How HCSS Software Used Inbound Marketing to Increase Lead Generation by 400%

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lead generation ideas from Dan Briscoe

Today we interview Dan Briscoe, the VP of Marketing for a software company called HCSS. HCSS started in 1986 and makes software for big construction companies. HCSS brought Dan in about 2.5 years ago when their leads began to stagnate. He has helped them achieve phenomenal results.

In the interview, we unpack the tactics that went into Dan’s results.

How did they get started? How did they get buy-in from the executive team? What did he do to experiment and deliver concrete results to sway the naysayers? How is SEO and video playing a role in their strategy? What lead generating ideas did he bring to HCSS?

We finish the conversation on how he provides concrete ROI data with analytics.

How to Leverage Reddit to Build Your Audience

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brent-csutoras-interview_0

brent csutoras tells how he is using reddit for business growth.

You’ve probably heard of Reddit, but do you know how to leverage it to grow your business? Have you tried using Reddit for your business but found it difficult to figure out how to get results?

Brent Csutoras is a social media strategist and entrepreneur who specializes in social media marketing, content marketing and viral content creation. He’s been involved with the Reddit platform for a long time.

Reddit is a group of thousands of communities. No matter what you are interested in there is a sub Reddit for you to join in on the discussion. The whole purpose of Reddit is to share content that a particular sub Reddit would find interesting and would like to discuss.

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How B2B Marketers Can Use Target Account Selling to Land More Clients

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dan-ziman_0

the difference between sales and marketing - an interview with Dan Ziman

If you are an executive at a larger organization, you may be very familiar with the disconnect between sales and marketing. Marketing talks about leads and lead generation, sales tends to talk about target accounts and outreach to close those target accounts.

You may have encountered issues with deals getting lost when people make calls without knowing if those leads are already a target account, if they are already a customer, or if a deal is already being worked on.

Dan Ziman, CMO for Lean Data explains how LeanDataInc.com solves that problem using their software. Lean Data helps companies with their account based sales and marketing strategies, specifically on Salesforce.com.

Listen now and you’ll hear Dan and I talk about:

  • (00:50)  Introductions
  • (04:20)  What are some of the problems you help your clients solve?
  • (09:20)  How does your software help to solve target account selling problems?
  • (11:50)  What size of companies suffer from these problems?
  • (15:30)  How did your company get its first dozen customers?
  • (18:30)  How did you build your target account list?
  • (20:20)  How did you make contact with the people on your list?
  • (22:50)  How did you have interns do 2nd level validation?
  • (25:50)  What are some things that people could do to better use their CRM?
  • (35:50)  What is round-robbining lead management and what are some challenges with it?
  • (37:50)  How much does your product cost?

More About This Episode

The Bright Ideas podcast is the podcast for business owners and marketers who want to discover how to use online marketing and sales automation tactics to massively grow their business.

It’s designed to help marketing agencies and small business owners discover which online marketing strategies are working most effectively today – all from the mouths of expert entrepreneurs who are already making it big.

Listen Now

Enjoyed this Interview? Here’s How To Leave us a Positive Review on iTunes!

If you enjoyed this episode, click here for more information on How to Leave Us a Positive Review on iTunes! Your review will help to spread the word and get more entrepreneurs like you interested in our podcast. Thanks in advance - we appreciate you!

Transcript

If you would like a transcript of the show please visit the original interview published at GrooveDigitalMarketing.com/18

About Dan Ziman

dan-ziman-image_0Dan is the CMO at LeanData where he manages the branding, digital marketing, communications, and demand generation programs. Prior to joining LeanData, Dan was VP of Marketing at Lithium where he built the company’s digital, demand gen, corporate events, and marketing communications strategies. During Dan’s tenure, the company grew from 65 to over 340 employees and revenues grew by more than 600%. Dan previously led demand generation and sales enablement at TIBCO and was the creative director for the award-winning “Greg the Architect” campaign.

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Welcome to the Bright Ideas Community of Entrenpreneurs

Advanced Tactics for Content Marketing and Lead Generation with Nathan Yerian

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Nathan Yerian FC

nathan-yerian-interview_0

Nathan Yerian is a co-founder of Adhere Creative, a marketing agency started at a kitchen table by Nathan and 2 other founders. Adhere Creative is now a 7 figure a year and agency with a nice roster of clients that pay monthly retainers.

If you want to learn how to build an agency like Nathan’s, this podcast is for you. In particular, we talk in detail about three of Nathan’s strategy for attracting leads.

