LinkedIn Pro Tips to Grow your Business

SEO – Where does it fit in for your business?

The question is often asked by any size of business: “Where should I put my marketing dollars to help me stand out from the crowd?

At least one of the answers should be SEM. SEM (Search Engine Marketing) in 2019 is almost a default effort that every business needs to employ to be successful in the digital space.

That is not to say that your business should go willy nilly into the world of SEM without a plan, a direction, a set of goals, and other KPIs to ensure that you are spending your money wisely. After all, to any business owner, every dollar is important. Ensuring that the money you are putting out into the ether is bringing money back in is of the utmost importance. Fortunately, through a good SEM campaign, you can more often than not rest assured that you will generate some ROI.

There are a slew of reasons why these efforts are important for any business, but not all will be relevant to your business. However, if you can find the solution and the reason that fits your needs, that is always a good start.


You can start a campaign right now and start getting results the next day! This isn’t always the best route, as there should be planning and discovery that goes into any marketing effort, but if you are looking to generate more traffic, gain more brand awareness, increase the number of leads in your funnel, and more, you can quickly generate a successful campaign (with proper planning) and get moving!


In the realm of search, you can never be certain what your competitors are going to do. Outside of regularly checking your own brand name in searches, you can ensure you stay at the top of the results by bidding on your brand. Usually, the cost is low, because your name will have fewer searches and competition than most. Searchers will also see your name at the top of the list if you include it in the ad copy, increasing awareness and association with your product or service. It is always good to be front of mind to your users.


When using any SEM platforms, you are gaining data on what your users are searching for. You can look in detail at the search terms that are generating clicks and conversions for your ads, which in turn shows you the search terms that people are associating with your business. This can drive more marketing efforts through your site, from new static web pages to blogs and videos that you can create on your site. It really opens up a new world of opportunity.


By now, nearly everyone knows the large market share that mobile search has, which is propelled even more by the rise in voice search. As these numbers continue to go up, it is important that you find your users where they are. With the smaller size of the mobile search engine results page, it is important that you stay near the top. This can be accomplished with a good mobile SEM campaign, keeping you relevant to both desktop and mobile users.


Nearly all search, especially when it comes to Google, is targeted to the area surrounding the user. More and more, people are searching for terms like “near me” or “in INSERT CITY” to generate searches that are more relevant to them. This isn’t surprising, as searchers get smarter about finding the things they need and the search engines get smarter about delivering those local results. With an appropriately targeted SEM campaign, you can target the specific areas that your users are in, target relevant local search terms that your users are looking for, create ad copy surrounding those specifics, and generate more quality leads!


As a business owner, especially if you’re just starting to delve into an SEM campaign, you don’t have to blow everyone out of the water with a $10,000 budget. Budgets of all shapes and sizes can be catered to and manicured for success within any campaign and as that campaign generates success and growth, it can grow with you. Don’t get scared by budget numbers.

As for which platform you should use to start your SEM efforts, Google is the general default. This makes complete sense since it dominates the search market, but there are other platforms out there you can test to find your audience and meet them where they are. Whatever you choose to do, make sure that you take the time to do your research upfront, determine your goals of any marketing effort, and make the commitment that you are going to spend the time to try to make it work. If you half-ass your marketing efforts, especially when it comes to SEM, you can expect results accordingly.

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How To Get More Leads – 5 Tips To More b2b Leads

Want More Leads?

So you’re looking for more leads? you probably got to this article by way of Google or LinkedIn searching for ways to get more b2b leads. I mean, let’s face it, who doesn’t want more leads and need more leads?

How Do I Get More Leads?

b2b prospecting has changed dramatically over the past 15 years and continues to change at a rapid pace, but there isn’t one simple answer to get more leads (Sorry, it’s not that easy). b2b prospecting is a collection of efforts, you need multiple touches using multiple methods all using consistent pain driven messaging. There is a lot of clutter out there and you need to stand out and be different, to stand out you must think about why you are in business… Why did you start your business or take your position? What pain of the prospect do you solve and how do you solve it better than anyone else? and make sure you back up your claims with your best reviews. Have you ever been in a sales presentation where the salesperson just starts talking about themselves? blah, blah, blah nobody cares about the salesperson….Unless they can help me! Yes, it’s true, but fancy brochures about how many years you have been in business and how many years of combined experience your team has means absolutely nothing unless you can help me. Messaging is the first place to start, create your messaging, then its time to start prospecting! Click here to learn more about how the brain makes a buying decision.

OK, as promised here are 5 tips to get more b2b leads…..

