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Is your lead nurturing strategy evolving to keep up with buyer behavior? According to the Oracle Marketing Cloud, 68% of B2B marketers say that increasing sales and conversion rates is the primary objective, yet only 20% consider their lead nurturing efforts highly successful. Like anything else in the world of inbound marketing, the tactics that produce success are constantly evolving.
Cash is the life blood of all businesses. If you're not generating a positive cash flow, it's just a matter of time before you're out of business. With that said, why is it that so many businesses spend time and energy on tasks that have nothing to do with generating revenue? Many confuse activity with progress. But if you're activity isn't focused productively, it's just a waste of time.
It's the time of year again where our thoughts turn to being thankful and eating turkey - and figuring out how we're going to grow our business next year. And we can't just take out last year's template and cut and paste. Things have changed so much in the professional services world that last year might as well be 100 years ago.
What's the easiest way to generate revenue for the upcoming business year? The Harvard Business Review has the answer: "Depending on which study you believe, and what industry you’re in, acquiring a new customer is anywhere from five to 25 times more expensive than retaining an existing one. It makes sense: you don’t have to spend time and resources going out and finding a ne ...
This isn't a political post, but it's a prediction of what the election of Donald Trump will mean for professional services businesses in 2017. My main interest in US politics is how it affects small businesses like mine. I'm also a firm believer that a rising tide floats all boats - if we can grow our economy robustly, there will be money for social and other programs that th ...
There's a great deal of uncertainty in the US business landscape right now. Economic growth has been stuck at an anemic 1-2 % for almost ten years and the real unemployment rate is hovering around 10%. In this uncertain economic environment, businesses are holding off on making investments in people and large-scale purchases.
If you're anything like me, this is the time when you reflect on how well your year has gone so far and how you can make the next one better. If you're not operating your business in a mode of continual improvement, your competition will quickly pass you by. One of the most important part of this review process is to look at your unique value proposition.
I've always felt that there was a lot of hype behind social media marketing that wasn't reflected in real world business results. And a lot of CEOs agree with me. In the 2015 HubSpot State of Inbound Sales, only 8% of CEOs agreed that social selling was a top priority in their sales efforts. Social media is not a stand-alone marketing channel for B2B businesses.
Is your technology company using technology to effectively market and sell your products and services? While many do, it's surprising how many cutting-edge technology companies who rely on outdated sales and marketing tactics to grow. While most software as a services (SaaS) companies are using inbound marketing to drive free trials and nurture them to paying customers, many ...
Once again, it's time to turn our attention to finishing the year strong and developing strategies to grow even more next year. Depending on what your analytics tell you, there are different areas of inbound marketing that will require more focus. For example, if you need to get more qualified visitors coming to your website, you may need to put more emphasis on your blogging efforts.
Account based marketing is the topic of the day for many sales and marketing teams. For those of us who have been around for a while, the basic idea is not new at all. Account based marketing involves finding a limited number of prospects that really hit your sweet spot and approaching them with personalized outreach. The idea behind account based marketing goes back a long time.
Inbound marketing software powerhouse HubSpot just released it's 2016 State of Inbound report and the findings offer valuable guidance for B2B sellers. HubSpot surveyed over 4,500 respondents from all over the world to paint a picture of how modern buyers and sellers are interacting. I highly recommend downloading the full report, but this blog post will detail 4 powerful stat ...
There's good news for you content marketers out there - the Demand Gen Report’s 2016 Content Preferences Survey found that 51% of B2B buyers are relying more on content to research their buying options than they did last year. Interestingly enough, while B2B buyers are relying more on content for pre-purchase research, 73% said they had less time to spend consuming content than ...
A recent HubSpot study of blogging data from over 15,000 companies produced some interesting conclusions. It found that compounding blog posts (those that drive increasing website traffic over time) account for 10% of all blog posts, but produce 38% of total blog traffic. This is certainly the case for the Rapidan Inbound blog.
If you're using SMART goals for your inbound marketing, you're probably in the minority. Many executives we talk to base their inbound marketing strategies on their available budget or even worse, on expectations that aren't based on reality. Any inbound marketing tactic you use can be measured, so it only makes sense to analyze results to optimize your strategy.
According to HubSpot's new research report, Does Your Website Make The Grade, most websites fail when it comes to performance. HubSpot analyzed over 1 million websites in the areas of performance, mobile optimization, SEO and security and found that the average score was 59 out of 100. That's an F, folks, for fail.
Many business owners recognize the critical role inbound marketing plays in the modern buying process, but don't have the budget to invest in inbound marketing software. HubSpot's new LeadIn software offers businesses an affordable way to introduce inbound marketing into their business development process. And by affordable, I mean free. Yes, that's right, free.
Okay, before you think I'm crazy, let me just say that this radical strategy is like the nuclear bomb. You should only use it in the most life-threatening of circumstances. This radical way to make your management consulting business better is to fire your biggest customer. Yes, you heard me right - fire your biggest customer. Does any of this sound familiar? You have a really big customer.
It shouldn't be a surprise to professional services businesses that it's getting harder to sell. In response to 7 years of less than 2% GDP growth, sales cycles are getting longer and more people (particularly executives) are getting involved in the buying process. But guess what, we all still need to generate more revenue. It's time to work smarter and harder.
The spray and pray approach just doesn't work anymore. This is the primary conclusions of the Demand Gen Report 2016 B2B Buyer's Survey.With continuing weak economic performance and the real possibility of another recession, B2B buyers are applying more scrutiny to purchases and sales cycles are lengthening.