Abstract:
The thesis report explores four main different aspects that need to be considered in order
to leverage the internet to shorten the sales cycle:
1. Understanding the buying process of target audience as a new method for sales
prospecting.
2. Developing a method for implementing an internet marketing strategy that maps to
effective campaigns.
3. Focusing the message to the audience to increase conversion on the web site.
4. Tracking, analyzing and improving campaigns and measuring against sales pipeline
return on investment (ROI).
