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The Ultimate Guide [+ 10 Best Practices]

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The Ultimate Guide [+ 10 Best Practices]

LinkedIn Pages allow users to discover, follow, and find new roles at their favorite businesses. But they’re not just useful for job seekers and professionals. If you own a business, organization, or other institution, you can use LinkedIn Company Pages to connect with your audience and strengthen your brand image.

A lot happens on LinkedIn. People post updates, professionals seek new jobs, salespeople pitch prospective customers, and LinkedIn members of all kinds connect, chat, and build relationships. With more than 800 million members, this level of activity comes as no surprise.

LinkedIn Company Pages provide a unique way for your organization to stand out from the noise — important noise, but noisy nonetheless. We developed this guide to help you master your LinkedIn Company Page.

LinkedIn Company Pages were developed to give your company a home base and reach your audience on the network.

If you haven’t built a LinkedIn Page for your business yet, you’re missing out on new connections, followers, employees, and customers.For an in-depth guide on why creating a LinkedIn company page is essential for your business and how to get started, check out our video.

What to Post on a LinkedIn Company Page

Creating a LinkedIn presence for your company expands your brand trust and awareness. Here are a few ideas for what to post on your LinkedIn page to maximize your ROI.

1. Share company updates and news.

LinkedIn, like any other social network, features a content stream on which people share and discuss important articles and updates. Your Page is a perfect place to post your company updates and news for customers, employees, investors, and fans to review and share.

2. Post open jobs and connect with potential employees.

LinkedIn is a professional social network, meaning users benefit from work and career-related updates, connections, and interactions. LinkedIn members are primed to discover and discuss job opportunities, including the ones at your company. If you have any open roles, LinkedIn is the perfect place to share them.

In fact, LinkedIn provides Career Pages — a space separate from your Company Page that’s dedicated to open jobs, recruiting, and employer branding.

3. Build a community.

Every social network boasts its own ability to foster a sense of community, and LinkedIn is no exception.

Your LinkedIn Company Page is a place to build a community of LinkedIn members who are interested in your business, updates, and jobs. Here, they can connect and collaborate on their shared interest in your company. Post interesting questions, behind-the-scenes information, and unique updates to engage your audience and build camaraderie on your Page.

4. Grow and keep your brand’s image consistent on social media.

If you’re active on other social networks, having a presence on LinkedIn can help you grow your audience elsewhere. Most social networks allow you to link to and from your LinkedIn page to boost recognition and increase your number of followers.

Additionally, some of your audience may only be active on LinkedIn, so creating a Page would give you a chance to connect with new potential customers and employees.

5. Improve your discoverability on search engines.

LinkedIn Company Pages rank on search engine results pages (SERPs) like any other website or social network. Creating a Page gives your company another opportunity to be discovered by those searching for your products, services, or brand.

LinkedIn Company Pages vs. LinkedIn Groups

Another popular feature on LinkedIn is LinkedIn Groups, where like-minded people digitally gather to discuss common topics, industries, or (in some cases) companies. Many users get these two features confused.

LinkedIn Company Pages are the equivalent to your “website” on LinkedIn; you create it on behalf of your company, and it belongs to you (as a business owner and/or marketer). You’re responsible for updating your Page and posting new content and updates. Other LinkedIn members can follow your Page and engage with your content.

On the other hand, LinkedIn Groups are collaborative networks that can be created and engaged with by any LinkedIn member. Some groups are private while Open Groups can be read or joined by anyone.

Now, a company can create a LinkedIn Group for certain internal teams or subgroups, but LinkedIn Groups can’t necessarily replace LinkedIn Company Pages.

How to Create a Company Page on LinkedIn

Whether you already have a LinkedIn account or are new to the platform, creating a LinkedIn Company Page is easy. Follow these steps to get started.