One strategy is content marketing and we discuss specific questions as to how Nathan makes certain he gets the right content promoted in the right way so the right people read it.

We also talk about how Adhere syndicates their content and the types of conversation they have when a lead becomes sales qualified. They get them on retainer from Day One!

Listen now and you’ll hear Nathan and I talk about:

  • (04:00) Introduction
  • (05:20) Why did you pick Adhere for the name?
  • (06:00) How much revenue did you do in year one?
  • (09:30) What is your background in business?
  • (13:00) Where did you attract your first few clients?
  • (14:00) How has the type of client you work with changed?
  • (16:40) Please describe how you managed your retainer relationship
  • (20:00) What size of company do you target?
  • (23:00) How do you generate leads?
  • (34:00) How are you using twitter to promote your content?
  • (36:40) How does content syndication play a role in your content promotion?
  • (39:00) How do you handle the very first call with a prospect?
  • (44:00) Please describe what you mean by a marketing platform
  • (46:00) When does your relationship transition from free advice to paid work?
  • (48:40) Do your clients sign on for a retainer from day 1?

Resources Mentioned

More About This Episode

The Bright Ideas podcast is the podcast for business owners and marketers who want to discover how to use online marketing and sales automation tactics to massively grow their business.

It’s designed to help marketing agencies and small business owners discover which online marketing strategies are working most effectively today – all from the mouths of expert entrepreneurs who are already making it big.

Listen Now

Enjoyed this Interview? Here’s How To Leave us a Positive Review on iTunes!

If you enjoyed this episode, click here for more information on How to Leave Us a Positive Review on iTunes! Your review will help to spread the word and get more entrepreneurs like you interested in our podcast. Thanks in advance - we appreciate you!

About Nathan Yerian

Nathan-YerianDirector of Strategy at inbound marketing agency, Adhere Creative, Nathan is responsible for the strategic direction of client campaigns. Nathan challenges his team and his clients to step far outside of traditional practices to breathe a creative life into a brand. The best clients for Nathan and Adhere Creative are those who are most willing to listen. While away from the office, Nathan enjoys traveling like a Roman, experiencing unique foods, craft beers and an engaging conversation with a stranger, soon turned friend.

Thanks for Listening!

To share your thoughts:

  • Leave a comment in the comment section below
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  • Leave a review on iTunes. It's your best way to say thank you to our team.
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Welcome to the Bright Ideas Community of Entrenpreneurs

Sam Meers on How He Survived Unbelievable Adversity and Built a Thriving Ad Agency

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SAM MEERS FC

Sam Meers Interview

Sam Meers is the President and CEO of a very successful Integrated marketing communications agency that is 21 years old but nearly went broke in 2008. The number of adversities that he has dealt with is mind-boggling. In 1995 both his wife and son were diagnosed with cancer and he later lost both of them to the disease. In 2008, he nearly went broke and his agency shrunk down to 3 people.

How does someone get through this? What went on in his mind to pull through this adversity?

Tune in to learn the secrets of how he overcame these immense challenges. Sam will also share:

  • How content marketing is playing a role in his company.
  • How to develop an effective content strategy.
  • How to engage a prospective client in a conversation that makes you look like a genius that they realize they have to start working with you in order to connect with their clients in a meaningful way.

Listen now and you’ll hear Sam and I talk about:

  • (03:50) Introduction
  • (05:22) What type of client do you work with
  • (07:50) When and how did you start?
  • (11:05) Where did you first few clients come from?
  • (15:20) How did you manage to keep going after your wife and son died?
  • (25:50) When did content marketing start to play a role in your business?
  • (30:50) How did you bounce back from the bottom in 2008?
  • (38:50) What does a discovery conversation with a client look like
  • (46:50) Please explain the importance of having a strong media team
  • (52:50) Why did you start your podcast?
  • (55:50) Please tell us about one of your biggest mistakes?
  • (59:50) What advice would you give to CEO’s who want to embrace content marketing.

Resources Mentioned

More About This Episode

The Bright Ideas podcast is the podcast for business owners and marketers who want to discover how to use online marketing and sales automation tactics to massively grow their business.

It’s designed to help marketing agencies and small business owners discover which online marketing strategies are working most effectively today – all from the mouths of expert entrepreneurs who are already making it big.

Listen Now

Enjoyed this Interview? Here’s How To Leave us a Positive Review on iTunes!

If you enjoyed this episode, click here for more information on How to Leave Us a Positive Review on iTunes! Your review will help to spread the word and get more entrepreneurs like you interested in our podcast. Thanks in advance - we appreciate you!

