It’s easy to see sales as an isolated process. Too many organizations have sales people work alone without help from marketing.
At JumpCrew, we view things differently.
We believe that a sales organization is only as successful as the infrastructure that supports it.
Using a collaborative approach that aligns marketing with sales, we were able to turn one blog and $800 worth of distribution into over 100,000 impressions, 30 leads, and $40,000 in recurring revenue at the beginning of 2017.
Here’s how we made it happen.
Use Data to Build Your Content Strategy
In December of 2016, our marketing team sat down to begin brainstorming ideas for our first quarter content calendar. We use data to plan content, so we had our in-house search specialist research the most popular keywords for social media marketing.
Once the research was done, our team had a list of keywords that we knew our audience was searching for, and we knew what content we needed to create to draw their attention.
Since it was the end of the year, we elected to go with a piece about social media trends for 2017.
At this point, our senior content writer interviewed Jason Yarborough, our director of social media, and wrote a 1500-word piece entitled 5 Social Media Trends Every Local Business Must Know for 2017.
If creating this content sounds like a lot of work, that’s because it is. Good content doesn’t just happen. It takes careful planning and precise execution.
Get Your Content in Front of the Right People
Even though we knew our content was great, we also knew writing the article wasn’t enough. You have to get your content in front of the right people, and that usually means paid distribution.
To get traffic to our post, we ran a couple of campaigns that targeted local business owners on Adwords and Facebook. After two weeks, we had over 100,000 views from $800 ad spend.
Align Marketing Conversions with the Sales Process
Once people got to the article, we wanted to make sure we converted them. Sending traffic to a blog post doesn’t translate into revenue unless you have an offer that converts readers into leads.
For the social trends article, we crafted an offer that corresponded to the content of the post, and that offer converted 30 leads.
Using our marketing automation and CRM systems, we sent alerts to our sales team to follow up with each lead generated from marketing. Of the leads generated from our blog post, two converted into customers, which translated into $40,000 worth of recurring revenue.
Get These Results for Your Business
JumpSocial didn’t achieve these results through luck; we did it using a methodical, scalable marketing strategy that aligned with our sales process.
That’s the foundation of JumpSales: connecting digital marketing with sales, and developing predictable revenue sources.
Implementing this type of multi-channel marketing and sales process is very difficult, but it’s something that you need to master if you want to grow your business in the internet age.
To get more detail on how we do it, download The JumpSales Guide to Revenue Marketing. This guide expands on the topics covered in this post and gives you a blueprint for how JumpSales
- Produces more web traffic
- Converts more leads
- Closes more deals from your leads
Get your free copy of the guide here.