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It's a great time for selling professional services. The down economy of the past five years has caused many businesses to outsource non-core business functions like accounting, legal, marketing and insurance so that they can concentrate on their primary business mission. The constantly increasing cost of hiring employees and associated regulation has accelerated the trend of ...
This blog post was originally written on July 1, 2014. It has been updated to reflect the current business and marketing enironment. Many technology companies have beautifully engineered products and services, but aren't exactly sure how to monitize their technologies effectively. While they use processes like "lean" and "agile" in product development, they don't devote the sam ...
It's that time of year again. No, not the holiday season. I'm talking about revenue growth planning time for SMB companies. If you're selling the way your customers want to buy, you're probably using inbound marketing techniques for online lead generation. What kind of goals are you setting to hit your revenue goals? Savvy business owners are using SMART goals to keep their ...
If you're like me, you spend a bit of time everyday on LinkedIn and other places checking out what your peers have to say. Ocassionally I see something that catches my eye and click through to read the article. Most of the time, I get something out of the articles I read. Other times, I shake my head in wonder.
One of the benefits of sales and marketing technology is that you can measure just about everything you do. Whether it's email open rates, website visits or conversion rates, you can measure it. Just because you can measure it doesn't mean you should. The best thing you can do to use marketing analytics to sell way better is to measure the right things.
In an April 2015 TechCrunch article, venture capitalist Arthur Lee wrote about Why Do It For Me (DIFM) Is The Next Big Thing. I highly recommend you read the article, it describes a new trend in the business world that has relevance for everyone. What is DIFM? Bear with me as I paint a picture of what DIFM is and why Arthur Lee talks about a DIFM revolution.
One of the most striking statistics in DemandGen's 2017 Demand Generation Survey was that 31% of respondents said they expected between 26% and 50% of their annual revenue to be attributable to marketing-sourced leads. What's even more striking to me is that 69% of respondents are still relying on their sales professionals to generate the majority of their leads.
Many SMB professional services and technology companies have traditionally relied on sales to generate leads. But as Bob Dylan said, the times, they-are-a-changing. According to Demand Gen's 2017 Demand Generation Benchmark Survey, 31% of respondents said they expected between 26% and 50% of their annual revenue to be attributable to marketing-sourced leads.
A successful technology company needs sales to survive. Without an effective sales process to fill your pipeline and convert prospects to customers, you won't sell enough to survive. You might get lucky for a while, but to grow consistently, you need a defined process to effectively deploy your limited sales and marketing resources.
I've been a fan of Rod Stewart since he sang about Italian girls and fastback, mid-engine Porsches back in 1972. When my wife asked me if I wanted to see him at the Jiffy Lube Live venue in suburban Washington, DC, it didn't take me long to say yes. The date finally rolled around this Wednesday and Sir Rod blew me away with his show. It wasn't just the music, which was incredible.
This article was originally published in January 2014 but has been totally updated to reflect current market trends and conditions. I don't have the answer to this question, but I'll pose it nonetheless: how relevant are buyer personas in today's challenging economic environment? This is a vast oversimplification of a complicated topic, but buyer personas are composite demogra ...
Are you searching for a silver bullet for your marketing strategy? You know, the one tactic, strategy or tool that will boost your lead generation and skyrocket your sales? Most of us have chased after it. We've doubled down on cold calling with no success. In fact, we probably annoyed more people than we attracted to our sales pipeline.
You've probably gotten advice in your life about picking the low-hanging fruit. But how can you tell where the low-hanging fruit is and how to pick it? In the context of technology companies, how can you tell if your marketing is generating a sufficient return? For those concerned with managing the bottom line, there are 5 fundamental marketing metrics that can tell you the f ...
Inbound marketing has become the primary marketing mode for technology companies and professional services firms. In the 2016 HubSpot State of Inbound Report, 73% of survey respondents identified inbound as their primary approach to marketing. This is a reflection of how business buy products and services today - according to Google, 90% of B2B researchers who are online use ...
Many businesses invest tens of thousands of dollars in a website and still struggle to generate leads. Is your website helping you fill your sales pipeline? If it's not, it's probably because your website doesn't take into account the wants and needs of buyers in your target markets. In the post below, I will share with you the most important factors to consider when building ...
I'm please to announced that I will be chairing the Northern Virginia Technology Council Business Development, Marketing and Sales Committee as of June 1, 2017. The Northern Virginia Technology Council (NVTC) is the membership and trade association for the technology community in Northern Virginia.
There's no doubt about it, Salesforce is the 800 pound gorilla in the CRM marketplace. But for many SMB professional services and technology companies, it's feature-rich platform is more than you really need. It's capabilities and complexities are great for large sales teams, but they can be a barrier to effective usage for smaller teams.
So what do you think the most important element of technology company marketing is? Some would say the product or service is most important. Elegantly designed software that performs its designated task is super important. An efficient process that allows organizations to optimize their IT performance and spend is also critically important.
The Inbound Growth Blog covers all topics relating to an integrated marketing strategy. We write about inbound marketing, social media, integrated marketing strategies and the sales process.