Leveraging the Internet to Shorten the Sales Cycle:

Series 3: Focus the Message for Conversion

This white paper is one in a series of four for developing an effective Internet Marketing strategy that Leverages the Internet to Shorten the Sales Cycle. Internet Marketing enables iterative deployment and adjustment of market targets and messages to optimize sales conversions, an important process step in defining an effective strategy. A conversion for B2Cs typically means ecommerce sales. Conversion for B2B, where products are not sold directly on the web site, is an exchange of contact information for something of value to them in return i.e. white paper, webcast registration, or some other promotional offer. This conversion supports and accelerates the sales cycle in order to generate more qualified leads to maximize the efficiency of your direct sales force.

Does your Internet Marketing strategy address the basic question how your Internet Presence will convert a browser to a buyer? Explore this thought paper to better understand how a focused message is tested, tracked and mesaured to refine a strategy.

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Previous Articles

• Predicting Ranking
• Reacting to the Google Dance
• 4C's of Internet Marketing
• Developing Trust
• Compelling Web Content
• Permission Marketing via Search
• Internet as Research Tool
• Gap between Sales & Marketing
• Budgeting for SEO
• Measuring Marketing ROI
• Building Brand
• Define Internet Marketing