When you log into , what do you see? If it’s neat looking graphs and tables, well, we need to talk. There is some serious intel that you can get from your web stats, stuff that will help you make real business decisions about how to use your website and your online marketing strategy. And nobody knows how to get us set up and on the right track than .
- What if you have more than one site? Should they be under one account or different accounts?
- What about subdomains? One property or several properties with URL filters?
- What are annotations in analytics? They are like your own diary of your website and the changes you make - David LOVES these and we cover them starting at about the 20 minute mark until the break.
- Do you know how to view and edit your analytics? If it's your site or your company's site and you are responsible for the results - you need access!
- David tells us his favorite charts.
- His big take away tips include how to get people interested in reading analytics? HINT: It's not a lot different from when you were a kid at bedtime.
*******MEET DAVID KUTCHER******
David is the co-owner of a boutique firm providing branding, graphic design, web design, web development and custom software development services and has been in the business since '97 and incorporated his business in ‘02. His clients have included Fortune 100 companies, major banks, large non-profits and universities, to small mom & pop businesses and charities. Probably over 200 sites and clients by now...
David started as a web designer, transitioned to a web developer, then to an information architect and online strategist.
David’s company also is the brains behind the RFP Database, one of the largest online marketplaces for requests for proposals in the world, with over 120,000 registered users and having hosted over 100,000 requests for proposals.
Google+ (page): https://plus.google.com/+confluentforms
Did you miss our previous discussions?
"If I had a nickel...Webmaster Transitions: Pleading Ignorance Doesn't Fly" http://bit.ly/finchshovi1
If I had a nickel... Detangling Your Business on da'Google http://bit.ly/finchshovi2
- Marketing, PR & Web Pro for DECADES!
With a background in public relations and advertising since 1986, Susan is a "gentle guide for clients trying new venues online." She engages those skills as she helps create an online presence that will appeal to existing and future clients and/or investors. All these factors are considered before she constructs a suggested plan for clients. It goes way beyond an online presence.
- Web strategy, Google+ for Business
Stephan Hovnanian is a web strategist and email marketer for Shovi Websites, author of the Google+ Pro Tips series of ebooks on Amazon, and host of a weekly webcast called Google+ Business Spotlight. Stephan distills the content and advice out there on the Web into useful and applicable ideas to help your business make the most of its online presence.
New Business Strategies is a business strategy consulting firm focused on helping B2B technology companies build profitable, sustainable customer relationships. We help clients create larger and more predictable revenue pipelines by understanding the customer’s lifecycle, expectations and decision-making process and aligning the organization with its customers.
- What are the key criteria that make a company an ideal candidate for marketing automation?
- How should a company prepare to make sure they get the most from marketing automation?
- Where do companies fall short with marketing automation? What are the pitfalls to avoid?
- Realistically, what are the necessary resources a company needs to be successful with marketing automation?
- What’s the best way to choose a marketing automation solution? What should companies look for?
In this fast-paced interview, CMO Eric Quanstrom makes the thoughtful, bold statement, that of all the CRM systems, only Pipleliner CRM is a serious challenger to SalesForce dominance in the CRM space. Eric contents it is their entire entrepreneurial approach that will be welcomed by salespeople and copied by other CRM companies as the future of CRM. At a recent reception in Los Angeles at the Johnathan Club, CEO Nikolas Kimla and Eric said that times have changed, but SalesForce hasn't (my interpretation). It should be an interesting interview.
About Nikolaus Kimla
Nikolaus Kimla is the founder and managing partner of Pipelinersales, Inc. and the creator of Pipeliner CRM software. More than 19 years ago, Kimla set the foundation for Pipeliner’s future with his company uptime ITechnologies. Kimla is also the initiator of the independent economic platform GO AHEAD! based on the principles of free market economy. GO-AHEAD! is about connecting people and business leadership around values such as freedom, responsibility, and entrepreneurial spirit. In addition Kimla is a renowned author and works by Kimla include Salespeople Embracing It All, The IT Revolution and Empty Coffers--New Burdens.
About Eric Quanstrom
Eric Quanstrom is Chief Marketing Officer for PipeLiner, Inc. Quanstrom brings a rare combination of marketing, digital media, technology, and strategic experience to his role, (July 2014) where he guides global marketing activities, including inbound, web presence, social media, corporate communications, and user experience programs which build on Pipeliner's commitment to be the leading sales management tool in the world.
Previous to Pipeliner, Quanstrom was CMO/VP, Marketing & Sales at Nimble, a business and social relationship management tool, leading over 4X growth across key metrics. Prior to Nimble, Quanstrom was Chief Operating Officer (COO) of Sorenson Media, an award-winning provider of high-quality video solutions such as Sorenson Squeeze, the gold standard in video encoding and the original video codec company behind Flash and Quicktime.