1. Navigate to the LinkedIn Pages home page or to LinkedIn.com.

how to create a company page on LinkedIn: LinkedIn Pages home pageLinkedIn has a public-facing site where you can start the process for creating your own Page. Click the blue button that says “Create your Page.” Alternatively, hover over the LinkedIn Pages option in the top menu and click “Create a LinkedIn Page”.

how to create a company page on LinkedIn: top menu

If you’re not already signed in, you’ll be prompted to sign in. Be sure to do so with the account where you’d like to manage the page. But if you happen to sign in to the wrong account, don’t worry; you can add more admins after you set up your page. We’ll cover how you can do that later.

Starting from LinkedIn.com

If you’d prefer to start from your LinkedIn feed, navigate to LinkedIn.com.

Once you reach your feed, tap the “Work” button in the navigation bar.

Click “Create a Company Page +” at the very bottom.

how to create a company page on LinkedIn: work button on LinkedIn feed2. Select the type of Page you’d like to create.

how to create a company page on LinkedIn: choosing the type of pageAfter clicking “Create a Company Page”, you’ll be taken to a page where you can decide what you’re creating. You have three options:

  • Company: A good fit for small-to-enterprise businesses, as well as non-profits, government agencies, and other non-educational organizations.
  • Showcase page: A “sub-page” that’s connected to an existing LinkedIn Page. Not recommended if you’re setting up your first Company Page.
  • Educational institution: A good fit for schools and universities.

If you’re a business owner or employee, choose “Company.”

3. Input your business name, LinkedIn public URL, and website.

how to create a company page on LinkedIn: add basic informationNow comes the fun part: Actually creating the page. LinkedIn guides you through this process, and it prompts you to first fill out the basics.

  • Name: Enter your entire company name to improve discoverability and searchability.
  • LinkedIn public URL: As you fill out your Name, LinkedIn will automatically input your URL to match. Ideally, your URL will be your company name; this keeps your online identities consistent. For example, HubSpot’s LinkedIn Page URL is www.linkedin.com/company/hubspot. If your company name isn’t available, choose a URL that’s similar and still identifiable, such as one of your social media handles and/or a shortened version of your brand name.
  • Website: Enter your company’s website. Although not required, this information is critical as it connects LinkedIn followers to your company website.

4. Add your industry, company size, and company type.

how to create a company page on LinkedIn: add industryLinkedIn requires additional details for you to build your page. These are essential to improve searchability and helps you build your brand image in your specific industry.

  • Industry: Start typing in your industry and choose one from the drop-down menu. If you can’t find it, continue searching until you find a generally good fit. This information helps LinkedIn categorize your company for Page visitors.
  • Company size: Choose your company size from the ranges provided. The ranges start from 0-1 and go up to 10,000+.
  • Company type: Choose your company type from the options provided: Public company, self-employed, government agency, non-profit, sole proprietorship, privately held, and partnership. If you’re not sure, reach out to your company stakeholders.

5. Add your final profile details, such as your logo and tagline.

how to create a company page on LinkedIn:  add final detailsWhile these fields are optional, they can help you save time later. You’ll have less work to do in your LinkedIn Page Admin area.

  • Logo: Upload a high-quality logo that matches the logo on your other social media accounts. This is important so new followers can recognize your brand and Page. It must be 300 x 300px.
  • Tagline: In 120 characters, briefly describe what your company does. Consider using the same tagline from your other social media accounts. You can change this information later.

6. Preview the result and click “Create Page.”

how to create a company page on LinkedIn: preview resultOn the right-hand side, you’ll see a preview of the details you’ve provided. Take a look to ensure everything looks correct.

When you’re finished, check the checkbox at the bottom confirming you’re an authorized representative and click “Create Page.”

how to create a company page on LinkedIn: authorization

7. Complete your LinkedIn Page in the Admin dashboard.

how to create a company page on LinkedIn: complete page in dashboardThe final step will show you the Admin View of your LinkedIn Company Page. This is essentially the behind-the-scenes dashboard from which you can make changes to your Page.

