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The LeadG2 Blog

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Alan Vitberg

Seasoned, award-winning digital marketing consultant. Author and speaker nationally recognized for marketing creativity and innovation. Specialist in lead generation strategies, tactics and campaigns; expert in installing inbound marketing programs (Certified HubSpot Partner and Inbound Marketing University Credentialed); and a specialist that helps clients laser focus marketing budgets for more ROI.
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Recent Posts

Making the Transition from Marketing as a Cost Center to a Revenue Center

Posted by Alan Vitberg

June 28, 2017

A few days ago, I had a conversation with a very dejected and downhearted CMO.

I caught him just after he presented his budget to the CFO, who informed him that all his good intentions and ideas aside, his budget was being cut instead of increased as he had anticipated.

Apparently, this $60 million firm had a poor year, and the top levels of the organization decided that cutting expenses was the right path to growing revenues and profits. Of course, the numero uno target for cutting costs has been and will always be marketing.

That’s always been a rather strange argument to me ... the way to a better top is though making cuts to the very things that bring prospects to the dance.

But it’s also understandable.

Taken in another context, what this CFO was really saying is that marketing was being cut because the department was considered to be a cost center rather than a revenue center.

That’s what happens when marketing departments aren’t geared to delivering measurable results and unable to tie marketing activities into revenue recognition.

(See my recent post, “ A Coke and a Pink Slip for Professional Services Marketers”, for my take on marketing as a revenue center.)

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Topics: inbound marketing, ROI

Why Your Sales Process is Slow and How to Make it Faster

Posted by Alan Vitberg

June 7, 2017

In the work we do with media companies, staffing firms, and other professional service businesses, two topics consistently appearing on our clients’ radar screens are how to accelerate prospects’ movement through their sales pipeline and how to close more sales, faster.

There are basically two areas we focus on as causes for a slow sales process.

First, we look for key infrastructure that may be missing or misused or underused. This can range from lack of sales training programs to missing technology like a CRM or marketing automation platform.

Second, we look at micro-level factors focused mainly on how the firm engages with prospects on a one-to-one or customized level. We know to a high degree of certainty that if a firm is using a one-size-fits-all approach to closing a sale, then a more customizable approach may be just the ticket for reaching sales goals quicker.

In this post, I’ve summarized what's holding you back from making your sales process faster.

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Topics: inbound marketing, sales process, sales enablement, inbound sales

12 Questions to Get Marketing and Sales on the Same Page for a Spectacular Top Line

Posted by Alan Vitberg

May 17, 2017

I know that I am not alone in my misery and suffering.

There are tens of thousands of us in the same boat, seeking relief, year after year, hope after dashed hope, failure upon failure.

I, like my fellow sufferers, are scorned, the targets of derision, the destination for the pointed finger and mirthful chuckle.

Yes, it’s awfully hard to be a Buffalo Bills fan.

But with a change in Bills leadership that promises cooperation, communication, teamwork, and a commitment to the twin lofty goals of accountability and responsibility, we have hope once again that our 17 year old drought will end in 2017.

Like the Bills, your company may be suffering from a drought that's stopping you from realizing your firm’s full new business potential. Of course, you’re making sales and getting new business, but can you do better? Just because you can put a few points up on the scoreboard doesn’t mean that you’re going to win the Super Bowl (Ouch. Sore subject.) of a record-breaking top line.

Just like the Bills need communication and cooperation in order to be a winner, your firm may need better and stronger communication and cooperation between its sales and marketing departments.

Here are a few ideas for putting together a winning team.

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Topics: sales and marketing alignment, alanvitberg

5 Terrible, Horrible No Good Marketing or Sales Headaches Competitors Hope You Have

Posted by Alan Vitberg

March 29, 2017

Getting a headache every time you look at your top line?

If you’re getting a headache when you look at the how your investment in marketing and sales had impacted your top line, or if you can hear the faint sounds of your competitors snickering somewhere in the distance, then it may be time to identify the culprits and get some pain relief.

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Topics: inbound marketing, professional services marketing

Getting More New Biz for Staffing Firms or Recruiters: A Perfect Storm of Opportunity

Posted by Alan Vitberg

March 15, 2017

Applying Insights from the 2016-17 Marketing & Sales Survey of Recruiting & Staffing Firms

Knowing what clients are looking for from a staffing or recruiting firm, and having insights from the USSA/LeadG2 Marketing and Sales Survey on best practices is almost a perfect storm of opportunity for more visibility, leads and new business from employers for your staffing or recruiting firm.

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Topics: staffing+recruiting agencies, professional services marketing

The Most Used/Effective Content Marketing Tactics for Staffing & Recruiting Firms

Posted by Alan Vitberg

March 8, 2017

Staffing agencies and recruiting firms are coming to the realization that content marketing needs to play an ever more important and visible role in the mix of strategies and tactics used to grow their brand and generate leads from employers.

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Topics: content marketing, staffing+recruiting agencies

Unhappy with the ROI on Your Marketing/Sales Spend for New Clients?

Posted by Alan Vitberg

March 1, 2017

 

2017 Staffing & Recruiting Firm Marketing/Sales Survey Shows You’re Not Alone!

(Free: copy of the survey report and a seat at the presentation. Click here.) 

We recently completed, and will be publishing and presenting, the results of our findings from the 2016-17 Marketing & Sales Survey of Recruiting & Staffing Firms in April 2017.

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Topics: professional services marketing

53 Really Good Content Marketing Ideas Your Sales Team is Going to Love

Posted by Alan Vitberg

February 8, 2017

It’s Official: “Always Be Helping” Replaces “Always Be Closing (ABC)” as Key to Business Development

Janice and I happened to catch that great David Mamet movie Glengarry Glen Ross a few days ago, with that chilling scene where Alec Baldwin harangues a pathetic group of real estate salesmen to “always be closing.”

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Topics: content marketing, sales leads

7 Types of Content and 4 Brain Boosts Staffing Firms & Recruiters Need for Sales

Posted by Alan Vitberg

December 30, 2016

Are You Prepared to Close More Business Like Crazy in 2017? 

When you get a query from a prospect in 2017 about having your staffing agency or recruiting firm offer a candidate for consideration, how prepared are you to turn that phone call (or email) into a new account, and how fast can you make that happen?

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Topics: Sales, staffing+recruiting agencies, professional services marketing

Fundamentals of Inbound Selling for Staffing Agencies and Recruiting Firms

Posted by Alan Vitberg

December 7, 2016

Do your sales processes align with how prospects buy?

When it comes to securing new accounts, the Internet has turned the buyer-seller relationship on its head. Yesterday, buyers depended on sellers for information. Consequently, sellers had an upper hand in structuring and guiding the sales process.

Read More

Topics: Buyer's Journey, staffing+recruiting agencies, inbound sales

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