Quanstrom, who guided over 50% revenue growth while at Sorenson Media, is also adept at leading marketing at startups, serving as vice president of consumer marketing and business development at SightSpeed, which was acquired by Logitech in October 2008. Other past successes include roles as director of marketing and sales for Appellation America, an innovative online wine portal, and the West Coast head of the Fox Online Properties (FoxSports.com, FoxNews.com and Fox.com).
About PiperLiner, Inc.
Designed by sales professionals for sales professionals, PipeLiner is a next-generation CRMone that works with the entrepreneurial personality of sales professionals to help them do their jobs more productively and effectively.
Visualize your sales pipeline and gain actionable insights. Open your Pipeliner CRM and get an instantly readable graphical overview of all your opportunities in the context of your sales process. A visually rich, uncluttered model of your actual sales pipeline acts as your interface. It's real-time sales data, organized so you can always remain focused on revenue targets.
- Gain insights fast, and devise more effective sales strategies
- Focus on proactive coaching support (instead of jumping in as a "super closer")
- Click and voila!—Instantly "readable" sales and activity reports
- Promote best practices with popular and easily understood visual tools
- Search less and sell more—Customer and account details are in one comprehensive view
Because Productivity Soars 24/7 (Online or Off)
Your Pipeliner CRM system is available anytime, anywhere in the world. We use a unique hybrid approach—a blend of Cloud-based and on-premise engineering—we call it the SMART Cloud. Your data is always safe in the Cloud, but you are always able to work with your entire system anywhere.
- Work on your own schedule, online or offline
- Most recent synced version of your system is always ready
- Control your schedule when on the road, at "no access" customer locations, on a hike, or on a plane
Because You Can Track Progress in Real Time
Pipeliner CRM for sales teams makes it easier to visualize and follow your sales process.
- Forecasts are front and center, updated in real time
- View pipeline from any angle at any moment
- Save your favorite views as Profiles and see them with a click
- Alerts, timeline views, and powerful filters improve sales forecast accuracy and lower risk
- Collaboration tools for sharing, delegating, and interacting keep salespeople working toward goals in a timely way
- Social monitoring adds relevance to prospect relationships and builds trust
Because Common Sense Pricing Has Big Advantages
Pipeliner is affordable, easy to implement, and has a high rate of adoption by salespeople and teams.
- One low price for all the core features, plug-ins, offline client, mobile CRM app
- Full implementation in hours
- Full support as you come on board
- Sales teams see value and adopt enthusiastically
- Training in hours with low learning curve
- Low monthly fee and no hidden costs
- 30-day trial with no strings attached, no credit card required
Headquartered in Los Angeles, California and Vienna, Austria, Pipeliner CRM spans every content, with offices in the UK, Sweden, Slovakia, and India. Follow our discussions on Facebook, LinkedIn, and Twitter or online at PipelinerSales.com
Patrick McClure is a Proven Sales Manager and Executive with the ability to quickly determine critical problems and their root causes. His 25 year corporate career includes direct sales in excess of $100 million in products and services and management of multiple high performance teams. Jim Obermayer has known Pat for 8-10 years. He's a real refined sales consultant, author and so much more than that.
Jim asked, "How do you increase output?" since THAT is his primary statement of value that he will increase output.
Patrick replied, "I have a very good diagnostic tools of what is wrong." He usually gets called in on the premise that the sales people cannot sell. But when he gets there he usually finds there are other problems. It's a multi-faceted series of problems: problems with marketing, value proposition, lack of training by sales management or sales. He gets to the true bottom of the issues and puts tools in place to fix the real problems.
03:15 - Case study
Conflict between inside sales force and outside sales force. Couldn't figure out what was causing the millions of dollars of revenue lost due to the conflict. Sales process says that when a customer calls in to order, the inside sales team would just take the order and stick it in the file. They would not take the additional step of informing the outside sales person. The orders were delivered into the field, but the outside sales person had no idea nor any way to follow up.
This resulted in a 30% increase in revenues.
05:00 - Let's train the sales people!
He also offers business planning and business development.
Here's another Case Study:
The formula was that in place for a firm for 15 years was VERY successful New recruits went through a 6 month training - the resulting plan was they made:600 calls, they'd get 10 appointments, resulting in 2 deals.
Jim asked, "How do you approach these engagements?"
Average start up engagement for gap analysis - between $5000 and $10,000 - 30-40 hours of his time. This results in an in-depth report of what's wrong, plus recommendations of how to fix it. Sometimes he goes in and reshapes sales for several months and then replaces himself with a new VP of Sales.
This show will cover two parts. First, FINDING all versions of you and your business on Google... How do they search for that on Local, the new business pages, YouTube and G+.
When you find all versions, where is the best place to start the merge and/or delete?
What about when they have more than one location?
The verification process to identify ownership and take control.
As important as the new business page changes are, these first steps are critical to know the mess before you can focus and hit the local pages hard.