If you’re building your Page from scratch, you’ll see that LinkedIn provides a helpful checklist of actions to complete. These tasks will also unlock new features such as Content Suggestions and Invite to Follow that can help grow your Page.

Let’s walk through the important tasks to complete in this step.

  • Description: Add an About Us section that describes your company. It should be longer than your tagline. This is the place to include relevant keywords and phrases that can help people discover your Page on LinkedIn and through search engines. This section can be up to 2,000 words. LinkedIn also allows you to create taglines and descriptions in multiple languages.
  • Location: Add at least one location for your company. You can add multiple locations and name each one. Consider at least adding your headquarters or central company location.
  • Cover photo: Add a cover photo that will engage and entice visitors to check out your Page. Many brands upload another orientation of their logo or their latest marketing or advertising campaign graphics. This photo must be 1,128 x 191px.
  • Hashtags: Hashtags provide a unique way to connect with followers and engage with posts. Add up to three hashtags that are related to your company, industry, and audience. They will be added as Community Hashtags to your Page.

You can also add a company phone number, the year your company was founded, and any LinkedIn Groups you want to show on your Page.

Voila! Your LinkedIn Company Page is now created and ready to share. Continue poking around your Page to complete all fields and features. The following section of LinkedIn Page best practices will help you use your Page to connect and grow.

How to Manage Your Company Page on LinkedIn

Once you create your LinkedIn Company Page, your work is done … right? Nope. Honestly, creating the Page is the easiest part. Managing and posting on the page is what takes more time, work, and creativity.

As we’ll talk about below, the first thing to do is determine your Page admin. This person will be responsible for creating (or delegating) the content posted on your Page.

Work with your team to plan much of your LinkedIn content upfront. Gather ideas from your other social media accounts, or chat with your leadership, product, and HR teams to get ideas for company, product, and job updates to share.

Encourage your coworkers to create LinkedIn accounts of their own, as their engagement and participation can help drive traffic to your Page.

Lastly, keep an eye on the LinkedIn Company Page analytics. See who’s visiting and engaging with your Page and what kind of content they prefer. Over time, this will help you determine where to best spend your creative energy.

LinkedIn Company Page Admin

Who is your LinkedIn Company Page admin? Answer this question before moving further in this article. You need at least one, although we’ll discuss in the section below how (and why) to add additional Page admins.

LinkedIn offers a variety of admin roles, and your Page should have at least one of each to avoid losing access to your Page. Moreover, this admin (or team of admins) are the ultimate managers of all content posted on your Page. They should ensure all content is on brand and consistent with your other social networks and website content.

Let’s talk about some more best practices for LinkedIn Company Pages.

Follow these tips and techniques to maximize the impact of your LinkedIn Company Page.

1. Complete all Page details with in-depth information about your company.

linkedin company page best practices: completed LinkedIn pageA fully completed LinkedIn Company Page will help you engage users more effectively and earn more follows and shares. Take the time to fill out every Page detail, even those that aren’t required.

Each LinkedIn Company Page has a series of tabs. These include:

linkedin company page best practices: add products

  • Posts: This is the section of your Page where your updates are published, equivalent to an Instagram or Facebook feed. It includes text posts, images, videos, articles, documents, and ads.
  • Jobs: The Jobs tab only apples to you once you’ve posted jobs on LinkedIn. Posting a job is completely free and essential if you’d like to use your LinkedIn Page to attract top talent.
  • Events: Like the Jobs tab, this will only appear after you’ve added an event to LinkedIn. You don’t necessarily need to add events during the Page setup process, but you can consider doing so to strengthen your company brand and reach more prospects.
  • Videos: This tab includes a feed of your most recent videos.

Your LinkedIn Page also includes a “People” tab, which lists all of your current employees. If you purchase Career Pages for your LinkedIn Page, you’ll also get a “Life” tab, where you can provide more detail on the employee experience at your company and even feature content made by your employees.

LinkedIn Page best practices: adobe life page example

Image Source

The more details you provide about your company, the easier it will be for people (a.k.a. potential customers) to discover and connect with you. It will also serve to educate those who are interested in working for or investing in your company.

