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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.

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

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Ted Prodromou shares tips on using linkedin for lead generation

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.

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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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The First Call: How to Qualify a New Business Prospect

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first-call

business prospect

Thanks to our consistent blogging and optimized calls to action, we get a LOT of leads from our blog. Sadly, not all of them are a good fit for our services, so ensuring that we focus our attention on the right leads is absolutely critical to our success.

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Walter Bergeron Started From Scratch, Built and Sold His Company for $10M

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WALTER BERGERON FC 14

Walter Bergeron is a multi-millionaire serial entrepreneur, a best selling author and Marketer of the Year. This Navy veteran started his entrepreneurial journey at the young age of 12, detailing automobiles in his parents’ driveway and has owned many businesses since then.  In 1996, after he completed a U.S. Navy tour aboard the nuclear powered aircraft carrier USS Carl Vinson, he started his industrial repair company in a small shed in the middle of the sugarcane fields of Louisiana. His entrepreneurial path led him to sell his industrial company for $10 Million and is now guiding other driven entrepreneurs on a path to exponentially grow and sell their business to achieve their own 8 figure lifestyle liberating payday. For a free copy of one of his bestselling books go to www.walterbergeron.com .

Listen to the Audio

Our Chat Today

  • Tell me about the Pivotal moment you had before sales recently increased.
  • So you doubled your previous years revenue in just 90 days?
  • What did you do to freely gain an understanding of your market and clients?
  • Please tell me about the newsletter you created and the results you achieved.
  • Please tell me about the new client acquisition campaign.
  • Please tell me about the steps that lead up to your industrial case.
  • How did you get traffic to your landing pages?
  • Please tell me how you upgraded your lead generation system.
  • Tell us about the other companies that you bought.
  • Please tell me about how you create systems to run your business.
  • How did you sell your company?

Additional Resources Mentioned

Thanks for Listening!

To share your thoughts:

  • Leave a comment in the comment section below
  • Share this episode on Twitter or Facebook

To help out the show:

  • Leave a review on iTunes. It's your best way to say thank you to our team.
  • Subscribe on iTunes
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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
  • Share this episode on Twitter or Facebook

To help out the show:

  • Leave a review on iTunes. It's your best way to say thank you to our team.
  • Subscribe on iTunes

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Create Content or Prospect via LinkedIn: Which is a Better Use of Time?

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Create Content or Prospect via LinkedIn

inbound vs outbound

Inbound vs outbound marketing. Which is a better use of your time?

I had the opportunity recently to interview 2 CEO’s who were both running very successful businesses and taking very different approaches to lead generation.

One CEO focused on inbound marketing, the other on outbound marketing. Which marketing method is a better use of your time if you are just getting started and don’t have the momentum from having an established content marketing strategy in place?

This podcast discusses the pros and cons of each approach as well as a hybrid approach.

  • (01:38) Introduction
  • (02:05) Inbound or Outbound?
  • (03:15) The case for inbound
  • (05:20) The case for outbound
  • (09:35) Our hybrid approach

For more episodes from myself and other successful business professionals, subscribe now and don’t miss out on future shows.

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!

 

Thanks for Listening!

To share your thoughts:

  • Leave a comment in the comment section below
  • Share this episode on Twitter or Facebook

To help out the show:

  • Leave a review on iTunes. It's your best way to say thank you to our team.
  • Subscribe on iTunes
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How Evan Owens Built a $3.5 Million Digital Agency

EVAN OWENS

Evan Owens has built Centresource to $3.5 mil revenue last year by attracting the right clients and employees. Centresource is a digital agency that makes, markets and measures digital experiences for companies.

In today’s episode I get Evan to share the type of work Centresource does, who they work for and how they generate leads. We also discuss how content marketing plays a role in their business, how they pick which local networking events to attend and how both of these strategies generate leads. Pay close attention and learn a very smart thing Evan does once he builds a relationship with event organizers.

