Top Line Results B2B Sales and Marketing Blog

Questions To Ask Your Customers

Posted by Todd Hockenberry on Dec 18, 2012 10:00:00 AM

Recently I was asked, “Do you have questions you always ask future customers?”

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Topics: marketing, sales, communication, customer relationships

Blogging Equals Lead Generation for Manufacturers

Posted by Todd Hockenberry on Dec 5, 2012 10:47:00 AM

One of the most important things for small manufacturing companies to do to drive traffic to their website and generate leads is to blog.  Surveys show that companies that blog regularly generate more leads. One study shows that companies who blog regularly generate twice the traffic and up to six times the leads of comparable companies that do not.

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Topics: manufacturing, inbound marketing, small business online marketing, marketing system, communication, manufacturing lead generation, blog

STARTEGY - How to Launch Inbound Marketing Projects

Posted by Todd Hockenberry on May 8, 2012 11:08:00 AM

start·e·gy   [start-i-jee] 
noun, plural -gies.

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Topics: communication, Startegy, consulting ideas

Communicate Results and Grow Your Service Business

Posted by Todd Hockenberry on Jan 28, 2011 3:28:00 PM

Recently the good folks at HubSpot asked me to provide some insight on how Top Line Results engages our clients to report results and how this impacts client management, referrals, and growing our business.  The following are some of the thoughts I shared with a big homage going out to Alan Weiss, the king of value based fees thinking and one of my personal heroes.

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Topics: strategy, HubSpot, communication, top line growth, growing your business

Face to Face Communication in a Faceless World

Posted by Todd on Aug 27, 2010 8:28:00 PM

I've got a few reasons why you still need to get face to face with clients as often as possible and not just rely on technology like GoTo, Skype, e-mail, and social media to make your connections.

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Topics: marketing, sales, communication

How's your sales follow through?

Posted by Todd on Jul 12, 2010 4:10:00 PM

On Sunday we took the crew to Tampa for the Rays versus Indians game.  We purchased our tickets online through the official website and what struck me was not the upfront transaction but the following e-mail we received today:

Yes I know this in an automated follow up email but it is a good one.  Here are a few keys for you as you follow up each of your sales:
  • Did you say thank you?  Often overlooked but it is basic courtesy to express thanks genuinely to those who have just purchased from you.  Did you call and express your appreciation?  How about a personal hand written note?

  • Did you re-state the value that you and your product delivered?  Remind them of the value you sold and make sure they continue to recognize why they bought from you in the first place.

  • Did you show them where to go to get ongoing information about you and your company?  How can they join your community?  How do they continue to hear what you doing?  What you are learning?
  • Did you show them how to come back for more?  Is it easy to buy more from you?

  • Did you ask for feedback on the sale and the process and how it could be made better and valuable for them?  What did they like, dislike, would do differently?  Many salespeople are just so happy to get the order that they are afraid to ask these types of questions.

As in baseball, a good sale is only home run if you follow through.

Todd Hockenberry

Top Line Results - Orlando, FL

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Topics: marketing, sales, communication

Sales 101: Sometimes Being Nice Makes All the Difference

Posted by Todd on Jul 5, 2010 9:46:00 AM

We hope everyone had a wonderful holiday weekend - I want to tell you about some amazing young men that made our July 4th weekend very special.

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Topics: sales, communication

You Can't Hurry Sales, But You Can Provide Extraordinary Value.

Posted by Todd Hockenberry on May 20, 2010 1:35:00 PM

How many of your sales people are like Chris Farley in one of my all-time favorite sales movies Tommy Boy?

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Topics: sales, communication, fun, customer relationships, video

What sales credibility problem?

Posted by Todd on Apr 9, 2010 11:25:00 AM

Great Dilbert today about sales.

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Topics: sales, communication, customer relationships

Show, Don't Tell Valuable in Customer Communications

Posted by Todd on Apr 1, 2010 9:22:00 AM

A client recently described a customer situation where he lost an order due to a perceived difference in control software functionality.  The comment of his that made me stop was, "I told them that our software was better at this task and easier at that task than the competitor - but they still bought from the other guy."

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Topics: marketing, communication, customer relationships, video


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