The EDGE Newsletter

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In todays online world, it's the buyer that determines when to interact with a seller. They choose websites, blogs and social media to assist them in their decision making.
The InterEdge Marketing newsletter provides useful tips on Web Strategy, Content Marketing and Lead Nurturing that will help position your company to capture their interest, obtain more leads and convert those into revenue.

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April 25, 2018 - Here's The Revenue Impact You'll Receive From A Website Redesign
Has anyone ever asked you to define the revenue impact of creating or redesigning a brochure? Because measuring the impact is difficult at best, the conversation often turns to what's the impact of a poorly designed brochure or not having one at all.
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March 20, 2018 - Does Your Business Deliver These Bad First Impressions?
Would you hire a sales rep that makes a bad first impression and inhibits follow-up meetings with viable customers? Or, would you employ a website that makes a bad first impression and discourages potential customers from learning more about you?
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February 27, 2018 - 3 Steps To Maximize The Value Of Your Sales Hires
It's one of the most important jobs in your organization and one of the most challenging jobs to fill. Sales. As market conditions evolve and alter past strategies, how do you position your sales team to ensure future success?
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February 13, 2018 - 3 Ways To Produce Better Business Outcomes
Why does building and maintaining a good website matter? Because it produces better business outcomes! Prospects and customers look online for the information they need. It's only as they near a purchase decision that they are more likely to speak to you. Providing useful content and a positive user experience allows you to build relationships with customers.
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January 30, 2018 - Capitalize On This One Trend To Elevate Your Position Online
Why does a good website matter? It's because we live in a day and age where buyers want information at their fingertips. They expect to find what they need, whenever they need it, online. And, they judge your value as a company by their perception of your website.
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January 9, 2018 - 2 Surprising Reasons Your Audience Reads B2B Content
Why do people read B2B content? It's part science and part emotion. The headline, an effective format and even the graphics have proven to draw a reader into an article.
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December 5, 2017 - The 3 Best Content Marketing Options When You Don't Have A Big Staff Or Budget
Content Marketing allows you to connect with your target audience in a way that your sales team can't. But delivering targeted, useful and consistent information isn't easy. So when you don't have a large staff or deep pockets, which types of content should you prioritize?
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October 31, 2017 - A Valuable Way To Use Content That You Aren't Thinking About
Content Marketing allows you to connect with your target audience in a way that your sales team can't. But, did you know that developing a content marketing program helps you target accounts that are more likely to buy from you?
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October 17, 2017 - The One Thing Buyers Use To Make A Purchasing Decision
And, it's not advice from a sales rep. In fact, buyers today formulate decisions online and often without your knowledge. What's the one thing they rely on more than any other? Content.
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July 26, 2017 - 3 Technology Trends And How To Leverage Them For Your Business
Technology impacts your business every day. But, determining how to adapt or leverage technology isn't easy. For example, how will Internet search using voice and images impact how prospects find you and learn about your services? Or, do advancements in Augmented Reality make it a killer app when integrated with print?
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July 12, 2017 - 3 Internet Trends That Impact Your Business And How To Capitalize On The Opportunities They Create
The Internet impacts your business every day. Behavior changes in everything from mobile device usage, digital media consumption, augmented reality and even video games will impact how customers and prospects interact with you in the future.
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June 28, 2017 - Why A Content Strategy Is Like Planning A Vacation
The modern day buyer uses content to make purchasing decisions. It's one of the reasons a content strategy that educates, builds understanding and ultimately influences your target audience is essential to your business.
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June 6, 2017 - Are You Missing Out On An Easier Way To Grow Your Business?
Your best new customer is your current customer. According to the book Marketing Metrics, businesses have a 60 to 70% chance of selling to an existing customer while the probability of selling to a new prospect is only 5% to 20%. But just like prospects, your current customers don't subscribe to old selling techniques.
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May 2, 2017 - When Your Best Sales Hire Isn't A Sales Person
Hiring the perfect sales person. Easier said than done. Even the best organizations have horror stories of seemingly good sales hires gone bad. Selling is tough. Prospects are hard to reach. Competition is fierce. Sales costs add up. So what's the right answer? It may not be a sales person at all.
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April 4, 2017 - How To Connect With Prospects During Their Time Of Need And Create More Happy Customers!
What company can't use more business? Whether it's ever increasing sales and revenue goals or the need to offset inevitable customer churn, new business is high on our priority lists. But, acquiring new customers is tough. Knowing what prospects want, when they want it and connecting at their time of need is challenging for the best business development reps.
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March 16, 2017 - What Does Your Website Say About Your Business?
First impressions. We're built to size each other up quickly. It's true in person. It's true online. Even if we're presented with lots of evidence to the contrary, we're attached to our initial impressions. How does the design, structure, content and ease of use of your website influence the perception your audience has about your company?
