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Inbound Marketing After 9 Years – From Exaggerated Expectations to Core Marketing Strategy

Posted on July 31st, by David Dodd in Marketing, Sales & Marketing. No Comments

#inbound marketing will be ten years old in 2015. The term inbound marketing was coined in 2005 by Brian Halligan, the co-founder and CEO of HubSpot. In reality, however, some aspects of what we now call inbound marketing are much older.

It’s reasonable to argue, for example, that inbound marketing began in 1886 when Reuben H. Donnely produced the first yellow pages directory featuring business names and phone numbers categorized by types of products and services. Consumers interested in a particular product or service could use the directory to find area businesses offering that product or service. The communication channels have certainly changed, but the basic objective of being “findable” by prospective customers is essentially the same.

On many occasions over the past nine years, marketing pundits have proclaimed inbound marketing to be the new paradigm of marketing. They’ve argued that traditional … Read More »


15 Super-easy Ways to Collect Email Addresses

Posted on July 31st, by Stacy Jackson in Uncategorized. No Comments

You have to nurture an opt-in email list and grow it over time. Here’s how.

Source: www.inc.com

Incorporating inbound leads and opt-ins into your inside sales and telemarketing efforts is a must. Check out these 15 easy ways to grow your opt-in list!


Initial Customer Meetings: 3 Planning Steps

Posted on July 29th, by Stacy Jackson in Uncategorized. No Comments

The better you prepare for that all-important first meeting, the more likely it is that you’ll eventually make the sale.

Source: www.inc.com

When you go into an initial meeting with a new prospect, do you wing it or have you really prepared for the conversation? Many of us take time to prepare, but a lot of that preparation is centered on what we plan to say about our company. Instead, try focusing your preparation as follows:

Research the company — check out the latest press releases for trigger events, read case studies, review the job openings.
Research the decision maker.
Prepare conversation topics.

Read James’ full article to learn the specifics of each step.


The Key Business Communication Channels in 2014 and Beyond

Posted on July 28th, by Contributor in Sales & Marketing. No Comments

Business communication channels have drastically changed over the years. Now that tablets, smart phones and Cloud-based IT solutions are readily available at little cost, physical communication is no longer a necessity. In fact, for the ‘modern business’ it could even be deemed a hindrance.

As of 2014 over 75% of UK phone owners have a smart phone; 80% of which use it for work-related activities. Almost everyone is hooked up to the Internet, 24 hours per day. Therefore, business owners, managers and HR representatives who are interested in improving their business’s communication channels have a huge, inexpensive resource readily available.

In association with creative communication agency Berghind Joseph, we’ll be examining the communication channels of the present, and will make speculations on where the industry is heading.

Video Conferencing

In today’s fast-paced business environment many companies depend on technology to link virtual teams across … Read More »


How to Nurture Prospective Clients

Posted on July 27th, by Contributor in Lead Management. No Comments

You may not recognize a poorly placed sales call when you’re the one making it, but it’s certainly easy to spot when you’re on the receiving end. Whether it’s a case of poor timing, a lack of listening skills, or an overly aggressive pitch, it tends to end in the loss (not the gain) of a customer.

Many (if not most) sales calls fail because businesses fail to properly nurture their prospective clients before attempting a pitch. Do you want to improve your customer relations as well as your sales efficiency? While there are certainly nuances to nurturing clients, you can’t go wrong by starting with the basics:

1. Accept that not every lead is sales ready.

Someone just starting their apartment hunt is not going to be ready for a sales call designed for a lead that is ready to pull the … Read More »


4 Steps to Content Curation for Inside Sales Reps

Posted on July 25th, by Stacy Jackson in Uncategorized. No Comments

David Howe of Sales 4 Life shares proven content curation strategies for B2B inside sales reps.

Source: www.agsalesworks.com

Think content curation is for the marketing team? Not so according to David Howe of Sales 4 Life. Content curation is a great way to assemble and share valuable information with potential customers. Become a source for information means you become the go-to source for solutions (and your product is one of those solutions, right?).

Are you using content curation as part of your inside sales efforts?


4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting

Posted on July 23rd, by Stacy Jackson in Uncategorized. No Comments

What are the most crucial factors to look for in an outsourced inside sales teleprospecting team?

Source: www.agsalesworks.com

Check out these four big questions you need to ask when outsourcing teleprospecting.


Ensuring Customer Satisfaction: Four Ways to Make Your Company More Reliable

Posted on July 23rd, by Contributor in Sales & Marketing. No Comments

Perhaps the best way to put your business on the map is to establish a satisfied client-base. Not only does customer satisfaction guarantee repeat customers, it inspires word-of-mouth and review advertising that can bring in new customers. If your company has had complaints about dropped orders or missed calls, here are some ways to improve your reliability.

Get Organized

Organization is the foundation for an efficient, reliable business. Talk to your partners and employees about organization improvements they feel should be made. Evaluate your current procedures and systems for productivity and effectiveness. Focus on these areas:

Stockrooms and Inventory: If you don’t already have a system in place for handling incoming and outgoing orders and arranging stockrooms, develop one. Your stockrooms are direct links to your clients. Without well-organized stockrooms and adequate inventory, you won’t be able to be able to meet your … Read More »


Sales and Marketing Alignment Equals More Revenue

Posted on July 23rd, by Stacy Jackson in Uncategorized. No Comments

How can sales and marketing align to increase their company’s revenue?

Source: www.agsalesworks.com

Are you taking the right steps to align your sales & marketing teams?  As pointed out in this post from AG Salesworks, “organizations that establish strong alignment between their sales and marketing teams achieved 20 percent annual revenue growth compared to companies with poor alignment, which experienced a 4 percent decline in revenue.” (data source: Hubspot)

Don’t forget these important steps:

Set a common end goal
Define your ideal prospect
Make lead scoring a collaborative process


How to Nurture Ecommerce Sales with Content Marketing

Posted on July 23rd, by Contributor in Sales & Marketing. No Comments

Content marketing can serve as a huge boost to ecommerce sales, primarily by attracting leads that are most relevant to a product or service. Businesses that create eye-grabbing content via blog posts, social media updates and engaging videos are ensuring a steady stream of leads, who are discovering the content somehow — such as by searching for it or stumbling across it on social media.

Once an effective content marketing strategy is bringing in a constant stream of leads, businesses still need to pay close attention to the overall process. Specifically, they should continue to use content marketing as a strategy to nurture sales; this is vital in retaining customers and high conversion rates.

Some content marketing strategies that help in nurturing ecommerce sales include:

1. Host Q&A Sessions

The web is a very interactive place. As such, readers enjoy when they can interact … Read More »