#1 Phone Cold Call

Cold Calling is not dead! Some will argue but for most industries phone cold calling is part of a much larger picture, you have to combine your cold phone call with other touches such as email, Social Media Marketing and SEO/SEM efforts. You may get lucky with a phone cold call by itself, but backed up with the power of value-added content from your other marketing efforts you will start to see your branding and message on your cold calls. One huge mistake that most salespeople make is simply making a couple of calls and giving up! You need at least 10 touches in today’s prospecting world. We find at least 8 phone calls over a period of a month combined with email, social will help get you to your prospect.

#2 Email

Email gets tougher and tougher each year, more spam blockers, and sophisticated tools to keep your email out of your prospects inbox! But don’t despair. Find a good email provider that will let you email from either a purchased or opted in list. We can help guide you if you are struggling with getting your email delivered. The key to emails as you probably have read a hundred times is a solid subject line and then a simple but effective main body, you have to surface the pain that the prospect might be going through, it’s not about you, don’t waste any time talking about you, focus immediately on the pain and how you can help relieve that pain and be sure to have a solid CTA (Call to action). Call to chat with us about getting better results from your email campaign.

#3 Social Media

When it comes to business LinkedIn is the one platform that will get you to your decision-makers quickly and easily. While Facebook, Twitter, and Instagram may work, they certainly don’t have a direct impact on b2b leads that LinkedIn has. First, you need to build your audience, then you can send sequenced messages much as you do with emails in a planned out strategy to provide your connections with solid content related to a pain/problem you help resolve. Don’t go in for the kill! I see so many people screw this up, they try to connect and pitch right away, or even worse, they pitch in the invite! Take it slow, build the relationship, and send highly focused messages with content that will help the prospect and provide value. Think of it this way, LinkedIn is like an extension of your phone call, have a conversation, be personal. There are a couple of tools that can make the LinkedIn process a little more efficient and streamlines (See the end of this article).

#4 SEM (search engine marketing)

Find the Right People Who Are Most Likely To Buy

PPC – Pay Per Click is a Google tool that I think everyone knows about or has heard about, its a great tool to drive leads now! but it’s not easy to go it alone, there are a lot of people and companies claim they can set up your AdWords and manage it for you, but buyer beware. Some key things to look for when searching for a PPC Partner.

 1. Look up their reviews – What success have they had? Your spending your hard-earned money and you have every right to make sure you don’t get screwed! Be sure to do your research and look at reviews, don’t get fooled into thinking a large company will look after you after the initial sale (Many, in our experience, will sell you and then put you in a line and you just become a number). Adwords needs personal constant attention to make sure you are getting the right keywords, reaching your target audience while getting the best price for your clicks, it’s easy to blow thousands of dollars away on a poorly set up campaign. Trust me, we did it years ago but learned our lesson to help readers like you.

    2. Set an attainable goal – At first, you want to set a reasonable goal and be sure your provider is on the same page, although Adwords can bring you instant leads, they need to be qualified leads. It only takes a few days to set up your PPC, but it takes a few weeks to optimize it and make sure you are getting the best clicks at the lowest price. Its great being at the top of the page for search, but not if you are paying $20 for a click that’s garbage.

  3. Give it time – We live in an instant gratification society, but you have to let things take their course, gather data, and optimize! Once your campaign/s are set up you need to gather data and click to make sure you have the right keywords, the right audience, and the right messaging. That takes time and clicks, you cant optimize your campaign with 30 clicks, you need a few hundred to get good solid data so you can truly run a successful campaign.

  4. Speak Up – Really get to know your PPC person,  they need to understand everything so be sure to set your expectations very clearly right from the get-go to avoid confusion and disappointment.

#5 SEO (search engine Optimization)

When I talk with clients there are lots of questions about SEO/PPC and SEM. Here’s how I break it down. PPC  is a great way to quickly drive leads. However, it’s like a light switch, you turn on AdWords you start to get clicks (If done right). You turn AdWords off and you stop getting clicks, and here is where SEO truly comes into play. Done right, SEO is a great partner to PPC. Use PPC to get leads quickly while you build your SEO presence, SEO is a long term strategy over 6 months, so start with PPC and eventually, you can scale back your PPC as your SEO efforts start to build. Now SEO doesn’t turn on or off like a light switch, so count on taking at least 6 -9 months for SEO to start to kick in and drive leads, but once you get started SEO doesn’t shut off instantly like AdWords, keep doing your SEO work and you will continue to drive leads. SEO is about relevant content getting to your target audience and a great way for long term lead generation at a fraction of the cost of PPC.