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Feb 14, 2017 - Take These 4 Steps To Ensure Target Account Success
It's easy to support a target account program. The sales and revenue upside from a key account win can be company changing. But winning an A-1 account doesn't start with a great sales team, it starts with account selection. How can you use data to close more key account opportunities?
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Jan 24, 2017 - How Your Company Can Sell More New Accounts In 2017
Small or large, public or private, increasing sales is high on any organizations list of annual objectives. But expanding your customer base is hard. Current customers represent the best growth opportunities. But with B2B customer churn rates at 20 - 30%, it takes additional sales volume just to remain even.
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Jan 10, 2017 - 4 Ways To Connect With More Prospects In 2017
How do you effectively connect with prospects today? HubSpot found that buyers are less dependent on sales during the buying process even compared to just a few years ago.
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Dec 13, 2016 - 2016 Web Strategy Trends - The Good, The Bad, And Improvement Opportunities In 2017
What impact does the internet have on business today? It's responsible for trillions of dollars in direct and indirect revenue annually.
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Dec 6, 2016 - 1 Step That Will Connect Your Sales Force With More Prospects
Does your website complement your direct sales force? Whether you've prioritized online investments or need improvements, the reality is your website and sales force are closely tied together.
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Oct 25, 2016 - How To Use Account Based Marketing To Beat The Competition
How do you capture more accounts like your best accounts? If you are like most companies, your top accounts represent the majority of your revenue. Developing and growing new opportunities, that turn into key customers, is crucial for any business.
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Oct 11, 2016 - The Best Web Design Strategy For Your Business
How do prospective buyers engage with ‎your company‎ today? Regardless of your size. Regardless of your industry. The first interaction is almost always online.
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Sept 27, 2016 - 3 Steps That Will Attract More Prospects To Your Website
The evidence is overwhelming. Buyers formulate purchasing decisions online. And, well in advance of conversations with a suppliers. If you aren't' attracting prospects to your website, you'll miss those conversations.
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Sept 13, 2016 - 5 Account Based Marketing Tactics That Accelerate Target Account Success Rates
Connecting with decision makers. Influencing influencers. Conveying your value proposition. Demonstrating your capabilities. It's challenging in any account. Even harder in target accounts. With 17 influencers and five buyers, that sign off on purchases, in the typical enterprise account, how do you effectively convey your value with different levels, functions and needs?
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Aug 30, 2016 - 4 Easy Ways to Develop Content
How do prospects learn about you today? Through online content. It educates and allows a prospect to understanding your capabilities. As buyers look online first before speaking with a seller, it makes connecting with prospects and generating sales ready leads more likely.
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Aug 16, 2016 - A 4 Step Plan To Improving Your Website's Performance
How do you assess your website and ensure it's operating at peak performance? Just like production equipment, it takes ongoing upkeep to maximize productivity. Get the most out of your online investment. Fine tune your website using this 4 step plan.
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Aug 2, 2016 - Can You Drive More Business From Your Target Account Program?
Concentrating your sales efforts in the right place with the right people on the right issues shortens the selling cycle and captures more business. But there's even a better way to work on the biggest and best opportunities. It's called Account Based Marketing. Is it right for you? Learn if it's a fit for your company.
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July 20, 2016 - One Thing Every Company Needs On Their Website
How many customers recall your entire suite of services? How often does a prospect that learns about you for the first time take the next step to learn more? On a good day it's tough to get the attention of your audience. However, there are tactics that increase engagement and make it more likely a prospect will take that next step with you. Embrace this tool to effectively connect with your audience in all stages of the purchasing process.
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July 6, 2016 - 15 Reasons Why Lead Nurturing Programs Increase Your Business
Do you maximize the value of the leads you generate? Unfortunately, only a small percentage of prospects that express interest today are ready to buy. However, companies that execute lead nurturing programs convert a greater percentage of prospects into customers.
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June 21, 2016 - How to convert leads into sales
Identifying your ideal customer and turning more of those prospects into buyers is the goal of any business. Unfortunately, only a small percentage of prospects that express interest in your capabilities today are actually ready to buy. Fortunately, there are steps you can take to ensure many of those leads ultimately become your customer. Follow this plan to ensure you convert a higher percentage of prospects into buyers.
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June 7, 2016 - This One Strategy From 1900 Will Increase Your Business
Is your goal to grow your business? With plenty of competitors and hard to reach prospects, how do you target your ideal customer and get them to learn about your capabilities? And further, earn their interest and so they ultimately consider a purchase - without breaking the bank? Some organizations still use revenue generating tactics that date back to the mid 60s. But it's actually something that goes back to 1900 that's a better option!