2. Add important Page admins.

Maintaining a LinkedIn Company Page can be a lot of work, especially if your team is already manning multiple social networks and accounts. Once you create your Page, don’t forget to add more Page admins to give other people permissions.

To add new Page admins, click “Admin tools” in the top right corner of your Company Page, then click “Manage admins” under Settings.

LinkedIn Page best practices: add admins

The page will allow you to manage all your Page administrators. As you can see, there are several types of admins you can add to your Page:

  • Super admins have access to all permissions.
  • Content admins can edit the Page’s content and publish posts.
  • Curators can see content suggestions and create recommended content.
  • Analysts can access the Page’s performance analytics and export data.

LinkedIn explains them in detail here.

To add an admin, simply click the “+ Add admin” button in the admin management page.

LinkedIn Page best practices: admin management pageIn the pop-up, type in the person’s name, choose their admin role, and click “Save.”

LinkedIn Page best practices: add page admin with permissions

3. Keep your images up-to-date.

Your Page logo and cover photo are very important; they visually introduce and engage anyone who visits your Page. Keep these images up-to-date with your latest branding and marketing materials.

Not only is this critical for presenting a unified social presence, but it ensures your LinkedIn Company Page also matches your website, blog, and other digital marketing materials. Doing so will boost brand awareness and help new customers, employees, and fans discover your brand on LinkedIn.

4. Share engaging content with your followers at least once a week.

Like any social network, you can’t expect to simply create your account and be finished. Building your LinkedIn Page is only half the battle; you must also consistently post content to successfully engage, inform, and market to your audience.

Download this free ebook to access templates, guides, and infographics on how to use LinkedIn for business, marketing, and networking.

Image Hackathon – Square (25)Consider posting updates to your products and services, job openings, trends or news that involve your brand, and behind-the-scenes content featuring employee life, product development, or other unique content.

5. Use Content Suggestions to share relevant content.

LinkedIn also provides a handy Content Suggestions tool to help you discover topics and content your audience is already engaging with on the network.

Tap “Content” in the top menu of your Page, and update the filters as they apply to your audience.

LinkedIn Page best practices: content suggestions

Immediately, you’ll see a content stream based on your chosen topic and audience parameters. You can edit the filters further in the left menu, and you can add or take away content topics along the top. This tool shows you the engagement rates of popular or trending content and makes it easy to share this content with your audience.

6. Engage with your audience.

Don’t forget to engage with your audience, too. Like, comment on, and share things posted by your followers and connections. This will remind them there are humans behind your brand’s LinkedIn Company Page.

7. Post interesting, eye-catching visuals.

Text-only content is unlikely to engage all members of your LinkedIn Page. Be sure that at least 50% of your posts feature an engaging visual, whether an infographic, illustrated statistic, or quote graphic. Even a GIF or meme can be a fun addition to a text-heavy feed.

LinkedIn Page best practices: use interesting visualsAlso, consider adding short videos. Even if these videos repeat your text-based posts, they’ll engage with your more visual audience and keep folks engaged on your Page.

8. Customize your call-to-action.

On your LinkedIn Company Page, under your logo and next to the Follow + button, you’ll find a call-to-action (CTA). HubSpot’s says Visit website.

LinkedIn Page best practices: customize cta

LinkedIn allows you to customize this CTA to better engage your followers and audience. To do this, click “Edit page” on your admin view.

A pop-up box will come up. Under Header, click “Buttons.”

Make sure the “Custom button” option is turned on.

LinkedIn Page best practices: creating a custom buttonChoose a button name from the drop-down menu and enter a URL. Use this setting to direct followers to your website, landing pages, event registrations, and more.

9. Involve your employees.

Your employees are some of your best brand advocates. This is especially true on LinkedIn, where employees have an average of 10x more first-degree connections than a company has followers.

