Why Your Business Cannot Afford to Neglect LinkedIn [Infographic]

Does your business have a presence on LinkedIn? Does your sales team use LinkedIn?

LinkedIn is the social network for business. If you’re not using LinkedIn, you’re missing out. It’s significant source of potential website traffic and new leads. (In all likelihood, your ideal customers are on LinkedIn.)

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6 Ways LinkedIn Can Help Grow Your Business

LinkedInLinkedIn may be a social website with tools for networking, references, and job hunting, but it has another huge potential. It can be a fantastic platform to grow your business as well — if you use it right.

There are plenty of great resources on the topic, including this post from Hubspot and this one from CopyBlogger CFO Sean Jackson. From these and my own experiences, I want to share six powerful B2B lead generation strategies that utilize LinkedIn to grow your business:

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How To Leverage LinkedIn for B2B Lead Generation [FREE GUIDE]

LinkedIn b2b lead generation

Do you have a stellar product or service but are having difficulty connecting with your buyers? Would you like a way to be able to effectively engage with your future clients? Have you perhaps tried to use LinkedIn as a lead source but aren’t getting the results you want? Or would you like to use LinkedIn but don’t even know where to start?

LinkedIn can be an effective tool to generate leads and increase sales, as well as to position yourself and your company as an authority. It is also the social network for business professionals. And with over 300 million LinkedIn members, you know your potential customers are there.

So what’s the best way to use this powerful social network to your advantage? What are some of the smartest techniques to get the most out of LinkedIn? How can you and your brand stand out on a site with 300 million members? How can you reach out to prospects on LinkedIn in a way that’s compelling instead of spammy?

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How to Find Your Next Client Online: Top Strategies for B2B Lead Generation

B2B lead generation

Out of all of the B2B lead generation strategies floating around, one strategy continues to rise to the surface – content marketing.

An overwhelming number of B2B marketers use content marketing to generate leads (93%, according to a recent survey by the Content Marketing Institute). And that number continues to grow year over year.

Are you feeling overwhelmed by all the content marketing advice out there? Still not sure how to use it to generate sales?

Your feelings are completely normal.

Out of the 93% of B2B marketers using this hot tactic, only 44% had a documented strategy.

Even though marketers are using content to boost business, confusion still remains over how to implement an effective approach. If you’re one of the many confused marketers out there looking for specific B2B lead generation strategies for your business, we have a few tips to help.
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How to Podcast and Attract Clients


Wondering how to attract clients with podcasting?

Podcasting is so much easier than taking a regular ‘sales guy’ approach. You get to be a reporter, and most people respond much more positively to a reporter than a salesman. The number of ‘No’s’ you will get to a request to be a podcast guest will be much smaller than those you get asking for a sales appointment.podcast prospect

Podcasts can also be an incredible networking tool. People like to connect with industry authorities and as a show host you will be seen as an authority.

Some of the golden nuggets you’ll hear on this video:

  • How to find interesting podcast guests that resonate with your audience.
  • Exactly what to say when you reach out to potential podcast guests.
  • How to determine if this person or their company is a potential lead for your company while you are conducting the pre-interview.
  • How to conduct an interview so that it is attention-grabbing by focusing on company success stories that get your audience saying “I want that result!”

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15 Ways Salesforce Cloud Alliance Partners Can Use Webinars to Increase Revenue

webinar marketing

Does webinar marketing leave your head spinning? You’re not alone. According to the 2014 B2B Content Marketing report by the Content Marketing Institute and Marketing Profs, only 62% of marketers are using webinars.

Although that may seem like a lot of companies engaged in webinar marketing, it’s surprisingly small.
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The Key to Predictable Lead Generation for Salesforce Cloud Alliance Partners

inbound marketing vs outbound marketing

Have you harnessed the full power of the Internet? Are your customers breaking down your door to work with you? If not, you’re probably missing some extraordinary money making opportunities.

As an executive in your company, you’re in charge of bringing in high dollar revenues. The problem is, what used to work isn’t working anymore.

Outbound Marketing Doesn’t Work

Does this sound familiar? When you started your career, marketing and sales were two different departments. Your company had a simple formula in place to drive revenues – and it worked!

You sat on the phone day in and day out calling as many as a hundred leads. Sometimes you’d reach 30 people. Sometimes, 10 of those people agreed to meet with you. And once in awhile, you’d make a sale.

Cold calling used to be the King of sales. The most aggressive, in-your-face sales representatives got the highest commission.

Today, hard work is paying off in a new way – and it’s far more rewarding.

Gone are the days of hearing rejection after rejection. Gone are the days of having to battle through the word “no” to try to make a sale. Today, inbound marketing has taken the place of outbound marketing. Need proof? Let’s take a closer look.

Inbound Marketing vs. Outbound Marketing

Outbound marketing is old hat. It’s the stale cold calling, interruption based approach that drives consumers crazy.

Inbound marketing relies on leads and prospects to call you!

A few decades ago, if you took an inbound marketing idea to your CEO, you might get sent home early. Today, you’ll be praised for your forward thinking. Better yet, you’ll reap the benefits of this powerful modern day marketing strategy.

