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The LeadG2 Blog

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Getting Back to Basics – Know Your Market

Posted by Dean Moothart

March 6, 2017

Marketers have a lot of “bells and whistles” that can keep us busy. Blogging, content, SEO, marketing automation, email campaigns, CRM, nurturing workflows, webinars, landing pages, ad words, social media, pay per click, banner advertising, retargeting. There seems to be a never-ending list of strategies and tactics we can invest in and deploy.

It’s important to understand, though, that not every tactic will be successful for every organization. Nor should every organization feel obligated to try every tactic. It’s understandable for marketers to want to try new things—especially if their current tactics aren’t producing the results needed to grow the business. However, it can be easy for marketers to spread themselves too thin. When this happens, they run the risk of creating a lot of activity but not creating successful results.

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Topics: understanding target audience, inbound marketing, target personas, deanmoothart

5 Common Complaints from Sales (And What to Do About Them)

Posted by Dean Moothart

February 22, 2017

As a group, salespeople typically aren’t shy about providing feedback and sharing their opinions. Oftentimes, you don’t even have to ask them. They’ll volunteer their unsolicited points of view about what works and what doesn’t work with your organization’s sales and marketing strategy. Sometimes, the best first step to take toward improving sales performance is to stop and listen to what your sales team has to say.

I spend a lot of time listening to salespeople. Below is a synopsis of the most common complaints I hear.    

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Topics: salespeople, deanmoothart, sales enablement

What Inbound Marketing Isn't (+ 2 Words to Help Understand What it Is)

Posted by Dean Moothart

February 1, 2017


A lot has been written about the benefits of inbound marketing and how inbound marketing is critical to the growth objectives of most any business. I speak with many people who boldly proclaim that inbound marketing is the future and they are fully invested in making inbound marketing work for their business. And then, moments later, they quietly admit that they still don’t clearly understand what inbound marketing really is and they have no clue if they’re actually doing it right. If I just described you, don’t feel alone. A lot of people feel the same way. I talk to them every day.

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Topics: inbound marketing, deanmoothart

Anatomy of an Effective Sales Voicemail

Posted by Dean Moothart

December 26, 2016

For anyone who spends any time at all prospecting for new business it’s no secret that it’s getting more and more difficult to get a decision-maker to answer a call.

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Topics: deanmoothart, inbound sales

Engage Your Prospect Like They’re a Human and Not Just an MQL

Posted by Dean Moothart

December 2, 2016

Today’s prospects are more in control of the buying process than ever before. They don’t care about what the next step in your sales process is or even the typical buying journey that your marketing team has spent countless hours researching and mapping.  

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Topics: Sales, sales process, Buyer's Journey, media, deanmoothart, professional services

Sales Enablement Tools Are Bridging the Gap Between Sales and Marketing — and Winning More Sales

Posted by Dean Moothart

November 9, 2016

 

“Sales enablement” is a term that seems to get thrown around quite a lot. I’ve found, however, that many sales and marketing professionals really don’t understand what “sales enablement” is or why it’s important. My definition is pretty simple. Sales enablement is any tool or process that supports the sales function—helping salespeople guide their prospects through their buying journey—from exploration to evaluation to final decision making and close.  

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Topics: Sales, deanmoothart, sales and marketing alignment, sales enablement

4 Reasons Staffing Firms Should Care About Being Thought Leaders

Posted by Dean Moothart

September 28, 2016


It takes a lot to stand out from the rest of the staffing/recruiting market. It takes initiative, drive, creativity, and, most importantly, perceived authority. Those who are successful at standing out are known as thought leaders.

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Topics: thought leadership, deanmoothart, staffing+recruiting agencies

12 Ways to Motivate Sales to Use CRM

Posted by Dean Moothart

September 16, 2016

It seems that just about every sales organization has implemented a CRM software to help their sales team become more productive and more efficient. In fact, Gartner estimates the CRM market will be worth $36.4B worldwide by 2017 (Source). However, according to Merkle Group, Inc, 63% of CRM implementations fail (Source). They don’t fail because it’s bad software. No, it’s usually because the sales team simply doesn’t use the software.

Salespeople can be a finicky bunch—especially experienced, successful ones. They’ve spent years refining their sales approach, and they don’t want to rock the boat. The common refrain that can be heard from conference rooms across the country is, "If it ain’t broke, why fix it?" Maybe their process "ain’t broke," but it’s rare to find a sales process that can’t be improved or enhanced in some way. Often that’s what a CRM offers—the ability to take your sales process to the next level. The challenge then becomes getting the sales team to actually use the CRM on a consistent basis. Here are a few ideas.

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Topics: Sales, media, deanmoothart, crm

Not All Leads Are Created Equal – Properly Classifying MQLs and SQLs Will Improve Results

Posted by Dean Moothart

September 2, 2016

The objective of all marketing strategies should be to generate revenue. The first step in generating revenue is generating leads. However, marketing teams shouldn’t rest easy because they’re generating hundreds or even thousands of leads—because not all leads are created equal.

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Topics: lead generation, inbound marketing, Sales, media, deanmoothart, professional services

5 Types of Content Salespeople Can Use in the Sales Process

Posted by Dean Moothart

August 12, 2016

Inbound marketing and lead generation seem to be synonymous. It makes sense — inbound marketing has proven to be an effective and cost-efficient method to capture online leads and build robust sales pipelines. Consequently, inbound marketing methodologies and the content that drives it seem to be a widely-accepted component of every CMO’s marketing strategy.

But sales teams shouldn’t let these valuable resources be labeled “For Marketing’s Purposes Only."  In fact, the premium content that’s been created to attract visitors and convert leads can also be effectively leveraged to enable the sales person and accelerate the sales process. Below are 5 ways content can be leveraged to help position the salesperson as a thought leader/subject matter expert and guide the prospect to the next best step in their buying journey.

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Topics: premium content, Sales, media, deanmoothart, professional services

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