drive engagement that then turns into opportunities.
5. Push a growth hacking approach
Growth hacking takes on the approach of testing nearly everything you can during the entire buyer journey so that you gain clarity around what triggers a lead to be interested and then progress into a sale. The great thing about growth hacking is that you can apply it to every single digital marketing tactic.
Related: 'Emily in Paris': 3 Digital Marketing Mistakes the Netflix Series Made
Here are some actionable examples you can use:
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- A/B testing headlines and CTAs for targeted landing pages that are tied in with ads and your homepage.
- Personalize your emails per segment and even personas.
- Develop multiple content clusters with your blog posts to see which one drives the best quality of leads that turn into actual sales opportunities.
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Good digital marketing vs. great digital marketing
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What separates good digital marketing from great digital marketing isn’t just your ability to spend a ton of money, but to use that money to show the actual problem you solve. In other words, you’re selling the solution for a clear problem and can show how you are able to do that.
More specifically, people buy from people, not companies. Therefore, being authentic with your approach and steering clear from just making a transactional sale will only help you in the long-term.
Finally, continue to integrate both your intuition and the data you collect to help excel your business forward. Don’t look at digital marketing as just a 1:1 — money in and money out — solution. Rather, use the power of digital marketing to create awareness that will expand beyond just one single piece of creative or content. Changing your perspective to this approach will help you keep the needs of your target customers top of mind, and in turn, support your growth initiatives.