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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Become Skillful At Social Selling With Jamie Shanks

Become Skillful At Social Selling With Jamie Shanks

Welcome to episode 8 of the Kill The Cold Call™ podcast. In this episode I chat all things social selling with Jamie Shanks, the CEO at Sales For Life™ a company that trains salespeople on social selling. Remarkably, to date, Sales For Life™ has trained over 60,000 people on this topic. It’s my hope that you enjoy this call as much as I did. Jamie shares a lot of on the ground insights and real tactical tips on how to better your selling using the social web. Here’s some things to look forward to: How to get your content in front of more of your target audience Learn how to map out your buyer journeys (this tip is simple, yet profound) Learn some immediate steps to developing a social selling strategy A great tactical tip and a specific software recommendation…
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Setup Your Marketing Automation With Matt Heinz

Setup Your Marketing Automation With Matt Heinz

Welcome to episode 7 of the Kill The Cold Call™ podcast. This episode is with Matt Heinz, the CEO of Heinz Marketing. Amongst other things, Matt specializes in helping companies implement and improve their marketing automation programs. I first learned about Matt’s work through the Forbes.com Top 30 Social Sales Influencers list where he ranked No. 13. This call is resourceful if you’re looking to implement marketing automation, or improve your current system. Specifically, here’s some items to look forward to: What marketing automation is and its benefits to a company Some of the key stages of setting up or improving a marketing automation program A discussion about what sales metrics matter most in your sales planning Why it could be a mistake to map out your sales forecasting based on historical data (which many do) from your CRM and what to do alternatively…
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How To Use Google+ For Selling With Martin Shervington

How To Use Google+ For Selling With Martin Shervington

In March, I attended Social Media Marketing World in San Diego. The day after the conference, I met Martin Shervington (in an elevator). Martin was speaking at the conference on how businesses can better use Google+ to grow. He has some weight on the topic as he has over 1 million followers and is the founder of Plus Your Business and Plus Your Life, two businesses that educate people to be more effective when using Google+. This call is specifically for salespeople who want to understand better if and how Google+. In under 35 minutes, here’s some of the items we cover: How having a Google+ account can influence your content getting seen more in organic search Better understand the Google ecosystem Tips to increasing your follower count Some core rules to make your Google+ usage more effective Software you can use…
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7 Stages To Selling More With John Barrows

7 Stages To Selling More With John Barrows

Today’s Kill The Cold Call™ podcast episode is with John Barrows. I first came across John’s work on the Forbes.com Top 30 Social Sales Influences list. If you do sales in a SAAS or technology company, this is a great episode to consume. John specializes specifically in working with SAAS and other technology companies, helping their sales’ teams sell more. Some of his clients include Salesforce, LinkedIn, Marketo, Dropbox, and the list goes on. If you do sales in an industry other than technology, you’ll find a lot of this material golden too. Here’s some tactical tidbits you can look forward to on this call: • John speaks about the importance of knowing your metrics at each stage (ie. dials, meetings, closes, etc.) to hit your overall sales targets. What John calls, ‘Know Your Equation’, • Learn how he applies a common marketing concept…
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Learn Sales Psychology, Tactics, and Technology With Tibor Shanto

Learn Sales Psychology, Tactics, and Technology With Tibor Shanto

Welcome to episode 4 of the Kill The Cold Call™ podcast. In this episode, I bring on Tibor Shanto, the President at Renbor Sales Solutions Inc. For approximately 30 years, Tibor has been in the professional sales industry and for the better part of his career he has done professional development for salespeople and teams where he focuses his work on helping business to business (B2B) companies increase their new business acquisition and/or expand account value. Tibor was also ranked #8 on the Forbes 2014 list of Top 30 Social Sales Influencers. In this episode, we discuss: How to gain better intelligence through software on your prospects prior to reaching out How developing a sales narrative can help you sell more, Learn about a software Tibor uses to amplify his own web-based content, How to develop language and messaging to…
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Painless Selling With Tom Martin of Converse Digital

Painless Selling With Tom Martin of Converse Digital

Welcome to episode 3 of the Kill The Cold Call™ podcast. Are you looking to make selling easier, more frictionless, and more effective? If so, this episode is for you. In this episode, I bring on Tom Martin, the CEO at Converse Digital and author of The Invisible Sale. Tom has been a veteran in the marketing agency world having about 25 years experience. He brings a valuable perspective to social selling because over the course of his career he’s straddled both marketing and sales for the agencies he’s been involved in. In this episode, you’ll learn: How technology has levelled the playing ground in sales for smaller companies, What Aikido Selling is and how it can help increase your sales, The concept of a prospect’s ‘blind spot’ and how it can help you sell more, A concept Tom calls…
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Understanding Marketing Automation With Sean Leonard Of ActiveDEMAND

Understanding Marketing Automation With Sean Leonard Of ActiveDEMAND

On today’s Kill The Cold Call™ podcast, I bring on Sean Leonard, the CEO at ActiveDEMAND. ActiveDEMAND is a marketing automation software that helps corporate marketers, salespeople and marketing agencies sell more while producing greater efficiency. In the last few years, marketing automation has become more integral to business success so I wanted to bring Sean on a call to really explore what marketing automation is, how it can benefit a company like yours, and to look at some of the key features that marketing automation platforms offer. If you’re a salesperson or a marketer and you want to learn more about marketing automation software, this one hour call will be well worth your time as it’s going to get you up to speed on this topic. Here are some of the items we cover: Learn how marketing automation can help you understand your buyer’s…
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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 To Build Buyer Personas With Adele Revella of Buyer Persona Institute

How To Build Buyer Personas With Adele Revella of Buyer Persona Institute

Today marks the launch of the new Kill The Cold Call™ podcast. I’ve been looking forward to this day for a while now as it’s an opportunity to connect in and listen to some of the world’s foremost experts on sales, marketing, and social selling. To kick off episode #1 is Adele Revella, the CEO of Buyer Persona Institute. Adele is the author of the new book (Wiley), Buyer Personas: How to Gain Insight into your Customers Expectations, Alight your Marketing Strategies, and Win More Business. Some of her clients include SAP, Siemens, Rockwell, and Caterpillar. By listening to this podcast you’ll: Learn how to create a buyer persona, Learn how to be right on the mark more as a marketer, Learn how to take all your product’s features and benefits and discover which matter most to your ideal customer, Learn why assumptions, surveys, and…
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