Wonderful article! I am developing a financial dashboard for my company. We are an architectural firm with proposals that range from $1500 to $100,000. I have been calculating our conversion rate by $$$ and not my the quantity. I did this because of the severity of the range in figures. We might write 25 proposals for $1500-$15,000 and one for $100,000 in a month. I am tracking all proposals by year they are written to when contracts are accepted in the year and using the dollar figures of $$$accepted/$$$total proposals.
Whether you are hosting a small private function, a large-scale international tradeshow, or an executive-level webinar, event marketing needs to be an integral part of the lead generation mix. After all, events are a critical component of an outbound marketing strategy. Essentially, events offer you the chance to define your brand, clarify the solutions you provide, and establish personal connections with participants. And while they provide you with an invaluable opportunity to engage with prospects and customers, events also give attendees the chance to interact with each other. As every marketer knows, there is no better advertising than the direct words of a satisfied customer. Events also provide a venue to deliver speeches and content that convey your company’s thought leadership and raise your perception in the eyes of buyers.  Compared to other marketing tactics, events are more likely to quickly turn a prospect into a strong lead. As a lively, interactive, educational forum, events position your business as a trusted leader in a field of many.
You may think direct mail is a thing of the past. But it’s still effective for targeted communications. Consider a content asset developed for high-level executives. Executives don’t usually browse the web for information. And it can be hard to get through to them via email. That means they may not come across the content you’ve developed with them in mind. This is where direct mail can prove powerful. You could send a direct mail piece to this audience to make them aware of your new, targeted content asset.  Direct mail also gives you a chance to grab the attention of a hot prospect by being creative and interesting with your message and presentation.

As stated, some of the examples were in the article are simplistic and may not suit ever business’s need.The purpose of assigning a lead value and tracking your conversion rate is to help you measure the effectiveness of your marketing efforts and to set appropriate goals for the business regarding advertising budget, content creation, social media, etc. That said, if it makes sense to average out the value of all sales against all leads, then I would support that. You would at least have some a general guide to measure your success.
Thanks for the kind words. It’s tough to say what the “best path” is without knowing more specifics of what you’re trying to accomplish and how you will use the data. Both of those scenarios you outlined are correct, and both of those sales conversion rate numbers could prove useful (25.92% and 49.90%). Your overall sales conversion rate would be 1,003 / 3,870 x 100 = 25.92%. That’s the sales conversion rate for that traffic/lead source.

Even if you have the most technically advanced fishing equipment, you’ll leave empty handed if there are no fish in the lake. But if you just have a simple net, and the lake is teeming with fish, your chances of a catch are much greater. Where you cast your line is crucial to catching fish … and the same is also true in business. Successful businesses fish where the big fish are. They talk to customers who are familiar with their product or service, or already use it, or have a high probability of using it. Don’t waste your time trying to convince people who don’t need your product or service when there are customers out there who already know they need what you’re selling … and are thus part-sold before they even see you.
Facebook's initial public offering came on May 17, 2012, at a share price of US$38. The company was valued at $104 billion, the largest valuation to that date.[72][73][74] The IPO raised $16 billion, the third-largest in U.S. history, after Visa Inc. in 2008 and AT&T Wireless in 2000.[75][76] Based on its 2012 income of $5 billion, Facebook joined the Fortune 500 list for the first time in May 2013, ranked 462.[77] The shares set a first day record for trading volume of an IPO (460 million shares).[78] The IPO was controversial given the immediate price declines that followed.[79][80][81][79][82] and was the subject of lawsuits,[83] while SEC and FINRA both launched investigations.[84]
Because search engines equate high-quality content with a high-quality website, creating content with value is very important. Conduct a content audit to see how many of your assets fall into the thought leadership vs. promotional category. That means making sure that your thought leadership content has substance to it. Lots of companies are jumping on the content bandwagon, so do it right: focus on quality over quantity, and on providing useful – not promotional – information.
The problem is that information abundance equals attention scarcity. This is known as attention economics. Social scientist Herbert Simon was the first person to discuss this concept when he wrote “in an information-rich world, the wealth of information means a dearth of something else: a scarcity of whatever it is that information consumes. What information consumes is rather obvious: it consumes the attention of its recipients.” 

Lead scoring is a shared sales and marketing methodology for ranking leads in order to determine their sales-readiness. You score leads based on the interest they show in your business, their current in the buying cycle, and their fit in regards to your business. Lead scoring helps companies know whether prospects need to be fast-tracked to sales or developed with lead nurturing. Lead scoring is essential to strengthening your revenue cycle, effectively drive more ROI, and align sales and marketing.