Tools to make getting leads a little easier

  1. LinkedIn – Dux-Soup is an excellent tool to automate some of your tasks for LinkedIn lead gen. It saves hours a day prospecting and messaging.
  2. Email Address finder – Hunter IO is a great tool to find email addresses, Hunter IO searches and scours the internet to deliver email addresses from companies you list. Makes it super easy to create a large email list and quickly.
  3. Email Platforms- If you are struggling to deliver emails for opted or non opted in lists just give us a call and we can share some tips with you about the platforms we have found work well.
  4. Website Leads – Well it wouldn’t be a good SEO article without a little self pitch right? so here we go.  98% of your website leads will leave your website without ever filling out your contact us form or calling you and that’s a massive problem. Your website should be your lead salesperson! Where do you think those prospects are going? 9 out of 10 times right to your competitors. “Revenue Detective” will identify what companies are on your website, what products and services they are interested in, and much more all in real-time with instant email notifications. Imagine the power of having information like this? Reach out to prospects before your competition does! To learn more about Revenue Detective and how to get more leads you already have but can’t see click here.


Watch a quick video to learn how to uncover hidden leads on your website


Getting more b2b leads isn’t easy by any stretch of the imagination, it takes lots of hard work, preparation, and a smidge of patience. However, with the guidance and tools provided above, we hope you take away something new and inciteful to go and get some serious lead generation going.


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B2B Lead Gen – Hidden Leads


To me, it is physically hard to actually push the green button when I don’t get to know who is calling first.  Imagine what the power of website caller id can do for your business.  The ability to know who is “calling” could be the difference between making the sale and missing out.  So what is “Revenue Detective” from BBC Consulting?


“Revenue Detective” is an anonymous B2B visitor identification and website visitor tracking software that tells you who is visiting your website, what pages they are viewing, and where they came from!  I guess you could say it’s Website Caller ID but super-sized.


With our code on your website, when a potential lead comes to your site, we are able to tell you and you don’t have to do anything.  We track the visitor, tell you who they are, what pages they visit, how much time they have spent on each page, where they came from, and how often they return.  Simple.  This data is included in your Instant Email Alert.


Now that you know who was visiting and what pages they went to, it’s time to prepare for the call/email/smoke signal or push that green button. We include prepopulated links for further company research in every Instant Alert Email and also in every company information page from the dashboard.  All you have to do is click on them.  They are locked and loaded with the search terms needed to get the most information available about your prospect. What sets Revenue Detective apart from similar programs is the way in which we teach you to engage and the various tools we use to get to the decision-maker.


BBC Consulting’s “Revenue Detective” does so much more than just id your website visitors: we will track your visitors, then identify those visitors, and finally prepare you to engage with those visitors with actionable data collected from not only their visit but also from the research links provided.

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A Crazy Time For Sales

Returning to normal? Not so fast

As COVID-19 continues to create its own challenges for businesses, for those of us in sales and responsible for revenue its a heck of a roller coaster right now to say the least. What worked for lead gen a few weeks ago just changed and continues to change and evolve as people transition to work from an office/location or even decide to stay at home and as businesses try to figure out if, when and how they will get back to some sort of normalcy.  Methods have changed and continue to evolve when it comes to driving leads and revenue, as we all try to “figure this out” I will say this, its an evolving situation that requires sales and marketing teams to think outside the box, try and try again, then keep trying even harder, be flexible, be creative and try your best to be patient. Don’t ever give up! just learn what works for you, regardless, its PPC, SEO, Display ads, email, cold phone calls or any other marketing and sales funnel driver, when you figure out what works for you, go all out and make it happen.

Here are a couple of good “non-sales” back to work-related articles:

Osha Back To Work Guide: Click Here

COVID – 19 back to work interactive course: Click Here

For those of you in sales/marketing here’s a link to a resource to help with your lead gen and sales efforts that helps uncover “Hidden Leads” on your website: Click Here  


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Small Business Marketing Tips During COVID-19

It’s a scary time for small businesses during this COVID-19 pandemic.  Due to the coronavirus, many businesses have been forced to close, many others have lost a significant percentage of customers, and most have been reduced to skeleton crews and/or a 100% remote workforce.

And if you’re like me, then you’re now forced to work from home while also homeschooling your children. For me, that means my days are spent teaching my daughter 1st-grade math, writing, reading, music, gym, and theater, while also keeping my preschool 5-year old son engaged with activities.  Oh, and don’t forget cooking, doing dishes, cleaning, and laundry.  That doesn’t leave much time for work…

In other words, it’s a nightmare!

