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Winning the Sale Starts with Winning Marketing

Posted by Dean Moothart

November 6, 2018

Competition for your prospects’ business is fierce. It’s likely that your competition’s sales team is just as hungry as yours. However, it’s not always the best salesperson that wins the business. According to HubSpot, only 19% of decision-makers want to connect with a salesperson when they are the Awareness stage of their buying journey. The Awareness stage is when the prospect is beginning to explore and first learning about their options and potential solutions. Since they’re not talking to your salespeople, it’s critical that your marketing provides your team with the winning edge. 

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Topics: sales performance, inbound marketing, sales process, marketing strategy

Inbound Marketing Data:  An Often-Overlooked Intellectual Asset of a Business

Posted by Dean Moothart

October 30, 2018

You can’t think of your marketing database as just a list of names and contact information. It’s so much more than that. This data represents what’s possible for your business. It’s your future customers and referral sources. It’s next month’s closed deals and next year’s revenue. A company’s marketing database can be the lifeblood of its revenue growth strategy. Consequently, it should be regarded as a key intellectual asset of the business. As with any corporate asset, there should be a plan to protect it, enhance, grow it and leverage it.

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Topics: lead nurturing, inbound marketing, leads, sales process, marketing strategy

4 Easy Steps to Rework Your Historical Content to Attract New (Qualified) Leads

Posted by Maryanne McWhirter

October 25, 2018

Have you been churning out quality content for years for your business and industry? Does traffic to your blog still come from old posts? Are ebooks published three years ago still converting? You're not alone.

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Topics: content marketing, premium content, content strategy, lead generation, inbound marketing

Don't Get Surprised Again... 5 Things to Know About Gen Z!

Posted by Trey Morris

October 19, 2018

"I have no idea how to get Millennials to _______________"
-Every client that I've spoken to in the last 16 years.

Ever since 2002, business owners have struggled to attract the Millennial generation, those born between 1981 and 1996. Millennials are quite different than the Boomers and Gen X who I worked with during my tenure at my advertising agency in the 2000's. And it has taken the marketing world, especially the small- and medium-sized businesses a long time to figure them out (if they have at all).

But to be honest, that's not important right now.  

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Topics: content strategy, understanding target audience, inbound marketing, target personas, marketing strategy

6 Ways Inbound Marketing Tactics Can Reduce Friction in the Sales Process

Posted by Dean Moothart

October 11, 2018

Uber has disrupted and transformed the transportation business because they focused on being easy to do business with. They’ve eliminated as much friction in the sales process as possible. No more standing in line to hail a cab. No more stumbling for a credit card or scrounging for cash. No more stuffing hard-to-read receipts in your wallet. And because Uber is easy to engage and easy to work with, they have experienced dramatic growth.

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Topics: inbound marketing, sales process, inbound sales

GROW BETTER: Hubspot Product Updates and Announcements Coming From INBOUND 2018

Posted by Shaye Smith

September 25, 2018

As we've shared in previous posts, our team recently attended Hubspot's annual conference in Boston, INBOUND. Each year, INBOUND marks a monumental time for Hubspot's product updates and announcements, and this year didn't disappoint. This year's over-arching theme at the conference was, 'Grow Better,' and these product updates will assist Hubspot users with just that: growing better and growing bigger. 

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Topics: customer focus, sales strategy, sales performance, inbound marketing, HubSpot, inbound sales, customer service

Is There a Difference Between Inbound Marketing and Lead Generation?

Posted by LeadG2

August 28, 2018

Marketing is notorious for its jargon. And while the terminology itself isn’t necessarily what's important, what you do need to know is how these strategies and tactics can help you. In this post, we’ll explore inbound marketing and lead generation, and what each can do for you.

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Topics: lead nurturing, lead generation, inbound marketing, media, lauramacpherson, professional services

Inbound or Outbound? Why They Go Together Like Peanut Butter and Jelly

Posted by Dani Buckley

August 21, 2018

It’s easy to put inbound marketing and outbound tactics into two completely separate buckets. We’ve got online lead generation, content marketing, blogging, thought leadership, lead nurturing, SEO, and organic social media that fall under the umbrella of inbound marketing. While TV and radio ads, database marketing, cold-calling, digital ads, paid search, and sponsorships fall under outbound. However, what I’ve come to believe is that neither is as strong on its own as it would be if integrated with the other.

You see, “Together we stand, divided we fall,” is a great patriotic motto but it is also very applicable to marketing and sales tactics.

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Topics: digital marketing, inbound marketing, danibuckley

Hiring a Rainmaker is Not a Marketing Strategy

Posted by Dean Moothart

August 16, 2018

I spoke with a business owner recently about their revenue growth objectives. They were frustrated because the first half of the year didn’t go as planned, and their new business revenue numbers were lagging behind the goals they set at the beginning of the year. They were very optimistic, however, that the second half of the year would be different. They were confident they would eventually exceed all their growth goals.

When I asked what they were basing this optimism on, they went on to tell me that they had just hired a new salesperson. And this was not just any salesperson. This was someone with deep connections in their industry and a network of relationships that could get them in front of the decision-makers at some of their most attractive target accounts. In fact, this salesperson was even bringing a few deals with them that they expected to close very shortly. They had hired a rainmaker.       

I hope it works out for them.

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Topics: lead generation, inbound marketing, deanmoothart, sales and marketing alignment, marketing strategy

It’s Not Inbound vs. Outbound: 4 Ways Inbound & Outbound Marketing Tactics Improve Each Other’s Effectiveness

Posted by Dean Moothart

August 15, 2018

I often get asked by executives who are seeking to grow their business, “Should I be deploying inbound or outbound marketing tactics?’ My answer almost every time is, “Yes.”

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Topics: inbound marketing, Sales, media, professional services

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