Top Line Results B2B Sales and Marketing Blog

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 cliché 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

How to Grow Your Manufacturing Business

Posted by Todd Hockenberry on Feb 12, 2014 3:01:00 PM

The idea is simple: grow your manufacturing business with inbound marketing tactics. But what does that really mean? We've written a lot about the various areas of inbound marketing, and how they relate specifically to manufacturing business, but today I wanted to dig into one of the more important but confusing areas of inbound tactics.

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Topics: inbound marketing

The Inbound Marketing Sales Process Effect: How Salespeople are Adopting Inbound

Posted by Todd Hockenberry on Jan 9, 2014 10:10:00 AM

As a concept, inbound marketing is a relative newcomer to the business world. Investing your marketing budget on ways to grab the attention of prospects has proven to be an effective alternative when compared to the traditional outbound methods. However, it’s worthwhile to have a by-the-numbers look at how inbound marketing affects sales and identify ways teams are using it to close deals.

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Topics: Inbound Sales


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