Demonstrating ROI in the sales process

Today, more than even, buyers demand accountability from technology and solution investments using comprehensive return on investment studies. As budgets come under close scrutiny the demand for clearly articulated cost-savings is rising. According to Ben Bradley, managing director of Macon Raine – a B2B marketing agency that offers content marketing clients a free marketing automation […]

Scalable lead generation for LinkedIn with AutoPilot

Honestly, I don’t even know if this a hack or just a process I’ve figured out to make life a little easier. A word of caution…this has the potential to be abused. Before you read this, remember the words of Uncle Ben from the movie Spiderman: “With great power comes great responsibility.” In other words, […]

Using B2B Marketing to Scale Your Portfolio of Relationships

Over the past few months, we’ve spoken to dozens of managing partners in professional services firms about ways they find new business. Every person interviewed said that a vast majority of new business was generated via their “networks and trusted relationships.” Trust is a shared belief that you can depend on one another to achieve […]

Growing your cloud business

Ben Bradley & Ashley Poynter to Present “Growing Your Cloud Business” on Jan. 24, 2015 CHICAGO, JANUARY 6, 2015 – Macon Raine announced today that Ben Bradley, managing director and Ashley Poynter, senior account director, will speak at the upcoming Cloud Saturday event on January 24, 2015 at the DeVry Campus in Addison, Ill. Cloud […]

Make the first move & build trust with partners

Every month Stan Kania, founder of Software-Link, a Sage Software VAR, gets a call from one or two new ERP or CRM vendors. “We have a good reputation. Other ERP and CRM vendors want us to sell their products,” said Kania. “But by staying loyal to the Sage family, we receive a high percentage of […]

B2B inbound marketing methodology

Interested in building an inbound marketing rain machine? Want to equip your rain makers with more leads? Invest in a rain machine. A rain machine is a scalable, repeatable inbound marketing methodology for improving your customer acquisition process. A  “rain machine” uses a combination of inbound, outbound, content development, CRM and a free marketing automation […]

Findability – the goal of B2B inbound marketing

We’re pretty vocal on the idea of findability as part of the sales process and the inbound marketing process. Wikipedia defines findability as “the quality of being locatable or navigable.” If you’ve taken a solution selling course, you know Column A is the column in the spreadsheet the buyer uses to compare vendors – Column A […]

Don’t let your CRM data curdle – simple practices for improving CRM success

Data, like unrefrigerated milk, goes bad fast. In fact, by conservative estimates 25% of  your database will sour within a year. Add poor import practices and other minor mistakes and bad things quickly snowball. It isn’t until senior management realizes it is making strategic decisions on the back of sub-par data that heads begin to […]