That’s the bad news…


But Let’s Talk About the Good News

The good news is that this is also a unique opportunity that comes maybe once in a lifetime.  Think of it as an opportunity to invest in Google or Facebook when nobody had heard of those companies.  Obviously, knowing what you know now, it would have been a no-brainer to invest in Google or Facebook.  However, when they first launched it was scary because it was uncharted territory.

I would argue we’re in a similar situation now.  There is a lot to be gained if we stay focused on the future instead of getting too caught up in the negativity circulating in the media.


Don’t Panic!

For some small businesses, this pandemic could literally be the end.  However, if your company is not at immediate risk of going out of business, then I urge you to read on and heed the advice in this article.

Again, this may be an opportunity that you don’t want to pass by.  Here are some tips to help you come out on top during this pandemic…


Tip #1: Invest In Your Marketing If You Can

Many of your competitors are taking their foot off of the marketing pedal, which means you may be able to blow right by them!  Think of it like the hare taking a break while in the lead only to let the tortoise win the race with consistent effort.  Don’t take your foot off the pedal!

Of course, I realize many businesses are simply not able to invest due to lost revenue and if that’s the case then simply skip this tip.  However, for everyone else, this is the most important takeaway of this article.  Now is the time to invest more, not less in your marketing.  That is how you can gain a competitive advantage in the months and years to come.


Tip #2: Reassess & Reallocate Your Marketing Budget

Clearly, trade shows are simply not an option with the COVID-19 pandemic.  So if you were planning to invest $X into trade shows or other in-person events, then now is to time to divert that budget into other channels, such as digital marketing.

Also, some of our clients have paused or reduced online advertising with Google Ads, for example, and moved that budget over to search engine optimization (SEO).  That way, they can make improvements in their organic rankings that will help them overtake their competitors when the pandemic is over.  If you have shut off ads and you can afford to continue to invest in marketing, then I would strongly recommend reallocating that budget to improving your search rankings.  This is an investment that could yield a very strong return once business returns to normal.


Tip #3: Change Your Delivery Method

If you have a brick-and-mortar business where you’re no longer able to see customers/patients in-person, then see if you’re able to generate revenue or generate leads or set appointments through other means.

For example, here are some ways you may be able to change your delivery methods during this pandemic:

  1. Dentists/orthodontists can offer virtual consultations instead of in-person consultations – and the same goes for financial advisors and other types of professionals.
  2. Local retailers can offer to deliver goods to customers instead of people coming into their stores.
  3. Massage spas can promote their products instead of their services since they can’t see people in-person
  4. Other businesses can offer discounts for payment up-front.  For example, restaurants near me are offering “bonds” where customers can pay $75 to get $100 worth of food in the future when the restaurant reopens. Businesses could do something similar with discounted gift certificates.


Tip #4: Focus on Your Existing Customers

This is really Marketing 101.

However, this pandemic is a good reminder that it’s much easier and less costly to market to existing customers versus acquiring new customers.

The key question here is, “What else can you do to help your existing customers?”  Can you offer additional products or services?  Can you speed up your delivery for an additional fee?  Can you sell more with a bulk discount?  Can you partner with another business to enhance your product or service?

At Main Street ROI, we have some clients that want to increase their marketing with us by adding additional services during the COVID-19 pandemic!  This relates to tip #1 above and it could be true for your business as well.


Lastly, Try to Enjoy the Ride!

As I mentioned earlier, this is a scary time to be a small business.  I’ll admit it, I’m scared too, but I’m also cautiously optimistic.  I truly believe our business will be stronger and healthier when this is all over.

And each day I try to just enjoy the ride.  As Steven Tyler of Aerosmith sang, “Life’s a journey, not a destination.”  Hopefully, this won’t last much longer, which also means I likely won’t ever get this chance again to home school my daughter, play (nearly) all day long with my son, and see my wife 24/7.

It’s a unique time in history and it’s worth taking a moment to soak it all in.  Chances are you and your business will be just fine.

In the meantime, stay safe and stay at home!


Need More Help During the COVID-19 Crisis?

Click Here  to uncover “Hidden Leads” on your website

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Back To Work Checklist

What To Do Next?

Some states have announced plans to ease restrictions that were placed on businesses and individuals as a result of the COVID-19 global health crisis. Regardless of whether your business is located in one of these states, you’re probably starting to wonder what steps you will need to take in order to safely reintroduce employees back into the workplace.

Here are some key factors to consider:

Review official guidance.