As you develop your Company Page, encourage your employees to follow and engage with it. Also, ask each employee to list your company as an employer, as this will link their profile to your Page and vice versa.

This is a helpful resource when growing a new Page audience of customers and potential employees.

10. Post content from (or mention) partners and other companies.

LinkedIn Page best practices: comarketing posts

If you partner with other companies, such as for co-marketing campaigns, feature them on your Page often. Not only does this engage other companies and leaders, but it also promotes your content to your partner’s audiences.

For every post that you share about your company, share one focused on another company, your employees, or even your customers.

Create Your LinkedIn Company Page Today

Most customers trust social media over advertising — including social media for brands and companies. Your LinkedIn Company Page contributes to this statistic, and, in turn, helps bolster your brand awareness, trust, and social activity. Use this guide to develop your LinkedIn Company Page and start engaging with new customers, employees, investors, and followers.

Editor’s note: This post was originally published in August 2017 and has been updated for comprehensiveness.

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Why We Are Always ‘Clicking to Buy’, According to Psychologists

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Why We Are Always 'Clicking to Buy', According to Psychologists

Amazon pillows.

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A deeper dive into data, personalization and Copilots

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A deeper dive into data, personalization and Copilots

Salesforce launched a collection of new, generative AI-related products at Connections in Chicago this week. They included new Einstein Copilots for marketers and merchants and Einstein Personalization.

To better understand, not only the potential impact of the new products, but the evolving Salesforce architecture, we sat down with Bobby Jania, CMO, Marketing Cloud.

Dig deeper: Salesforce piles on the Einstein Copilots

Salesforce’s evolving architecture

It’s hard to deny that Salesforce likes coming up with new names for platforms and products (what happened to Customer 360?) and this can sometimes make the observer wonder if something is brand new, or old but with a brand new name. In particular, what exactly is Einstein 1 and how is it related to Salesforce Data Cloud?

“Data Cloud is built on the Einstein 1 platform,” Jania explained. “The Einstein 1 platform is our entire Salesforce platform and that includes products like Sales Cloud, Service Cloud — that it includes the original idea of Salesforce not just being in the cloud, but being multi-tenancy.”

Data Cloud — not an acquisition, of course — was built natively on that platform. It was the first product built on Hyperforce, Salesforce’s new cloud infrastructure architecture. “Since Data Cloud was on what we now call the Einstein 1 platform from Day One, it has always natively connected to, and been able to read anything in Sales Cloud, Service Cloud [and so on]. On top of that, we can now bring in, not only structured but unstructured data.”

That’s a significant progression from the position, several years ago, when Salesforce had stitched together a platform around various acquisitions (ExactTarget, for example) that didn’t necessarily talk to each other.

“At times, what we would do is have a kind of behind-the-scenes flow where data from one product could be moved into another product,” said Jania, “but in many of those cases the data would then be in both, whereas now the data is in Data Cloud. Tableau will run natively off Data Cloud; Commerce Cloud, Service Cloud, Marketing Cloud — they’re all going to the same operational customer profile.” They’re not copying the data from Data Cloud, Jania confirmed.

Another thing to know is tit’s possible for Salesforce customers to import their own datasets into Data Cloud. “We wanted to create a federated data model,” said Jania. “If you’re using Snowflake, for example, we more or less virtually sit on your data lake. The value we add is that we will look at all your data and help you form these operational customer profiles.”

Let’s learn more about Einstein Copilot

“Copilot means that I have an assistant with me in the tool where I need to be working that contextually knows what I am trying to do and helps me at every step of the process,” Jania said.

For marketers, this might begin with a campaign brief developed with Copilot’s assistance, the identification of an audience based on the brief, and then the development of email or other content. “What’s really cool is the idea of Einstein Studio where our customers will create actions [for Copilot] that we hadn’t even thought about.”