Technology Has Shaped How Companies Reach Consumers

To prosper online, you have to change the way you think about marketing. Consumers are sick of being sold products and services. With search engines at their fingertips, they rely on Google, Yahoo, Bing, and social media networks to find what they need.

It doesn’t work. If you want proof, take a look at what some of the most successful companies in the industry are doing.

  • HubSpot built their business by blogging and writing about what their target market wanted to read. Now, they have some of the highest amounts of traffic in the world.
  • Coca Cola has taken content marketing to new levels, adopting a new approach that puts the consumer in charge of the brand’s message. And it’s worked. Coca Cola creates content that sparks the interest of their consumer and gets them talking online.

According to Search Engine Journal, 93% of online experiences start on a search engine. Inbound marketing uses those searches to bring eager consumers to your business that are ready to buy what you have to sell.

No more cold calling. No more pounding of the pavement. With inbound marketing strategies, you can have consumers throwing money at your business.

Why Inbound Marketing is So Effective

There’s a reason why inbound marketing strategies are so wildly effective. People today want the power to educate themselves and make their own decisions. They don’t want to feel like they’re being sold.

By providing valuable education and information to prospects up front, you become a trusted advisor. Share information that sticks with them. Give them educational content that helps them grow as an individual or a company. Salespeople who become trusted advisors and understand the needs of economic buyers are 69% more likely to come away with a sale. – Brian J. Carroll, B2BLeadBlog.com

Salespeople are viewed as pushy and untrustworthy. When you write articles that address the questions your audience is asking and answer their struggles with a solution, you give them something they want to read. More important, you provide your audience with content they want to share.

When done right, your business will see a flood of new traffic.

As mentioned earlier, HubSpot saw a tremendous influx in high-quality traffic when engaging in inbound marketing. Here are two charts that demonstrate what can happen when you blog on a regular basis.

HubSpot published approximately 9 to 15 blog posts per month. The more blog posts they published, the more new leads they received.

inbound marketing leads

HubSpot also judged how many blog posts it would take for a company to see a dramatic increase in leads. The sweet spot: 51 blog posts.

inbound leads

For more information, check out the entire report by HubSpot here.

Inbound Marketing is a Numbers Game

You’re smart. You want to see the ROI on your investment. With inbound marketing, it’s easy to back this strategy with facts and figures.

Instead of calculating how many calls you make to generate leads, you need to calculate how many page views and clicks generate leads.

When used in the right way, you can expect 1% of all people reached to turn into a sale. Let’s take a look at that in terms of website traffic from inbound marketing.

If you have 1,000 unique monthly visitors on your website, it’s reasonable to expect that 30 of them will reach out to contact you. From that, 5 people will become new leads, and one person will buy.

What’s perhaps more attractive is that inbound marketing requires far less investment.

The benefits are endless.

  • Your prospects become eager to speak to your sales team instead of dodging your cold calls.
  • The morale of your team soars through the roof because they are being spoon fed leads that are actually interested in buying.
  • When the confidence of your sales team goes through the roof, your business brings in more revenues and closes more sales.

Position your company as the go-to resource in your field through blogging, value-based content, and other inbound marketing strategies. This is certain to bring you more traffic and more revenues. The only thing there is less of is turnover in your sales team.

Inbound Marketing vs. Outbound Marketing: The Answer is Clear

Consumers are sick of being interrupted with pushy sales messages. Trust in sales teams is down. To capture the attention of consumers today, you need innovative marketing strategies.

With more people searching for new products and data online, blogging has never been more important. Companies like HubSpot prove that blogging has a direct impact on your bottom line. Focusing on what the consumer wants stirs interest in the market for your company, putting high-quality leads on the desks of your sales team.

Need more convincing? Take a step back and look at your own purchase behavior. Chances are, you’re just like your customers in the way you make purchases.


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How to Improve the Productivity of Your Sales Force

sales force

If you need to generate more sales, there are two ways to improve the overall productivity of your sales force.

  • Hire more reps
  • Increase output per rep

According to Marc Benioff, founder of Salesforce.com

Hiring more reps is the way to go; assuming that you have already created systems and process that have allowed your current reps to achieve the goals you’ve set for them, that is.

But what if your current sales force isn’t yet hitting their numbers? Could productivity be the issue?

In today’s post, I am going to address how to massively improve productivity in just one area: prospecting.
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Need More Leads? 7 Easy Ways to Increase Conversions


lead generation

You’ve started driving traffic to your site, but how do you turn these visitors into solid leads? What can you do to get your visitors to provide their contact information and enter your sales funnel?

One of the best ways to collect leads for your sales team is to provide premium content.

Are you making the most of this strategy? Have you created a compelling offer and excellent landing page to entice people to sign up? The following strategies will show you how to generate leads from your website.
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Inbound Marketing 101: A Beginners Guide to Lead Generation

Marketing has changed more in the last two years than in the previous 50 combined. Have you adapted your marketing strategies and tactics to keep up?

If your company is focusing solely on outbound “push” marketing methods like messages sent through direct mail, telemarketing, print advertising, radio or TV then, you have some catching up to do.

For the last several years, company after company has proven that inbound marketing is a far more effective way to reach potential customers. With inbound marketing, the goal isn’t to interrupt people from what they are interested in. Instead, the goal is to become what they are interested in.

Want to know who to make the transformation? Read on…

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