Read and make sure you understand applicable federal, state, and local orders, directives, and guidelines, including information from OSHA and the CDC. These may include specific steps that businesses must take before resuming operations, and some may be industry and location-specific. The return to work process will likely occur in phases with certain types of businesses permitted to resume limited operations before others are allowed to do so. If conflicts exist among directives and guidelines, consider consulting legal counsel.

Independently assess your situation.

Even where employers are permitted to allow employees back into the workplace, employers should independently assess whether it is safe to do so, including whether social distancing can be maintained. Employers may also want to consider having employees return to work voluntarily at first to help address employees’ needs and concerns, or returning employees to the workplace in waves, starting with the most critical workers first.

Consider screening practices.

Consider various options for screening employees and visitors before they’re allowed to enter the workplace, such as temperature checks, COVID-19 testing, and/or self-certifications (see rules below). Employers that intend to conduct COVID-19 testing will also need to evaluate which type of test to use, who will perform it, how it will be administered, and the implications of various testing protocols, consulting local health officials when assessing the different options. Employers should also ensure consistency in applying their screening procedures to applicants and employees. In addition, make sure to treat screening results as confidential medical records.

Determine whether screening is subject to ADA rules.

Many screening practices would be considered medical examinations and therefore subject to certain rules under the Americans with Disabilities Act (ADA) and similar state laws. Generally, medical examinations must be job-related and consistent with business necessity, meaning an employer would need to conduct a medical exam because they have a reasonable belief that: an employee’s ability to perform essential job functions will be impaired by a medical condition, or an employee will pose a direct threat due to a medical condition.

Note: As of March 2020, the COVID-19 pandemic has met the direct-threat standard referred to above, according to the U.S. Equal Employment Opportunity Commission (EEOC). If the CDC and state/local public health officials revise their assessment of the spread and severity of COVID-19, that could affect whether a direct threat still exists and whether screening would be permissible. This means that guidance may shift as the crisis recedes, so employers should consider consulting legal counsel before implementing screening protocols.

Maintain social distancing.

Consider steps to maintain at least six-feet between individuals in the workplace, adjusting the work environment and office norms if necessary. Options include but aren’t limited to:

  • Allowing employees to telework whenever possible;
  • Offering flexible work hours and staggered start-times and shifts;
  • Increasing physical space between employees at the worksite (for example, opening every other cash register);
  • Putting up partitions between employees;
  • Increasing physical space between employees and customers through physical barriers and/or demarcating six-foot intervals;
  • Postponing non-essential meetings or events;
  • Prohibiting group gatherings in the workplace and limiting access to spaces where groups tend to gather;
  • Implementing restrictions on business travel;
  • Delivering services remotely or delivering products through curbside pick-up or delivery;
  • Discouraging handshaking;
  • Discouraging sharing tools and equipment and food and drinks; and
  • Restricting visitors in the workplace.

Designate a safety lead.

Consider designating a point person responsible for workplace safety during the COVID-19 pandemic and ensure compliance with federal and state occupational safety and health requirements. Make sure employees feel safe about returning to work. Tell them what steps you have taken to protect them and whom they can contact if they have concerns.

Train employees to practice good hygiene.

Train employees on safety protocols and widely communicate ways to practice good hygiene, including the following:

  • Wash hands often with soap and warm water for at least 20 seconds.
  • Avoid touching your eyes, nose, and mouth.
  • Clean frequently touched surfaces (like doorknobs and countertops) with household cleaning spray or wipes.
  • Cover coughs and sneezes with a tissue or the inside of the elbow.
  • Stay home when feeling sick.

Thoroughly sanitize the workplace.

Consider more frequent cleaning and implement sanitary practices, including the following:

  • Disinfect and clean the workplace regularly.
  • Maintain and adjust HVAC systems and increase ventilation.
  • Provide tissues and no-touch disposal receptacles.
  • Provide soap and water in the workplace.
  • Provide hand sanitizers for when soap and water isn’t available.

Provide masks and other protective equipment.

Some state and local jurisdictions have enacted emergency rules requiring individuals to wear face coverings in public and in certain businesses. Some also require employers to provide such equipment at the employer’s expense. Review applicable rules and assess whether employees need to or should wear cloth face coverings, surgical masks, shields, respirators, or other protective equipment. Employers should ensure employees comply in the workplace, if applicable. Also, consider training employees on how to properly use protective equipment.

Note: Depending on the job and the circumstances, employers may also be required to provide protective equipment under existing federal and state occupational safety and health regulations.

Require notice of potential exposure.