Here’s a key insight (back to nomenclature). We reported on Copilot for markets, Copilot for merchants, Copilot for shoppers. It turns out, however, that there is just one Copilot, Einstein Copilot, and these are use cases. “There’s just one Copilot, we just add these for a little clarity; we’re going to talk about marketing use cases, about shoppers’ use cases. These are actions for the marketing use cases we built out of the box; you can build your own.”

It’s surely going to take a little time for marketers to learn to work easily with Copilot. “There’s always time for adoption,” Jania agreed. “What is directly connected with this is, this is my ninth Connections and this one has the most hands-on training that I’ve seen since 2014 — and a lot of that is getting people using Data Cloud, using these tools rather than just being given a demo.”

What’s new about Einstein Personalization

Salesforce Einstein has been around since 2016 and many of the use cases seem to have involved personalization in various forms. What’s new?

“Einstein Personalization is a real-time decision engine and it’s going to choose next-best-action, next-best-offer. What is new is that it’s a service now that runs natively on top of Data Cloud.” A lot of real-time decision engines need their own set of data that might actually be a subset of data. “Einstein Personalization is going to look holistically at a customer and recommend a next-best-action that could be natively surfaced in Service Cloud, Sales Cloud or Marketing Cloud.”

Finally, trust

One feature of the presentations at Connections was the reassurance that, although public LLMs like ChatGPT could be selected for application to customer data, none of that data would be retained by the LLMs. Is this just a matter of written agreements? No, not just that, said Jania.

“In the Einstein Trust Layer, all of the data, when it connects to an LLM, runs through our gateway. If there was a prompt that had personally identifiable information — a credit card number, an email address — at a mimum, all that is stripped out. The LLMs do not store the output; we store the output for auditing back in Salesforce. Any output that comes back through our gateway is logged in our system; it runs through a toxicity model; and only at the end do we put PII data back into the answer. There are real pieces beyond a handshake that this data is safe.”

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Why The Sales Team Hates Your Leads (And How To Fix It)

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Why The Sales Team Hates Your Leads (And How To Fix It)

Why The Sales Team Hates Your Leads And How To

You ask the head of marketing how the team is doing and get a giant thumbs up. 👍

“Our MQLs are up!”

“Website conversion rates are at an all-time high!”

“Email click rates have never been this good!”

But when you ask the head of sales the same question, you get the response that echoes across sales desks worldwide — the leads from marketing suck. 

If you’re in this boat, you’re not alone. The issue of “leads from marketing suck” is a common situation in most organizations. In a HubSpot survey, only 9.1% of salespeople said leads they received from marketing were of very high quality.

Why do sales teams hate marketing-generated leads? And how can marketers help their sales peers fall in love with their leads? 

Let’s dive into the answers to these questions. Then, I’ll give you my secret lead gen kung-fu to ensure your sales team loves their marketing leads. 

Marketers Must Take Ownership

“I’ve hit the lead goal. If sales can’t close them, it’s their problem.”

How many times have you heard one of your marketers say something like this? When your teams are heavily siloed, it’s not hard to see how they get to this mindset — after all, if your marketing metrics look strong, they’ve done their part, right?

Not necessarily. 

The job of a marketer is not to drive traffic or even leads. The job of the marketer is to create messaging and offers that lead to revenue. Marketing is not a 100-meter sprint — it’s a relay race. The marketing team runs the first leg and hands the baton to sales to sprint to the finish.

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via GIPHY

To make leads valuable beyond the vanity metric of watching your MQLs tick up, you need to segment and nurture them. Screen the leads to see if they meet the parameters of your ideal customer profile. If yes, nurture them to find out how close their intent is to a sale. Only then should you pass the leads to sales. 

Lead Quality Control is a Bitter Pill that Works

Tighter quality control might reduce your overall MQLs. Still, it will ensure only the relevant leads go to sales, which is a win for your team and your organization.

This shift will require a mindset shift for your marketing team: instead of living and dying by the sheer number of MQLs, you need to create a collaborative culture between sales and marketing. Reinforce that “strong” marketing metrics that result in poor leads going to sales aren’t really strong at all.  

