Smash The Funnel - The Secrets To Massive Revenue Growth


The One Question You Have To Ask Your Digital Agency Before You Hire Them

Digital Growth Agencies Have An Obligation To Get Clients Results Quickly

You’ve decided you need an agency. Congratulations! You’ve made the right choice. No matter what your internal team looks like and no matter what their experience, an agency offers expertise and skills that your internal team can never deliver.

Agencies simply have more experience executing plans that perform than any internal team. Think about it for a second. How many companies has your internal marketing team generated leads for? One, two, three or four at the most, right?

Over the course of a year, agency teams work with four to eight times that amount. They simply have more experience and give you a better chance to succeed if you pick the right agency.



Personalize Your Sales Experience To Shorten The Sales Cycle And Close More New Customers

Old-School Sales And Execution Is One To Many; New-School Sales And Marketing Is One To One

The experience economy proposes that both consumers and businesses want more than just delivery of products and services; they expect that an exceptional, positively charged and memorable experience will come packaged with their purchase.

This is raising the bar for companies. For those who get it, they’re creating Netflix-like buyer journeys for their clients, and closing new clients faster and more frequently than ever before. 

For those still doing it the old way, they’re driving prospects right into the waiting arms of their top competitors. 

Does that scare you? If it doesn’t, it should.



Intent Data: The Missing Ingredient In Your Account-Based Marketing Recipe

ABM Is A Tricky Tactic To Plan And Execute; High-Quality Intent Data Makes It All Easier

A few weeks ago, we published an article that talked about intent data at the highest level. What is it? Where does it come from? How do you use it? How do you measure its effectiveness?

Today, I want to drill down into account-based marketing (ABM) and how intent data can improve performance from good to great.

Account-based marketing, which is by far the hottest tactic for marketers and sales leaders, isn’t the silver bullet a lot of salespeople and marketing pros think it is. It takes solid strategy, planning and execution that can be iterated on quickly.



Intent Data: What It Is, How To Use It And How To Drive Revenue With It

Why Using Intent Data Might Be The Smartest Move You Make Next Year

During my session at HubSpot’s INBOUND 2019, I spent a few minutes talking about intent data as a smarter way to go to market. I was surprised at the level of interest and equally surprised at how few exhibitors and agencies are talking about and using intent data with their clients.

Intent data takes your marketing from ordinary to extraordinary as you drive a higher quality lead, a more qualified lead for sales and leads that close much quicker than traditional inbound-marketing-qualified leads. 

Let’s dig into intent data and help you get a better handle on whether this new marketing and sales innovation is right for your business.



Using Video Marketing To Explode Lead Generation And New Customer Revenue

Video Must Be A Core Component To Your Content Marketing Strategy In 2020

In case you missed it, video is exploding, and it’s now a requirement for any revenue generation program.

If you’re not producing and publishing at least one video a month, you’re not executing a complete content marketing strategy. Video is what people want, and you have to include it in your plans.

There are some keys to having an active video marketing strategy. You have to know what to talk about, how to produce the videos in-house and how to use the videos to capture new leads as well as nurture leads through your sales process and your prospects’ buyer journeys.



The Recession Is Coming! How To Get Your Company Out In Front Of It...

...And Minimize Its Impact On Your Business

As The Washington Post reports, “Most economists believe the United States will tip into recession by 2021, a new survey shows, despite White House insistence that the economy is sound.

“Nearly 3 out of 4 economists surveyed by the National Association for Business Economics expect a recession by 2021, according to results released [recently]. The outlook reflects growing skepticism among economists and investors that the U.S. economy will be able to withstand a protracted trade war with China without serious harm amid a weakening global outlook.”

Responsible CEOs should be preparing their companies for the next recession. And if it comes sooner, never comes or comes later than expected, make sure you get full value for your foresight and planning.



When Salespeople Attack, It’s Time To Rethink Your Entire Go-To-Market Strategy

CEOs And Sales Leaders: Your Teams Are Aware That Your Strategy Is Massively Flawed

We do a ton of educational sessions with CEOs, sales leaders and marketing leaders. One of our favorite questions in the session involves asking the executives if they answer their own office phones, answer their cell phones if they don’t recognize the number or still have phones in their offices.

You wouldn’t be surprised to learn that 95% of the people are unreachable by phone of any kind.

For our next question, we ask how many of their revenue generation strategies involve using cold calls to reach their prospects. You might be shocked to know that 80% of the people still have their teams making cold calls.



The Ultimate ‘How-To Playbook’ For Creating A Customer Advocacy Program

Customer Advocacy Is A Must-Have For Today’s Marketing And Sales Execution

The world has shifted 180 degrees in the past 10 years. In 2009, sales still ran the show. Sales reps controlled the sales process, leaking information out to prospects on a “need-to-know” basis. If prospects wanted anything, they had to ask a sales rep.

Fast forward to today, and 90% of the buyer journey is self-serve and controlled by your prospects. Your prospects are only reaching out to you for that last bit of information they can’t get on their own, like cost, delivery and terms. You can ignore this reality or embrace it.

This means that your customers are playing a much bigger role in your prospects’ buyer journeys.



Why You Don’t Have To Accept ‘Results Take Time’ From Your Digital Marketing Agency Anymore

Now You Don’t Have To Hire Deloitte Or Accenture To Get A Dedicated Team That Produces Results In Weeks, Not Months Or Even Years

Ask any digital marketing agency and most in-house marketers this question: “How long is it going to take to get results?” The answer is almost always that it will take longer than any CEO would like. We know, because we answer this question constantly.

What you hear (and you might have heard this from your agency) is usually something like this: “Today’s marketing is a marathon, not a sprint.” Again, this is what we told clients all the time. While it’s true, it’s not an optimal answer for companies that want results fast.

That answer is also not 100% accurate. The reason marketers tell you this story is because they can’t do everything they want to do as fast as they need to do it to produce better results faster.



Podcasts Are Now One Of The Top Lead Generation And Content Marketing Options

Popular Revenue Growth Podcast Smash The Funnel Returns With 7 New Episodes

Research shows that “right now, there are more than 700,000 active podcasts and more than 29 million podcast episodes. According to Apple at WWDC 2018, these numbers stood at 550,000 and 18.5 million, respectively.” So the figures have increased rapidly in the past year!

What’s fueling the meteoric rise in this content format and how should you consider this as part of your company’s marketing mix?

Right now, you might be thinking, “My prospects and customers aren’t listening to podcasts.” You couldn’t be further from the truth.