Podcast Episodes Archives - Page 22 of 39 - Bright Ideas for eCommerce Entrepreneurs

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

February 23, 2015/in Podcast Episodes /by Trent Dyrsmid

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.

CMO Rishi Dave on Dun & Bradstreet’s Digital Marketing Transformation

February 16, 2015/in Podcast Episodes /by Trent Dyrsmid

In this interview, Trent speaks with Rishi Dave, CMO of Dun & Bradstreet. Rishi has been with Dun & Bradstreet since February 2014. Trent found Rishi after reading an article titled, “If a 173 year old public company can digitally transform, what’s your excuse?”

If you are a CMO or CEO of an organization that hasn’t yet fully embraced digital marketing, you will learn a lot. Hear what Rishi focused on in the beginning and how they shifted their culture to embrace digital marketing.

What are a few other highlights? We talk about how the buyer’s journey has really changed in the last few years and how content marketing plays a role in that. Rishi also shares some best practices for lead segmentation.

Predictive Analytics: How to Apply Data Science to Your Company’s Sales Process

February 9, 2015/in Podcast Episodes /by Trent Dyrsmid

In today’s interview with Mick Hollison, we talk about predictive analytics as it applies to lead scoring. Mick is the CMO for InsideSales.com and a regular contributing author for Inc. Magazine.

Predictive analytics is a brand new topic for us on the BrightIdeas podcast. Predictive analytics helps you make objective decisions about lead quality based on key pieces of data. This information helps your sales team focus on those leads that have the highest probability of becoming customers.

Listen up and hear Mick explain in layman’s term what predictive analytics is, how it works, who should care about it, and how you can use it.

Conversion Optimization: How Radius.com Created a Very Clever Testing Methodology to Maximize Trial Conversions

February 2, 2015/in Podcast Episodes /by Trent Dyrsmid

John Hurley is the director of product marketing for a venture backed startup called Radius. Radius has raised about $80M so far. They are selling an enterprise software solution to major brand players like American Express.

Today we have a very interesting conversation! We start with the content strategy that Radius uses to get traffic. Then we investigate their conversion process and the extensive multi-step test they conducted on how customers enter their software trial program.

This interview serves as an in-depth case study on detailed conversion optimization testing. It’s an area I’ve never explored in depth with a guest before and is full of great information.

Focus on how they drove traffic and how they maximized conversions. If you are with a SaaS company the issues discussed in this interview will be near and dear to your heart. Regardless, any company that wants to maximize traffic and conversion can pick up some great tips.

Inbound Marketing Strategy: How Seismic Software is Using Content to Land Enterprise Clients

January 26, 2015/in Podcast Episodes /by Trent Dyrsmid

Daniel Rodriguez is the V.P. of Marketing at a venture backed software company called Seismic Software. His primary responsibility is generating leads for the sales team.

In this interview, Daniel is going to share the details of how his team has achieved significant success in attracting enterprise level clients (worth about $100K/year) using a combination of both inbound and outbound marketing. We dive into Seismic’s:

Inbound marketing strategy
How they define their buyer personas
How they use LinkedIn to develop their buyer personas
Some of the big challenges they encountered early on
How much they spend each year on inbound marketing
How they create and promote their content
How they use LinkedIn groups
Some of the assets in the top and middle of their funnel
Inbound marketing timeframes – what is a realistic expectation for how long it will take to achieve meaningful results?
The outbound marketing process run by their BDR’s
How they find email addresses and what they say in the emails they send

This interview is full of demand generation content you are going to love!

B2B Demand Generation Tactics and Hacks with Damian Thompson

January 19, 2015/0 Comments/in Podcast Episodes /by Trent Dyrsmid

Damian Thompson is the founder and chief revenue officer of Demand Genesis, who’s mission is to help 100 service & software firms build the company of their dreams while we build ours. We help companies gain new customers faster, retain existing subscribers longer, and obtain market leadership through Sales & Marketing Automation, Authority Content Creation, and Outbound Lead Generation.

Listen to the Audio

Our Chat Today

What services did you offer when you launched?
What was your target market?
What went wrong with this?
How did you make customers stick longer?
How has sales been changed by the internet?
How do you find your Business Development Reps?
How much do you pay a BDR?
What does the BDR do to generate leads?
What tools are you using to send emails to prospects?
How does voicemail play a role?
What tools do you use for phone calls?
When a conversation does actually happen, who initiates it?

B2B Demand Generation Tactics and Hacks with Damian Thompson

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Additional Resources Mentioned

Content Strategy: How GoodbyeCrutches.com Went From 3,000 to 70,000 Monthly Visitors

January 5, 2015/2 Comments/in Podcast Episodes /by Trent Dyrsmid

Tom Schwab is the CEO of GoodbyeCrutches.com. Goodbye Crutches sells equipment for people who can’t put weight on one foot or the other. Tom came from the corporate world and started a medical supply business. Over the last 4 years he has taken his business from a regional player to a national leader using inbound marketing and the HubSpot tool.

In this interview, Tom shares at length what they did to grow their blog from 3,000 visitors per month – 2000 of which was from paid traffic – to over 70,000 visitors per month, with almost no paid traffic.

There are two key points in this interview:

How to get your buyer personas correct.
How to map out a content strategy that pays very close attention to the needs, wants, and fears of your buyer personas.

Social Media Management: Little Known Secrets for Leveraging LinkedIn for Lead Generation

January 5, 2015/in Podcast Episodes /by Trent Dyrsmid

Today we interview Ted Prodromou, a Twitter & LinkedIn Expert. He is the author of “Ultimate Guide to LinkedIn for Business” and “Ultimate Guide to Twitter for Business”.

Our discussion focuses on ways to leverage LinkedIn to help you generate more leads. This episode is not a LinkedIn primer, it is for people who already have a profile and want to learn ways to use LinkedIn to find ideal customers, engage with them and get a conversation going that can result in new business.

LinkedIn is a very powerful platform for lead generation. Get ready to learn several methods to improve your LinkedIn prospecting.

Leadership: How to Start a Software Company

December 22, 2014/in Podcast Episodes /by Trent Dyrsmid

Today I interview Laura Roeder, who founded LKR Studios in 2009. Laura has built quite a name for herself teaching people how to create internet fame and how to use social media to further their business objectives. Out of that business she got an idea for a software product that helps people to use social media. The name of the software is Edgar.

Today we talk about the challenges of transitioning from an information products only business to the software business. Laura details the different skills and approach that are required to run a successful software business.

If you are thinking of starting a software business this is going to be a great interview for you to listen to.

Sales Strategy: How Tinderbox’s BDR Program is Generating 60 New Customers a Month

December 15, 2014/in Podcast Episodes /by Trent Dyrsmid

Is your sales organization bringing in a steady stream of new customers? In this episode, I interview Adam Becker from Tinderbox. Adam is the Director of Sales for Tinderbox and his role is making sure that the sales and lead generation teams are productive.

Tinderbox is a SaaS company focused on the sales productivity space. Specifically, they work with the documents sales teams are using on a day-to-day basis. This interview describes how Tinderbox uses a sales driven organization to add 50-60 new deals per month with the average deal size of $12-15K annually.

Tinderbox has a somewhat unique issue in that their customers don’t even know they have a problem until they get an education. Want to know the exact process they are going through to get their prospects attention?

You’ll not only learn that, but also learn in painstaking detail:

How they are finding people for their team
How they are training their team
How they are providing lists to their sales team
How they are compensating them
How the call structure works
How many touches it takes to get a prospect to be interested

If you are looking for insight into how to build a BDR program this interview is going to give you a ton of it.