When you foster this culture of collaboration and accountability, it will be easier for the marketing team to receive feedback from sales about lead quality without getting defensive. 

Remember, the sales team is only holding marketing accountable so the entire organization can achieve the right results. It’s not sales vs marketing — it’s sales and marketing working together to get a great result. Nothing more, nothing less. 

We’ve identified the problem and where we need to go. So, how you do you get there?

Fix #1: Focus On High ROI Marketing Activities First

What is more valuable to you:

  • One more blog post for a few more views? 
  • One great review that prospective buyers strongly relate to?

Hopefully, you’ll choose the latter. After all, talking to customers and getting a solid testimonial can help your sales team close leads today.  Current customers talking about their previous issues, the other solutions they tried, why they chose you, and the results you helped them achieve is marketing gold.

On the other hand, even the best blog content will take months to gain enough traction to impact your revenue.

Still, many marketers who say they want to prioritize customer reviews focus all their efforts on blog content and other “top of the funnel” (Awareness, Acquisition, and Activation) efforts. 

The bottom half of the growth marketing funnel (Retention, Reputation, and Revenue) often gets ignored, even though it’s where you’ll find some of the highest ROI activities.

1716755163 123 Why The Sales Team Hates Your Leads And How To1716755163 123 Why The Sales Team Hates Your Leads And How To

Most marketers know retaining a customer is easier than acquiring a new one. But knowing this and working with sales on retention and account expansion are two different things. 

When you start focusing on retention, upselling, and expansion, your entire organization will feel it, from sales to customer success. These happier customers will increase your average account value and drive awareness through strong word of mouth, giving you one heck of a win/win.

Winning the Retention, Reputation, and Referral game also helps feed your Awareness, Acquisition, and Activation activities:

  • Increasing customer retention means more dollars stay within your organization to help achieve revenue goals and fund lead gen initiatives.
  • A fully functioning referral system lowers your customer acquisition cost (CAC) because these leads are already warm coming in the door.
  • Case studies and reviews are powerful marketing assets for lead gen and nurture activities as they demonstrate how you’ve solved identical issues for other companies.

Remember that the bottom half of your marketing and sales funnel is just as important as the top half. After all, there’s no point pouring leads into a leaky funnel. Instead, you want to build a frictionless, powerful growth engine that brings in the right leads, nurtures them into customers, and then delights those customers to the point that they can’t help but rave about you.

So, build a strong foundation and start from the bottom up. You’ll find a better return on your investment. 

Fix #2: Join Sales Calls to Better Understand Your Target Audience

You can’t market well what you don’t know how to sell.

Your sales team speaks directly to customers, understands their pain points, and knows the language they use to talk about those pains. Your marketing team needs this information to craft the perfect marketing messaging your target audience will identify with.

When marketers join sales calls or speak to existing customers, they get firsthand introductions to these pain points. Often, marketers realize that customers’ pain points and reservations are very different from those they address in their messaging. 

Once you understand your ideal customers’ objections, anxieties, and pressing questions, you can create content and messaging to remove some of these reservations before the sales call. This effort removes a barrier for your sales team, resulting in more SQLs.

Fix #3: Create Collateral That Closes Deals

One-pagers, landing pages, PDFs, decks — sales collateral could be anything that helps increase the chance of closing a deal. Let me share an example from Lean Labs. 

Our webinar page has a CTA form that allows visitors to talk to our team. Instead of a simple “get in touch” form, we created a drop-down segmentation based on the user’s challenge and need. This step helps the reader feel seen, gives them hope that they’ll receive real value from the interaction, and provides unique content to users based on their selection.

1716755163 298 Why The Sales Team Hates Your Leads And How To1716755163 298 Why The Sales Team Hates Your Leads And How To

So, if they select I need help with crushing it on HubSpot, they’ll get a landing page with HubSpot-specific content (including a video) and a meeting scheduler. 

