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Branding Tips to Increase Sales

Does Inbound Marketing Eliminate the Need for Salespeople?

Posted by Chuck Jones on Wed, Sep 24, 2014

Does Inbound Marketing Eliminate the Need for Salespeople?
In a word... NO.

Inbound Marketing is not a way to replace your sales department. Instead, Inbound Marketing is one of the best ways to attract visitors to your website to convert them into leads to help your sales department close more sales.

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Tags: Lead Generation, Inbound Marketing, Marketing, Business Development, Marketing Strategy, New Business, Dave Kurlan

Three Key Marketing Questions That Determine Your Company's Success

Posted by Chuck Jones on Thu, Aug 28, 2014

Can you answer these three questions without hesitating?

  1. Can you tell me in 25 words or less what your company does without using any $10 words?

  2. Can you rattle off the top 3 problems you solve for your customers, in their words?

  3. Have you ever asked a company why they bought from you?

If you’re hesitating you probably don’t have a very deep understanding of what your company really does for your customers and this is not, unfortunately, unusual.

But wait, you say... I know my products and I know what my customers buy. That’s all I really need to know, isn’t it? Yes, that’s fine if your goal is to be commoditized but “not” if you want your company to grow, be recognized and known in your industry or community.

Most of us were brought up in business to learn the features and benefits of what we do or sell so we could rattle off the feature and then say, “and, what this means to you is….”

I don’t think this works very well today when dealing with an educated buyer who has already done significant research on various websites, including yours.

In years past the buyer had little knowledge about your product or service and depended on sales brochures, fact sheets and your salespeople to provide them with the information they needed to make a buying decision. It’s different today because so much information is available to us on the Internet.

With just a few keystrokes in a browser, buyers have virtually unlimited access to information about your market, industry, and your products. They can also find out how others feel about your company, i.e. are they happy they bought from you, do you stand behind your products, do you deliver quickly and if you make it easy to be a customer.

Like everyone else you know, buyers are busy, distracted and pulled in multiple directions each day. As a result they want to find answers to problems and they want it to be easy and friction free. They want you to demonstrate that you understand their issues and problems.  

So, why do you need to know the answers to the three questions I asked in the beginning?


If you can’t state clearly what your company does, how can you expect your prospect too? If you can’t clearly identify three key problems your company solves why put that burden on the prospect?

This brings us to an important question... What is your website doing for you? Can it answer these key questions? Probably not. If it does not address your potential buyers’ problems with solutions that are easy to understand and in their words why should they spend more time on your site? The answer is, they won’t. They will leave quickly. The technical term for this is “bounce”. If new visitors come to your site from a search bar or link they found on the Internet and don’t find any answers to their questions… they will bounce.

Want to stop them from bouncing or at least slow them down? Start by understanding how well your website is performing and how it ranks versus your competitors. Once you know where you stand it’s much easier to come up with a plan for improvement.

For a free website evaluation and thoughts on where to go from there click here to get started.


Does your website generate enough quality leads for your sales team?



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Tags: Inbound Marketing, Content Marketing, Consultative Selling

6 Signs Your Business Strategy Needs a Makeover

Posted by Chuck Jones on Thu, Aug 14, 2014

Every business suffers from ups and downs, good years and bad.

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Tags: Inbound Marketing, sales pipeline, sales are down, phone is not ringing, need more leads. lead generation, marketingflipaphobia, marketing grader

The Marketing Landscape Has Forever Changed

Posted by Chuck Jones on Mon, Aug 11, 2014

Old media like newspapers and magazines are declining as we do more and more online as evidenced by a recent New York Times headline Print is Down, and Now Out. DVR’s help us timeshift our favorite TV shows and skip commercials. Caller ID enables us to screen our phone calls and we use voicemail to avoid talking with people we don’t know or don’t want to talk too (think “cold callers”).

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Tags: Lead Generation, Inbound Marketing, Social Media, Marketing Strategy

Sales Review: How's Your Second Half Lead Generation Look?

Posted by Chuck Jones on Mon, Jul 14, 2014

If you're on a calendar year basis you've finished Q2 so the first Half is in the books. How'd you do?

Did you crush it or do you need to do an autopsy to find out what happened and why so many deals failed to close as expected?

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Tags: Lead Generation, Inbound Marketing, Marketing, Business Development, Marketing Strategy, New Business

Lead Gen / Web Design: New site brings in leads on the first day!

Posted by Dale Berkebile on Mon, Sep 09, 2013

I've had a happy surprise today.

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Tags: Lead Generation, Web Design & Development, Inbound Marketing, Business Development

If you build it, WILL THEY COME? - Website Design & Marketing Tip

Posted by Dale Berkebile on Tue, Aug 27, 2013

So you may have seen the movie Field of Dreams with the lesson "Build it and they will come".

You know the movie where Kevin Costner builds the baseball field and soon meets his dad and has superstar ball players of the past playing on his field.

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Tags: Web Design & Development, Inbound Marketing, Web 2.0, Web Development

Announcing Inbound Growth - a Sales & Marketing event in Fort Worth!

Posted by Dale Berkebile on Mon, Jun 10, 2013

So I see inbound marketing and sales events happening all over the US (globally actually).

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Tags: Inbound Marketing, Marketing, Announcements, Sales, Hubspot

Pinterest vs. Inbound Marketing: Is DIY the best route?

Posted by Dale Berkebile on Tue, May 21, 2013

So the other day my wife and I are laying around and talking. She picks up her phone and starts scrolling through Facebook updates. Then from out of no where she starts laughing uncontrollably.

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Tags: Inbound Marketing

The Power of Keywords: Zero to 2000+ organic visits in 7 months

Posted by Dale Berkebile on Fri, May 17, 2013

I'm not a big SEO Freak…

As a matter of fact I often disregard SEO to areas I consider more relevant… creating remarkable content. Sometimes the right articles hit on hot keywords and things just blow up. It is important to understand your audience though and what they want or are searching for. Sometimes this can be done strategically and sometime is is a nice happenstance.

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Tags: Inbound Marketing, Blogging, SEO, Organic Search, Case Studies

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