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

  • (03:00) Introduction
  • (04:30) What type of work does your firm do?
  • (07:30) How do you structure the billing of your software development projects?
  • (08:45) What KPI’s do your customers focus on the ensure they are getting an ROI?
  • (10:34) Which areas of healthcare are you getting traction with?
  • (12:00) How are you generating leads in healthcare?
  • (15:15) How do you find events to attend?
  • (19:00) Please describe your process for content marketing.
  • (27:00) Please tell me about how you go about hiring salespeople.
  • (34:00) Should an agency choose just one niche?

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 Evan Owens

Evan Owens is the CEO for Centresource Interactive Agency. Founded in 2003, Centresource helps their clients merge technology and marketing strategies to produce measurable results in the areas of growth, retention, efficiency, training and analytics. Throughout his career, he has helped a broad base of organizations such as Adobe, Healthways, Singer Sewing, Mapco, and SESAC revolutionize their marketing and technology strategies.

Under his leadership, Centresource has expanded to a national client base and is privileged to be named in the INC 5000, the Hottest 100 Companies in TN and the Inner City 100 Fastest Growing Companies in the US lists. Also in 2010, Centresource was selected as a finalist for the .NET Design Agency of the Year.

Evan holds a Bachelor’s Degree in Music from Belmont University. Outside of Centresource, he is the co-founder of Reboot Combat Recovery, a non-profit dedicated to helping service members heal from the spiritual wounds of war such as Post-Traumatic Stress Disorder and combat trauma.

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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How LocalResponse.com Has Grown From “Failed Investment” to Over $10M in 36 Months

Kathy Leake

 

kathy-leake-interview_0

Kathy Leake has over 20 years experience in agency advertising. In 2007 she became an entrepreneur and started her first successful ad-tech company.

Kathy started her second company, Local Response, also in the ad-tech space in March 2011. LocalResponse has revenues of over $10 million and expects to double revenue this year. Kathy has a goal of starting multiple companies over the next 10+ years and maintaining a vested interest in each.

In this interview you will learn what the ad tech industry does, how Local Response is using commercial intent, how they collect data and how the brands they work with use it.  Kathy will also share how Local Response generates leads for themselves, and how they use email to open the door.

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

  • (03:00) Introduction
  • (05:20) Why did you start two ad-tech companies?
  • (07:30) How did you cross over from the services to technology side?
  • (12:00) How did you raise the funds to start your current company?
  • (16:00) What does your product do?
  • (20:00) How many people are on the team?
  • (21:00) What are the profit margins like in ad-tech?
  • (23:00) How do you generate leads?
  • (34:00) What does one of your first sales calls look like?
  • (39:00) What things need to be in place to have any type of a series A round for raising funds?

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 Kathy Leake

Kathy is currently the CEO and Co-Founder of LocalResponse, a company that helps marketers respond to real-time consumer intent. At LocalResponse she is responsible for positioning, go-to-market, revenue generation and general operations.

Prior to joining LocalResponse, Kathy was a Founder and Chief Revenue Officer at Media6Degrees, a Social Targeting company.  At Media6, Kathy developed the positioning, strategy and go-to-market blueprint for the company.  She successfully took Media6 to market and drove the company from pre-revenue to $20 million in revenue and $100 million valuation in 2 years.

Kathy came to Media6 with 20 years of advertising experience having worked at multiple Omnicom and WPP agencies such as DDB Needham, Ogilvy & Mather, TBWA/Chiat Day, Agency.com and Red Sky Interactive. At these agencies Kathy held executive, business development and media positions.

Kathy is passionate about creating new methods of ad targeting and has been published in numerous articles for industry leading publications including Ad Age, Ad Week, eMarketer, CMO.com, MediaPost, Business Insider, Tech Crunch, GigaOM, Mobile Marketer, Venture Beat and Internet Retailer. Kathy was named Mobile Marketer’s Mobile Women to Watch in 2013 and 21 Most Powerful Women in Mobile by Business Insider 2012 and 28 Most Powerful Women in Mobile 2013 by Business Insider. Listed on Forbes as Top 11 Women Who Started Amazing Companies and both of her start-ups are listed in Forbes America’s Most Promising Companies 2013.

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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