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The LeadG2 Blog

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How to Find a Budget for Inbound Marketing

Posted by Dean Moothart

May 31, 2017

Before they started working with LeadG2, none of our clients had a line item in their budget for inbound marketing. Nor did they have extra unaccounted for dollars in their budget. It’d be a nice problem to have, but who has extra money just laying around dreaming of a new way to be spent? The truth is that businesses are running as lean as they ever have. Organizations are being asked to do more and more with fewer and fewer resources.

In this type of economic environment, the easy thing to do is just try to maintain the status quo. Don’t try anything new that might draw the attention of the “budget cutters”. Just fight for the same funding levels you got last year and try to maintain the same budget allocations.

While this may seem like the easiest and safest way to manage the finances of your business unit or department, it leaves little room for process and performance improvement. This restrictive financial management fosters an environment of complacency, which results in the acceptance of reduced expectations that allow for only incremental performance improvements.

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Topics: inbound marketing, deanmoothart

9 Ideas to Jump Start Your Lead Generation for When Your Sales Pipeline Has Slowed to a Trickle

Posted by Dean Moothart

May 22, 2017

It's almost summer, when everything slows downs just a bit. Kids out of school, family vacations, and most of us looking for opportunities to enjoy the summer weather. Unfortunately, just like the summer sun can dry up even the greenest lawns, our sales pipelines can be reduced to a trickle if we don’t remain disciplined with our lead generation efforts. Below are some lead generation ideas that can ensure that your summer fun doesn’t turn into a winter misery of missed revenue targets. 

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Topics: lead generation, Sales, deanmoothart, sales pipeline

Marketing Automation May Not Be the Answer to Your Marketing Woes

Posted by Dean Moothart

May 10, 2017

I spoke with a business owner recently who expressed his frustration with marketing automation software. I’ll call him “Joe” to protect his identity. Joe had purchased a well-known marketing automation tool last year with the hopes of improving his lead generation, building his pipeline, and growing his revenue. Joe runs a small manufacturing firm and he doesn’t have a lot of marketing resources. In fact, he is the marketing department. But that’s just one of the hats he wears. Joe is also the CEO and the sales rep.

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Topics: inbound marketing, deanmoothart, marketing automation

Three Biggest Mistakes B2B Companies Make in Blogging

Posted by Dean Moothart

May 3, 2017

Many business leaders and marketing professionals have recognized that blogging is an ideal way to communicate their unique perspective to customers and prospects. People who are actively exploring purchasing a product or service may not be willing to schedule a meeting with a sales person, but they will educate themselves about potential solutions by reading relevant content they find online. 

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Topics: blog strategy, deanmoothart

Do You Have a Content Strategy or Just a Lot of Content?

Posted by Dean Moothart

April 28, 2017


There are two extremes that I’ve observed with many organizations’ inbound marketing strategies. On one end of the spectrum are organizations whose inbound marketing program is almost non-existent. They tell me they’ve been doing inbound for several years, but when I look online I don’t see any evidence of it. I don’t think you’re really doing inbound marketing if your last blog article was published in 2015 and the only call-to-action is promoting an “upcoming” webinar that was held in January. 

At the other extreme are organizations that have more newly published content than the Sunday New York Times. As a staunch proponent of inbound marketing, its these examples that make me smile. But as I dig deeper, I often discover that much of the content is self-serving and probably irrelevant to most of their visitors. Do prospects really care that your firm was named one of the top family friendly businesses in Southeast Minnesota or that your employees volunteered to pick up trash in a park? That’s great stuff. I applaud you. Keep in mind, however, that those types of articles don’t do much to educate or inform your potential prospects.

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Topics: content strategy, inbound marketing, deanmoothart

“Inbound Marketing Won’t Work For Me . . . My Solution is too Complex”

Posted by Dean Moothart

April 10, 2017

There seems to be a misconception with some that inbound marketing is only for companies that have simple, straightforward, easy-to-understand products in mature (or at least well-established) markets. It makes sense that people will search online for products like office supplies, florists, or pest control services. The keywords for these web searches are fairly obvious, and the products are universally understood by the market. Consequently, it’s imperative that these types of products and services be found online, and their websites should be optimized to capture efficiently and convert visitors into leads and leads into customers.

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Topics: inbound marketing, deanmoothart

How to Land a Whale, the Inbound Marketing Way

Posted by Dean Moothart

April 3, 2017

Every salesperson dreams of landing the big whale of a deal. You know the one—the deal that makes your year and cements your reputation as a rainmaker. Once you get a big deal like that, that’s all you’ll ever want to go after. But we all know that dreaming doesn’t get us any closer to a signature on a contract and a commission check in the bank. Sure there’s an occasional “bluebird” that lands in someone’s lap. But sales careers aren’t made by hoping we’ll get lucky. Instead, it takes a well-thought-out strategy, disciplined execution, and hours of hard work to land a big deal. 

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Topics: inbound marketing, deanmoothart

Expectations of Today’s Buyer

Posted by Dean Moothart

March 27, 2017

We are living in an age of the empowered buyer. Your prospects are in more control of the buying/selling process than ever before. They’re increasingly annoyed by old school marketing strategies and high pressure sales tactics. In order to be successful in today’s hyper-competitive market, it’s important that we listen to our buyers and understand their expectations.

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Topics: inbound marketing, Buyer's Journey, deanmoothart

Getting Back to Basics – Know Your Market

Posted by Dean Moothart

March 6, 2017

Marketers have a lot of “bells and whistles” that can keep us busy. Blogging, content, SEO, marketing automation, email campaigns, CRM, nurturing workflows, webinars, landing pages, ad words, social media, pay per click, banner advertising, retargeting. There seems to be a never-ending list of strategies and tactics we can invest in and deploy.

It’s important to understand, though, that not every tactic will be successful for every organization. Nor should every organization feel obligated to try every tactic. It’s understandable for marketers to want to try new things—especially if their current tactics aren’t producing the results needed to grow the business. However, it can be easy for marketers to spread themselves too thin. When this happens, they run the risk of creating a lot of activity but not creating successful results.

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Topics: understanding target audience, inbound marketing, target personas, deanmoothart

5 Common Complaints from Sales (And What to Do About Them)

Posted by Dean Moothart

February 22, 2017

As a group, salespeople typically aren’t shy about providing feedback and sharing their opinions. Oftentimes, you don’t even have to ask them. They’ll volunteer their unsolicited points of view about what works and what doesn’t work with your organization’s sales and marketing strategy. Sometimes, the best first step to take toward improving sales performance is to stop and listen to what your sales team has to say.

I spend a lot of time listening to salespeople. Below is a synopsis of the most common complaints I hear.    

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Topics: salespeople, deanmoothart, sales enablement

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