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The LeadG2 Blog

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What Inbound Marketing Isn't (+ 2 Words to Help Understand What it Is)

Posted by Dean Moothart

February 1, 2017

A lot has been written about the benefits of inbound marketing and how inbound marketing is critical to the growth objectives of most any business. I speak with many people who boldly proclaim that inbound marketing is the future and they are fully invested in making inbound marketing work for their business. And then, moments later, they quietly admit that they still don’t clearly understand what inbound marketing really is and they have no clue if they’re actually doing it right. If I just described you, don’t feel alone. A lot of people feel the same way. I talk to them every day.

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Topics: inbound marketing, deanmoothart

Anatomy of an Effective Sales Voicemail

Posted by Dean Moothart

December 26, 2016

For anyone who spends any time at all prospecting for new business it’s no secret that it’s getting more and more difficult to get a decision-maker to answer a call.

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Topics: deanmoothart, inbound sales

Engage Your Prospect Like They’re a Human and Not Just an MQL

Posted by Dean Moothart

December 2, 2016

Today’s prospects are more in control of the buying process than ever before. They don’t care about what the next step in your sales process is or even the typical buying journey that your marketing team has spent countless hours researching and mapping.  

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Topics: Sales, sales process, Buyer's Journey, media, deanmoothart, professional services

Not All Leads Are Created Equal – Properly Classifying MQLs and SQLs Will Improve Results

Posted by Dean Moothart

September 2, 2016

The objective of all marketing strategies should be to generate revenue. The first step in generating revenue is generating leads. However, marketing teams shouldn’t rest easy because they’re generating hundreds or even thousands of leads—because not all leads are created equal.

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Topics: lead generation, inbound marketing, Sales, media, deanmoothart, professional services

5 Types of Content Salespeople Can Use in the Sales Process

Posted by Dean Moothart

August 12, 2016

Inbound marketing and lead generation seem to be synonymous. It makes sense — inbound marketing has proven to be an effective and cost-efficient method to capture online leads and build robust sales pipelines. Consequently, inbound marketing methodologies and the content that drives it seem to be a widely-accepted component of every CMO’s marketing strategy.

But sales teams shouldn’t let these valuable resources be labeled “For Marketing’s Purposes Only."  In fact, the premium content that’s been created to attract visitors and convert leads can also be effectively leveraged to enable the sales person and accelerate the sales process. Below are 5 ways content can be leveraged to help position the salesperson as a thought leader/subject matter expert and guide the prospect to the next best step in their buying journey.

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Topics: premium content, Sales, media, deanmoothart, professional services

Your Website is Missing Opportunities if it doesn’t have TOFU (Top-of-the-funnel) Offers

Posted by Dean Moothart

July 13, 2016

Just about every website I visit gives me an option to learn more about the company and their solutions. Unfortunately, that option is usually limited to calling an 800-number to talk to a salesperson or to send an email to schedule a time for a sales consultation call. More progressive companies will even provide a form for me to complete that will signal a sales rep to call me.

Uhg! What if I don’t want to talk to a salesperson? What if I just want some of my basic questions answered? What if I’d rather read to find answers instead of scheduling a 30-minute sales appointment? If I was close to making a decision, then I’d love to talk to a salesperson. But I’m not there yet. It’s too soon. I’m just not ready. If I agree to talk to a salesperson now, then I'll continue to get calls for the next several weeks and they’ll fill up my inbox up with marketing fluff. I don’t want that, and believe me—neither does the salesperson.    

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

Do You Own or Rent Your Marketing?

Posted by Dean Moothart

June 15, 2016

One of the benefits of inbound marketing is that the content that you publish online has the potential to continue to work for you tomorrow, next week, next month, or even next year. There’s a sense of permanence. It’s permanent, like owning a home. Conversely, traditional outbound marketing tactics—direct mail, email, trade shows, telemarketing, media advertising, etc.—have a shorter lifespan and their results are temporary. Temporary, like renting.

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Topics: inbound marketing, media, deanmoothart, professional services

Build a Strong Lead Generation Foundation to Optimize Your Lead Gen Efforts

Posted by Dean Moothart

March 16, 2016

My daughter is a sophomore in high school and she loves watching Forensic Files and all of the CSI shows on TV. Her dream is to become a forensic detective who solves all of the toughest unsolved crime mysteries. Consequently, she was excited when she found out that her school was offering a Forensic Science elective next year. However, registering for next fall’s classes became a very frustrating experience when she discovered that Forensic Science is not available to her. It isn’t that the class is full. It’s just that the class requires prerequisite courses that she hasn’t yet completed. In order to take Forensic Science, she first needs to complete Biology and Chemistry. The school administration puts these rules in place because they know that students will struggle and become frustrated if they don’t first have a firm grasp on the fundamentals.

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Topics: lead generation, inbound marketing, media, deanmoothart, professional services

Get More Leads in 2016

Posted by Dean Moothart

December 21, 2015

As 2015 winds down, most organizations are deep into their planning for 2016. They are setting revenue goals, negotiating budgets, and establishing quotas. Establishing lead generation/lead conversion requirements is a critical step in finalizing the growth plan for 2016. Below are some points to be considered when evaluating your marketing strategy/tactics and building a plan that produces more and better leads in 2016.

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Topics: lead generation, Sales, deanmoothart

Experts Agree: It’s Time to Re-Evaluate Your Sales Process

Posted by Dean Moothart

November 13, 2015

The premier thought leaders in business today all seem to agree that the B2B sales paradigm has shifted and sales organizations need to re-evaluate their go-to-market strategies and sales processes if they are to succeed in meeting their growth objectives. Below are links to some recent research I found.

Gartner: "The Future of Sales Is More Digitally Supported, Customer-Focused and Strategically Aligned"

Key Quote: “Business unit and strategy leaders must better enable their sellers with skills that drive customer value. A targeted focus and tighter alignment with digital marketing initiatives and new buyer journeys can create a competitive advantage.” – Tiffani Bova

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Topics: sales process, Buyer's Journey, deanmoothart

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