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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 While many do, it's surprising how many cutting-edge technology companies who rely on outdated sales and marketing tactics to grow.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.
HubSpot's 2016 Sales Perception Survey has some real eye-openers for B2B sellers. If you have any doubt that the buyer is completely in control of the sales process, this will disabuse you of that notion. Simply put, most B2B sellers are not in sync with how their buyers want to buy. Let's take a look at what buyers say about the B2B buying process and how you can evolve your ...
Business development is the most important function of any professional services business. That's a bold statement, don't you think? What about sales? Or marketing? Or customer service? The reason business development is the most important function is that it encompasses all of those things and more.
Selling to the government is undergoing a transformation. With the advent of LPTA (lowest price, technically acceptable) as a criteria for contract awards, the value of incumbency is just not what it used to be. As with most change environments, opportunities exist for agile businesses who embrace the change.
Many technology company business leaders think inbound marketing is just about generating leads. While lead generation is one of the principle reasons businesses use inbound marketing, it's just the tip of the iceberg. The best technology marketing uses inbound marketing in just about all phases of its business.
I'm writing this post from experience. I've fallen into this trap more times than I really should. If you work in the professional services industry, you can probably relate. You work hard and you land that client you've been working on for the past three months. Then you land a second new client.
Editor's Note: This post was originally published in 2013 and has been completely revamped and updated for comprehensiveness and accuracy. Professonal services social media success doesn'�t take place over night. It'�s a cumulative process that produces success with persistent and consistent execution.
In some ways, times have never been better for professional services marketing. After eight years of sluggish economic growth, businesses are increasingly cautious about hiring full-time employees. Depending on fringe benefits offered, the cost of hiring an employee can be as high as 140% of their salary.
For most Americans, summertime is the time for vacation. Like it or not, business activity slows down in the summer. For those of us trying to grow our business, this can be frustrating. But fear not - you can take advantage of the down time to focus on some activities that are hard to get to when client and prospect demands are consuming you.