Find out how you can build a website that engages your online visitors and turns them into sales opportunities. Listen to sales expert Jill Konrath and Meghan Anderson, Product Marketing Manager at HubSpot, for our on-demand webinar that will discuss how you can build a website that sells.
3. Agenda:
Attract and Engage 1 Offer Personalization 5
Showcase Your Expertise 2 What Customers Want 6
Break the Status Quo 3 Conclusion 7
Move Prospects Through
Funnel 4
3
4. How to Create a
Website that Sells
Jill Konrath
Author, SNAP Selling &
Selling to Big Companies
6. Buyers complete 60% of their
buying cycle before they contact
your organization.
CEB 2012
11. What’s the Root Cause?
We’re too focused on what we
want them to know about us.
• Gracious welcome
• Overview of company
• Wonderful product line
• Extraordinary services
• Unique differentiators
18. Ideas, insights and information about:
• Business challenges they’re facing
• Value they’d get from switching
• How other companies address the same issues
• How to better achieve their objectives
• Industry, marketplace or customer trends
• Factors to consider in making a good decision
19. What’s Tempting?
Blog Posts Articles Audios Ebooks
Kits Videos ROI Tools Infographix
Demos Case Studies Checklists
White Papers Interviews
Quizzes Trend Reports
Webinars Guides
24. 1st Quarter Earnings
Simon. Alex Marshall here. With your flat
3rd quarter earnings, I suspect you’re
looking for ways to increase efficiencies.
That’s why I thought you might be
interested in how we helped a similar
company streamline their processes which
resulted in some big-time savings.
I’ll send you an email in just a sec with the
link. Watch for a subject line that says “22%
cost reduction.”
I look forward to talking soon. Again, it’s
Alex Marshall. 123-456-7890
25. Marcus,
If you’re like most Sales VPs I work
with, your people are really struggling to set
up meetings with corporate decision
makers.
I’ve got some ideas that can make a big
difference. But, I’d suggest you start by
checking out my Prospecting Tool Kit:
www.jillkonrath.com/sales-resources
After you’ve had a chance to check it
out, let’s set up a time to talk.
Jill Konrath
31. 50% of leads are
qualified but not yet
ready to buy.
(Source: Gleanster Research)
33. Top of the funnel Middle of the Funnel Bottom of the Funnel
The decision process
34. Top of the funnel
Questions they have
How do I…?
What’s the best…?
Should I…?
How do I address this
problem?
35. Top of the funnel
Content
How To Guides
Best Practice Examples
Templates
Idea Posts
Instructional Videos
36. Middle and Bottom of the funnel
Questions they have
How can you help?
Do I need this?
What can I expect?
Am I making the right
choice?
What do I need to
consider?
37. Middle of the funnel Middle and Bottom of the funnel
Content
Case Studies
Interest-targeted content
Results analysis
Decision tools
Demo/Trial
38. 7 Tips to Increase Your 5 Ways to Increase Your
TOP Lead Generation Return on Investment
eBook
Live Webinar on Email Free ROI Assessment
MIDDLE Marketing Report
BOTTOM Demo of Contacts/EM Demo Of Analytics
42. Ask your
sales team
• What questions do you
hear the most?
• What are the
commonalities of people
who end up closing?
• What problems do they
have?
Tactics to make your landing pages more effectiveHow to add social media sharing buttons to your landing pagesHow to use A/B testing to optimize your landing pages, and what elements to testHow to build effective thank you pages and why they're important
What’s Changed: They are actively interested in seeing if your company can help them and have taken action to learn more.
What’s Changed: They are actively interested in seeing if your company can help them and have taken action to learn more.
Tactics to make your landing pages more effectiveHow to add social media sharing buttons to your landing pagesHow to use A/B testing to optimize your landing pages, and what elements to testHow to build effective thank you pages and why they're important