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There’s no shortage of PPC marketing experts today who promise to bring in big results for your business. But in the new and constantly shifting world of online advertising, those claims can suddenly evaporate due to abrupt changes in the industry — expertise with the current Google Ads (AdWords) ranking algorithm becomes less valuable when Google changes its formula, after all.
For small-to-medium-sized businesses looking to sign up with a PPC marketing agency, there’s a great deal of comfort in knowing that your partner is a seasoned expert in their field with years of experience under their belt. When you’re going all-in on digital marketing, you don’t want a new recruit at your side; you want a battle-hardened veteran.
SalesX, a digital marketing agency based in the Bay-area tech hub of San Mateo, California, is one such expert in the field of online advertising. Founded in early 2010, just as the modern digital advertising world was taking shape, SalesX has risen to become an award-winning leader in their field by using the best available technology to plan and implement some truly forward-thinking marketing strategies.
And SalesX doesn’t just talk the talk — they also deliver superior results for their clients. In one case, they were able to leverage CallRail’s advanced call tracking tech to cut a client’s cost per lead by a staggering 90 percent.
“Our secret sauce is not exactly a big secret, because anyone who reads our website can find it out,” Joe Khoei says with a chuckle. Khoei is the founder and CEO of SalesX, and the chief evangelist for the company’s digital-first approach to boosting their clients’ marketing efforts.
Khoei continues: “We made this strategic decision when we brought [Ads creator] Frederick Vallaeys on board as our chief technology officer, and that’s why he’s still with us on our board of directors. That really helped us in rolling out all kinds of really cutting-edge scripts, which gave us an edge that we continue to enjoy today.”
Another area where SalesX has consistently been out in front of their competitors is their adoption of Bing Ads as part of the menu of options they present to clients. While it may not yet be as popular as its competitor Ads, Khoei and his team have seen real value in Bing Ads for businesses who are willing to go against the mainstream and try something different.
“For one thing, they usually cost a lot less than a comparable ad buy with Google,” Khoei says. “We’ve found that they make a great complement to most digital campaigns, and can deliver solid results for less money. We’re interested to see how things develop with Bing Ads, and we’re going to continue to recommend them to our clients.”
But most of SalesX’s clients don’t rely on PPC marketing alone — calls are also a crucial element of their strategy.
“We started using CallRail about 5 years ago, way before call tracking became quite as buzzy as it is today,” says SalesX SEM Manager Emmanuel McCoy. “For us, the technology was a critical part of our mission, because we want to be able to accurately track all sources of contact for our clients. And we found that for most of our clients, they were tracking form fills and web sessions and everything else, but not calls.”
The ability to track calls with pinpoint accuracy while also dynamically swapping in tracking numbers on their clients’ websites quickly proved invaluable for SalesX. And incorporating their CallRail analytics into their internal marketing database hasn’t just helped them improve their clients’ marketing efforts — they’ve also been able to streamline their operation and automate processes that would otherwise be tedious and time-consuming.
“The CallRail API is very robust, so we’ve been able to automate most of this process and we don’t need an army of people doing manual data-entry,” Khoei says. “Of course, there’s still a layer of human input at the very top of the decision-making process — we don’t want a fully automated system, because we’ve seen too many instances where fully automated ad buys can make terrible decisions.”
“Internally we call it the ‘Iron Man System‘ here, because it’s the latest and greatest technology, but still with a human at the core making the important decisions and tough calls.”
As the SalesX team continued to hone their use of CallRail over the years, they found plenty of features that have made a big impact for both them and their clients.
“One feature that we’ve gotten a lot of mileage out of is call routing, which lets us automatically route incoming calls based on things like the channel they’re calling from, or the time of day,” McCoy says. “With so many of our clients working in a franchise where they might be managing dozens or hundreds of numbers each, having this routing in place is a huge boost to efficiency, and saves them a lot of time.”
CallRail’s ease-of-use has also yielded big dividends for SalesX, particularly when it comes to the simplicity of setting up new tracking numbers, or porting old ones.
One client was using a different call tracking service when they joined up with SalesX, and they were hesitant to make the switch to CallRail; their current provider was clunky and cumbersome to use, and they were afraid they’d encounter similar problems making the transition to CallRail.
He adds: “They were obviously thrilled, because we had just saved them potentially hundreds or thousands of work hours.”
And SalesX has found that experiences like this are actually the rule, rather than the exception: New clients are often quick to make the jump to CallRail after seeing just how easy it is to use.
“We often don’t have to pitch CallRail that hard to our clients, because when they see how simple it is to install and how easy it is to use, along with all the customization options, the platform kind of pitches itself,” McCoy says. “And CallRail is always adding new updates, which creates a lot of confidence in your users that we’ve made the right choice investing in a platform that will continue to grow and improve.”
