Top Line Results B2B Sales and Marketing Blog

How Not to Drive Traffic to Your Trade Show Booth

Posted by Todd Hockenberry on Mar 13, 2013 2:56:00 PM

Is no one showing up at your booth except 23 other exhibitors, 18 people trying to sell you something, and the show bill collector? Do you prepare for a show by making sure your backdrop is just so, your machine is running properly, your toolkit is packed with all the crap you could ever possibly need – oh yeah – did you prepare your target audience?

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Topics: marketing, manufacturing, inbound marketing, trade shows, generating leads, proactive marketing

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

Mobile Marketing

Posted by Todd Hockenberry on May 1, 2012 10:55:00 AM

Mobile marketing can seem redundant for a lot of businesses. After all, you've already spent time and money to build a website, why should you spend more time and money to build a mobile website?

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Topics: marketing, inbound marketing

What is HubSpot and What Can it Do for You?

Posted by Todd Hockenberry on Apr 28, 2012 10:51:00 AM

HubSpot is a software as a service, SaaS, offering a variety of tools to help your business increase web traffic, convert visitors to leads and leads to customers. HubSpot provides your business with control over your web presence from social media managing, to your company blog, to lead nurturing management tools all in one easy to use format that pulls all of the web aspects of your business together. It also offers powerful analytic and web site management strategies.

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Topics: marketing, strategy, HubSpot

What is Inbound Marketing?

Posted by Todd Hockenberry on Apr 11, 2012 4:36:00 PM

What is inbound marketing?

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Topics: marketing, inbound marketing, industrial distribution

Sales Is Not Easy But It Is Simple.

Posted by Todd Hockenberry on Nov 21, 2011 8:24:00 PM

Sales is not easy but it is simple.  That particular insight took me about 15 years to figure out.  

Figure out what the client's business goals are and show them how you can help them reach those goals.  Do not sell a commodity product or generic service - sell them on the fact that you can help them reach their goals (these other things are tools and techniques that may help you help them achieve their goals but why sell them when you can sell something a whole lot better - you and your expertise).  

Easy to say, tough to do.

My experience is that when you fall back on pitches, presentations, and product demos you have probably lost sight of the above goal and will have a very low conversion percentage to sales.  Most likely in the 3-7% range of most salespeople.

Why is this so?  You are thinking about you and not them, your products and services and not them, your expertise and not them, what you are comfortable with and not what they need.

I close a very high % of our prospect conversations - I lose them when I forget the above ideas and focus on me (my presentation, my needs, my bank account, my ego, and on and on).

Check everything you are doing to 'sell' a prospect and make sure that is for their benefit and not yours.
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Topics: marketing, sales, sales management

Make the First, First Impression to Grow Revenue

Posted by Todd Hockenberry on Jul 18, 2011 10:17:00 AM

We all know the old adage that you never get a second chance to make a first impression.  Now it is more critical than ever to make the first, first impression if you want to have any chance to control the buying process and be anything other than happy for the the random sales that fall you way.

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Topics: marketing, inbound marketing, sales management

Small Business Online Marketing Miracles or Fool's Gold?

Posted by Todd Hockenberry on Nov 8, 2010 9:45:00 AM

Have you ever gotten all fired up about a marketing event, made an investment of time, money, and emotional energy hoping that this one big thing will lead to a cascade of leads and turn around your sinking sales numbers?

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Topics: marketing, manufacturing, inbound marketing, strategy, HubSpot, small business online marketing, small manufacturing online marketing, marketing system, trade shows

Friday Happy Hour: Correlation between marketing and liquor

Posted by Leanne Hockenberry on Oct 22, 2010 4:30:00 PM

Happy Weekend from Top Line Results!

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Topics: marketing, sales, fun

Friday Happy Hour: Who or what is your marketing mouthpiece?

Posted by Leanne Hockenberry on Oct 1, 2010 5:49:00 PM

Have you checked your marketing message lately?

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Topics: marketing, fun

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