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The LeadG2 Blog

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Sales Enablement Tools Are Bridging the Gap Between Sales and Marketing — and Winning More Sales

Posted by Dean Moothart

January 25, 2018

 

“Sales enablement” is a term that seems to get thrown around quite a lot. I’ve found, however, that many sales and marketing professionals really don’t understand what “sales enablement” is or why it’s important. My definition is pretty simple. Sales enablement is any tool or process that supports the sales function—helping salespeople guide their prospects through their buying journey—from exploration to evaluation to final decision making and close.  

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Topics: Sales, deanmoothart, sales and marketing alignment, sales enablement

Four Times an Inbound Lead Should Always Be Passed to Sales

Posted by Dean Moothart

January 18, 2018

The objective of every inbound marketing program is to generate leads and build a consistent sales pipeline. It would be ideal if every lead that was generated was highly qualified and highly motivated. That’s what the sales team is craving, right? If that was the case, then it would make sense that every lead should be handed off to the sales team right away. Unfortunately, the real world is not that straightforward.

While inbound marketing will generate qualified/motivated leads, it will also produce “not-ready-to-buy-yet” leads (Not Ready) and “not-sure-if-this-is-an-opportunity-or-not” leads (Not Sure).  So how should these leads be handled?  Should they be passed to sales too?

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Topics: lead nurturing, Sales, sales process, deanmoothart

12 Ways to Motivate Sales to Use CRM

Posted by Dean Moothart

November 6, 2017

It seems that just about every sales organization has implemented a CRM software to help their sales team become more productive and more efficient. But according to Merkle Group, Inc, 63% of CRM implementations fail. They don’t fail because it’s bad software. No, it’s usually because the sales team simply doesn’t use the software.

Salespeople can be a finicky bunch—especially experienced, successful ones. They’ve spent years refining their sales approach, and they don’t want to rock the boat. The common refrain that can be heard from conference rooms across the country is, "If it ain’t broke, why fix it?" Maybe their process "ain’t broke," but it’s rare to find a sales process that can’t be improved or enhanced in some way. Often that’s what a CRM offers—the ability to take your sales process to the next level. The challenge then becomes getting the sales team to actually use the CRM on a consistent basis. Here are a few ideas.

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Topics: Sales, media, deanmoothart, crm

Seven Secrets of Lead Generation

Posted by Dean Moothart

October 30, 2017

It’s no secret that attracting prospects, generating sales leads, and building a robust sales pipeline are essential in the success of any business. What seems to be a secret to many, though, is how these objectives can be accomplished. Many organizations continue to struggle to execute lead generation strategies that produce consistent results. There is really no magic bullet to lead generation. But there are some fundamentals that are often ignored that will get consistent results when applied as a cohesive strategy.

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Topics: lead generation, media, deanmoothart, professional services

Owning the Tool Doesn’t Make You an Expert

Posted by Dean Moothart

October 2, 2017

Do you want me to build a house for you? Probably not. You could make sure I had everything I needed to build a beautiful house for you—lumber, bricks, nails, cement, pipes, wires, etc. You could even make sure that I had all the right tools—hammers, saws, ladder, etc. But you probably still wouldn’t want me to build your house. In fact, I can guarantee that even if you supplied me with all of the materials and tools needed to build a house, you would be terribly disappointed with two things. First, you would be disappointed with how long it took me to deliver the finished product. And second, you would be even more disappointed with the quality of that final product.

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Topics: content strategy, inbound marketing, media, deanmoothart, professional services

Six Types of Inbound Marketing ROI

Posted by Dean Moothart

August 11, 2017

The objective of any marketing initiative is to help close business and generate revenue. Measuring the ROI of the marketing tactics you deploy will help you make sound decisions on where your organization invests its marketing budget and continuously optimize the results your marketing resources produce. But sometimes your ROI can manifest itself in multiple ways. Sure it’s always important to measure the number of deals and total revenue that marketing helped produce, but it’s equally beneficial to understand all of the positive outcomes your marketing generates. Inbound marketing in particular has the potential to produce ROI in a variety of ways. Below are examples of ways your ROI can be revealed when inbound marketing tactics are consistently deployed over an extended period of time.  

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Topics: inbound marketing, media, deanmoothart, professional services, ROI

Breathe Life into Old, Dead Leads

Posted by Dean Moothart

July 19, 2017

Most marketing organizations have put their marketing plan in place for the year. It has received a blessing from the executive team, and has been funded by the CFO. Plans are now being executed, and soon they’ll be a flurry of activity—tradeshows, webinars, direct mail, telemarketing, email blasts, print ads, banner ads, etc. And if all goes well, that flurry of activity will lead to an avalanche of leads. But what happened to last year’s avalanche of leads? Maybe the flurry of leads never came last year. Or maybe your sales team closed them all. More likely though, is that the avalanche did come, and those leads are still sitting in your CRM. Your sales team probably called them once or twice. Maybe they even had an appointment with a few of them. But now they are stalled. Or dead. And just sitting in your CRM. 

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Topics: lead nurturing, media, deanmoothart

3 Reasons You Shouldn’t Rely on Your Sales Team to Generate Leads

Posted by Dean Moothart

July 12, 2017

One of the first signs that a sales organization of a small company is growing and maturing is that they no longer rely on the sales team to generate leads. In the early stages of development, a new company requires that everyone “wear multiple hats”. Consequently, the salesperson usually plays the role of Chief Marketing Officer, Marketing Campaign Manager, and Business Development Specialist. It’s quite simple really—if the salesperson doesn't generate leads, no one will. But as an organization matures, the various Sales and Marketing disciplines should be divided as soon as possible. Not doing so simply makes achieving growth objectives more challenging and makes your life tougher than it needs to be.

Unfortunately, many organizations get stuck in this first stage of organizational development, and they continue to rely on the sales team to generate their own leads. Salespeople should really never stop prospecting. They should always be on the lookout for new business opportunities. But an organization that completely relies on Sales to generate leads are putting their growth objectives at risk. Below are three primary reasons why.

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Topics: salespeople, deanmoothart, sales and marketing alignment

Don’t Hand Off the Lead to Sales Before You Call the Play

Posted by Dean Moothart

July 3, 2017

It’s great when a plan comes together. You've designed your inbound marketing strategy, written blog articles that demonstrate your thought leadership, created premium content relevant to the needs of your buyer personas, deployed calls-to-action, created forms and landing pages to convert and capture leads, and it all seems to be working. You’ve attracted new visitors to your website and generated new leads. You’ve even deployed a lead scoring system to attach a value to each lead before you hand them off to Sales. Everything seems to be working as planned. As a marketer, you’ve done your job. Once you hand that lead off to Sales, you’re done. Right? Well, maybe not.

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Topics: inbound marketing, Sales, deanmoothart

Your Blog Content Doesn’t Matter—Unless You Want To Generate Leads

Posted by Dean Moothart

June 21, 2017

Today more and more businesses are enhancing their online presence with a blog. Marketers are discovering that a blog is great way to keep their websites fresh, continually attract new visitors, and generate new sales leads. However, you probably won’t see a significant and sustained increase in traffic by just adding a blog to your website. And even if you do, the visitors that you attract may not necessarily be ideal prospects for your business. Blogging, in and of itself, is not the solution to all your marketing objectives. An effective blog requires a well-thought-out content strategy and disciplined execution. The subject matter of the content that you write and publish does matter. It’s the content that dictates the success of your blog. 

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Topics: inbound marketing, blog strategy, deanmoothart

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