SalesX prides themselves on consistently delivering great results for their clients. But for Khoei, McCoy, and the rest of the SalesX team, they’ll always remember one case in particular that illustrates how the value of their services intersects with the power of call tracking technology.
“We have a client in the debt-relief business, and they were spending about $100,000 a month on print ads, which was a pretty big spend for a business of their size,” Khoei explains. “They wanted to test out digital, so when they signed up with us, they thought that their ideal customers were big ones who had a high debt load, because then you’d get the best fees and commissions for assisting them, compared to a smaller customer.”
So SalesX conducted a complete, top-to-bottom audit of the company’s marketing efforts and sales funnel, and then deployed their patented combo of PPC sharpshooting with advanced call tracking. What they found surprised both them and the client: The high-debt-load demographic they were originally targeting was far more expensive to market to (and had a conversion rate far lower than) the customers who carried moderate to low levels of debt.
Armed with this full-spectrum view of their client’s marketing data, SalesX was able to deliver truly eye-popping results: Savings of more than 90 percent on the cost of bringing in a new lead. “When they started with us, their Cost Per Click was about $7, and their Cost Per Lead was around $700,” Khoei says. “After about a year of working with us, their Cost Per Click was about $25, but their Cost Per Lead was now at $60, with a conversion rate of about 35 percent.”
“That’s what a sharpshooter’s job is: You need to hit your target, and hit it effectively. And in order to do that, you need to know how your leads are finding you, and you need to know which ones are most likely to convert. For us, call tracking is an essential part of that equation.”
The post With Bing, Google Ads, and call tracking, ‘PPC sharpshooters’ SalesX deliver superior results appeared first on CallRail.
Increased data collection, visualization, and analysis for your Partner Channel are about to get a whole lot easier….
The Allbound + Sisense partnership coming in the fall of 2019 will change the way Partner Channels visualize data; we’re bringing you analytics that are unimaginable in other PRM platforms. With Sisense capabilities integrated into Allbound’s already premier PRM tool, you will have capabilities to create customized dashboards with metrics that align to your overall business goals.
Your partner program greatly affects your annual revenue, so when are you going to start accurately measuring your partner success? Your partner program can seem like a wasteland when 80% of your revenue is coming from a mere 20% of your partners. Getting a gold rush within your partner program starts with analytics. That’s why Allbound has partnered with Sisense to bring you unmatched insight and analytics that go beyond what your CRM (or any other PRM) can give you. You can’t measure growth, success, or move the needle if you can’t delve deeper into the metrics that drive your business.
With the Allbound + Sisense partnership, you’ll be able to combine your CRM data with partner engagement insights to allow for a more refined correlation. Additionally, Allbound will be utilizing narratives to help your team analyzed and tell a story with your data. The narratives will have machine-learning insights that will identify data anomalies and will trigger alerts to team members. For example, it may read: “you had a spike in a specific product line in the month of January.”
We believe that you should have the capability to view all aspects of your data. Analytics will be included throughout all parts of Allbound, so you won’t be limited to your dashboards. When you’re looking at a piece of content you’ll be able to see deeper into its engagement, how it’s performing, and who’s using it, among other key insights. Within Allbound you won’t have to search for data; it will be right where you need it, when you need it.
In addition to just viewing the pipeline, which is typically what you’ll see in your CRM, Allbound will have information about all aspects of your partner program. We want you to be able to see what your highest performing piece of content is and how much it’s being used. Are partners sharing them? Are they adding content to prospect pages? What content are they adding into prospect pages? You can see what your most successful, highest producing partners are doing and try to get other users to take those actions. We believe that your PRM software should answer your questions and provide actionable insights.
If your goal is to identify areas of opportunity within your partner channel, benchmarking is a vital step. Within Allbound you’ll have the capability to create benchmarks that align with your company goals and identify trends. View your deals, as well as the size of your channel, and see how you compare to other companies in the same vertical and size. Combining your data into one tool is critical, but having the ability to set benchmarks will only help identify areas of opportunity and increase your partner channel metrics.
The dashboard is your home base where you can deep dive into your channel engagement and revenue metrics. Each Allbound user will have the ability to create a customized dashboard with opportunities to drill down into specific metrics. For example, if you’d like to identify which location your partners are closing the most deals you can separate by region which will take you to a scatter map. From here you can visualize where deals are closed most often and click into a location for further analysis. But because we believe you should be able to drill deeper than that you’ll be able to see closed won to closed lost ratio, win ratio, total deals registered, and more.
The Allbound + Sisense partnership is coming soon, and we couldn’t keep the secret any longer! Don’t just see your data, drill into your data and make informed decisions.
The post Pragmatic PRM Data Analysis: An Allbound + Sisense Partnership appeared first on Partner Relationship Management Software (PRM).