Setup Google Analytics To Know What Companies Visit Your Website

Setup Google Analytics To Know What Companies Visit Your Website

A while back I made a $67,080 sale with the help of an under-utilized feature in Google Analytics that displays companies that have visited your website. There doesn’t seem to be one universal name for this feature yet. It could be called ‘Service Provider’ filtering and has also been called Reverse IP by some. For the sake of this article, I’ll reference this feature as Reverse IP. Using Reverse IP allows you to see many, if not most of the companies that come to your website right inside Google Analytics. Its helpful for a number of reasons: You or your sales team can call the companies that are in your target audience, You can learn what types of services your prospects are interested in by observing what page they landed on, You can learn how your marketing is working by observing what ‘Medium’ and…
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The Data Driven Way To Gain More Connections on LinkedIn After An Event

The Data Driven Way To Gain More Connections on LinkedIn After An Event

A fundamental part of social selling is making sure you have adequate connections with your business contacts, prospects, and customers on the social web. No connections, no socializing. No socializing, very little social selling. With this context in mind, have you ever wondered when adding someone to LinkedIn, if you should write a personalized message or use the default LinkedIn message? And if you write a personalized message, have you ever wondered what type of message may yield the highest rate? Last month, I attended Social Media Marketing World 2015 in San Diego, hosted by Socialmediaexaminer.com. Aside from wanting to meet great people and learn about what’s trending in social media, one of my goals was to determine: What type of LinkedIn message maximizes the connection rate between myself and those I meet at the event. This article details the findings in hopes…
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How I Made A $67,080 Sale With Reverse IP Lookup

How I Made A $67,080 Sale With Reverse IP Lookup

Last year, I made a $67,080 sale using a web analytics feature called reverse IP lookup. This article is going to describe more about what reverse IP lookup is and how I utilized it to make this sale. Let’s begin with what reverse IP lookup is: Reverse IP lookup is a web analytics module that lets you view which companies visit your website (it matches their IP address to their corporate name). It can be accessed right within your Google Analytics. There’s also paid software that offers this tool amongst other marketing automation features. Some include LeadLander, Marketo, Infusionsoft, Hubspot, and Pardot. So, if you log into the application that monitors your reverse IP lookup each day, you’ll see new companies that have previously visited your website. This can be a gold mine of data for B2B salespeople and marketers….
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How Not Leaving A Voicemail Can Increase Your LinkedIn Connection Rate By 200%

How Not Leaving A Voicemail Can Increase Your LinkedIn Connection Rate By 200%

Do you actively add leads onto LinkedIn as part of your marketing and selling practices? Have you ever wondered when is the best way to add contacts on LinkedIn to maximize your connection rate (% of people accepting your invitations)? If so, this article may help. At one of my companies, AODA Online (a software that helps web developers make websites more accessible for people with physical disabilities), we used to offer a free scanning tool on our website where users could insert a domain they wished to scan for accessibility compliance. For this exercise, after a lead came in, I would call as a follow-up. In doing so, one of three things would happen: 1. They would pick up and I would talk with them. 2. They wouldn’t pick up and I would leave a voicemail. 3. I wasn’t able to get through…
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How To Generate A Handful of Hot Leads Without A Single Cold Call

How To Generate A Handful of Hot Leads Without A Single Cold Call

One of my companies, tbk Creative, sells web design and digital marketing services. Because we sell our time to produce services, we’re a professional services firm (not too dissimilar to a law firm or accounting firm). I find with professional services firms, cold calling is like walking on a tight rope. If you cold call your prospects, you run the risk of coming across like a salesperson versus a trusted advisor. Completing the sale and when in the relationship providing your services, being listened to as an advisor (versus a salesperson) is crucial. For instance, this is why you rarely, if ever see a lawyer doing cold calls. So last fall, I was toying with the concept of targeting new accounts that my company desired to work with but not using cold calling as a method to attract the new business. I’m…
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