In May 2019, Archimedes Group was banned from Facebook for “coordinated inauthentic behavior” after Facebook found fake users in countries in sub-Saharan Africa, Latin America and Southeast Asia.[425] Facebook investigations revealed that Archimedes had spent some $1.1 million on fake ads, paid for in Brazilian reais, Israeli shekels and US dollars.[426] Facebook gave examples of Archimedes Group political interference.[427] The Atlantic Council's Digital Forensic Research Lab said in a report that "The tactics employed by Archimedes Group, a private company, closely resemble the types of information warfare tactics often used by governments, and the Kremlin in particular."[428][429]
Online lead generation is an [[[Internet marketing]]] term that refers to the generation of prospective consumer interest or inquiry into a business' products or services through the Internet. Leads, also known as contacts, can be generated for a variety of purposes: list building, e-newsletter list acquisition, building out reward programs, loyalty programs or for other member acquisition programs.
Sorry for the late reply. The answer to your question really has more to do with what metrics you need in order to help you make appropriate decisions for your business. If you need to be able to compare this year to last year, then “resetting the numbers” as you say, may make sense if you have no other way to measure this. If you have software that can measure conversions for specific time periods, such as quarters, then you would not have to worry about such questions. With Google analytics you can do just that.
Facebook co-founder Chris Hughes states that CEO Mark Zuckerberg has too much power, that the company is now a monopoly, and that, as a result, it should be split into multiple smaller companies. Hughes called for the breakup of Facebook in an op-ed on The New York Times. Hughes says he's concerned that Zuckerberg has surrounded himself with a team that doesn't challenge him and that as a result, it's the U.S. government's job to hold him accountable and curb his "unchecked power." [465] Hughes also said that "Mark's power is unprecedented and un-American."[466] Several U.S. politicians agree with Hughes.[467] EU Commissioner for Competition Margrethe Vestager has stated that splitting Facebook should only be done as "a remedy of the very last resort", and that splitting Facebook would not solve Facebook's underlying problems.[468]
Facebook Live video is, not surprisingly, video broadcast live on Facebook. It can be a great way to interact with followers, or give them a behind-the-scenes look at your company, your product, or the personalities behind your brand. It’s also a great format to share announcements in real time, like this announcement of the Game of Thrones Live Concert Experience tour.

A "face book" is a student directory featuring photos and personal information.[26] In 2003, Harvard had only a paper version[29] along with private online directories.[25][30] Zuckerberg told the Crimson, "Everyone's been talking a lot about a universal face book within Harvard. ... I think it's kind of silly that it would take the University a couple of years to get around to it. I can do it better than they can, and I can do it in a week."[30] In January 2004, Zuckerberg coded a new website, known as "TheFacebook", inspired by a Crimson editorial about Facemash, stating, "It is clear that the technology needed to create a centralized Website is readily available ... the benefits are many." Zuckerberg met with Harvard student Eduardo Saverin, and each of them agreed to invest $1,000 in the site.[31] On February 4, 2004, Zuckerberg launched "TheFacebook", originally located at thefacebook.com.[32]
Lead generation often uses digital channels, and has been undergoing substantial changes in recent years from the rise of new online and social techniques. In particular, the abundance of information readily available online has led to the rise of the “self-directed buyer” and the emergence of new techniques to develop and qualify potential leads before passing them to sales.
"The number of Cyberchondriacs has jumped to 175 million from 154 million last year, possibly as a result of the health care reform debate. Furthermore, frequency of usage has also increased. Fully 32% of all adults who online says they look for health information "often," compared to 22% last year." said Harris Interactive in a study completed and reported in August 2010 with demographics based in the United States of America.[6]
Facebook and LinkedIn are leading social media platforms where users can hyper-target their ads. Hypertargeting not only uses public profile information but also information users submit but hide from others.[17] There are several examples of firms initiating some form of online dialog with the public to foster relations with customers. According to Constantinides, Lorenzo and Gómez Borja (2008) "Business executives like Jonathan Swartz, President and CEO of Sun Microsystems, Steve Jobs CEO of Apple Computers, and McDonalds Vice President Bob Langert post regularly in their CEO blogs, encouraging customers to interact and freely express their feelings, ideas, suggestions, or remarks about their postings, the company or its products".[15] Using customer influencers (for example popular bloggers) can be a very efficient and cost-effective method to launch new products or services[18] Among the political leaders in office, Prime Minister Narendra Modi has the highest number of followers at 40 million, and President Donald Trump ranks second with 25 million followers.[19] Modi employed social media platforms to circumvent traditional media channels to reach out to the young and urban population of India which is estimated to be 200 million.

The right offer can increase your response up to 300%. Yet few businesses ever go beyond a token effort of making “some sort of offer.” Most people wrongly assume that their buyers already know it all, or aren’t interested in reading lots of words. In truth your prospects crave as much information as possible so they can make an informed purchase decision. By “packaging” your expertise into a special booklet, report or seminar and offering it as an inducement to get your prospects to contact you, you can bring prospects out of the woodwork in droves whilst simultaneously establishing your expertise and at the same time educating and informing the very people who are most interested in making a purchasing decision … which increases the probability that you’ll get the sale.

