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The LeadG2 Blog

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Why Your Closing Rate is Not the Most Important Metric You Should Focus On

Posted by Matt Sunshine

June 16, 2017

 

If you are in sales, then chances are you are focused to some degree on your closing rate. Don’t get me wrong, looking at the closing rate is certainly something that you want to pay attention to. But it's not the most important metric like it once was a couple of decades ago. The buying process is no longer as simple as it used to be. Now the sales cycle is longer, and it involves more moving parts. In 2016, you need to spend more time marketing your services and getting more qualified leads. At the same time, you need to engage in pipeline marketing techniques to pull your prospects through your sales funnel. Allow me to make my case. 

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Topics: lead generation, Sales, mattsunshine

How to End the Perennial Conflict between Sales and Marketing

Posted by Matt Sunshine

June 5, 2017

By now, it’s a cliché that sales departments and marketing departments are typically at each other’s throats—that there’s serious mistrust and distrust even during periods of supposed peace. But the fact that this is hardly news means we absolutely can’t ignore it, or for even a moment throw up our hands and entertain the thought of simply giving up.

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Topics: inbound marketing, Sales, mattsunshine

Why You're Not Getting Enough Sales: Don't Blame the Sales Funnel

Posted by Matt Sunshine

May 26, 2017

Frustration sets in when you look at all the pending business you have sitting in your sales funnel and realize that a good portion of it has been there for weeks! Those prospects you were sure were going to sign-off on your proposal right away are instead sharing reasons why they’re not ready or telling you they need more time to think it over. You know that with every week that passes, the chances that any of them will turn into a sale diminishes greatly and you’re kicking yourself because you are now reduced to emailing your prospect with the subject line Checking in since you really have no other options left.

Are you experiencing this uncomfortable, bloated feeling right now?

That bloated pipeline isn’t just uncomfortable… it’s frustrating and ultimately very expensive. Yes, it can sometimes feel rewarding to say you have “a lot out there,” but we all know that pending business is only good if it ends up closing. 

Spoiler alert: This is not an article on how to close your pending deals. It’s way more valuable than that. 

The problem is not in the proposal or the funnel, but rather with the process.

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Topics: Sales, mattsunshine

Surprise and Delight Your Customers to Convert Them to Raving Fans

Posted by Matt Sunshine

May 15, 2017

 

I recently attended a business conference that featured the CEO of a very fast-growing company as the keynote speaker. He discussed the importance of doing more than simply delivering on the promises we have made our customers, and he stressed the value in going the additional distance to delight them as often as possible. The audience was abuzz. Is simply delivering what the customer ordered not enough? By the end of his presentation, he had many in the audience rethinking their strategy. 

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Topics: mattsunshine, marketing strategies and tactics

How to Tell If You're Serious About Lead Generation

Posted by Matt Sunshine

April 14, 2017


You say you’re serious about building a lead-generation program using content (inbound) marketing. But are you?

Here are a dozen ways we tell the difference between the pros and the poseurs, between those who are deadly serious and those who just playing at it.

Lead Generation

Serious: Making a full commitment by establishing lead-gen as a priority, building out a complete plan, allocating resources (most especially, the human resources), setting goals, and measuring outcomes. 

Unserious: Dipping your big toe into lead-gen to see if it will work for you. No quasi-effort will deliver, but a commitment will.

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Topics: lead generation, mattsunshine

How Target Personas Can Help Your Entire Sales Process

Posted by Brittany Ransonet

February 6, 2017

We often stress the importance of understanding your target personas when developing an inbound strategy. Without it, your content isn’t geared toward anyone specific, and your overall plan is without strategy. More importantly, you’re missing quality leads that you could nurture and convert into customers… that is kind of the point of this whole inbound thing, right? 

So, yes, understanding your target personas is crucial to your content marketing and inbound efforts. But what we’ve found is that this valuable information doesn’t end there. It applies to other areas of the sales process. With the insights gleaned from research, salespeople now understand more about the common needs, concerns, and questions that prospects typically have during the buying process. And, as a result, they’re able to better define their approach and needs analysis questions to help address these insights.

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Topics: mattsunshine, target personas

The Inbound Marketing Process that Produces Sales Results

Posted by Matt Sunshine

January 6, 2017


Many books and articles have been written on why inbound marketing is one of the most effective ways to attract prospects. It all makes perfect sense that you would want to put your business in the position to be the thought leader in your category, and at the same time give those same prospects an opportunity to raise their hand and let you know that they are interested. This concept is really catching on and smart business leaders are starting to take notice.
 

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Topics: lead generation, mattsunshine

How Often Should You Publish A Blog Post?

Posted by Matt Sunshine

December 28, 2016


Here’s a question that we've received a few times from regular readers of our blog:

What would you say is the right number of blog posts a business should post each week?

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Topics: content strategy, mattsunshine

Old School vs. New School Selling

Posted by Matt Sunshine

December 16, 2016


A recent discussion with a few colleagues about the differences between the way sales used to be done versus the new way that sales superstars do business today led me to write this blog post.

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Topics: Sales, mattsunshine

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

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