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Dani Buckley

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The Steps to Building an Effective Content Strategy That Will Get Sales Results

Posted by Dani Buckley

June 28, 2019

We believe that every great inbound marketing or sales enablement plan includes a well thought out content strategy, which is why this is one of the first, and most critical, steps we take with a new client. It’s so we can ensure we aren’t creating content just for the sake of creating content, but that we have the end sales results in mind. Below is a sneak peek into the steps that our consulting team and content strategist take when developing a robust content strategy.

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Topics: content strategy

3 Reasons All Those Website Visitors Aren't Converting into Leads

Posted by Dani Buckley

June 7, 2019

You’ve invested time, energy, and money on creating a great inbound marketing plan. You’re regularly publishing strategic content that is attracting new visitors to your website daily. You’re promoting your campaigns effectively with a mix of organic and paid efforts. But you just aren’t seeing the leads come in. Sound familiar? That’s because driving traffic to your website is only half the battle. What happens once they get there is what makes the difference between a visitor that comes and goes, and a visitor that raises their hand by filling out a form or taking an action.

There are many reasons why this might be the case, but I’m going to share three of the top reasons we see time and time again causing a low visitor to lead conversion rate.

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Topics: lead generation, inbound marketing

Increase Lead Conversions With This Quick CTA Tip

Posted by Dani Buckley

May 22, 2019

While working with a client recently, we noticed that they were seeing high numbers of traffic to their blog posts but not as many CTA clicks and conversions as we’d like. We felt that we were following all of the typical CTA best practices including a variety of CTAs for different stages of the journey and on various topics, smart CTAs, CTAs that stood out on the website, and so forth.

However, conversions still seemed slightly stalled, and we knew we could do more. So, we looked a bit closer at the analytics and found that the time on page was a little low – likely too low to actually be finishing the blog posts in their entirety and seeing our closing CTAs. This is pretty common in our content-rich world; people scan and then move on.  

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Topics: lead generation, CTA, conversions

The Top Business KPIs You Should Be Tracking for Marketing, Sales, and Service

Posted by Dani Buckley

May 1, 2019

Did you know that businesses that document their strategies receive a 538% greater chance of succeeding in their efforts? No, that wasn't a typo. When everyone in your organization understands how they should be performing, where their weaknesses and strengths are, and why the business is proceeding the way it is, it becomes easier for everyone to work as a cohesive team and to reach business goals... no matter what department you're in. 

A part of creating solid documentation for a strategy is KPIs, or key performance indicators. These data points paint a clear picture of how the organization performs and how they should move forward. They are typically created in associate with a larger goal. For instance, the goal might be $20 million in revenue but the KPIs to track ongoing performance toward that goal might be monthly retention of clients, number of proposals presented each week, size of proposals, or leads generated from a specific marketing campaign. 

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Topics: marketing strategy, ROI, KPIs

5 Ways Automation Can Improve Your Sales Strategy and Increase Revenue

Posted by Dani Buckley

April 10, 2019

Marketing automation has quickly risen in importance for businesses across all sectors. Surveys indicate that nearly half of all companies have adopted the technology, and that number runs even higher for B2B businesses. 91% of marketers also agree that marketing automation is “very important” for their success across different marketing channels.

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Topics: sales strategy, marketing automation

3 Types of Sales Enablement Content that Every Sales Organization Needs [VIDEO]

Posted by Dani Buckley

April 5, 2019

Sales enablement is the technology, strategy, processes, and content that empower sales teams to sell smarter and faster. Our high-paid salespeople should be spending the majority of their time having quality appointments with potential buyers and presenting solutions, NOT trying to figure out what they're going to say and do next, having to wait on managers for coaching, or creating/finding the right content and resources to share in any given scenario. Salespeople in 2019 should be efficient and smart - so they can work smarter and faster, but also so the buying experience can be better and easier.   

It's our belief that every single successful sales organization needs sales enablement content, and today I'm sharing three types of sales enablement content that every sales team needs. 

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Topics: video, sales enablement, sales enablement for a staffing agency

Why More Leads Isn't Always the Answer

Posted by Dani Buckley

March 28, 2019

It's easy to assume that more leads is the answer to many of your sales problems, and as a lead generation company, you’d think we’d agree. However, what we’ve found working with many different businesses, in many different industries, is that not enough leads isn’t always the root of the problem.

Instead, it's incredibly common that organizations are not set up to properly qualify, hand-off, follow up with, and convert the leads they are generating, letting those hard-earned marketing efforts go to waste

To truly determine if your business is A) ready for more leads and B) making the most of the leads you’re currently generating, it's vital to take a look at some important metrics/areas. Here’s the short list:

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Topics: lead generation

The 4 Components of Effectively Employing Sales Enablement

Posted by Dani Buckley

March 14, 2019

Sales enablement is quite the buzzword these days, but for good reason. When done effectively, it can have lasting impacts on a sales organization. It can shorten the sales cycle and strengthen the entire sales process. Sales enablement has the ability to increase conversion rates and drive new revenue while simultaneously saving your salespeople precious time. 

In today's business environment, your sales team is not only competing against the sales teams of your competitors, but also the busyness and expectations of your prospects. Sales enablement gives sellers a competitive advantage and empowers them to do more with their time and make smarter decisions along the way. Whether your company is just starting to dabble in the sales enablement game, or have already gone all-in, this article will cover the four key components to finding success with sales enablement. 

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Topics: sales enablement, sales playbook

What is Lead Flow? [VIDEO]

Posted by Dani Buckley

February 28, 2019

Lead flow is a very important, and often-overlooked, step when building an inbound marketing or lead generation strategy. In this one-minute video, I touch on what lead flow is, who is involved, what the process looks like, and more.

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Topics: lead generation, sales and marketing alignment, sales enablement

One Simple Way to Improve Your Sales Process with Content

Posted by Dani Buckley

January 31, 2019

Are you using content in the sales process? How do you use content in the sales process?

Likely, your marketing team has created a large amount of great content that's not only beneficial for lead generation, but is also helpful for lead nurturing. This content could range from informational blog posts to ebooks, checklists, or industry guides. 

In this video, I share one important way to utilize content in the sales process that many salespeople overlook. This one, simple tip can help improve a salesperson's sales performance.

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Topics: email, content strategy, lead nurturing, sales process

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