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The LeadG2 Blog

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“Inbound Marketing Won’t Work For Me . . . My Solution is too Complex”

Posted by Dean Moothart

April 10, 2017


There seems to be a misconception with some that inbound marketing is only for companies that have simple, straightforward, easy-to-understand products in mature (or at least well-established) markets. It makes sense that people will search online for products like office supplies, florists, or pest control services. The keywords for these web searches are fairly obvious, and the products are universally understood by the market. Consequently, it’s imperative that these types of products and services be found online, and their websites should be optimized to capture efficiently and convert visitors into leads and leads into customers.

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Topics: inbound marketing, deanmoothart

How to Land a Whale, the Inbound Marketing Way

Posted by Dean Moothart

April 3, 2017

Every salesperson dreams of landing the big whale of a deal. You know the one—the deal that makes your year and cements your reputation as a rainmaker. Once you get a big deal like that, that’s all you’ll ever want to go after. But we all know that dreaming doesn’t get us any closer to a signature on a contract and a commission check in the bank. Sure there’s an occasional “bluebird” that lands in someone’s lap. But sales careers aren’t made by hoping we’ll get lucky. Instead, it takes a well-thought-out strategy, disciplined execution, and hours of hard work to land a big deal. 

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Topics: inbound marketing, deanmoothart

Expectations of Today’s Buyer

Posted by Dean Moothart

March 27, 2017

We are living in an age of the empowered buyer. Your prospects are in more control of the buying/selling process than ever before. They’re increasingly annoyed by old school marketing strategies and high pressure sales tactics. In order to be successful in today’s hyper-competitive market, it’s important that we listen to our buyers and understand their expectations.

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Topics: inbound marketing, Buyer's Journey, deanmoothart

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

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