Then we'll dive in with Mike about the new Places changes on Google. Here is his post http://bit.ly/finchshovi2l1 on the topic of Google Local:
GOOGLE STARTS PROMOTING MY BUSINESS WITH PERSONALIZED DIRECT EMAIL & HANGOUT
Mike Blumenthal IS Mr. Google Local - he is THE expert on all things Google Local. Please check out his blog category on the topic:
I think I'll be hiring him for my own tangled mess.
02:59 How local search has evolved by
04:38 Google Plus is an advertising environment, Maps is a directory environment
04:52 Mike talks about the bus ride to the current search results method.
06:50 asks what businesses need to feed Google, as far as correct information.
07:45 Top data providers: #infousa , #localeze and #acxiom
09:00 Several ways to influence the data and results
09:40 NAP: Name, Address, Phone Number - must be consistent EVERYWHERE - not just Google.
11:00 Start with a NAP Audit to verify they have your right location and info.
12:20 step 2: Go to maps sites: #navtech #teleatlas and #openstreetmap to see how your business address resolves.
13:15 do the same on Google maps. If they can't find you, you can't close the sale!
15:50 comment about citations.
17:15 Local prominence - such as the Chamber of Commerce.
18:15 Don't forget about local business guides and listing sites.
20:00 The coveted 7 Pins on page one of Google search an the map to the right.
22:40 - A fabulous profile image is critical.
23:35 Q from Do reviews factor into rankings?
5+ reviews will give you a ranking bump.
25:30 Google will use driving directions for results if there are no reviews to consider.
26:00 How frequently do people post reviews for local businesses?
56% of 1000 surveyed in US said NEVER, 22% less than once per year.
27:54 Phone numbers are the KEY GLUE that hold a data cluster together.
29:00 If Google calls you to confirm your business, you'd better be answering it with the name you have in your listing and not a variation!
31:30 Comment from regarding location prominence and centroid - how it's changed over the years.
33:20 Q from - Does the Twitterverse affect our search rankings. Jump to here to find out.
35:44 - says the best advice she can give a business, "Be BETTER at what you do! Be the best." that's how you affect rankings, reviews and more.
37:00 plug for Mike's service, http://getfivestars.com
Here is the gift for today's show - a PDF checklist to get you started. I'll post it early so you can do some checking before the show:
The PDF gift is here: http://bit.ly/finchshovi2d/
Michelle Jacobs and Matt Hertig of Alight Analytics discuss how multi-channel marketing analytics can help companies be more efficient with every marketing dollar. Marketing management today has pressure to spend money on things that work and leave the rest for their competitors. Michelle and Matt share how they use ChannelMix Big Data Warehouse to increase sales online and offline for their customers.
John Golden, author of Social Upheaval How to Win @ Social Selling, former CEO and president of Huthwaite, and currently president of Focused Revenue Results, will be interview by SLMA Radio host Jim Obermayer to discuss his latest work Social Upheaval. Golden makes the case that social media is slanting the playing field in favor of the buyer at the salesperson's expense. At the same time, he says if you cannot sell off-line, you cannot sell on-line. Obermayer says he looks forward to this interview more than almost any other in recent memory and this program on SLMA Radio will take up the entire 55 minute segment. Obermayer met Golden at a reception hosted by Pipeliner CEO Nikolaus Kimla in Los Angeles at the Johnathan Club on June 11th.
About John Golden
John Golden is the Amazon Best Selling Author of "Winning the Battle for Sales: Lessons on Closing Every Deal from the World's Greatest Military Victories" and has recently published his second book "Social Upheaval: How to Win at Social Selling".
A globally acknowledged thought leader, John, has a passion for small to medium businesses, especially in helping unlock the advantages they can hold over larger organizations in terms of focus, agility and speed of execution.
He previously held the position of President & CEO of Huthwaite, the creators of SPIN Selling, where he achieved the highest revenue, operating profit and margins in the company's long history. The average operating profit margins of 20+% achieved during his five-year tenure compared with a 10% average margin during the 10 years previous to his arrival.
Likewise as President & CEO of Omega Performance, Golden achieved operating profit margins of 20+% during his three-year tenure compared with a 14% average during the prior 5 years.
Drawing on his time successfully running small-to-medium businesses and business units, as well as interacting with a multitude of diverse organizations across the globe, Golden has developed a framework for how to identify and target 7 levers that can deliver revenue and margin growth. He founded Focused Revenue Results to help other small and mid-market businesses achieve their goals and unlock their growth potential.
About Focused Revenue Results
Focused Revenue Results, Inc. was founded to help small and mid-market businesses unlock their true potential in terms of revenue and margin growth. Everyone involved with the organization has a passion for helping small and mid-market business achieve outsized results. Everyone has run either their own business or small & mid-market organizations. We all understand the constraints businesses of these sizes operate under but we also know how to unlock the advantages and how to drive top and bottom line growth.
www.focused-revenue.com T. 760 260 8077