Geonexus

Improve your search rankings with a lean and competitive website

June 27, 2011 By David Crankshaw

To improve search rankings and conversions, simplify the structure of your website. Break it into two components, the Core Website and the Blog. No one has to tell you that it's important to improve your search rankings in Google and other search engines. You already know that if you want to attract people to your website, links to the pages on your site must appear at the top of the Search … [Continue reading...]

Filed Under: Search Marketing Tagged With: keywords, seo, site structure

How many sales leads do I need?

June 19, 2011 By David Crankshaw

Every business wants to grow, and to do that you need to find and win more customers. You have to make it easy for buyers to find you and then nurture them through their buying cycle. But how much website traffic and how many sales leads do you need to generate so that you can achieve your revenue goal? I'm going to show you a calculator that will make it easy to answer this question. … [Continue reading...]

Filed Under: Analytics Tagged With: calculators, measurement

5 Steps to Create Customer Value Profiles

June 13, 2011 By David Crankshaw

Buyers go from being unaware of a problem — to awareness — to finding a way to fix the problem. They must complete each stage of their journey before they can move to the next one. Buyers are only interested in talking to sellers who can help them in their journey. How can we help people buy? Start by using Customer Value Profiles to understand the various people in your customer's … [Continue reading...]

Filed Under: Buyer's Journey Tagged With: buyer's journey

Why your sales force needs fewer leads

June 6, 2011 By David Crankshaw

B2B companies invest tremendous resources in marketing and sales. Yet they struggle to keep their sales funnel full. Marketing produces more and more leads and passes them on to Sales. Despite this, sales reps cannot close enough business to make their quota. Companies don't meet their forecast. The answer? Stop producing large quantities of poorly qualified leads for the Sales force. … [Continue reading...]

Filed Under: Selling Tagged With: lead generation, sales

How B2B companies get found online

May 23, 2011 By David Crankshaw

You and a friend are looking for a restaurant for dinner tonight. How will you find and choose one? You will likely use one of these methods: If you are already downtown, you may walk up the street and see which restaurant looks good to you. You might ask your friends. Or you could look it up in a directory like Yelp or TripAdvisor. Good restaurants know this. … [Continue reading...]

Filed Under: Marketing Strategy Tagged With: b2b marketing

Strong value propositions that capture attention

March 21, 2011 By David Crankshaw

You may have identified a market that has a need for your solution. But your potential customers don't necessarily see this need as a problem that they should fix. A value proposition that simply describes the need, your solution, and its benefits is not enough to get their attention. … [Continue reading...]

Filed Under: Marketing Strategy Tagged With: persuasion, sales

Associate with the happy and the cheerful

February 28, 2011 By David Crankshaw

There are people who attract happiness to themselves by their good cheer, natural buoyancy, and intelligence. They are a source of pleasure, and you must associate with them to share in the prosperity they draw upon themselves. - 48 Laws of Power, Robert Greene In the game of power, there is influence and good fortune to obtained when you align yourself with the fortunate. Conversely, you have … [Continue reading...]

Filed Under: Power and Influence Tagged With: power

Win through actions, not through argument

January 31, 2011 By David Crankshaw

Any momentary triumph you think you have gained through argument is really a Pyrrhic victory: The resentment and ill will you stir up is stronger and lasts longer than any momentary change of opinion. It is much more powerful to get others to agree with you through your actions, without saying a word. Demonstrate, do not explicate. - 48 Laws of Power, Robert Greene Seasoned business persons … [Continue reading...]