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The LeadG2 Blog

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Lead Intelligence or Lead Stupidity? Which Category Does Your Company Fall Into?

Posted by Brian Hasenbauer

December 9, 2016

As an inbound marketer, I download pretty much every piece of premium content I find. (Premium content? That’s the material for which you need to fill out a form or you can’t download it, a form asking for your name, email, phone number, perhaps job title, and the like.) For me, it’s purely research on marketing trends, learning how to do inbound marketing better, and of course, checking out the competition.

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Topics: inbound marketing, brianhasenbauer, lead intelligence

Lead Intelligence Is The New Black!

Posted by Matt Sunshine

July 22, 2016

There is so much talk these days about inbound marketing sharing helpful content online so prospects can find you during their buyer's journey and you can capture their contact information to nurture them through the process. Understanding what a prospect is interested in learning when is invaluable, because it gives you the advantage of knowing how to best connect with the prospect. It's almost like saying that lead intelligence is the new black!

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Topics: mattsunshine, leads, lead intelligence

Lead Intelligence is No Longer a “Nice to Have” for the Modern Salesperson

Posted by Brian Hasenbauer

June 1, 2016

One of the topics of most interest to sales managers and marketers is what the future holds for sales and marketing over the next decade. Just imagine: the year 2050 is closer than the year 1980, and we know how much sales technology has changed from 1980 until today. The tools of yesterday's salesperson included beepers, fax machines, PalmPilots, spreadsheets, and a heavy dose of cold calling. Today, a modern salesperson’s toolbox includes a smartphone, laptop, tablet, and sophisticated marketing automation and CRM tools.

You would think that with all this technology at the tips of salespeople's fingers that they would be more productive and close sales at an even faster rate. However, this isn’t the case, because while the tools have become more sophisticated, power and leverage in the B2B buying cycle has shifted from the seller to the buyer. How did this happen?  Well, it’s pretty simple to explain: the Internet.

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Topics: Sales, lead intelligence, media, professional services

Utilize Lead Intelligence to Better Understand your Prospects and Customers

Posted by Brian Hasenbauer

October 2, 2015

We might be beating a dead horse here. . . but if you haven’t heard, the B2B buying process has changed and cold calling and buying lists has gone the way of the fax machine. Buyers are now, more than ever, in control of the buying process. As salespeople, we are now relegated to the second part of the sales process, which starts about 65 - 90% of the way through the buying process when a salesperson or a company is contacted. This signals a scary time for anyone that is involved in selling, if your sales teams have not added lead intelligence to their tool kits. 

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Topics: inbound marketing, Sales, brianhasenbauer, lead intelligence

What Lead Intelligence Is and Why Salespeople Need It

Posted by Brian Hasenbauer

August 26, 2015

As a salesperson, you no doubt spend a significant amount of time focused on generating leads, preparing for appointments, and trying to convert sales leads into customers or clients. One of the challenges that sometimes gets in the way of these activities is that the information you have about the lead is no more than a name and an email address.   

This type of lead information isn’t really much to go on. If this is all you rely on to nurture your lead towards becoming a client, you are missing out on key information that can help you generate more business.  

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Topics: brianhasenbauer, leads, lead intelligence

You Don’t NEED Inbound Marketing

Posted by Dani Buckley

July 29, 2015

I spend a lot of time talking to people about their business needs, and if there’s one thing I know for sure, it’s that nobody needs inbound marketing. Just like nobody needs TV advertising, or retargeting ads, or email marketing, or sponsored LinkedIn posts. What we need are more customers, new revenue streams, more leads, better leads, more renewals, more referrals, and so on and so on.

The point here is that we don’t need marketing; marketing is the solution to the problems we have… our real needs.

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Topics: lead nurturing, lead generation, inbound marketing, danibuckley, lead intelligence

Your Salespeople Are Wasting Your Inbound Leads

Posted by Dani Buckley

December 8, 2014

As inbound marketers, we work really hard to generate leads for our salespeople. We labor away at content revisions, review analytics and trends, optimize for SEO, schedule tweets and posts, and do everything in our power to get qualified visitors to the site to ultimately convert into leads. Whew! It’s exhausting to even think about it sometimes… the amount of work that an average marketer puts into their inbound marketing program.

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Topics: danibuckley, lead intelligence

5 Reasons Your Sales Team Does NOT Have Better Leads

Posted by Dani Buckley

November 12, 2014

Many of the businesses I talk to have a strong, dependable, hard-working sales team that spend a lot of their time finding new and qualified prospects, and mostly... trying to set appointments with them. If you’re lucky, then you also have a marketing team that is responsible for bringing in sales qualified leads each month to help sales spend less time setting appointments and more time actually presenting and closing deals.

Let’s say you do have some sort of marketing—inbound or outbound—that is in place to help generate new leads for your sales team. It’s quite possible that it’s still not enough. Marketing might often hear things like, “These leads aren’t any good,” or, “I tried to contact them but never heard back.”

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Topics: Sales, lead intelligence

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