Photonics West brings together more than 20,000 optics and photonics leaders from all over the world. SPIE’s industry track of courses is gaining momentum, and this year our team had the honor to teach “The New Sales Model.” There were some exceptional discussions among myself, Launch Team VP of Account Services Sarah Campagna, and sales and marketing professionals the industry. Couldn’t make the session? These attendee questions might provide some insight.
4 min read
Photonics West 2017: Inbound Marketing for Optics Companies Q&A
By Michele Nichols on Tue, Feb 14, 2017
Topics: Optics Marketing Strategy Sales
2 min read
Global Sales Growth: Consider Video for More Meaningful Customer Engagement
By Michele Nichols on Fri, Jan 06, 2017
Inbound marketing will inevitably expand your company’s geographic reach—the internet is global, after all. It’s important to qualify leads from countries that represent a good fit based on:
- Industry clusters
- Competitive pricing
- Cultural fit
Topics: Client Relations Sales
3 min read
12 Content Marketing & Sales Lessons Learned at HubSpot's INBOUND 2016
By Michele Nichols on Fri, Nov 18, 2016
It was Michele, Aimee and Mandy’s turn to attend HubSpot’s INBOUND conference this year in Boston. Each year we send part of our team while the rest hold down the fort at the office. While every member has been through HubSpot’s extensive training and certification, the conference offers the chance to interact with thousands of HubSpot agency partners and customers and to hear their experience with inbound marketing. Here’s what we learned:
Topics: Inbound Marketing Marketing Strategy Content Development Sales
2 min read
Effective Marketing for Manufacturers: The New Sales Model
By Michele Nichols on Thu, Oct 27, 2016
You asked—we answered.
Last week, we presented at an event for High Tech Rochester (HTR) and their manufacturing community, and at Optifest, Optipro’s annual manufacturing open house. Many companies like these, faced with overseas competitive price pressures and increasingly complex customer demands, struggle with what an effective sales model looks like now.
Topics: Inbound Marketing Social Media SEO Sales
2 min read
Is Voicemail Dead? Helping Your Sales Team Reach Today’s Customers
By Michele Nichols on Tue, Oct 25, 2016
How many times have you said “I saw you left a voicemail. Haven’t listened to it, but I’m calling you back.”? I have to admit there are a number of unheard voicemails on my phone, but that doesn’t mean I’m not interested or have not responded.
Topics: Client Relations Sales
4 min read
11 Ways to Increase Sales in 1 Hour
By Katie Steelman on Tue, Oct 11, 2016
Ron Wille, CEO of two INC 5000 companies and newly launched One Down Consulting Group, a consulting firm focused on aligning technology, process and people to grow sales, recently sat down with Launch Team President Michele Nichols to discuss sales trends and tips for technology companies. Check out Ron and Michele’s 11 tips for improving sales in just 1 hour.
Topics: Sales
3 min read
Beer & Blog: Market Outlook & Sales Productivity for Tech Companies, with Ron Wille
By Katie Steelman on Tue, Oct 04, 2016
Ron Wille, CEO of two INC 5000 companies and CRM consultant focused on aligning technology, process and people to grow sales, he sits down with Launch Team President Michele Nichols. Follow along as they discuss trends and tips to improve sales.
Topics: Sales Beer & Blog (interviews)
2 min read
Aligning Sales, Marketing & Customer Service: What Not to Do
By Sarah Campagna on Tue, Sep 27, 2016
According to a recent Gallup report, only 29% of B2B customers are engaged or feel a strong connection with the companies they buy from. Often a lack of engagement is caused by poor customer service or difficulty doing business with the company. This situation represents a significant loss of growth opportunities for B2Bs.
Topics: Marketing Strategy Client Relations Sales Marketing and Sales Alignment
4 min read
Beer & Blog: Growing Tech Companies through Inbound Marketing, with Chris Bihary
By Michele Nichols on Tue, Aug 16, 2016
Chris Bihary, CEO and Co-Founder of Garland Technology, sat down with Michele Nichols in downtown Buffalo, near Garland’s new headquarters, right in the middle of Buffalo’s revival.
Chris shared the results of a shift to inbound marketing strategy and the ramifications on the rest of his business.
Topics: Inbound Marketing Sales HubSpot Beer & Blog (interviews)
3 min read
Sales & Marketing Alignment – 4 Roadblocks to Inbound Sales Lead Follow-up & How to Get Past Them
By Sarah Campagna on Wed, Aug 03, 2016
When a tree falls in a forest and there is no one around to hear it...
Marketing can generate hundreds or thousands of leads through brilliant inbound marketing content, catchy banners, enticing emails, and stellar social media strategies, but if no one ever follows up with these leads, should they really be called leads? And what purpose do they serve?
Before you throw in the online lead generation towel, first reflect on the roadblocks that might be keeping Sales from following up on these leads. Once you understand the real challenges, you can then find ways to improve Marketing and Sales alignment for better follow-up.
Topics: Inbound Marketing Lead Generation Marketing Metrics Sales Marketing and Sales Alignment
1 min read
Marketing Tip of the Week: Go Beyond Sales Prospecting with Social Media [Video]
By Katie Steelman on Thu, May 12, 2016
MTOTW #50: Lots of salespeople use social media for prospecting, but it’s useful throughout all stages of the sales process.
Topics: Marketing Strategy Social Media Sales
1 min read
Marketing Tip of the Week: Use Data to Improve Internal Communication [Video]
By Katie Steelman on Thu, Apr 28, 2016
MTOTW #48: A data-driven approach can improve communication and alignment among members of your team, especially within your marketing and sales teams. A few key metrics and the right tools can help strengthen your lead generation and follow-up processes.