Entry sources – Monitoring the sources from which people are entering your funnel can be useful data to track, as it gives you ideas for expanding the reach of your marketing campaigns. If, for example, you see that a large number of your prospects are coming from a single guest blog post you did, you can upgrade and expand on it, add a free consultation opportunity on that blog post, and/or find similar guest author positions.
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There’s even a convention that meets to address the “flipped” funnel. In 2015, Terminus put together their first #flipmyfunnel conference. Their goal was to raise awareness around the new funnel and generate solutions for how to adapt to it. In the spirit of best practices for the new funnel, the conference was a lead generation and customer acquisition event in and of itself.
However, video conferencing and other apps offer an opportunity to engage prospects at a time and place that suits them. In fact, 60% of sales reps say they spend more time selling virtually than they did in 2015, according to the third edition of Salesforce’s global “State of Sales” study. Meanwhile, 52% of sales reps say they spend the same amount of time or less meeting with customers in person.
Number of leads/email list growth: As its name suggests, you can use this metric to keep track of how many new leads you capture over time. Like I mentioned before, the most common way to capture leads is by collecting email addresses, so you can track this metric by looking at the growth of your email list. You will be able to get this number directly from any tool that you use to capture leads.
As an example, consider a real world journey of a family’s trip from the U.S. to Mexico. Visa has mapped out the entire experience, from where the family gets ideas on where to go (TripAdvisor), to how they gather input from friends (Facebook), to how they pay for their cab (cash from an ATM) or hotel (credit card), to how they share photos of their trip with friends back home (Instagram). Only a few of these situations are opportunities for transactions, but they are all opportunities for relationship. “When you change from decision to engagement,” Antonio says, “you change the entire model.”
Webinars: Webinars are really powerful marketing tools. Like mini courses, webinars allow you to showcase your knowledge on a topic to your audience, with the difference that this is done as a live event—which allows your leads to have direct contact with you. As you might expect, webinars are considerably more time consuming than other tactics, but you can expect higher engagement and conversion rates from those who attend your live session.