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How to Build Your First Online Sales Funnel

As you begin to delve into the world of marketing, you will no doubt see an enormous amount of literature on the topic of lead generation, even here on the Rhino blog. Indeed, much of what we do in our digital marketing efforts focuses on catching people who may have a need for what you’re selling, who we call leads. But of course, that’s only the first step of the process. What we really need are closed sales, and those are still a few steps down the line. In between the point at which we first make contact with a lead and the point at which they become a customer, lies the heart of the sales process. In order to better understand the process through which leads are converted to customers, it’s convenient to use a common diagram: the sales funnel.

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3 Things You Should Know When Setting Your Sales Goals for 2017

As we close out the old year and forge ahead into 2017, it’s an opportune moment to reflect on last year’s events, and make plans for the coming year. Most of us are used to doing this in our personal lives, with the time-honored practice of making New Year’s resolutions, which represent, for most of us, an attempt to improve upon what we did the previous year. In a very similar manner, smart business owners and managers do the same with regard to business practices. To some extent, it’s actually required, as we (literally) close out the books on the year that just concluded, and plan ahead for the next cycle.

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Do You Have a Sales Process in Place to Handle Leads You Are Generating Online?

If you’re reading this blog, I’m hoping that you’ve taken our advice, and have begun to implement some inbound marketing strategies. I’m assuming that you’ve built a website that really shows off your offerings, and that you’re blogging and using social networking to get the process going. If so, chances are that you’re starting to generate leads online. Congratulations! This is an exciting moment. But now that the leads are beginning to pour in, the question of is what to do with them. Leads are a vital step in the process, but not the goal, which is, of course, to close sales. What you need is a sales process that converts those leads into customers.

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Modernizing Your Sales Process To Align With The Inbound Methodology

You don’t need to spend too much time on this blog to understand that we’re big fans of what has come to be called the inbound methodology. In case you’re not familiar, we should be clear about what we’re referring to. The inbound methodology is a new approach to marketing, one that is more appropriate and more effective in today’s world. It’s a departure from old school marketing, which we’ve come to call, yes, you guessed it, “outbound”. This is what most of us know as traditional sales and marketing, and includes cold calls to potential customers, using a variety of means to try to get their attention. It is sometimes said that outbound marketing relies on interrupting people, who are already busy and typically don’t want to answer a phone call or read an email that’s nothing but a sales pitch. 

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3 Simple Ways to A/B Test Your Workflows

When you create a workflow through HubSpot or any other marketing automation software, you are trying to move potential customers closer to a purchasing decision with each email. In an ideal world, the potential customer will open each email and respond to the call-to-action. It would be nice if getting customers to respond with a purchasing decision was as easy as sending an email. However, the reality is that most people receive a large volume of emails on a daily basis. If you want to increase the likelihood that customers will open, read, and respond to the emails you send, you need to pay close attention to the elements of the emails such as subject line, content, and calls-to-action.  

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Follow-up Sales Emails: What to Avoid

Following-up with potential customers after a call, email, or meeting is an essential part of any sales process. There are multiple options for following-up with prospects such as phone calls, handwritten notes, and emails. Follow-up sales emails are a quick and simple way to touch base with a potential customer and encourage a response. There is an abundance of information online about what makes a good follow-up email. In addition, there are templates available that include the basic elements necessary for an effective sales email. It is important to learn about what to include in each email, but it is equally important to understand what to avoid.

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Lead Nurturing 101: Keep It Personalized

3 Sales Mistakes That Will Make You Look Like a Rookie