Speaking directly to your audience’s needs and pain points through these steps dramatically increases the chances of them booking a call. Why? Because instead of trusting that a generic “expert” will be able to help them with their highly specific problem, they can see through our content and our form design that Lean Labs can solve their most pressing pain point. 

Fix #4: Focus On Reviews and Create an Impact Loop

A lot of people think good marketing is expensive. You know what’s even more expensive? Bad marketing

To get the best ROI on your marketing efforts, you need to create a marketing machine that pays for itself. When you create this machine, you need to think about two loops: the growth loop and the impact loop.

1716755163 789 Why The Sales Team Hates Your Leads And How To1716755163 789 Why The Sales Team Hates Your Leads And How To
  • Growth loop — Awareness ➡ Acquisition ➡ Activation ➡ Revenue ➡ Awareness: This is where most marketers start. 
  • Impact loop — Results ➡ Reviews ➡ Retention ➡ Referrals ➡ Results: This is where great marketers start. 

Most marketers start with their growth loop and then hope that traction feeds into their impact loop. However, the reality is that starting with your impact loop is going to be far more likely to set your marketing engine up for success

Let me share a client story to show you what this looks like in real life.

Client Story: 4X Website Leads In A Single Quarter

We partnered with a health tech startup looking to grow their website leads. One way to grow website leads is to boost organic traffic, of course, but any organic play is going to take time. If you’re playing the SEO game alone, quadrupling conversions can take up to a year or longer.

But we did it in a single quarter. Here’s how.

We realized that the startup’s demos were converting lower than industry standards. A little more digging showed us why: our client was new enough to the market that the average person didn’t trust them enough yet to want to invest in checking out a demo. So, what did we do?

We prioritized the last part of the funnel: reputation.

We ran a 5-star reputation campaign to collect reviews. Once we had the reviews we needed, we showcased them at critical parts of the website and then made sure those same reviews were posted and shown on other third-party review platforms. 

Remember that reputation plays are vital, and they’re one of the plays startups often neglect at best and ignore at worst. What others say about your business is ten times more important than what you say about yourself

By providing customer validation at critical points in the buyer journey, we were able to 4X the website leads in a single quarter!

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So, when you talk to customers, always look for opportunities to drive review/referral conversations and use them in marketing collateral throughout the buyer journey. 

Fix #5: Launch Phantom Offers for Higher Quality Leads 

You may be reading this post thinking, okay, my lead magnets and offers might be way off the mark, but how will I get the budget to create a new one that might not even work?

It’s an age-old issue: marketing teams invest way too much time and resources into creating lead magnets that fail to generate quality leads

One way to improve your chances of success, remain nimble, and stay aligned with your audience without breaking the bank is to create phantom offers, i.e., gauge the audience interest in your lead magnet before you create them.

For example, if you want to create a “World Security Report” for Chief Security Officers, don’t do all the research and complete the report as Step One. Instead, tease the offer to your audience before you spend time making it. Put an offer on your site asking visitors to join the waitlist for this report. Then wait and see how that phantom offer converts. 

This is precisely what we did for a report by Allied Universal that ended up generating 80 conversions before its release.

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The best thing about a phantom offer is that it’s a win/win scenario: 

  • Best case: You get conversions even before you create your lead magnet.
  • Worst case: You save resources by not creating a lead magnet no one wants.  

Remember, You’re On The Same Team 

We’ve talked a lot about the reasons your marketing leads might suck. However, remember that it’s not all on marketers, either. At the end of the day, marketing and sales professionals are on the same team. They are not in competition with each other. They are allies working together toward a common goal. 

Smaller companies — or anyone under $10M in net new revenue — shouldn’t even separate sales and marketing into different departments. These teams need to be so in sync with one another that your best bet is to align them into a single growth team, one cohesive front with a single goal: profitable customer acquisition.

Interested in learning more about the growth marketing mindset? Check out the Lean Labs Growth Playbook that’s helped 25+ B2B SaaS marketing teams plan, budget, and accelerate growth.


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