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B2B Website Benchmarking—How Does Your Traffic Measure Up?

May 27, 2016 by Will Kerschbaum

B2B Website Benchmarking—How Does Your Traffic Measure Up?

Our clients ask us all the time where they should be getting their website traffic from. They want to know how much should come from social, email, and organic traffic—and where they can improve.

While the answers are specific for each business and their target personas, HubSpot just released some great benchmark data on where other B2B and professional service organizations are generating traffic. You can use this as a terrific starting point to see how your website is performing.

Stop Trying to Get More Leads

May 25, 2016 by The Whole Brain Group

Stop Trying To Get More Leads

You're working hard to get tons of online leads. You’re proud of this, because your marketing team is really hustling to get your sales team lots of leads from your online marketing efforts.

But you need to stop trying to get huge numbers of leads. You’re actually hurting your sales process by doing so. B2B companies that center their marketing on getting more leads don't actually need more leads. They need more sales.

This Is What Your Sales Funnel Really Looks Like

May 20, 2016 by Ben Jessup

This Is What Your Sales Funnel Really Looks Like

Behold, the ideal sales funnel. Symmetrical in form, it’s a model of beauty and efficiency that makes sense of your visitors, leads, opportunities, and closed sales. But that’s not what YOUR sales funnel looks like.

Ideal sales funnel

Unfortunately for most B2B companies, the reality of their sales funnel is a misshapen figure that looks more like a funhouse mirror. And a lot of these companies don’t even realize it because they don’t know what their funnel looks like. They know how many visitors and closes they have, but everything in the middle is a mystery to them. So they assume their funnels have the idealized symmetrical form when in fact they’re horrible-looking messes.

Why Your "Why" Is Critical for Successful Inbound Marketing

May 18, 2016 by Ben Jessup

Why Your "Why" Is Critical For Successful Inbound Marketing

Every organization on the planet knows what they do. Some of them understand how they do it—their USP. Very few are able to articulate why they do it—their raison d’ȇtre. Yet, people don’t purchase because of what you do—they purchase because of your why.

11 Sales Enablement Stats to Help You Sell More

May 13, 2016 by Bonnie Valentine

11 Sales Enablement Stats To Help You Sell More

Need to improve your sales numbers? If you’re looking for ways to get more leads, you could be wasting your time. Too many sales teams are relying on outdated and inefficient methods to win sales, and finding more leads might be the last thing you need to do.