Facebook offers two categories so you can better customize the fields on your Page. For the purpose of this introduction, let’s say we’re a “Business or Brand.” We’ll create a Page for a (completely fictitious) company called Boston Coat Company and categorize it as a Retail Company. (To choose a category, simply start typing and choose from the drop-down list.)


If you’re looking to tell a story on Facebook, video is likely your best option. Recently, video has gained a lot of buzz, especially considering the Facebook algorithm now prioritizes both live video and longer videos with high completion rates in users’ News Feeds. In fact, a Facebook exec predicted the social media platform will be all video by 2021.
If either your product or your proposal are weak, your chances of a sale are slim to non-existent. If you normally send out single page “quotes,” you’re asking your buyers to make a leap of faith when they buy from you because they really have no idea if they’ll be getting a great service or a lousy one … and you’re inviting comparison with your competitors. If you focus instead on educating your buyers to understand the true value of your product or service by explaining how it solves their major concerns, telling them exactly what you do for them at each step, they KNOW it’ll be great. This will help you to win more tenders, charge what you’re truly worth and increase your conversion rate.
Apple's iPhone 5c: Created a Tumblr page, labeling it "Every color has a story" with the website name: "ISee5c". As soon as you visit the website, the page is covered with different colors representing the iPhone 5c phone colors and case colors. When you click on one of the colored section, a 15-second video plays a song and "showcases the dots featured on the rear of the iPhone 5c official cases and on the iOS 7 dynamic wallpapers...",[74] concluding with words that are related to the video's theme.
Your lead generation strategy needs to be as dynamic as the people you’re targeting. Trends change, behaviors shift, opinions morph … so should your lead gen marketing. Use A/B split testing to see what CTAs perform best, which landing pages convert better, and which copy captures your target audience. Experiment with layout changes, design, UX, content, and advertising channels until you find what works.
This valuable diagram maps the step by step processes required to convert your enquiries into sales. It tracks the actions you take to prepare for each sale; how you overcome concerns; build trust; understand your buyer’s goals, needs and wants; create certainty that your product or service meets their needs; overcome their fear of making the wrong decision; officially confirm the sale … and see to it that your buyer is truly satisfied. You’ll be able to carefully study your sales process from every angle so that you manage and control each step, convert more effectively and address predictable buyer concerns before they pop up later as objections.
On that note, make sure the content you post to Facebook is highly shareable. It’s the best way to expand your organic reach. According to a study by the New York Times Customer Insight and Advertising Groups, “marketers should be focused on providing content that enhances consumers’ relationships with one another.” In other words, create valuable and entertaining content that followers will be happy to share with their connections.
Facebook first played role in the American political process in January 2008, shortly before the New Hampshire primary. Facebook teamed up with ABC and Saint Anselm College to allow users to give live feedback about the "back to back" January 5 Republican and Democratic debates.[525][526][527] Facebook users took part in debate groups on specific topics, voter registration and message questions.[528]
Once you have a good mix of high-value content, including visual content, start promoting it on social channels. The more engagement you get, the more Google considers your content to be of high value, which in turn boosts your SEO rankings. Search engines look for natural links, so the more informative your content is, the more likely people will link to it naturally.
We love paid social advertising because it's a highly cost-effective way to expand your reach. If you play your cards right, you can get your content and offers in front of a huge audience at a very low cost. Most social media platforms offer incredibly granular targeting capabilities, allowing you to focus your budget on exactly the types of people that are most likely to be interested in your business. Below are some tips and resources for getting started with paid social media marketing:
Platforms like LinkedIn create an environment for companies and clients to connect online.[65] Companies that recognize the need for information, originality/ and accessibility employ blogs to make their products popular and unique/ and ultimately reach out to consumers who are privy to social media.[66] Studies from 2009 show that consumers view coverage in the media or from bloggers as being more neutral and credible than print advertisements, which are not thought of as free or independent.[67] Blogs allow a product or company to provide longer descriptions of products or services, can include testimonials and can link to and from other social network and blog pages. Blogs can be updated frequently and are promotional techniques for keeping customers, and also for acquiring followers and subscribers who can then be directed to social network pages. Online communities can enable a business to reach the clients of other businesses using the platform. To allow firms to measure their standing in the corporate world, sites enable employees to place evaluations of their companies.[65] Some businesses opt out of integrating social media platforms into their traditional marketing regimen. There are also specific corporate standards that apply when interacting online.[65] To maintain an advantage in a business-consumer relationship, businesses have to be aware of four key assets that consumers maintain: information, involvement, community, and control.[68] 