Employers may ask employees to notify them if they’ve been in contact with someone who has COVID-19. Also, at this time, the CDC is recommending that people who are close to someone with COVID-19 and develop symptoms of the virus, self-quarantine for at least 14 days. Spell out any notification rules or guidelines in a written policy and continue to monitor guidelines for any changes in notification protocols.

Prepare for potential employee concerns.

Employees may have concerns about returning to work during the pandemic. Employees who refuse to report to work may have protections from adverse action. For example, under the Occupational Safety and Health Act, employees may have the right to refuse to work if all of the following conditions are met:

  • Where possible, they have asked the employer to eliminate the danger, and the employer failed to do so;
  • They genuinely believe that an imminent danger exists;
  • A reasonable person would agree that there is a real danger of death or serious injury; and
  • There isn’t enough time, due to the urgency of the hazard, to get it corrected through regular enforcement channels, such as requesting an OSHA inspection.

Section 7 of the National Labor Relations Act (NLRA), which grants employees the right to act together to improve wages and working conditions, may also come into play in this situation.

Comply with rehire requirements.

Make sure all decisions related to hiring employees are neutral and job-related, and not based on protected characteristics, such as age, race, pregnancy or other factors unrelated to the job. If applicable, send “rehire” letters, provide wage payment notices, and furnish other onboarding paperwork to employees who were previously furloughed or laid off. Also, evaluate implications on employee benefit plans and whether notices or contribution changes are needed. Additionally, keep in mind that many leave-of-absence laws require employers to treat rehired employees as though they had been continuously employed for the purposes of leave eligibility and access to accrued leave.

Provide leave as required.

Employees may be entitled to leave under federal, state, and local rules for various situations related to COVID-19, even when the crisis begins to recede. For instance, if an employee works for an employer with fewer than 500 employees and is unable to work because their child’s school is still closed, they would be entitled to paid leave under the federal Families First Coronavirus Response Act. Review policies, procedures, and supervisor training to ensure compliance with applicable federal, state, and local rules on leave.

Provide reasonable accommodations.

The ADA and similar state laws require employers to provide reasonable accommodations to individuals with disabilities, unless doing so would impose an undue hardship on the employer. An employee with a disability that puts them at high risk for complications from COVID-19 may request a reasonable accommodation to reduce their chances of infection, such as asking to telework, for personal protective equipment, or for paid or unpaid leave if their job isn’t conducive to telework. Additionally, if the employer requires employees to wear protective equipment, an employee with a disability may ask for an accommodation if they are unable to comply because of their disability. Prepare to respond to such requests in compliance with applicable laws.

Develop protocols for symptomatic employees.

Develop procedures for situations in which an employee is showing symptoms of COVID-19 in the workplace. If an employee shows symptoms, separate them from other employees, send them home immediately, and direct them to speak with their doctor. Additionally, notify other employees of possible exposure. When informing other employees, maintain confidentiality, and don’t reveal who had the symptoms. In addition, establish and communicate protocols for returning to work after being symptomatic, following CDC guidelines, and applicable laws.

Conclusion & Resources

Each workplace is different, so develop a plan for returning to work that is tailored to your particular circumstances, follows applicable guidelines, and ensures safety for your employees, customers, and clients. Guidelines for returning to work continue to evolve; continue to monitor our Small Business COVID-19 Resource Center for updates.






Hidden Leads – The Secret to Unlocking Revenue

B2B Website visitor tracking is becoming more commonplace for companies looking to add value for sales and marketing and generate more leads. When you consider that 98% of your website visitors leave your site not filling out a contact form, you’re simply missing out on leads and that’s just not ok, is it?

New leads

  • Website visitor tracking software is going to provide you with additional leads that you would never have been able to access otherwise. There out there right now on your site looking at the very products and services you have to offer.
  • Your Leads may be of all different qualities and strengths but right now you don’t have a way to identify companies visiting your website, imagine if your sales team could identify prospects on your website right now?

Keep a close eye on leads in your sales funnel

  • In addition to new leads, any existing leads in your sales funnel can be tracked using website visitor software to identify when prospects go back to your site and identify what products and services they are interested in.
  • You can customize alerts on a specific company and can see exactly when they are visiting, which pages they have looked at, and for how long. Having this knowledge now puts you in a whole new game. Imagine having a proposal out and seeing that prospect on your site!


  • Many features in website visitor tracking software are automated, saving you time to work on closing more deals.
  • All data is real-time and automatically filtered into a simple to use dashboard. Once you customize your settings the software will provide data/analytics and notifications so you don’t have to log into the system constantly.

