Moon Marketing Blog

Lead Generation

Sales and Marketing Processes That'll Make Your Business Great Again

Posted by Krista Moon on February 8, 2018

When I first started doing marketing and lead generation, I used to worry about being able to drive leads for my clients. I've since learned that that's the easy part! As long as I'm doing enough activity, like blogging, email marketing, and social media, I'll get people to the website. And if I'm creating the right content, I'll be driving the right people to the site. Cool! Job done, right? Wrong.

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5 Ways to Drive Website Traffic and Leads

Posted by Krista Moon on August 10, 2017

Let's say you have the best website in the world. Great! Now what? The truth is, a website by itself doesn't offer much value. If you aren't doing anything specific to try and get people there, no one is going to see it.

More importantly, if you don't have landing pages (special web pages with forms that people have to fill out to get helpful things like ebooks, tools, templates, demos, etc.), you won't get leads - people will click around your site and then leave without ever engaging with you. And that means that all the time and resources you spent developing the site were for nothing.

Here are 5 ways to drive website traffic and sales leads:

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3 Steps to Simplify the Sales Prospecting Process

Posted by Krista Moon on August 8, 2017

Your sales team has a list of hot prospects to contact. The problem is - the prospects have never heard of your company or the salesperson. Should the seller write a letter, send an email, make a call? What the heck are they supposed to say?

Rather than struggling to start a sales conversation, there are ways to systemize the prospecting process to make it more efficient and productive. When done correctly, sellers will always have the right messaging at their fingertips to create account entry campaigns that get potential customers to take notice.

Warning: what I'm going to suggest is not a quick fix. It takes strategic thinking, time, and alignment between sales and marketing to pull it off. But if you commit to the process, your sales team will have more leads, more time to actually sell, and shorter sales cycles.

Here are 3 steps to simplify sales prospecting:

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Traditional vs. Modern Marketing and Sales Techniques

Posted by Krista Moon on June 10, 2016

I'm still amazed at how many small business still don't think of their website as the most powerful sales and marketing tool they have. They see it as a "necessary evil" (yes, I've heard business owners say those exact words).

It's very interesting if you think about it, because EVERYONE (pretty much) uses the Internet all day, every day. Have a question? Google it! Buyer behavior has been undergoing dramatic changes as our world becomes increasingly digitized, but most small business owners continue to sell the same way they always have.

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The 2 Most Effective Ways to Get New Customers

Posted by Krista Moon on September 16, 2014

Most modern marketers will tell you that you need to invest in inbound marketing activities (blogging, email marketing, and social media) to get new customers. It will drive website traffic and leads, and your company will grow by leaps and bounds.

That is true, but what they might not tell you is that it takes time for that method alone to start generating high quality leads (and it will never generate them if you miss the mark on the kind of content you're creating). What are you supposed to do in the meantime?

We know that traditional marketing activities, like cold calling and direct mail, aren't very effective for the amount of effort you have to put in. That leaves most companies in a conundrum. They walk a fine line between traditional and modern marketing and feel frustration that nothing seems to be working.

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How to Avoid These Common Website Form Mistakes

Posted by Krista Moon on June 29, 2014

The main way to generate leads online is to put forms on your website. It goes beyond the "contact" form. Anytime you have a valuable content offer to share with your target audience, you can ask for information in order to download it.

The data you collect on the forms can be used to guide prospects through the buyer journey. You can use it to properly qualify leads to either send them to the appropriate sales rep or put them back in the bucket for more lead nurturing.

If you collect the right information about your prospects in the right way, you can use it to create targeted messaging that will keep the sales momentum going. However, I frequently see mistakes on website forms that make the data collected very difficult or impossible to use.

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Example of Generating Leads Through Sales and Marketing Alignment

Posted by Krista Moon on June 26, 2014

Salespeople are on the front lines interacting with prospects and customers all day long. They should be driving what content marketing creates for lead generation. I recently did just that and generated about 70 sales leads in one month. Here's an example of how I did that:

Content Idea Generated Through Sales

One of my customers recently asked me if I had a blog template or some resources to help him start writing articles. I do have a solid process for that of course, but it wasn't a resource I made available online. I have a ton of articles on my website about blogging as well, but none of them are the actual "process".

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Strategy to Quickly Get More Email Subscribers and Sales Leads

Posted by Krista Moon on April 27, 2014

Growing an email list and generating leads online is a solid business growth strategy, but can be painfully slow.

One of the most effective ways I've seen companies expedite the process is to host, present at, or sponsor a co-marketing webinar. I've seen companies that have been able to get 10,000 to 20,000 new email subscribers and leads using this type of strategic marketing campaign.

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Strategies to Get Sales Meetings: Marketing vs. Sales

Posted by Krista Moon on January 29, 2014

Isn't that the question of all questions - how do you get sales meetings with new prospects in your niche market? It's strange being on the fence between a marketer and salesperson. (I'm a salesperson turned marketer). 

On the one hand, as a marketer, I know that the best leads will come from the awesome content I create and promote. On the other hand, as a salesperson, I need business - today. I don't have time to wait 6 months for my company's brand new blog to start generating leads. I don't have time to wait for my marketing team (if I have one) to start creating gated premium content. I'll get fired - or go broke - if I don't set meetings right away.

Read on to find out how to get sales meetings from a marketing perspective vs. sales.

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Tip to Prevent Leaving Botched Voice Mail Messages

Posted by Krista Moon on January 8, 2014

In my world, I focus heavily on creating content for publishing online to engage prospects and generate leads. However, to make a sale, you have to talk to someone voice to voice eventually. Before I switched from sales to marketing, I made a gazillion cold calls every day. I learned a handy trick that I still use.

When making phone calls, you'll have to leave a voice mail message a good percentage of the time. The words you say on the voicemail make the difference between a “delete” or a “save.” That is why it's so important to get it right.

The problem is, sometimes I'm not as prepared to leave a voicemail as I should be, and I completely botch the whole thing. Or, I stumble over my words or just sound plain dumb. Do you ever wish you could just start over?

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