<img height="1" width="1" alt="" style="display:none" src="https://www.facebook.com/tr?id=808984019221058&amp;ev=PixelInitialized">

The LeadG2 Blog

We have a lot to say... you might even want to subscribe so you don't miss anything! 

Why Managers Fear Change, and How We Limit our Success by Avoiding It

Posted by Laura MacPherson

September 1, 2017

Everyone fears change to some degree. There’s a psychological reason why the thought of shaking things up at work makes us nervous, and why we’re uncomfortable transitioning to new systems. Psychologist and researcher Heidi Grant Halvorson, PhD, explains that humans are wired to avoid change.

Fear of Change Hurts Us

But fear of change hurts us, because the world is changing. Consumers have access to new technologies. B2B buyers have choices they didn’t used to have. People are evolving and adapting their buying habits. They take advantage of voicemail and caller ID, and their eyes have become trained to focus only on what they have to. They’re listening to what their peers have to say about their business challenges (and about the companies who sell solutions to those challenges) on social media.

Read More

Topics: inbound marketing, Sales, lauramacpherson

The 9-Step Lead Generation Audit Every Business Leader and Sales Manager Should Conduct

Posted by Matt Sunshine

July 17, 2017

Lead generation is a necessary function for any business that needs to grow. So in today’s world, that’s essentially every business. And the reality is there are a ton of opinions surrounding the different strategies and options for lead generation. You can utilize intrusive strategies and buy a list of e-mails, phone numbers, or addresses that “seem” to fit your ideal customer profile. You can go door-to-door and personally solicit the customers you want to call on. You can spend lots of money on mass marketing tactics and “push” the benefits of your company hoping to “pull” prospects in. OR you can position yourself as a thought leader and expert in your industry, engage in active discussions and have folks calling your sales reps directly for help! Inbound marketing is one of the best and most cost effective ways to generate qualified leads. 

Read More

Topics: lead generation, Sales, mattsunshine

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.

Read More

Topics: inbound marketing, Sales, deanmoothart

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. 

Read More

Topics: lead generation, Sales, mattsunshine

How to End the Perennial Conflict between Sales and Marketing

Posted by Matt Sunshine

June 5, 2017

By now, it’s a cliché that sales departments and marketing departments are typically at each other’s throats—that there’s serious mistrust and distrust even during periods of supposed peace. But the fact that this is hardly news means we absolutely can’t ignore it, or for even a moment throw up our hands and entertain the thought of simply giving up.

Read More

Topics: inbound marketing, Sales, mattsunshine

3 Ways CRMs Contribute to Sales and Marketing Alignment

Posted by Laura MacPherson

June 2, 2017

Sales and marketing alignment is a hot topic. As companies grow and invest more into both their sales and marketing departments, what used to be a team of two or three people becomes a team of many — and communication is a bit more difficult.

Read More

Topics: inbound marketing, Sales, sales and marketing alignment, lauramacpherson

Why You're Not Getting Enough Sales: Don't Blame the Sales Funnel

Posted by Matt Sunshine

May 26, 2017

Frustration sets in when you look at all the pending business you have sitting in your sales funnel and realize that a good portion of it has been there for weeks! Those prospects you were sure were going to sign-off on your proposal right away are instead sharing reasons why they’re not ready or telling you they need more time to think it over. You know that with every week that passes, the chances that any of them will turn into a sale diminishes greatly and you’re kicking yourself because you are now reduced to emailing your prospect with the subject line Checking in since you really have no other options left.

Are you experiencing this uncomfortable, bloated feeling right now?

That bloated pipeline isn’t just uncomfortable… it’s frustrating and ultimately very expensive. Yes, it can sometimes feel rewarding to say you have “a lot out there,” but we all know that pending business is only good if it ends up closing. 

Spoiler alert: This is not an article on how to close your pending deals. It’s way more valuable than that. 

The problem is not in the proposal or the funnel, but rather with the process.

Read More

Topics: 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.  

Read More

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. 

Read More

Topics: lead generation, Sales, deanmoothart, sales pipeline

Sales Content that Helps You Make More Sales

Posted by Dean Moothart

May 12, 2017

Are you asking your sales team to perform with one hand tied behind their back or blindfolded? Maybe you’re not hindering their ability to sell to that extreme, but many organizations are creating unproductive environments when they don’t provide their sales teams with the resources they need. Often the scarcest resource of all is content the sales person can use to at various stages of the sales process. Research indicates that sales reps can spend up to 30% of their day looking for or creating content (KnowledgeTree). It’s getting more and more challenging to capture the attention of a prospect; uncover a need and opportunity; demonstrate value; and maneuver through the increasingly complex decision-making processes of our prospects. Having the right content to share with a prospect in just the right format and at just the right time can be invaluable.         

Read More

Topics: content strategy, inbound marketing, Sales, inbound sales

Connect With Us


facebook   twitter  linkedin  google  rss




Join Us On Facebook





Subscribe to updates



Resources

New call-to-action


Zimmer Case Study Video


lead generation


Recent Posts



Posts by Topic

see all