Sales, Marketing & Branding Strategies Leveraging the Inbound Methodology

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New Data Indicates Funnel Efficiency #2 Priority Among Sales Leaders: State of Inbound 2015

Posted by Aaron Mandelbaum on Oct 13, 2015 9:00:00 AM

HubSpot's State of Inbound 2015 Report is out and the results show that the #2 Priority Among Sales Leaders is Funnel Efficiency. (You can download a full copy of the report at the bottom of this article)

It’s no coincidence though that Funnel Efficiency is the 2nd biggest challenge at the very same time that Inbound is becoming more and more mainstream within companies of all sizes around the world.

Why? There are 2 major reasons.

  1. Inbound leads are less qualified initially by nature, which is resulting in longer sales cycles and inefficiencies of time being wasted by sales people on unqualified leads and marketers mishandling these leads from inception.
  2. Legacy lead management processes don't incorporate marketing & sales integration aligning with the new “buyer’s journey” and inbound strategies which is resulting in increased funnel leakage, missed opportunities, missed quotas and wasted money.

That’s the bad news.

The good news is that inbound leads ultimately close at exponentially higher rates than outbound leads, they just need a little more TLC and that in turn is where you’ll get to once you’ve made your funnel more efficient.

To improve Funnel Efficiency we first need to understand the 2 main reasons for funnel inefficiency:

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Topics: Lead Management, Lead Management Process

Design Your Lead Management Process Before Redesigning Your Website

Posted by Aaron Mandelbaum on Sep 21, 2015 2:45:11 PM

Redesigning your website isn't cheap and the required time investment of a proper website redesign is a large one, which is why a proper lead management process should be in place before you commit to writing that check.

Mobilegeddon has come and it certainly is not gone.

In a recent article posted to the Google AdWords blog, Inside AdWords, they stated that “more Google searches take place on mobile devices than on computers in 10 countries including the US and Japan.”

This statistic, is just one piece of evidence to suggest that “Mobilegeddon is Beginning, Not Ending” and as a result, compelling cases for website redesigns are being made everyday.

Whenever a business’s website is redesigned there are certain metrics that are expected to improve once the facelift has been completed. Bounce rate, number of page views, organic website traffic, average time on page; these are all great metrics to strive to improve on, but there’s one that should be tops on everyone’s list:

Number of leads generated.

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Topics: Lead Management, Lead Management Process

Align The Marketing & Sales Lead Management Process From The Bottom Up

Posted by Aaron Mandelbaum on Feb 16, 2015 2:34:00 PM


When we think about marketing and sales integration, and the responsibilities each team has to the other, we're more often inclined to think of what marketing does that contributes to the success of sales vs. how sales contributes to the success of marketing.

We think of how marketing funds sales by attracting more prospects to your website; How marketing is generating new leads to be passed on to sales as part of your lead management process; And how marketing is providing sales with the collateral and resources they'll need to share with prospects as part of your inbound sales process.

Despite the significance and impact that marketing efforts can have on the success of demand and revenue growth in a company, marketers don't always know exactly what kind of results their efforts should yield.

To drive results and build a fully integrated marketing and sales process, sales needs to hold marketing accountable for completing their half of the conversion funnel and marketing needs to understand clearly the numbers sales needs to hit for your company to acheive its revenue goals.

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Topics: Marketing & Sales Integration, Lead Management