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The LeadG2 Blog

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Technology, The Key to Unlocking Increased Sales Productivity

Posted by Brian Hasenbauer

March 20, 2017


Each year at budget time, most B2B companies face a similar challenge. How do we increase our revenue from the prior year? For many, the simple answer is hiring more salespeople. After all, if our average salesperson makes $100,000 and they are selling $1,000,000 worth of business, you can easily increase your sales by hiring 2 or 3 more salespeople. The bottom line expense would be $200-$300k for salaries, but the increase in sales would be $1,800,000-$1,900,000. Of course, you also need to factor in your management span and the possibility of needing additional sales managers to account for the increased size of your sales team. Also factor in sales training and other overhead that a growing sales team needs to be effective.

On paper, increasing the size of your sales team each year is a great strategy for increasing sales on an annual basis. However, at some point, it gets very expensive to carry the overhead and expense of a well-paid sales team, and at some point there will be diminishing returns as most markets are only so big.  

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Topics: sales management, brianhasenbauer, marketing automation, productivity, sales enablement

Pinterest... It's Not Just for Mommy Bloggers

Posted by Brian Hasenbauer

March 13, 2017

 

When Pinterest first came onto the social media scene in 2010, most B2B marketers wrote it off as “a great place for mommy bloggers.” This perception, whether real or imagined, has led to a slower adoption of Pinterest by B2B marketers as an acceptable social media platform. Many B2B marketers default to Facebook, Twitter, and LinkedIn when looking for ways to promote their products and increasing brand awareness. But’s that not all that Pinterest is good for.  

While Pinterest is a wonderful platform for curating images of things that you like, it’s also a great place for B2B marketers to educate leads and prospects about their offerings and to generate website traffic. Pinterest is also an ideal place to find inspiration and new ideas on a wide array of topics. At times, I have been so inspired by what I have found on Pinterest, it’s reminded me of the inspiration from a TED Talk, but with still images.  

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Topics: content marketing, infographic, brianhasenbauer, Pinterest

3 Sure Signs Inbound Marketing Isn't Working at Your Company

Posted by Brian Hasenbauer

February 27, 2017

Companies that start inbound marketing programs usually do so with the goal of generating more leads, shortening the sales cycle or increasing traffic to your website. The first few months are very exciting as you are putting your team together, starting to blog and seeing some early results with increases in website traffic, new social media followers and getting great feedback from others in the company about how great everything looks. 

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Topics: brianhasenbauer

The Digital Marketing Swiss Army Knife

Posted by Brian Hasenbauer

February 13, 2017

Let's list a bunch of marketing terms and then look at what they have in common: growth hacking, social media pay-per-click, sponsored ads, analytics, email marketing, web design, SEO, HTML, blogging, SEM, online reviews….  

What do all of these have in common? If you guessed that they are all confusing and somewhat complex, you are right. If you guessed that they are all under the umbrella of “digital marketing,” you would be correct again.

Digital marketing is a relatively new field of marketing. Newspapers have been around since the invention of the printing press, and television advertising has been around for at least 60 years. Yes, digital marketing is the new kid on the block; according to trends in advertising, it’s also the big kid on the block. In 2016, digital advertising surpassed television advertising for the first time; it is expected to grow faster than any other media type.

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Topics: digital marketing, inbound marketing, brianhasenbauer

Training Resources for Lifetime Sales and Marketing Learners

Posted by Brian Hasenbauer

February 10, 2017

During the 2016 HubSpot Inbound Conference last year, about midway through I got to a point where I was feeling overwhelmed with information about new products, updates to HubSpot, new books to read, and trying to remember all of the new people I had met that week. All the information was great, but it all came at once. Conferences like Inbound shouldn’t be the only opportunity that we have each year to learn and grow in our sales and marketing careers.

This morning I was reminded of my continued enthusiasm for learning when one of my friends asked on Facebook, “Does anyone know anything about Google Analytics?” I instantly knew that the best resource for this person was the Google Analytics Academy that I often visit to learn more about digital marketing and specifically how to better analyze website data using Google Analytics. When I sent over the link to the course, it prompted my memory regarding all of the great, free materials for sales and marketers that exists and I started to catalog them.  

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Topics: content marketing, Sales, brianhasenbauer, training

How One Small Change Resulted in 294 Leads

Posted by Brian Hasenbauer

February 3, 2017

As an inbound marketing and sales consultant, each day I have the opportunity to work with clients to make recommendations that help them improve their conversion rates and generate additional leads. It’s difficult to not get excited about how helpful this can be to clients since it directly impacts their revenue and is proof that the recommendations I make are truly working. Most of the recommendations that I make for clients work across industries and, for the most part, can be used by other companies to replicate the same success. This is one of the reasons I enjoy writing about the recommendations that are implemented and produce amazing results.  

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Topics: lead generation, websites, brianhasenbauer, conversions

CRM of the Future

Posted by Brian Hasenbauer

January 27, 2017

This morning, as I got dressed and ready for work, something got me thinking about how cool it would be if I could simply talk into a device and ask for a pipeline report to see what was being forecasted to close this month. Unless you are a sales manager, it's probably not the first thing that you think about in the morning. But as a sales and marketing consultant, I think about similar things... about ways to improve the sales process and sales management process.

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Topics: Sales, brianhasenbauer, crm

Are You Still Using Spreadsheets to Manage Your Sales Team?

Posted by Brian Hasenbauer

January 23, 2017

In my first job as an advanced financial analyst at EDS, I remember writing a business case for why we needed access to the Internet. As a financial analyst, I was responsible for making sure that my accounts and our clients followed Financial Accounting Standards Board (FASB) practices for recognizing revenues and recording expenses. Each month, I received a binder of new and updated rules and pronouncements from the FASB.  While it was nice to receive a big box in the mail at work, this system used a lot of paper and printing resources, took up a lot of storage space in my cubicle, and probably cost a fortune to mail.   

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Topics: Sales, brianhasenbauer, crm

The Benefits of a Defined Sales Process

Posted by Brian Hasenbauer

January 16, 2017

 

As an inbound marketing agency that’s part of a company that has 30 years of sales training experience, we know a lot about sales and the importance of having a defined sales process. That’s one of the reasons we are so excited about what HubSpot is doing in the CRM and sales enablement space. As experts in sales training, we are regularly approached by companies to review their sales processes or to help them develop a sales process in order to generate more leads for their sales teams.

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Topics: Sales, brianhasenbauer, sales process

How to Sell Inbound Marketing to Your Boss — So You Can Get Better Leads

Posted by Brian Hasenbauer

January 2, 2017

If you know anything about inbound marketing, you know how powerful it can be in generating quality,interested leads. You're probably sold on the idea of implementing inbound marketing. But there’s one problem: You can’t get your boss to sign off on starting an inbound marketing program.

Maybe it’s because your boss is unfamiliar with the terminology, or worried about the amount of work it’ll add to your already-full plate. Maybe he or she needs more information about the benefits of inbound marketing. Maybe he or she just doesn't know how inbound marketing works.

This post is for you, to show your boss. It’ll walk through the foundations of inbound marketing, and show the benefits. It’ll detail the level of work involved, and offer tips on how to streamline the process.

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Topics: content marketing, inbound marketing, brianhasenbauer

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