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Inbound Marketing: How Block Imaging Increased Sales by $9 Million

In this interview we’ll explore the success that Block Imaging has experienced with inbound marketing. We interview Krista Kotrla, Senior VP of Marketing for Block Imaging. Block Imaging buys and sells imaging equipment ranging from $50K to $500K.

We talk at length about the incredible results Block Imaging achieved through inbound marketing. When you hear the results, you will be stunned at how much of an impact inbound marketing has had on their business.

Krista will also explain to us how they got started, some of their mistakes,  how to create an effective inbound marketing campaign, and the major pivot that had a dramatic impact on their results. If you are looking for a proven success story from a company that sells relatively technical products in a “boring” industry then get ready to take notes. Don’t miss the golden nuggets on:

  • How to be helpful instead of ‘us’ focused.
  • How to create content from customer questions.
  • Why getting buy in is critical.
  • How content breaks down barriers between departments.

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The Third Call: The Right Way to Deliver a Strategy Presentation

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Having a website that consistently generate leads for you is critical.

So is having a deliberate sales process that ensures you don’t blow it with any of the qualified leads your inbound marketing campaign has generated for you.

As the host of a popular podcast, I have had the opportunity to interview hundreds of other CEOs, and, much to my surprise, not very many of them reported having a really well-defined sales process in place.

Perhaps this was because many of them run smaller (under $10M in rev) companies, or perhaps it’s because they just haven’t thought about it.

In today’s post, I’m going to share with you the third installment in our 3-step sales process: how to deliver a strategy presentation (and avoid writing proposals).

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