Subscribe

Archive | Sales

Clicking Through Your E-Book Doesn’t Mean They Want A Demo

The initial B2B sales conversation has changed. You implemented some fantastic content marketing. Your boutique agency is showing you incredible engagement metrics. You’re capturing fantastic insight on what they tell you are “marketing qualified leads” (MQLs). But, there’s a problem. You’re not getting to demo any faster. Your forecast isn’t getting bigger in proportion to your MQLs. […]

Just Because They Downloaded Your Infographic Doesn’t Mean They Want To Buy Your Product

Content Marketing Works. An effective Content Marketing Strategy, implemented well, delivers more quality leads, higher conversion rates, and better (lower) blended cost-per-lead than traditional means. I see the metrics with every customer I work with, every Marketing Exec that I talk to at InfluenceHR, and with every vendor that gives me a briefing. Before Marketing […]

#hrwins Trend Report: HR Technology, It’s Not Just for HR Any More

A few of the trends we recently looked at in the #hrwins should start you wondering who the buyer of HR Technology will be in the not-too-distant future. HR Tech’s continued growth in the SMB.   Until recently, other than payroll, we just haven’t seen the traction in the heart of SMB segment that we’ve seen […]

Content Selling Arrives in B2B HR Technology

I’ve been involved in some very successful Marketing and Sales efforts (read Revenue) for B2B HR Technology in both the SMB and Enterprise segments.  In every one of those successes we believed that marketing and sales needed to be looked at as one thing.  More like a continuum and less like two processes.  In today’s […]