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May 24, 2016 - 14 Web Design Statistics And Why They Are Important To Your Business
Have you ever worked with a sales rep who didn't understand your business? If they were ineffective, did you work with them again? Today, instead of meeting with a sales rep, buyers look online. They learn about your products and educate themselves about a purchase they may be making. Just like an ineffective sales rep, if your website doesn't deliver, you miss opportunities.
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May 10, 2016 - Infographic - How Online Content Helps You Turn Prospects Into Customers
In the past the sales team was responsible for building awareness with prospects. Today the buyer goes through a discovery process and is well on their way to a purchasing decision before even speaking with a prospective supplier. Online content can help you engage your audience and convert more prospects into buyers.
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April 26, 2016 - 7 Ways You Can Connect With Customers And Increase Business
Do customers remember your entire suite of services? Have you ever missed an opportunity because they didn't? Today, there's little need for buyers to recall details because it's so easy to find information online. Plus, buyers retain information best when it's presented at their time of need. Make sure your valuable services are communicated where and when they look for it.
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April 12, 2016 - 5 Benefits A Website Should Deliver Beyond SEO - Does Yours?
An effectively designed website impacts both current customers and potential prospects. Key information, regular updates and ongoing improvements will build your business and provide benefits beyond SEO. Learn how your site can serve as a digital customer service rep, endearing current customers and opening the door to additional revenue.
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March 29, 2016 - 5 Ways To Promote Your Company Accomplishments - Generate Leads And Goodwill!
Do you get the most out of the awards, recognitions and accomplishments your company has achieved?
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March 15, 2016 - How To Drive More Revenue From Your Target Account Programs
Concentrating your sales efforts in the right place with the right people on the right issues shortens the selling cycle and captures more business. But there's a better way to work on the biggest and best opportunities. Take the following steps to transform your target account program to drive additional revenue.
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March 1, 2016 - Why website ROI doesn't matter
Should you allocate capital to a new and improved website? It's fair to question how much. But if you need to define the pay back before making the investment, you are missing the point. Learn why demanding a website ROI is bad idea.
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February 16, 2016 - Are You Missing Out On The Most Effective Way To Grow Your Business?
What's the most effective means of communicating with customers and prospects, enhancing your brand and generating leads? You might be surprised. Use these 8 steps to connect with customers and drive revenue.
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February 2, 2016 - 4 Google Recommended Practices That Maximize The Value of Your Website
How do you maximize the value of your website? Google just made the job easier. Their new guide details specific steps you can take to elevate your position. Learn how it applies to your business.
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January 19, 2016 - Why Your Sales Force Needs Online Content To Sell More
Executed effectively, online content improves sales force productivity, increasing sales ready leads and revenue. It functions like an eager member of your sales team. Learn how you can apply it to your business!
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January 6, 2016 - Four Online Habits To Ditch In The New Year
Websites are developed with the best intentions. But time and conflicting priorities often make a good organization look very twentieth century, online. Ditch these habits to improve your position and grow revenue.
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December 9, 2015 - 4 Steps To Digital Marketing Success in 2016
The internet has disrupted many business models and concurrently created unheard of opportunities. Is your website designed to support your business goals and deliver increased revenue?
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November 10, 2015 - The Best Websites Connect To Customer Needs, Does Yours?
Have you aligned your website to the needs of your customers? Use these tips to better connect with your audience and drive additional revenue.
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October 22, 2015 - Why You Need A Content Marketing Plan
In today’s online world, 57% of a purchasing decision is made before a buyer contacts a seller. Content is the vehicle that provides the education, industry trends, product comparisons and other valuable information that a sales rep provided in the past. It ensures that prospects are learning about your services even if they aren’t speaking with you directly.
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September 9, 2015 - Does Your Website Connect with Prospects?
Does your website guide prospects to useful information that will help them choose your services when it comes time to purchase? Don't miss out on opportunities to grow your business. Learn how you can improve your web strategy, connect with your audience and drive revenue, in The Edge.
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August 15, 2015 - 3 Online Strategies That Increase Sales
Does your website elevate your business? If not, you are missing out on opportunities. Learn how you can improve your web strategy to connect effectively with your audience and drive revenue, in The Edge.
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July 15, 2015 - 3 Online Challenges That impact Your Business
Nearly 90% of buyers use the web to research products and services before they make a purchase. Learn how you can improve your online strategies to connect effectively with your audience, in The Edge.
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May 15, 2015 - Does Your Audience Read Emails On Their Smart Phones?
Buyers often use their mobile device in of moments of "found time." In line at the grocery store or in the lobby at the dentist office becomes productive time to take a quick peek at emails, newsletters and videos that might not otherwise get prioritized.
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