Demographic insights

  • The demographic insights from website visitor tracking can be very useful for discovering new markets and areas which you can include in your future marketing campaigns.
  • Seeing that you are receiving frequent website visits from certain industries, geographies or verticals will allow you to narrow down your focus and home in on your sales and marketing efforts.

Website performance insight

  • You will be able to see which pages are getting high traffic and those which are not. Allowing you to fine-tune content for better conversions.

Bring sales and marketing together for the common good

  • Website visitor tracking software can act as a hub for both your sales and marketing teams. We all know there is a divide between sales and marketing, however, this divide can be broken as you work together to see what prior hidden opportunities are right in front of you.

Get an inside view on your competitors

  • Website visitor tracking tools enable you to watch your competition’s movements on your website.
  • You will be able to see your competitor’s engagement on your site which will allow you to identify threats and allow you to plan your next competitive analysis with the deep insight you otherwise wouldn’t have.
  • You can set a trigger that allows you to see all of their activity going forward on your site and be informed of their instant arrival on any landing page which you choose.
  • Review your Google ads keywords and competition as your competitors click on your add.

Enhance your marketing campaign results

  • Add value to your marketing campaigns by identifying what companies are on your site. Especially your paid marketing efforts. You are able to collect genuine contact rather than empty traffic numbers which may or may not convert. You now have the option to follow up or continue to market in their direction.

Data & Analytics beyond Google

  • Having a report of visiting companies available for monthly or weekly reports can be a vital piece of data. And, of course, these can be customized to your exact needs and requirements.
  •  Zapier integrations allow you to sync into tools meaning your website visitor tracking data is far more conveniently used and adaptable to the way in which you work. Data reporting and sales processing could not be easier.

Cost-effective solution for lead gen

  •  When you find the right Website Visitor tracking program for you and when used correctly, you will have a great ROI which will allow you to grow revenue and have data tools not currently available.

Click Here to learn more about Revenue Detective website visitor tracking

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The End of Sales & Marketing

In business today, many, but not all, have realized that there is no longer a Sales Team and a Marketing Team… but a SalesMarketing Team.

SalesMarketing can and will be defined in many ways by different groups, but basically, it is a combined effort of both the sales and the marketing departments.

Think of it like this, the focus of the sales department is to make money (or build revenue) through relationships and direct one-to-one contacts. Think phone calls (both cold and warm), reaching out to potential clients, and other activities like this to bring in more business. Alternatively, the marketing department is geared less toward making deals, and more toward creating product awareness. Examples of this would include reaching out via mailings, commercials, print ads, online ads, and more just to bring product awareness to potential groups of customers.

So, it stands to reason that SalesMarketing is a method to make money and increase relationships via marketing type outreach programs. A favorite concept today – especially within businesses that may not have the required capital to fill two departments.









How to Implement SalesMarketing

First, you must understand that SalesMarketing embodies all of the abovementioned concepts of both Sales and Marketing. Implementing SalesMarketing is basically like finding a good multi-tasker: someone who knows the sales pipeline and is marketing savvy.

Next, you have to realize that, although outliers exist, research shows that it takes between 4-12 touch points of intersection to close the deal and make the sale. If this holds true, then each “touch” needs to make a difference, stand out, and leave a lasting impression. This means that your outbound sales strategy is just not enough. You need a robust inbound SalesMarketing plan to keep you competitive and keep you growing.





A Unique Solution…

Here’s one scenario, you have just boosted a post on Facebook, and you are starting to see the results with clicks to your website. How would you like to know which businesses are clicking? Would that help you get your foot in the door with a direct call to a company that you already know is interested in your product or service?

Not a Facebook marketer? How about Twitter? Adwords? It doesn’t matter because Revenue Detective tracks all visitors to your website. Even those that just heard about you and decided to browse your services. In today’s world, this is a Sales and Marketing dream!

But wait, there’s more! Revenue Detective goes beyond tracking the anonymous website visitors; we also have features to track email campaigns, forms that are already on your website, individual emails that you send (yes, you can know when those invoices or sales proposals are opened!), and so much more.


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How to Keep Your B2B Sales Strong During the Coronavirus Crisis

Every crisis of global proportions always takes its toll on the economy and decimates startups, SMBs, and enterprises equally.

While it’s true that we currently witness bouts of panic buying and wiping out shelves with paper towels and food, B2B sales have suffered a slew of canceled events, unclosed deals, and missed opportunities.

