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The Inbound Playbook

Inbound Recap : Account-Based Marketing in an Inbound World

Inbound Sales 5 minute read

Last week,  I attended HubSpot's INBOUND conference in Boston. I got the chance to listen to some of the brightest and most accomplished people share their secrets for success. These were best-selling authors, wildly successful business owners, motivational speakers and thought leaders all with their own unique systems and techniques for..

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What is the difference between PPC and Inbound? A Speedboat or a Sailboat.

Inbound Sales, SEO 9 minute read

The other day we were talking with a client about ways to speed up their marketing. We talked about how when inbound marketing is in place properly that a PPC campaign can speed things up. 

So, how does that work?  When should you use it?  Is it right for you?  Let's find out.

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3 Crucial Steps to Identify Qualified Leads Before a Sales Hand-Off

Inbound Sales 12 minute read

Did you know that a sales and marketing alignment makes companies 67% more effective at closing deals?

At the heart of a sales and marketing alignment is one main thing: Sharing a definition of a qualified lead.

As a marketer, you might have an idea of what makes a lead qualified. Maybe already you've felt excited about passing a great lead off..

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Why Smarketing is Necessary for Your Sales Funnel

Inbound Sales 8 minute read

Most decent-sized organizations will have both a sales team and marketing team, and for a long time, there was something of a dividing line between the two of them. For "traditional" thinkers, many would argue that one team could survive without the other (and often-times, it's the marketing team that gets cut first).

This "us against them"..

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How to Create a Digital Marketing Funnel

Inbound Sales 9 minute read

The sales process has been breaking in a big way.

You know how it goes: 

Sales reps do the selling, and marketers get a little slice of the pie — attract people to the brand... then, let sales do the rest.

This worked in the past. But with digital research rising, consumers are catching on — and they're tuning out of traditional sales pitches.


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Which CRM Tool is Right For You?

Inbound Sales 5 minute read

Using a CRM tool is one of the most valuable assets to your business. Over time, there is no better way to keep track of your marketing and sales funnel. However, there is a problem and let's be honest about it. Most of us get busy and forget to enter in our marketing and sales data. It could be that you just collected business cards, sent out..

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5 Lead Generation Fails

Inbound Sales 3 minute read

You do your due diligence and research everything you should be doing to market your business. You know that you need to be online and your train your team to deliver the best product or service possible. From time to time we see epic lead generation fails. Don't worry more than likely you just need to improve a few things to get moving back in..

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Are eBooks Dead for B2B Lead Generation?

According to a 2016 Demand Gen Report, 47% of buyers viewed 3-5 pieces of content before engaging with a sales rep.

But only the most engaging content will get them to convert.

As an agency that runs lots of tests for conversion, we're generally moving away from eBooks for B2B lead generation.

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What is a Qualified Lead? That's the Wrong Question

Identifying a great lead is one of the most important things you can do for your sales process.

But too many marketers ask the wrong question: Is my lead qualified?

The better question you should ask is, Which kind of qualified lead am I dealing with?

When you understand the difference between a marketing qualified lead and a sales qualified..

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How to Rock Your Sales Funnel [Free Marketing Audit Template]

For marketers who want to reliably fill their sales funnels, content is key:

93% of B2B companies say content marketing generates more leads than traditional marketing strategies, according to Marketo.

But many marketers are finding that content alone isn't enough.

For one-third of B2B marketers, the biggest problem is figuring out how to serve..

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Create Your Own Sales and Marketing Alignment in 5 Simple Steps

Inbound Sales 12 minute read

We hear a ton of buzz about how great sales and marketing alignment is.

But when you really dig into the nice-sounding ideas, you'll find that they're just.... nice-sounding ideas.

As we brought on a new sales director and started building out our marketing partnership, we thought, how do we actually create our own alignment? Buzzwords and..

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Create a Better Lead Experience With Sales and Marketing Unity

Inbound Sales 5 minute read

We talk a lot about how a sales and marketing alignment is great for business growth. But have you ever thought about how your company's unity — or chaos — has an effect on your leads?

If there's a glaring divide in your marketing and sales tactics, your leads will feel it. Here are tactics to unite your sales and marketing strategy to make a..

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Why Your Sales Team Should Steer Clear of Top-of-Funnel Leads

Maybe this marketing + sales snafu is familiar: You've generated a few dozen leads online, and your sales team is chomping at the bit to get them.

You've done your job, so you pass the names on to sales reps. They get called, sales are closed, everyone's happy.

Easy enough, right? Not completely.

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Why You Should Care About Scoring and Qualifying Leads

Inbound Sales 3 minute read

What's the difference between a regular old business lead, and a qualified lead? A qualified lead is much more ready to buy, and a better fit for your company, too. You might be thinking, "Yeah, but my sales team will call all of our leads anyway... why waste my time qualifying them?" 

If you need to prove to your sales team, your boss, or even

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