The next calculation I’m looking to find out is my actual sale conversion rate, would I calculate my actual total number of opted-in leads that converted say it was 1,003 (opted-in leads) actually purchased my offer and divide it by the total 3,870 total visitors. If not, would it be by the total opted in amount, which in this case would be 2,010, to work out my sales conversion rate?
Greg is COO and Co-Founder at Rekener. Greg’s career has been focused on using data to grow recurring revenue businesses. Before joining Rekener, he served as VP of Operations at ZeroTurnaround, where he built its strategy and operations practice, ran customer success and renewals, helped to grow and coach its high-velocity sales organization, and optimize its marketing efforts. Prior to that, he ran the BizOps and marketing functions for the AVOKE call center analytics business, a SaaS company within BBN Technologies. He got his start using data to improve sales and marketing efforts while at AppNeta. Greg is also a member of the Revenue Collective.
Service qualified leads are contacts or customers who've indicated to your service team that they're interested in becoming a paying customer. An example of an service qualified lead is a customer who tells their customer service representative that they'd like to upgrade their product subscription; at this time, the customer service representative would up-level this customer to the appropriate sales team or representative.
The options screen gives you the ability to create a new account for this lead or to map the lead to an existing account. The system will find Accounts with names that are similar to the company name associated with the lead, and give you a list of accounts that the lead might be linked to. You can also control whether the conversion process will also create a contact or opportunity for the lead. If you choose to create an opportunity, you can set the name of the opportunity and the initial stage to be set on the new opportunity.
The goals will differ for every business, but they should all focus on actions that have a real impact on your bottom line—like generating leads, increasing conversions on your website, or improving customer service. But those are broad categories of goals. You’ll want to ensure your goals are much more specific and measurable. Here, we recommend using the S.M.A.R.T goal-setting framework.

In 2012 during Hurricane Sandy, Gap sent out a tweet to its followers telling them to stay safe but encouraged them to shop online and offered free shipping. The tweet was deemed insensitive, and Gap eventually took it down and apologized.[96] Numerous additional online marketing mishap examples exist. Examples include a YouTube video of a Domino's Pizza employee violating health code standards, which went viral on the Internet and later resulted in felony charges against two employees.[93][97] A Twitter hashtag posted by McDonald's in 2012 attracting attention due to numerous complaints and negative events customers experienced at the chain store; and a 2011 tweet posted by a Chrysler Group employee that no one in Detroit knows how to drive.[98] When the Link REIT opened a Facebook page to recommend old-style restaurants, the page was flooded by furious comments criticizing the REIT for having forced a lot of restaurants and stores to shut down; it had to terminate its campaign early amid further deterioration of its corporate image.[99]
"The number of Cyberchondriacs has jumped to 175 million from 154 million last year, possibly as a result of the health care reform debate. Furthermore, frequency of usage has also increased. Fully 32% of all adults who online says they look for health information "often," compared to 22% last year." said Harris Interactive in a study completed and reported in August 2010 with demographics based in the United States of America.[6]
Los anuncios de Facebook pueden ser tan simples o sofisticados como desees. Puedes crear campañas y ponerlas en circulación usando herramientas de autoservicio muy sencillas, y hacer un seguimiento de su rendimiento con informes de fácil lectura. Dado que más de 2.000 millones de personas usan Facebook cada mes, sea cual sea tu público, lo encontrarás en la plataforma.
In February 2015, Facebook announced that it had reached two million active advertisers with most of the gain coming from small businesses. An active advertiser is an advertiser that has advertised on the Facebook platform in the last 28 days.[186] In March 2016, Facebook announced that it reached three million active advertisers with more than 70% from outside the US.[187] Prices for advertising follow a variable pricing model based on ad auction bids, potential engagement levels of the advertisement itself. Similar to other online advertising platforms like Google and Twitter, targeting of advertisements is one of the chief merits of advertising visa a vis traditional mass advertising modes like television and print. Marketing on Facebook is employed through two methods based on the surfing habits, likes and shares, and purchasing data of the audience, namely targeted audiences and "look alike" audiences.[188]
Woooooohhh!!! great article, I’m presently developing a report within a Telecoms Industry and it has capture the attention of my Bosses after explaining to them the preliminary stages, they are looking forward to its completion. will be communicating with you using actual figures to complete my project……Thank You Once again. I called the project ‘BUSINESS HEALTH ANALYTICS’ as I’m reporting from the Revenue Assurance Department.

Social Media for Content Promotion — Social media marketing is a perfect channel for sharing your best site and blog content with readers. Once you build a loyal following on social media, you'll be able to post all your new content and make sure your readers can find new stuff right away. Plus, great blog content will help you build more followers. It's a surprising way that content marketing and social media marketing benefit each other. 
×