Promoting a website and making it effective are the biggest challenges that marketers face. Getting the most out of your online efforts requires building a solid and dependable sales and marketing funnel to help you increase your ROI. Do you know how to get the most out of your website and every lead? This web seminar covers: • How to identify the challenges you’re currently facing with lead conversion • Tactics to drive traffic to your website and convert visitors to leads • The best nurturing tactics to push your leads through the sales process • Ways to measure and improve your funnel’s performance

1. How to Optimize Your Sales &
Marketing Funnel:
Learn how to get the most out of every lead.
Presented by:
Richard Sharp

2. Your sales and marketing funnel is the
key to driving leads through the sales
process and earning more business. ..
But…every funnel has blockage points.

3. Clearing those blockage points is essential for an optimized sales funnel…
…But, before you can eliminate them, you need to recognize where they are.

4. Visitors
Visitors Visitors
Capturing the lead
Leads Leads
Nurturing and
qualifying
Opportunities
Selling and closing
New Customer

5. Visitors
Visitors Visitors
Lots of traffic but not
enough visitors
converting to leads
Leads Leads
Too many leads being
passed to sales that
aren’t qualified
Opportunities
Lots of leads but not
enough conversions to
sales
New Customer

6. Problem # 1: Not enough traffic coming into your funnel
What does that mean?
If you aren’t getting enough traffic into
the top of your funnel, you’re going to
have a hard time getting enough leads
and sales to drive more business.
This is the starting point for a full and
well-functioning funnel, and if you’re
blocked here, you’re going to have a
hard time keeping the rest of your
funnel healthy.

7. Solution# 1: Build some demand for your products and services to drive targeted
visitors to your website.
How can you build demand?
1. Understand your audience and get to know
what they’re looking for
2. Optimize your website using SEO
3. Educate and engage prospects with content
4. Use social media and content syndication
For more information take a look at our webinar, “How to Turn Your Website into a Demand
Generation Machine” in our resource section http://www.marqui.com/resources/demand-generation/

8. Problem # 2: Lots of traffic, but not enough of it is converting to leads.
What does that mean?
Lots of visitors are arriving at your
website, but once they get there, they
aren’t seeing anything worth giving you
their information for.
If you’re not converting the traffic that
arrives at your website to leads, then
you won’t be able to turn those leads
into sales.

9. Solution #2: Improve website conversion rates
Use compelling CTAs, optimize landing pages, customer
testimonials and valuable content to encourage visitors to
convert.
Find conversion benchmark data on the Fireclick Index at http://index.fireclick.com/

10. Problem #3: The leads you’re passing to sales, aren’t ready to purchase.
What does this mean?
Most leads aren’t ready to purchase
when they arrive at your website. In
fact, it takes on average 5-8 touches
for a lead to convert from a suspect
to a prospect. Without a nurturing
plan in place, those leads will most
likely end up buying from a
competitor.
Source: The Bridge Group

11. Solution #3: Use lead nurturing best practices to keep you funnel healthy.
1. Start your campaigns simple
2. Keep your offers targeted and
relevant
3. Time-based campaigns need to
be strategic
4. Regular segmentation is crucial
5. Test thoroughly and carefully
before deploying
6. Keep your hand-off process clear
7. Measure to improve conversion
rates
For more information take a look at our webinar, “Lead Nurturing 101” in our resource section
http://www.marqui.com/resources/lead-nurturing/

12. Problem #4: You’re getting leads, but none of them are converting to sales.
There are lot’s of reasons why leads
aren’t converting to sales, but one of
the biggest is related to sales and
marketing alignment. If sales and
marketing aren’t aligned, leads get
lost.
If your teams aren’t on the same
page, leads won’t get the attention
they need or deserve.

13. Align sales and marketing. By clearly defining a lead, streamlining hand-off
Solution# 4:
and follow up as well as automating processes you can ensure you’re
passing quality leads to sales.
How can you align sales and marketing?
1. Have a clear definition of a quality
lead
2. Streamline your lead hand-
off/follow up process
3. Ensure no leads are lost or
forgotten
4. Keep a clear lead nurturing
process in place for leads that
aren’t ready to purchase
5. Have regular internal meetings to
keep sales and marketing on the
same page

14. Visitors
Visitors Visitors Visitors
Leads
Conversion %
Leads
Leads
Opportunities
Conversion %
Opportunities
New Customer

15. Thank You!
REGISTER to receive our blog posts via email TODAY and
you’ll be entered to receive a FREE website assessment.
Follow our blog at http://www.marqui.com/blog
Follow us on Twitter @Marqui_CMS
Contact me!
Richard Sharp, VP Marketing
richard@marqui.com
604.484.8543

16. Image Sources
• http://www.flickr.com/photos/tudor/4872844756/sizes/l/
• http://www.flickr.com/photos/wwarby/4693684443/sizes/l/
• http://www.flickr.com/photos/sinkdd/4364969201/sizes/l/
• http://www.flickr.com/photos/rknight/4358119571/sizes/l/
• http://www.flickr.com/photos/kriztofor/3724503239/sizes/l/
• http://www.flickr.com/photos/biggreymare/3445338386/sizes/l/
• http://www.flickr.com/photos/uli_harder/3358815213/sizes/l/
• http://www.flickr.com/photos/bangladeshboat/2043265853/sizes/z
/
• http://www.flickr.com/photos/david-hilgart/4139225850/sizes/l/