Sales, Marketing, & Technology Blog

Are you trying to update your b2b marketing plan to include inbound lead generation?

Are you tired of investing in marketing or spending time developing content that doesn't generate tangible outcomes?

These b2b lead generation practices will help you turn your website into your best source for new opportunities, while ensuring sales doesn't squander viable deals before they become viable deals.

You may have heard or thought this before - worry about what to do with the juju created by your lead generation investment after they are coming through the door. By then, you'll have intel on their behaviors, and can make better bets on how to distribute them into the sales pipeline.

But if you go this route, you're going spend a LOT of $ in a short amount of time, with little to no chance of success.

WHO is watching your prospects?

I was writing a blog post today about the value of lead response time, when an cold prospect came to life out of the blue, and my point was proven - live.

As you may know, lead response time can create quite a competitive advantage, especially for those engaging in lead generation marketing or "inbound lead generation" (what's that?). Studies show that you're 21 times as likely to engage in meaningful contact with a  prospect when you catch them within 5 minutes of engaging with your content. (source)

Here's a perfect example of how and why that works.

If nothing else, your Business Growth Strategy should focus on retaining and engaging your top talent.

Are you trying to improve your sales culture, retain top production and/or sales talent, or finding that your employees are simply tired of work feeling so much like... work?

Perhaps it's time for a change of scenery... and not just a typical office remodeling or moving to a different location - I'm talking about a complete upgrade into a co-working space like Regus Spaces or WeWork.

Thinking of moving your business into a co-working space like Regus Spaces or WeWork?

(UPDATED 8/28/19) Thinking of moving into a new office, but not sure if you should stick to the traditional model or try something more Millennial-oriented? A co-working space such as  WeWork or Regus Spaces could be a major game-changer for you if you're looking for a way to fuel your growth.

I test-drove two of the biggest names in co-working office space for a month, and have been working out of one of them ever since (2 years now). 

Sell more, at a faster pace with Hubspot Sales

I have used many CRMs. In 2005, the business I was working for was using AS400 (This is an MSDOS-based program, people!... which I had also used as an ERP in one of my prior jobs), and over the years, I've tried JDEdwards, Oracle, SAP, Zoho, and, of course, the ever-so-popular Salesforce.

When it comes to how you take in this Hubspot CRM review, the real question you should be asking is, "will this help me close more deals at a faster pace?"

In short, the answer is yes. Absolutely. But only if you are willing to make some changes...

Buyer personas help you hit your sales targets.

So, exactly what is a buyer persona, and why are they so important?

They are fictional representations of your ideal customer. And they're the building blocks of every investment you make in sales & marketing.

If you're asking this question,  then you may have overlooked a mission-critical component to growing your business. In this article, I help you understand why, and provide a template you can take to the bank.

Growth planning will allow you to put your limited resources where they are going to be the most useful, and open the doors for objectivity - Objectivity in reporting, decision-making, and financial health.

Before you invest in another marketing campaign or hire a new sales person, spend some time walking through your overarching  plan, so you're not throwing away precious resources and time.

EVERY b2b digital marketing plan should include blogging, but do you know why?

My job is to help businesses explore different ways to grow, so I end up talking to a lot of CEOs, Managing Partners, Founders, and Presidents like yourself, and I'm running into some common themes.

Most of you understand that blogging is a critical ingredient to growing a business today, but on the other hand - you don't know exactly why that is... which is a big problem for those of you making this investment, since you'll likely never see a return.

With a dash of clarity and a pinch of commitment, I can change all of that.

Kicking old habits is hard to do:

I was toying with the idea of "upgrading to Basecamp 3 for quite awhile. We were already using Basecamp 2, and had a great tool stack that made us nimble and effective. But there were some issues with our delivery process that were gnawing at me.

And I felt that Basecamp 2 was where some of the bottlenecks existed... So, I made the change.

Here's a side-by-side comparison of Basecamp 2 vs Basecamp 3. See how we use it and why we think one is far superior than the other.

For all of you sales leaders trying to inspire performance improvements with your teams, you have some tough love to share... Maybe it should go something like this: "I'm sorry, sunshine, I think you're fantastic, but nobody you're selling to wants to hear about you."

"It's nothing personal. You're just not that interesting to them."