About Sam Meers

A strong proponent of advertising and digital strategy to build brands, Sam Meers has developed his marketing communications beliefs through experience. Founding Meers Advertising in 1993, he has witnessed the rapidly evolving integration of traditional and digital communications first-hand. Some of the companies with which the agency works include Assurant, Blue Cross and Blue Shield of Kansas City, Missouri Gas Energy, HCA Midwest Health System, United Way of Greater Kansas City, Children’s Mercy Hospitals and Clinics, the Kauffman Center for the Performing Arts, 3M, Lead Bank and the National World War I Museum.

Earlier this year, Meers Advertising was recognized by Inc. Magazine as the fastest growing company in Kansas City, Missouri, and the 649th fastest growing company in the nation. The company was also recognized by The Agency Post as the 33rd fastest growing advertising agency in the nation. The Downtown Council of Kansas City named Sam an Urban Hero for the work he and his company have done to revitalize the Urban Core of Kansas City.

Sam posts frequently to his blog and podcast, Smoke & Meers, on the ever-changing advertising and digital marketing scene. His agency has become known for helping clients build their brands, drive customer engagement and product sales.

Meers serves on the Kansas City Board of Governors of the American Association of Advertising Agencies, is a Helzberg Entrepreneurial Mentoring Program Fellow, Vice Chair of Member Engagement at the Central Exchange and is a long-time supporter of Children’s Mercy Hospitals and Clinics.

Thanks for Listening!

To share your thoughts:

  • Leave a comment in the comment section below
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  • Leave a review on iTunes. It's your best way to say thank you to our team.
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Welcome to the Bright Ideas Community of Entrenpreneurs

How to Attract Retainer Clients Using LinkedIn with Tony Wright

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Tony Wright

tony-wright-interview_0

Tony Wright is the CEO of WrightIMC, an integrated marketing agency that did $2.3 million in revenue last year and is on track to earn over $3 million in revenue this year. Want to learn how to get more retainer clients? 90% of WrightIMC’s revenue is retainer income.

Tony also shares his 4-step strategy for SEO, how he uses speaking gigs to land new clients, and why he spends 2 hours per day on LinkedIn.

Listen now and you’ll hear Tony and I talk about:

  • (03:10) Introduction
  • (05:10) What type of services are best for retainer?
  • (06:40) When do you start talking to clients about a retainer?
  • (11:10) What tools do use to track time spent by your team?
  • (13:10) What type of customer do you sell to?
  • (16:10) When did referrals start to play a major role?
  • (17:40) How do you get your speaking gigs?
  • (21:10) How do you use LinkedIn?
  • (29:10) How does content marketing play a role in lead generation?
  • (31:10) What does you first conversation with a prospective client look like?
  • (34:10) How did you get to write for INC magazine?
  • (37:10) What do you do for SEO for a client these days?
  • (41:55) Please expand on your syndication strategy
  • (44:10) How do you tag someone on facebook?

Resources Mentioned

More About This Episode

The Bright Ideas podcast is the podcast for business owners and marketers who want to discover how to use online marketing and sales automation tactics to massively grow their business.

It’s designed to help marketing agencies and small business owners discover which online marketing strategies are working most effectively today – all from the mouths of expert entrepreneurs who are already making it big.

Listen Now

Enjoyed this Interview? Here’s How To Leave us a Positive Review on iTunes!

If you enjoyed this episode, click here for more information on How to Leave Us a Positive Review on iTunes! Your review will help to spread the word and get more entrepreneurs like you interested in our podcast. Thanks in advance - we appreciate you!

About Tony Wright

TonyWright2

With more than 14 years of hands-on and strategic experience in interactive marketing and a background in traditional and interactive public relations and journalism, Tony Wright has spent his career helping companies of all sizes be profitable online.

Wright is a search marketing geek and also has extensive experience in online crisis communication and brand reputation strategy, including corporate blogging and corporate monitoring, most notably directing the online corporate reputation management strategy for American Airlines immediately following the events of September 11, 2001. Wright serves as the driving force behind WrightIMC while also managing online media strategies, public relations and other interactive marketing projects for clients. He provides valuable input into creative, technical and strategic projects as well, ensuring that the strategic vision of all interactive marketing programs mesh with campaign goals.

Thanks for Listening!

To share your thoughts:

  • Leave a comment in the comment section below
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Welcome to the Bright Ideas Community of Entrenpreneurs

How to Build a Big Agency in a Small Market with Paul Ten Haken

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Paul Ten Haken

paul-ten-haken-interview_0

Paul Ten Haken is the CEO of Click Rain, a $3 million business located in South Dakota. Click Rain is a 25-person marketing agency that has been recognized for extraordinary levels of growth.

