Categories ArchivesMarketing

Lead Generation & Nurturing for Your Accounting Firm standard

Lead Generation & Nurturing for Your Accounting Firm is vitally important. Regardless of the methodology of lead generation you employ, in all probability your accounting firm will spend considerable time, energy and financial resources on lead generation. Some firms utilize direct mail, telemarketing, referral or customer-based marketing, trade shows, networking and a host of other strategies to generate leads and revenues. Others use their own particular formula for marketing and advertising. Lead generation and lead nurturing are top-of-the-funnel aspects of marketing and sales in every business; yours is no different. This article is not about the strategy, it is about the process. It is centered on lead generation & nurturing. As an inbound marketing agency our company, Zen Marketing, is in the ...

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Is Inbound Marketing Effective for a Start-Up? standard

Is Inbound Marketing effective for a start-up or should I start cold calling? In a recent online post I was asked,” When starting a new business and trying to generate qualified leads, are there any tricks when you are cold calling or is it purely just a numbers game”? This is a common question, especially from start-ups with limited budgets or no history of marketing. Consider this perspective… As a start up you are an unknown entity... and you have little to no track record... and no doubt you have a story to tell but who is going to take the time out of their time impoverished lives to listen to it just because you called? What You Really Need You really need a ...

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Sales Team Motivation and Inbound Marketing standard

We are approached by many companies who are looking to grow their revenue line, and in the process of understanding their approach to business development one question is universally asked - “How Do We Motivate Our Sales Team?” Sales Team Motivation benefits greatly from Inbound Marketing. First off- you cannot really motivate anyone. Motivation comes from within an individual. A person’s preference of behavior, both adapted and natural, really determines this. Having said that, we have enjoyed working with many good leaders, who have inspired a team of people to accomplish great things. Second- a sales team is a group of individuals is not a collective or group mind set. Our workflow always involves the application of scientific online assessments to understand ...

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Can Architects Create Sustainability in Business Development? standard

Can Architects Create Sustainability in Business Development? We believe that they can... Your business development or sales organization has been very busy. Think about all that time spent drafting emails, responding to voice mails, writing proposals with little or no real relevance, pitching to non-decision makers and not holding prospects accountable to commitments… in actuality that is a lot of time NOT spent selling, it is time spent chasing! What percentage of the overall time of your sales efforts are actually spent actually selling with new prospects? And how does your brand and/or credibility suffer from these typical but common sales activities? Time is Your Most Valuable Asset Consider the impact on your top line revenue if you were able to reduce the ...

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Can Accounting Firms Get Sustainability in Marketing with Inbound Marketing? standard

Can Accounting Firms Get Sustainability in Marketing with Inbound Marketing? We believe so... Your business development or sales organization has been very busy. Think about all that time spent drafting emails, responding to voice mails, writing proposals with little or no real relevance, pitching to non-decision makers and not holding prospects accountable to commitments… in actuality that is a lot of time NOT spent selling, it is time spent chasing! What percentage of the overall time of your sales efforts are actually spent actually selling with new prospects? And how does your brand and/or credibility suffer from these typical but common sales activities? Time is Your Most Valuable Asset Consider the impact on your top line revenue if you were able to reduce ...

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Inbound Marketing: the Best Way to Drive Sales to New Levels standard

Do you sometimes feel like your company is using social media and blogging but not getting the volume of leads you had hoped for? Are you stressing over the decision to invest more time, talent, and treasure into your marketing effort? Or are you stuck in the old cold-calling paradigm? Heck, can a company survive this way in today's marketplace? Jason Fried, writing for INC., articulates: “Existing companies always weigh the costs of new technology or talent against what it already has and usually sticks with what is familiar. Why? Because the marginal costs of using what you have are almost always lower than the full costs of investing in something new.”1 Established decisions makers don't think in terms of marginal costs. ...

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Inbound Marketing is the Fuel Source for Successful Sales Teams standard

Inbound Marketing is the Fuel Source for Successful Sales Teams. In your organization, is customer acquisition a “Seek” or “Get Found” mentality? If it is the latter, then you are ready for inbound marketing. If your firm’s belief system is that the sales department is responsible for lead generation, then, I am sorry to say, you just don’t get it. I don’t mean that to be rude, but factual. Most, if not all organizations, can effectively use an inbound marketing strategy included in their overall marketing. Twenty-first century marketing is about “Getting Found,” so that your sales department has interested, warm leads with which to work. When all of the components of a robust, inbound marketing program are synchronized with your ...

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Marketing’s Convergence with Technology standard

Marketing's convergence with technology is both sudden and amazing. A major paradigm shift is happening within the field of marketing involving the convergence of technology with historically proven marketing tactics. Its impact on private business owners has been pronounced. It is fairly evident in the manner in which businesses are conceptualized, planned and executed. This is because information technology, computers and mobile devices are invading all realms of our lives, including social and business dealings. It is now become a given that those who fail to adapt to the changing technological trends end up paying a heavy price beyond the cost of acquiring the technology but in the loss of market share. A recent post on our blog, "Those who fail ...

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