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Thoughts and opinions on sales, marketing, social media, digital content, technology and social business.

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What Makes an Elite Sales Rep?

elite salespeople

Any elite performer has qualities that make them the best. Elite athletes and artists all have specific characteristics, rituals and training that they practice to be the best. Even in the business world, the elite have certain characteristics and practices that make them the best at what they do.

Make it An Inside Job: Find Your Customer Champion!

customer champions (1)

Do you have enough customer champions to propel your business forward?

Grow Your Twitter Followers Organically With These Tips

twitter (1)

Twitter has grown to become a “go to” marketing channel that every business wants to utilize. The site offers a huge user base and numerous networking opportunities, but marketers still find growing a following to be a bit of a challenge. While opportunities and entire businesses have been created to “sell” you followers, organic growth is possible with a little strategic thinking, engagement and work.

5 Best Practices For Sales Success

best practices sales

Being a sales professional doesn’t not have to be hard. If you have a great product and a little determination, there’s no reason you can’t build a successful career. However, some salespeople tend to make their sales process more difficult than it needs to be.

Smart Strategies to Stand Out on LinkedIn

stand out on linkedin 2

Often, when building a business all of your effort goes into making your company or employer stand out from the competition.  But equally important in the business world is keeping your persona front and centre. LinkedIn is an excellent way to promote yourself as a thought leader in your field. With over 175 million members and new members joining at the rate of one every two seconds, LinkedIn is an effective tool, if you understand how it works.

How to Build Trust as a Salesperson

How to build trust as a salesperson

If your customers were asked to rate how trustworthy you are as a salesperson on a 1 – 10 scale, how would you rank? To be effective in any sales capacity, one of the most valuable traits you can possess is trustworthiness.

Harness the Power of Online Video for Your Business

Video for business

Online video has been growing in popularity for quite a few years now. As more homes and businesses have installed hi-speed Internet access, the number of videos online has exploded.  If you’re looking for a great way to educate website visitors or promote your product or service, it's time to consider video.

The Most Important Social Media Key Performance Indicators (KPI)

Social Media KPI

While the majority of companies have put in place some type of social media marketing strategy, few know how to accurately measure their return on investment (ROI). There are actually several key performance indicators (KPI) that your business can start using today to help determine how successful your social media efforts are, and you will be happy to hear that many of them are free.

ClickZ walks through several key performance indicators that will prove to be extremely beneficial to your business:

  • Social Connections: While many social media experts claim that this metric is your least valuable one; most marketers of small-to-medium sized businesses tend to dwell on this number. The truth be told is that unless your business has an enormous budget for earning thousands or even millions of fans, focusing on growing this category adds little value.
  • Social Page Views: Knowing at any point in time how many people have viewed your Facebook page is valuable information, and perhaps more meaningful than knowing the number of views that your business's website is getting.
  • Video/SlideShare Views: Making yourself aware of the number of times that people have tuned into your YouTube video or viewed your SlideShare presentation can help you to measure the success of your content and gauge whether it's engaging your target audience or not gaining much traction.
  • Engagement Rate: As you can imagine, this key performance indicator is a critical one. The engagement rate basically measures the number of "likes" and comments that your business has received and divides it by a total fan count. Not only can it help you to determine the type of content that your target audience finds most appealing, but it can make you aware of the best times of day to post content. Facebook's EdgeRank takes a good hard look at this metric and factors it in to how it will rank your business on its newsfeed.
  • Talking About This. Next to the number of fans that your Facebook page has is the number of people that are talking about your brand. Basically, this metric tracks the number of people that are talking about your brand and/or your posts on their Facebook page.
  • Facebook Reach: This Facebook metric measures how far your brand's reach is extending on Facebook by dividing it out by organic, viral, and paid. While this might not be the most accurate metric that your business looks at, it can still help you to determine how your business is performing over prior periods.
  • Re-tweet Rates: This metric is just as obvious as it sounds. It tracks the engagement rate of your tweets and if people feel that it is valuable enough to re-tweet.
  • Social Clicks: If you use Bitly as a URL shortener, you can take advantage of its API (application programming interface) to see how many clicks your business is getting and which categories are driving the most clicks. This key performance indicator is valuable because even if you share a link in a status update that is not for your website, you can still find out how many clicks you are generating even if they are not to your own website.

While there are several other key performance indicators that would be valuable for your business to know, these basic metrics mentioned above can help you to determine if your social media marketing strategy is working.

Which key performance indicators does your business rely heavily upon to measure its social media success?

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Top Takeaways from National Small Business Week

SMB week

Since 1963, the United States has celebrated National Small Business Week, which honors the contributions of America's entrepreneurs and small businesses. The country's economy is heavily driven by small business, with more than 50 percent of the American population either running or working for a small business.

