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The LeadG2 Blog

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How Many Leads Do You Need? [Infographic]

Posted by LeadG2

July 10, 2017

In order to meet your revenue targets, you'll need to know how many leads you need to get there. This infographic will help you do the math.

First, determine your annual revenue target and divide it by your average sale, in order to discover the number of wins you need. Then work from the bottom up to learn how many top-of-the-funnel leads you need.

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Topics: lead generation

How to Get Started with Business Blogging

Posted by Matt Sunshine

July 5, 2017

As a sales manager, sales person, or sales leader, you certainly know the value of a great lead. I’m not talking about someone handing you a name and number, saying, “You ought to follow up with this!” No, I'm talking about a quality lead that is beyond the “kicking tires” phase and is what we refer to as "sales ready"—someone who knows about your product and service and has already given some thought to how they might want to work with your company. Sounds good, right?  

A great way to generate quality leads is to create a blog and start writing about your expertise. Allow prospects to find you or connect to you through your blog, and tell your story to those who are interested. The ones who are most interested will start to see you as an expert—or a thought leader—and will soon become sales ready. Spend time with more sales ready leads, and you will convert more prospects into satisfied customers.

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Topics: new business development, lead generation, inbound marketing, mattsunshine, media, professional services

6 Elements to Add to Your Company Website to Generate More Leads

Posted by LeadG2

June 30, 2017

A recent study by Google shows that 89% of B2B buyers use the Internet during the research process. Whether you get a call from these prospects or whether your competition does instead will depend on how well your website does its job. Here are six elements you can add to your site to generate more leads.

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Topics: lead generation, websites, lauramacpherson, professional services

Why Your Closing Rate is Not the Most Important Metric You Should Focus On

Posted by Matt Sunshine

June 16, 2017

 

If you are in sales, then chances are you are focused to some degree on your closing rate. Don’t get me wrong, looking at the closing rate is certainly something that you want to pay attention to. But it's not the most important metric like it once was a couple of decades ago. The buying process is no longer as simple as it used to be. Now the sales cycle is longer, and it involves more moving parts. In 2016, you need to spend more time marketing your services and getting more qualified leads. At the same time, you need to engage in pipeline marketing techniques to pull your prospects through your sales funnel. Allow me to make my case. 

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Topics: lead generation, Sales, mattsunshine

How to Crank Up the Sales Leads

Posted by Matt Sunshine

May 24, 2017

Wouldn't it be fantastic if you had a steady stream of leads coming into your sales department? Wouldn't it be even better if this steady stream were filled with qualified sales leads? This is possible, and it's often achieved by businesses actively working a lead generation strategy that includes both inbound marketing and thought leadership marketing.  

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Topics: lead generation, inbound marketing, Sales

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

How to Tell If You're Serious About Lead Generation

Posted by Matt Sunshine

April 14, 2017


You say you’re serious about building a lead-generation program using content (inbound) marketing. But are you?

Here are a dozen ways we tell the difference between the pros and the poseurs, between those who are deadly serious and those who just playing at it.

Lead Generation

Serious: Making a full commitment by establishing lead-gen as a priority, building out a complete plan, allocating resources (most especially, the human resources), setting goals, and measuring outcomes. 

Unserious: Dipping your big toe into lead-gen to see if it will work for you. No quasi-effort will deliver, but a commitment will.

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Topics: lead generation, mattsunshine

How One Small Change Resulted in 294 Leads

Posted by LeadG2

February 3, 2017

As an inbound marketing and sales consultant, each day I have the opportunity to work with clients to make recommendations that help them improve their conversion rates and generate additional leads. It’s difficult to not get excited about how helpful this can be to clients since it directly impacts their revenue and is proof that the recommendations I make are truly working. Most of the recommendations that I make for clients work across industries and, for the most part, can be used by other companies to replicate the same success. This is one of the reasons I enjoy writing about the recommendations that are implemented and produce amazing results.  

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Topics: lead generation, websites, brianhasenbauer, conversions

The Inbound Marketing Process that Produces Sales Results

Posted by Matt Sunshine

January 6, 2017


Many books and articles have been written on why inbound marketing is one of the most effective ways to attract prospects. It all makes perfect sense that you would want to put your business in the position to be the thought leader in your category, and at the same time give those same prospects an opportunity to raise their hand and let you know that they are interested. This concept is really catching on and smart business leaders are starting to take notice.
 

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Topics: lead generation, mattsunshine

Inbound Marketing Commandment #7: Thou Shalt Create Lead Generation Materials

Posted by LeadG2

November 14, 2016

As part of the LeadG2 series on "The 10 Commandments of Inbound Marketing" we're looking at each of these ten commandments and the importance of each one. The seventh of "The 10 Commandments of Inbound Marketing" is: You must have premium content (white papers, guides etc) on your website if you intend to generate leads. (Tweet This)

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Topics: premium content, lead generation, brianhasenbauer, media, professional services

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