The Conversion Chronicles, resources for improving your online conversion rates

All articles by this author

Do You Know and Understand Your Target Audience?

“There used to be quite a few mom and pop bakeries in Atlanta,” Tom, a neighbor of mine and the owner of a local bakery, recently told me.

“But then the big grocery chains popped up everywhere in the 80s and 90s. When they started selling cakes for $10 and $15, they put many of my competitors out of business. Not only .....

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How to Make Your Online Content Work Harder

According to a survey conducted by MarketingSherpa and Enquiro, 93.4% of B2B buyers use the Internet during their buying process to find and research products and services.

Additionally, a recent study conducted by the CMO Council and KnoledgeStorm found that 68.5% of technology buyers begin their online research for te.....

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Three Proven Tips for Successful Lead Generation Campaigns

´We´re about to enter our slow season,´ a client recently told me. ´We´d like for you to help us build a good lead generation campaign to generate some activity.´

´What do you have in mind?´ I asked. ´We were thinking about launching a sweepstakes where we give a.....

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Are Your Prospects ´Walking Out´ on You?

After 11 years in sales, I´ve put together and delivered more sales presentations, briefings, and demos than I care to remember. But the nice thing about repetition is that after a few dozen presentations you get very good at reading body language.

You can easily tell when the audience is engaged, when they&a.....

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Maximize Your Lead Generation Efforts by ´Recycling´ Your Leads

The basic lead generation process is pretty much the same from company to company. Inquiries come in´they´re qualified´and then sent to the sales team. Some turn into customers. Some don´t.

Which means that, over time, every organization ends up with a pile of prospects that either disenga.....

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10 Proven Steps to Creating Your Own High-Impact ´Software Lead Generation Machine´

Nothing happens until a sale is made.

And whether you market high-end enterprise solutions ´ or off-the-shelf software products ´ if your sales process involves lead generation, you first need to attract a significant number of leads just to close one sale.

But quality leads are getting harder.....

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