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Sales Enablement Metrics: 3 KPIs to Track

Posted by Dean Moothart

July 15, 2020

Having the right tool to successfully complete a task is critical. If you want to drive a nail, you need a hammer. If you want to turn a screw you need a screwdriver.  And while you can use a screwdriver to drive a nail, you need to hit the nail with the handle - and isn’t very efficient. It ends up taking much longer and leading to a lot more frustration. 

Similarly, sales teams often experience more frustration and longer sales cycles because they lack the appropriate tools to efficiently accomplish their goals. The knee-jerk reaction from many sales managers is to provide new or additional sales enablement tools. But are they providing the right tools?  Will the tool improve the performance and efficiency of the sales team, or will it only lead to more frustration? 

Before you rush to provide new sales enablement tools or tactics to your team, take a step back, and evaluate what you need these new tools and tactics to accomplish.

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Topics: sales enablement, KPIs

Inbound Marketing is Like Fishing

Posted by LeadG2

July 13, 2020

Humans have been fishing for thousands of yearsand making analogies about fishing for nearly as long! Forgive us for making another one, but it’s so obvious and so perfect.

Inbound marketing has many components: content creation, lead nurturing, social media, email automation, SEO, and more. You begin the process by researching your target persona (your fish), use content as bait, hook leads through things such as call-to-actions, landing pages, and premium content, and then gradually reel them in through lead nurturing

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Topics: inbound marketing

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

Posted by Dani Buckley

July 8, 2020

How Many Times Should I Follow Up With an Inbound Lead

When a prospect is considered an inbound lead, there's a natural inclination to treat them differently than prospects that are identified and cultivated by individual salespeople. This is especially true for industries that still rely heavily on cold calling. While the chances are greater that an inbound lead will close faster than an outbound lead, that does not mean they're ready to purchase. Pinging them with new messages, filling their emails with offers, and bombarding them with LinkedIn notifications will only scare them away.

A rapid response is important. It's never too soon to connect with an inbound lead, but how many times should you follow up with an inbound lead before calling it quits? The short answer is: as many times as it takes. The longer answer requires an explanation.

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Topics: lead nurturing, inbound marketing, inbound sales

Increase Traffic with Google Search Console

Posted by Ross Raffin

July 6, 2020

At LeadG2, we understand the value of premium SEO tools. SEO software, such as Moz, BuzzSumo, and SEMRush are excellent for scoring your site structure, content, and online authority. However, paid SEO software is not very good at estimating how much traffic your keywords are providing. But don’t be too harsh on your SEO software; it’s doing the best it can.

The truth is that there are plenty of free SEO tools that are widely used by the SEO community and offer actionable data, but only one tool on the market can accurately estimate how much traffic your keywords provide your website. Best of all, it's free and it’s known for being the most reliable location for information on how Google crawls and ranks your site.

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Topics: SEO, inbound marketing

Profitable Lead Gen Series: Optimized Forms

Posted by Shaye Smith

July 3, 2020

Lead generation doesn't actually happen until you turn a visitor into a lead by collecting their information via a form. Forms are the key to building a landing page that converts.

Forms come in handy when it’s time for people to sign-up, subscribe to your blog, download an offer or piece of content, or take the next step on an action you’re encouraging. These forms are a way for you to find prospects, but they also allow prospects to identify themselves to you, so you can reach out and nurture the relationship in relevant and personalized ways.

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Topics: lead generation, inbound marketing

Is There a Difference Between Lead Generation and Inbound Marketing?

Posted by LeadG2

July 1, 2020

Marketing is notorious for its jargon. And while the terminology itself isn’t necessarily what's important, what you do need to know is how these strategies and tactics can help you. In this post, we’ll explore and define both lead generation and inbound marketing, and explain what each can do for you.

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Topics: lead nurturing, lead generation, inbound marketing

How Sales Technology Can Strengthen the Human Touch in Selling

Posted by Dean Moothart

June 29, 2020

From being quarantined in our homes to keeping six feet apart and avoiding handshakes, the way we interact with other humans has drastically changed. In the business environment, the normal behaviors and tactics that salespeople have relied on to drive their success are no longer available. We can no longer drop by to see a client, meet a prospect for lunch, or fly to another city for a face-to-face meeting. More and more selling is now being conducted over the phone and via email.

And this isn’t a short-term trend. The U.S. Chamber of Commerce reports that “a new normal has developed for businesses of all sizes across nearly all industries, with changes likely to endure even after COVID-19 is a thing of the past.” We may have lost a few tools from our sales toolbox, but we’re going to replace them with new ones that we can use to build relationships and advance the sale.

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Topics: video, sales strategy

4 B2B Email Marketing Mistakes and How to Fix Them

Posted by Maryanne McWhirter

June 26, 2020

Email is an effective channel for businesses to nurture leads, generate revenue close business, and keep clients updated. But only if you use it effectively. Research shows that 58% of adults wake up and immediately check their email, and 20.9% of people check their email more than five times per day.   

B2B email marketing strategies are everchanging. Like all aspects of the inbound marketing methodology, valuable content plays a large part in the success of your email campaigns. However, there’s more to the equation than clever content to nurture leads and convert prospects. Recipients have to actually open your email first! If you’re disappointed in your email marketing results, check out these four mistakes that often happen and how you can take action.

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Topics: inbound marketing, email marketing

Using Social Media to Support Your Marketing in the 'New Normal’

Posted by Ashley Tavenner

June 23, 2020

A strategic social media marketing strategy can play a major role in the success of your inbound marketing strategy. However, in a time where everything and everyone is changing, your regular social media strategy, content, and cadence must adjust to the new normal to be effective 

Even while in uncharted territory, it’s vital that we connect with prospects, clients, and team members. Social media presents a simple and effective way to keep that connection and still support your inbound marketing efforts. To help you along this journey, below we’ve gathered four tips that will support your marketing in the ‘new normal.’

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Topics: Social Media, inbound marketing

3 Steps to Running a Quick Content Audit

Posted by Kim Peek

June 22, 2020

You put a lot of time and energy into creating content that generates leads for your business, so it makes sense to expect results. While it’s tempting to throw a bunch of content out into the world to see what happens, there’s a more strategic way to optimize your website to generate traffic, leads, and sales results.

A content audit is a process of creating an inventory of the content that sits on your website and evaluating the metrics to determine which content is working best and whether any content should be updated or completely eliminated.

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Topics: content marketing, content audit

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