<img height="1" width="1" alt="" style="display:none" src="https://www.facebook.com/tr?id=808984019221058&amp;ev=PixelInitialized">

The LeadG2 Blog

We have a lot to say... you might even want to subscribe so you don't miss anything! 

Where to Spend Your B2B Marketing and Sales Budget (Part 2)

Posted by Alan Vitberg

October 4, 2017

Investing in Generating Leads and Closing Sales

In Part 1 of this series on budgeting for marketing and sales, I discussed 7 different building blocks – pieces of infrastructure if you will – that are fundamental for a growth strategy. In this post, I’ll be discussing where and how to use those expenditures to achieve your growth goals.

Read More

Topics: lead nurturing, lead generation, inbound marketing, inbound sales

Ideas and Inspiration at INBOUND 2017!

Posted by Laura MacPherson

September 29, 2017

At the end of a week filled with ideas and inspiration at HubSpot's annual INBOUND conference, I'm physically exhausted, but mentally and emotionally energized! 

This was my third INBOUND and it was the best yet. Every keynote and every session offered myriad insights that changed my perspective and presented practical ways to implement what the speakers were sharing. 

Read More

Topics: inbound marketing, HubSpot, inbound sales

Dani Buckley to Speak at INBOUND 2017 on How to Use a Sales Playbook to Sell Smarter and Faster

Posted by Laura MacPherson

September 20, 2017

We're excited to announce that Dani Buckley will be speaking at INBOUND 2017

Read More

Topics: inbound marketing, HubSpot, inbound sales

A Guide to Evaluating Your 2018 Sales & Marketing Strategy

Posted by Dean Moothart

September 11, 2017

This time of year, many organizations start turning their attention to 2018. Why don't they wait until January? What’s the rush? These organizations understand that setting goals isn’t enough. Growing their business and meeting revenue targets requires planning. Goals without a plan are just wishes. If you wait until January to start planning, then you’ll already be behind. Now is the time to put your sales and marketing strategy under the bright lights and give it a thorough assessment.

But what’s that assessment look like? What should you be reviewing? What questions should you be asking? Every organization is different, but here are a few topics you should cover and a few questions that will get your discussion started. 

Read More

Topics: inbound marketing, Sales, sales and marketing alignment, goals, inbound sales

What to Expect from HubSpot’s INBOUND 2017 Conference

Posted by Dean Moothart

August 30, 2017

 

This September 25-28th, the LeadG2 team will be attending HubSpot’s INBOUND 2017 conference at the Convention & Exhibition Center in Boston, MA. We’ll be joined by thousands of marketing and sales professionals who are seeking better ways to engage their markets and grow their businesses. Last year over 19,000 people from 92 countries attended over 300 educational sessions.  

The INBOUND conference is NOT a user’s conference. HubSpot is the largest sponsor, but you don’t have to be using any of HubSpot’s Growth Stack products (HubSpot Marketing, CRM and Sales Pro) to derive value from this event. It’s really designed for anyone looking for inspiration and new ideas to grow their revenue. HubSpot’s stated purposes for the INBOUND conference is “to provide the inspiration, education, and connections you need to grow and transform your business.”

At INBOUND, just about everywhere you turn you’ll bump into a learning opportunity, but there are three primary ways you’ll benefit from attending. 

Read More

Topics: inbound marketing, inbound sales

6 Steps to Create Call Scripts that Don’t Suck

Posted by Dean Moothart

June 14, 2017

 

The telephone is still a powerful tool that can be used effectively in the sales process. Sales and Marketing organizations can leverage technology to generate traffic to their website, capture leads, qualify leads and even nurture long-term opportunities. But in most cases, you still must eventually have some human interaction to build customer relationships and close business. That human touch typically starts with a telephone conversation and it’s not unusual for an entire sales process be completed over the phone. 

Using a telephone conversation to accelerate the movement of an opportunity through the sales funnel is both art and science. Unfortunately, salespeople have traditionally relied too heavily on the art of conversation. Many people mistakenly believe that their “gift of gab” and “bubbly personality” is enough to carry the day. Too often, this attitude leads to sales people who are just “winging it” and “shooting from the hip.”

Read More

Topics: inbound sales, cold calling

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.

Read More

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

Sales Content that Helps You Make More Sales

Posted by Dean Moothart

May 12, 2017

Are you asking your sales team to perform with one hand tied behind their back or blindfolded? Maybe you’re not hindering their ability to sell to that extreme, but many organizations are creating unproductive environments when they don’t provide their sales teams with the resources they need. Often the scarcest resource of all is content the sales person can use to at various stages of the sales process. Research indicates that sales reps can spend up to 30% of their day looking for or creating content (KnowledgeTree). It’s getting more and more challenging to capture the attention of a prospect; uncover a need and opportunity; demonstrate value; and maneuver through the increasingly complex decision-making processes of our prospects. Having the right content to share with a prospect in just the right format and at just the right time can be invaluable.         

Read More

Topics: content strategy, inbound marketing, Sales, inbound sales

How Many Times Should I Follow Up With an Inbound Lead?

Posted by Dani Buckley

March 3, 2017

As with most marketing and sales questions, there is a short and long answer to this question. The short answer is: as many times as it takes. The longer answer isn’t quite so black and white.

Let’s start with exploring why someone would ask this question in the first place. What I’ve found in my many years, working with companies of all shapes and sizes, is that there is a natural inclination to treat inbound (or website or marketing) leads very differently than prospects identified and cultivated by individual salespeople. This is especially true for those industries that still rely heavily on cold calling.

Read More

Topics: lead nurturing, inbound marketing, danibuckley, inbound sales

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.

Read More

Topics: deanmoothart, inbound sales

Connect With Us


facebook   twitter  linkedin  google  rss




Join Us On Facebook





Subscribe to updates



Resources

10 Commandments of Inbound Marketing


Zimmer Case Study Video


lead generation


Recent Posts



Posts by Topic

see all