Learn how Click Rain attracted their very early customers and what has become the number one source of new business for them now.  Paul reveals some potential snags around partnerships and how to avoid them. Finally he explains the deliberate actions to take to build a positive company culture so you have less turnover, happier employees, happier clients, and more referrals.

Listen now and you’ll hear Paul and I talk about:

  • (03:45) Introduction
  • (05:15) Why did you start your company?
  • (06:45) How did you get started?
  • (09:30) What advice would you give to others considering partnerships?
  • (14:45) How did you attract your first 10 customers?
  • (16:45) How do you attract clients now?
  • (21:15) How do you attract and retain talent?
  • (23:45) How are you shaping your culture?
  • (26:45) When did you begin to consciously invest in your company culture?
  • (30:15) Tell us about your content marketing strategy
  • (35:15) Why did you bring on two more partners?

Resources Mentioned

  • Discover the tools we use to run our business and recommendations at GrabTrentsBonus.com

More About This Episode

The Bright Ideas podcast is the podcast for business owners and marketers who want to discover how to use online marketing and sales automation tactics to massively grow their business.

It’s designed to help marketing agencies and small business owners discover which online marketing strategies are working most effectively today – all from the mouths of expert entrepreneurs who are already making it big.

Listen Now

Enjoyed this Interview? Here’s How To Leave us a Positive Review on iTunes!

If you enjoyed this episode, click here for more information on How to Leave Us a Positive Review on iTunes! Your review will help to spread the word and get more entrepreneurs like you interested in our podcast. Thanks in advance - we appreciate you!

About Paul Ten Haken

PaulTenHaken

Paul Ten Haken represents the personification of web and digital technology and its limitless potential. Since launching his digital marketing firm, Click Rain, in 2008, the company has made its way on to the Inc. 5000 list as one of America’s fastest growing companies. Paul was named as one of Entrepreneur Magazine’s Top Ten Emerging Entrepreneurs of 2011. He sits on numerous boards and committees and is a respected author, businessman, and member of the community. He credits his spirituality for much of what he defines as success. He and his wife Jill have three outstanding kids and reside in Sioux Falls, SD.

Thanks for Listening!

To share your thoughts:

  • Leave a comment in the comment section below
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  • Leave a review on iTunes. It's your best way to say thank you to our team.
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Welcome to the Bright Ideas Community of Entrenpreneurs

Content Marketing Strategies That Work with Andrew Gaffney

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Andrew Gaffney

Content Marketing Strategies Expert Andrew Gaffney Interviewed on the BrightIdeas Podcast

Andrew Gaffney is the founder and CEO of Demand Gen Report, a digital publication covering best practices and engagement strategy for lead generation. Founded seven years ago, Demand Gen Report has experienced continuous growth and ranked on the Inc 5000 last year. Since then, their revenues are up another 70% this year.

Andrew is a walking, talking example of developing content marketing strategies that work. Content marketing has played a pivotal role in his organizational growth. He shares how to figure out your buyer persona and how it affects content marketing strategy, what your marketing funnel should look like, and how to combine traditional outbound with content marketing to get much better results.

Listen to the end, and I share how to get a list of all the tools we use to run BrightIdeas. If you choose to purchase using our affiliate links, you will get a bonus!

Listen now and you’ll hear Andrew and I talk about:

  • (02:30) Introduction
  • (05:16) Please tell me about your company
  • (10:30) How do you help clients understand their buyer persona?
  • (12:50) What advice do you give clients on how to really understand their buyer persona?
  • (15:55) Please tell me about the specific process you use to help clients understand their buyers
  • (18:30) How to better look at marketing opportunities to align with your business goals?
  • (19:50) How does a big piece of content fit in with the content strategy?
  • (22:15) How does the length of the sales cycle affect the value of content marketing?
  • (23:30) Please describe the various stages in a marketing funnel
  • (25:30) How have you combined traditional outbound with inbound?
  • (29:30) How has Linkedin played a part of your outbound?
  • (31:30) How are you helping clients use data to validate their assumptions?
  • (32:30) What is sales enablement?

Resources Mentioned

 

More About This Episode

Content Marketing Strategies InterviewThe Bright Ideas podcast is the podcast for business owners and marketers who want to discover how to use online marketing and sales automation tactics to massively grow their business.

