Top Line Results B2B Sales and Marketing Blog

Inbound Marketing Survey Proves Interesting for Industrial Businesses

Posted by Todd Hockenberry on Dec 30, 2014 8:00:00 AM

Inbound marketing works, but just how well? Our partner HubSpot surveyed over 3,500 marketing and sales professionals across the globe to develop a comprehensive report that shows the impact inbound marketing has had on their businesses.

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Topics: inbound marketing, industrial marketing

Foster Industrial Business Growth in 2015 With An Inbound Approach

Posted by Todd Hockenberry on Dec 22, 2014 8:00:00 AM

I recently had a chance to write an article for the HubSpot marketing blog and, since  Ed Marsh and I recently finished up our new e-book Manufacturing Revenue Growth: How to Sell Successfully in a World that Buys, I decided to focus on the shifting roles of sales and marketing and how best to approach sales with this new shift in mind.

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Topics: manufacturing, industrial marketing

Manufacturing Revenue Growth: How to Sell Successfully in a World that Buys

Posted by Todd Hockenberry on Nov 19, 2014 8:32:05 AM

With the resurgence of American manufacturing, many manufactures are finding that their marketing and sales efforts are failing to keep pace with their manufacturing progress. Due to changes in purchasing and research habits of buyers, many  of the sales and marketing techniques previously relied upon are falling short.

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Topics: top line growth

A New Guide for Creating Effective Case Studies

Posted by Todd Hockenberry on Oct 14, 2014 8:00:00 AM

HubSpot recently put out a new guide that I wanted to share with our readers. The Guide to Creating Case Studies for Your Agency is a new free download, from the awesome people over at HubSpot, designed to help you craft compelling case studies.

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Topics: Case Studies

Buying Cycle Changes Over Time

Posted by Todd Hockenberry on Oct 9, 2014 8:00:00 AM

It wasn't that long ago that the ideas of selling and marketing had drastically different connotations than they do today. Traditionally a buyer would be in the market for a product or service, would seek out a sales person from a company they had previous heard about through traditional sales channels, and the sales person would feed them the information the salesperson thought was relevant. The buyer might repeat this process a couple of times and compare prices, but the information they used to make their final decision would have come from a salesperson.

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Topics: sales

Manufacturing Workforce Development Playbook

Posted by Leanne Hockenberry on Oct 6, 2014 8:00:00 AM

When it comes to the manufacturing workforce development crisis, any plan that is put into place to address this crisis must address the needs and perspectives of all of the players. These players include those in the industry, the education system, and the government. Each of these players has a very unique perspective, unique needs, and a unique understanding of the manufacturing workforce development crisis and any solution must take each of these perspectives into account.

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HubSpot CRM Product Launch from Inbound 2014

Posted by Todd Hockenberry on Sep 16, 2014 6:00:00 PM

This week I got to take a break from the heat of Florida to cool off at Inbound 2014. If you're not familiar, Inbound is the annual conference hosted by HubSpot in Boston. They share product announcements, host seminars, talks, and every year it's a great experience.

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Topics: HubSpot

Building Trust by Creating Remarkable Content

Posted by Todd Hockenberry on Sep 2, 2014 5:48:21 PM

A single piece of content can have a lot of different jobs to do, like:

  • Attracting prospects
  • Educating
  • Engaging customers
  • Building trust

Each aspect of your contents purpose is important, but for right now I just want to focus on the last, building trust.

Building Trust

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Topics: inbound marketing

Market Driven, Sales Driven, or Driven Insane?

Posted by Todd Hockenberry on Sep 2, 2014 8:00:00 AM

"Nothing happens until something gets sold."   This is an old clich√© quote I have heard many times, mostly from salespeople complaining about not getting their just due from senior management. Do you believe this?  I used to believe it when I was a salesperson.  I thought sales made the world go round.  Nothing happens without us right?

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Topics: marketing, sales, sales management

Writing Testimonials: Tell Your Story in a Way That Generates Leads

Posted by Todd Hockenberry on Mar 24, 2014 3:09:00 PM

When it comes to content creation, most of the time you have a couple of goals. Good content should be informative, compelling, and it should be building your reputation. One of the best ways to do all three of those things is with testimonials. Testimonials are great ways to showcase your talents as a company without sounding egotistical or obnoxious.

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Topics: inbound marketing, content


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