This year's National Small Business Week took place June 17th through June 21st and consisted of motivational speakers, panels, breakout sessions, webinars, Google+ hangouts, and more. The weeklong agenda of activities began in Redmond, Washington and concluded in Washington DC; meanwhile, anyone interested in small business could easily tune in on the Internet. This week provided some extremely useful information for small-to-medium sized businesses, which is why we wanted to share some of the biggest takeaways from the event as they pertain to the world of digital marketing:

  • You need to build a strong online presence. To be the most effective, map out a plan for your social media marketing strategy and which sites you will spend most of your time on. For example, social media expert Darnell Holloway shared a recent study where small businesses saw an $8,000 increase to annual revenue just by having an active presence on local review site Yelp. This proves that finding the right social media site for your business can truly pay off.
  • Social media giant Facebook will offer more information to small business users through its Insights analytics tool. The recent enhancements will provide businesses with more detailed information about the people categorized under the "People Talking About This" and "Virality" metrics.
  • Google rolled out some new productivity tools to assist with digital marketing efforts. Such tools include Priority Inbox (allows you to highlight your most important emails) and Smart Rescheduler (enables you to schedule appointments with friends, family, or colleagues that also work with their schedule).
  • While the majority of U.S. small businesses have a website, most are not satisfied with the quantity and quality of traffic that they are getting. For this reason, 48 percent of marketers plan to increase their inbound marketing spending in 2013.
  • While content is a critical component of any inbound marketing strategy, content creation should not be the only aspect of it. More small-to-medium sized businesses are using a team approach to address content marketing, such as allocating a single person to content creation and a second person to optimize the content for SEO purposes.
  • Small-to-medium sized businesses are experiencing less success with traditional marketing models such as television commercials and direct mailers in 2013. Businesses are finding that it is more affordable to utilize social media to attract new customers.

While there were numerous topics covered throughout Small Business Week 2013, the points referenced above seemed to echo throughout the week-long conference. It is clearly evident that more businesses will be investing in a digital marketing strategy this year and in the future.

Did you have an opportunity to attend or tune in to any of this year's Small Business Week events? If so, what were your biggest takeaways for small-to-medium sized businesses as they relate to digital marketing?

Click here for your free Inbound Marketing Assessment:

How to Use Social Listening to Enhance Your Brand

social listening

While many people think of social media as a powerful relationship-building tool as it provides brands with an additional opportunity to connect with consumers, it also allows brands to really listen to what their consumers want. Taking advantage of social listening is one of the most effective ways to boost sales and ROI as well as increase your brand's awareness. It's a powerful component of a business's social media marketing strategy that is all too often overlooked.

Probably the biggest reason why brands aren't listening to their consumers is that there is so much data and information floating around in online conversations that it can be difficult to capture it. While there are a number of free social media monitoring tools out there such as HootsuiteSocialMention, and Klout, to be most effective, you probably need to invest in technology that can actively listen to these conversations for the best results.

Establishing a social listening strategy can benefit nearly every department within your organization, and Search Engine Watch shares how:

  • Customer Service: More and more companies are turning to social media to implement a customer service strategy as consumers are demanding a prompt response to their questions and concerns and do not want to be hassled with a 1-800 number. This is a great resource for solving problems in a timely manner and can offer tremendous cost savings when integrated with CRM.
  • Marketing and Public Relations: Social listening can enable your brand to pick up on mentions about its products and service in real time. Whether this information is positive or negative, your business can leverage this information to create a better content, SEO, and/or PPC strategy.
  • Product: Through social listening, your business can gain feedback on any issues with products, better measure the success of existing products and product launches, and uncover ways to improve products when necessary.
  • Sales: By monitoring for mentions of your brand or conversations that include the intent to make a purchase, your sales team can better identify hot leads and work them through the sales funnel. It's also a useful tool for staying in tune with what your target audience thinks of your competition.
  • Human Resources: More companies are turning to popular social media sites like LinkedIn to find qualified talent, but social listening can provide an opportunity to find out who the influencers are in your industry and learn how your employees really feel about your organization.

A prime example of a company that did not practice social listening in the time of a crisis is Lululemon Athletica, and the brand's image suffered as a result. Online buzz about the brand picked up when the popular fitness-clothing retailer's stock declined due to a recall of its women's yoga pants that were too transparent. Instead of addressing the issue on social media or on the company's website, Lululemon completely ignored the issue. In this situation, the customers actually became the marketers for Lululemon with their online conversations about the brand, and by not responding, the brand risked that its image would be negatively impacted.

An example of a company that benefited from social listening to improve its product is Maker's Mark. When the company announced that they were going to reduce the product's alcohol content, conversations online about the announcement exploded, and the feedback shared about this change was not positive. By picking up on this consumer displeasure through social listening, Maker's Mark quickly reversed its decision to modify the alcohol content.

In summary, social listening is a vital tool for gaining powerful consumer feedback and enhancing your brand's image and offerings.

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