It’s designed to help marketing agencies and small business owners discover which online marketing strategies are working most effectively today – all from the mouths of expert entrepreneurs who are already making it big.

Listen Now

Enjoyed this Interview? Here’s How To Leave us a Positive Review on iTunes!

If you enjoyed this episode, click here for more information on How to Leave Us a Positive Review on iTunes! Your review will help to spread the word and get more entrepreneurs like you interested in our podcast. Thanks in advance - we appreciate you!

About Andrew Gaffney

Andrew Gaffney

Andrew wears many hats at his growing company, Demand Gen Reports, and its many divisions. He works with many leading solution providers to develop programs that position their company as a thought leader in their respective industry.

Andrew’s company specializes in custom content creation such as white papers, E-books, infographics, webinars, videos & social media that positions their clients as a thought leader and generates leads and sales opportunities. They have several online publications with more than 60,000 loyal subscribers providing their clients with a platform to distribute their message and guaranteeing they get to the people they are trying to reach.

Their divisions include:

  • Retail TouchPoints targeted to decision makers in the retail industry.
  • Demand Gen Report targeted to B2B sales and marketing executives with over 28,000 readers. Get your complimentary subscription!
  • Channel Marketer Report targeted to OEMs / manufactures their partner networks.
  • Content4Demand for healthcare, pharmaceutical, manufacturing, industrial, IT/Telecom and consumer packaged goods companies.

 

Thanks for Listening!

To share your thoughts:

  • Leave a comment in the comment section below
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To help out the show:

  • Leave a review on iTunes. It's your best way to say thank you to our team.
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Welcome to the Bright Ideas Community of Entrenpreneurs

The How and Why of Creating a Buyer Persona with Chris Handy

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chris handy 4in x 6in x 300dpi x FC

chris-handy-interview_0Chris Handy is back on Bright Ideas to dive into why having a buyer persona is such an important tool in any inbound strategy.

We rarely have repeat guests on Bright Ideas (in fact, this is only the second time; in the first interview, Chris shared how he built a $400k two-person agency in just 2 years). I didn’t necessarily plan on bringing Chris back, but on a webinar I heard someone explain some really insightful points about a buyer persona — turns out, Chris ended up being the mystery speaker and he has graciously accepted another invitation to offer some proven tactics on how creating buyer personas have helped grow his business.

This topic relates to ALL business people, and I know you’ll learn a great deal yet again from Chris.

Listen now and you’ll hear Chris and I talk about:

  • (03:00)  Introductions
  • (04:00)  What I’ve been doing with my Podcast and Groove
  • (10:00)  What happened at your first live webinar?
  • (14:30)  Why should I bother with creating a buyer persona?
  • (19:00)  How many buyer personas should you have?
  • (21:45)  How do you create a buyer persona?
  • (27:00)  How do you use the persona in your content marketing?
  • (29:00)  How do you use the persona in your lead nurturing strategy?

Resources Mentioned

More About This Episode

The Bright Ideas podcast is the podcast for business owners and marketers who want to discover how to use online marketing and sales automation tactics to massively grow their business.

It’s designed to help marketing agencies and small business owners discover which online marketing strategies are working most effectively today – all from the mouths of expert entrepreneurs who are already making it big.

Listen Now

Enjoyed this Interview? Here’s How To Leave us a Positive Review on iTunes!

If you enjoyed this episode, click here for more information on How to Leave Us a Positive Review on iTunes! Your review will help to spread the word and get more entrepreneurs like you interested in our podcast. Thanks in advance - we appreciate you!

About Chris Handy

ChrisHandyChris Handy is the Founder & CEO of ThinkHandy, a sales and marketing alignment consultancy in Fort Worth, TX. Apart from starting ThinkHandy, Chris has also done work for eRecyclingCorps, Easysale Inc, and EzBayer.

Chris’ company is Hubspot Certified and has an extensive inbound marketing background. Chris is a graduate of the Univeristy of Texas at Arlington in Management and Marketing and is a self-proclaimed Saved By The Bell “Trivia Master”.

Thanks for Listening!

To share your thoughts:

  • Leave a comment in the comment section below
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  • Leave a review on iTunes. It's your best way to say thank you to our team.
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Welcome to the Bright Ideas Community of Entrenpreneurs

How Content Marketing Has Forever Changed How to Attract Clients and How You Can Take Advantage of This Shift

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Are you struggling to attract clients? Have you heard about Content Marketing, but aren’t yet sure what it is, or how to implement it? Would you like to be able to stop spending money chasing prospects and asking them to do business with you?

Read more