The latest pandemic, COVID-19, has put a massive number of people all around the world in isolation or prompted them to practice social distancing. In case of the B2B industry, this self-Imposed quarantine means that there are no face-to-face appointments, one of the most important strategies for building relationships and loyalty with potential clients.

As the feeling of uncertainty and insecurity sets in and gets the better of us, fewer clients are willing to finalize deals in order to reduce their spending.

However, although we have to observe and analyze the way consumers behave under these new circumstances, we should make extra effort to keep our businesses going until we’re out of the woods.

Here are some tips to help you deal with these issues and keep your B2B sales strong during the coronavirus crisis.

Keep Your B2B Sales Strong During the Crisis:

Keep Your Cool

This is a general piece of advice, regardless of what kind of problem you’re facing.

Panicking and obsessing about how you’re doomed and how your business will fold within weeks won’t get you very far. It will only prevent you from finding a solution and spotting an opportunity when it shows up.

The thing is that this will be a very busy time for B2B sales reps and professionals because they’ll have to keep a close eye on the market, identify the demand, and adapt to the latest changes.

We still have no idea for how long this crisis will last, and that’s why it’s crucial to leave our fears aside and start preparing for what will come when everything goes back to normal.

Besides, as entrepreneurs, we need to find a way to continue doing business with each other in order to build loyalty with our existing and prospective customers, allow our employees to earn their livelihoods, and keep the money flowing.

It’s our responsibility to care for our teams, customers, and communities, and do everything in our power to overcome these challenges.

And that can be done only if we’re calm and collected.

Prepare for the Worst-Case Scenario

Having said that, it’s essential to take off your rose-colored spectacles and come to terms with the idea that things will get tough.

Check your numbers and monitor your analytics closely so that you can take additional steps to cut any unnecessary expenses.

This isn’t a pessimistic attitude, but a commonsensical one.

By realizing that your profit will very likely go south and that you won’t be able to hit your numbers, you’ll be able to plan how to stay afloat in times like these. Get ready for some unexpected objections and learn how to prepare for the worst-case sales scenarios.

Change Your Mindset

We’ve already mentioned the importance of face-to-face meetings in the world of B2B sales.

And now that in-person prospecting and networking have been put on hold, it’s only logical to find another way around and get in touch with your clients through the channels they currently use.

This means that you’ll have to compete for their attention with their coworkers, partners, clients, and an avalanche of notifications that they receive if they work from home.

Still, cold outreach is the safest and most effective prospecting and lead generation strategy at the moment.


Close Now!

Of course, if you have an opportunity to finalize a big deal at a full price, do it.

But the point is that you shouldn’t focus on hefty, big deals only.

If you can close a client willing to purchase a smaller subscription plan that initially negotiated, don’t hesitate and try to persuade them to go the whole nine yards.

Act quickly and take what you can. The situation changes on an hour-to-hour basis, so this bird-in-hand approach is what you should stick to.

I know that most salespeople don’t like this way of doing business, but these are desperate times, and they call for desperate measures.

Maintain Your Cash Flow

Having a steady cash flow should be your top priority.

And in line with our previous tip, it would be a good idea to give a solid discount to your potential customers who are willing to purchase an annual plan in advance. Just think about it as of an investment that will help your business make it through this lengthy rough patch.

Offering premium features within a regular plan is another way of encouraging your existing customers to extent their subscription and those who consider making a purchase to do it now and get a great deal.

It’s not the same, but when we were just starting out, we offered a huge discount on a popular software platform and acquired tons of customers as well as traffic.

The moral of the story is that people are always on the lookout for discounts, and it’s the same during the crisis times.

Another important point – make as many pre-paid deals as possible. That way, you’ll avoid cancellations.

Make a New Plan

It’s obvious that your quarterly or six-month plan won’t be of too much use.

Given that the situation is constantly fluctuating, it’s best not to make a mistake of creating another long-term plan, that will be rendered useless in a matter of weeks or even days.

Instead of that, create weekly plans that can be easily altered so that they can keep pace with the latest developments.

Keep the Lines of Communication With Your Customers Open

Your customers and prospects are upset and worried about their own and the health of their businesses too.

That’s why you should stay in touch with them and let them know that you’re willing to help them. It’s a great way to build trust and loyalty. Besides, showing empathy is one of the most important traits of great salespeople.

For example, we decided to offer free sales coaching to small business owners and sales team leads that need help. Our experienced sales experts will dedicate a couple of hours every week to talk about growth and sales.

Do what’s in your power to show your customers that you’re in the same boat, as well as to nurture reliability and consistency during these hard times.




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