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The LeadG2 Blog

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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.

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

5 Reasons Salespeople Aren’t Using CRMs Effectively

Posted by Dani Buckley

January 11, 2017

Ask any sales manager, salesperson, or business leader about CRMs and you’re likely to get mixed reviews. Most agree they are a necessary piece of technology, but that’s about all they might agree on. Managers tend to feel like they must have a CRM for proper reporting, but they've likely had a bad experience in the past due to lack of adoption by sellers. At the same time, many salespeople have had at least one poor experience with a CRM in their career. Meanwhile, a lucky few have found the key to effective and successful CRM adoption and usage.

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Topics: Sales, danibuckley, crm

How to Improve Your Inbound Marketing ROI by Educating Your Salespeople (and Our Course to Help!)

Posted by Dani Buckley

November 10, 2016

The most important role I have as a Consultant at LeadG2 is helping ensure my clients see ROI from their inbound marketing investments. However, as with all marketing investments, there are many variables that can get in the way of this. It's our job, as leaders in this industry, to figure out how to work around those obstacles and still ensure success. 

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Topics: lead generation, inbound marketing, danibuckley, sales and marketing alignment, inbound sales

How a Local Radio Station is Using Inbound Marketing to Generate New Revenue for 2016

Posted by Dani Buckley

August 24, 2016

From the moment I started working with the team at Zimmer Radio & Marketing Group, I had a feeling they were going to do a stellar job with inbound marketing. Then, once I met with them at their office in Columbia, Missouri for our Inbound Marketing & Sales Strategy Workshop, which kicked off our partnership, I was convinced.

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Topics: case studies, inbound marketing, danibuckley, media

5 Ways to Make Your Webinar Stand Out

Posted by Dani Buckley

July 27, 2016

Webinars are a great way to engage with customers and prospects alike, while providing an interactive forum to educate and show off your areas of expertise. In my experience, people love webinars… and they especially love webinars that are well run, properly organized, to the point, and valuable.

When it comes to your inbound marketing program, hosting a free webinar could be what takes you to the next level as a content marketer and it doesn’t have to be that hard. Below are five ways to make your webinar stand out.

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Topics: danibuckley, training, webinars

What Google, Mobile, and Inbound Marketing Have in Common

Posted by Dani Buckley

June 20, 2016

Google is really great at coining terms that help put consumer psychology and trends into easily-understandable terminology. One recent article from Think With Google that especially resonated with me was a dive into the importance of giving consumers relevant content and information in their “I-want-to-know moments”. In particular, on mobile.

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Topics: inbound marketing, danibuckley, target personas, media, professional services

5 Types of Blog Posts That Will Help You Attract More Visitors and Convert More Leads

Posted by Dani Buckley

June 10, 2016

When it comes to blogging as part of your inbound marketing strategy, the world really is your oyster. I don’t ever like to say there is one type of post or content that is better than another. I personally believe, as with many aspects of marketing, it’s all about creating something of value and doing lots of testing, trial and error, and optimization. You’ll never know if one kind of blog post will work with your target persona unless you try—so why not mix it up?

To help you get the inspiration flowing, I’ve outlined five different types of blog posts that every writer and marketer should explore. These are some of the most common, and are proven to work. So, if you find yourself constantly sticking to one kind of blog post, review this list and give another one a shot. You might be surprised at the response you get!

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Topics: danibuckley, blog strategy, media, professional services

What Will YOU Do With A Full 140 Characters?

Posted by Dani Buckley

May 18, 2016

Twitter supposedly has some exciting (yet unofficial) news to announce about their 140-character limit for tweets . (Well, it’s exciting if you are a digital nerd like me and many of my colleagues at LeadG2.) While the news is not public and Twitter has not made any official announcements about it yet, Bloomberg reported that a source leaked the details of an upcoming plan to change the way characters are counted on tweets. 

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Topics: Social Media, Twitter, danibuckley, media, professional services

When is an Inbound Lead Ready to be Called?

Posted by Dani Buckley

May 13, 2016


Note: This post first appeared on The Center for Sales Strategy blog.


For new inbound marketers, one of the most exciting moments is when you actually start to see new leads coming in through your content efforts. Based on my experience, that exciting moment is followed by the question, “What am I supposed to do now?”

This is pretty common because all marketers know that not every inbound lead is created equal. Many just aren’t far enough along in their buying journey and others simply aren’t qualified and probably never will be. How do you know which leads are sales-ready, which require nurturing, and which ought to be ignored? There are tools and processes that can help you, including lead scoring, conducting your own online research, and reviewing your lead intelligence. With these tools you can determine the next steps for each lead.

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Topics: inbound marketing, danibuckley, media, professional services

How Not to Fail at Inbound Marketing: Questions You Must Ask Yourself

Posted by Dani Buckley

April 25, 2016

 

Just the other day I was talking with one of our inbound marketing clients and they asked me the question, “What do I really need to know in order to not fail at inbound marketing?” I immediately thought this was a fantastic question. After a long discussion about the importance of internal buy-in, setting clear expectations, ways to motivate writers, and many other important do’s and don’ts… it dawned on me that while these are conversations we have with all of our clients, it’s just as important of a conversation for anyone thinking about launching an inbound lead generation program.   

While the benefits of being a thought leader and the value of generating new leads and new sources of revenue are increasingly more appealing (and necessary) than ever before, the unfortunate truth is that inbound marketing might not be for everyone. Sure, anyone could start a blog – but ask any online content marketer and they’ll tell you it takes much more work than just publishing articles. 

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Topics: content marketing, lead generation, inbound marketing, danibuckley, media, professional services

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