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Matt Polashuk

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Sales Operations: A Day in My Life

Posted by Matt Polashuk

May 6, 2016 10:30:00 AM

Sales-Operations-Day-in-the-life.jpgImagine Business Development is a demand generation agency. We take an integrated approach to helping our clients grow their businesses. In case you’re not familiar with our approach, our inbound marketing team helps clients increase lead generation through implementing inbound marketing strategies. Simultaneously, our sales development team prospects and follows up on the leads generated by the inbound marketing team working to close the chasm that has always existed between sales and marketing.

We have a saying here at Imagine; inbound marketing without sales development is charity. Sales development without inbound marketing is cold calling.

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Topics: Sales Development

Want A Rock Star Blog? Be Sure You Address These 8 Areas

Posted by Matt Polashuk

Feb 10, 2016 11:00:00 AM

Blogging_Best_PracticesBlogging is a term that has taken off over the years but not just for moms who want to talk about their favorite recipes or 20 something’s who want to write about their summer Eurotrip. Recently, forward-thinking businesses have realized it’s true value as a lead generation and lead nurturing tool, driving significant web traffic and providing clients and prospects with important industry information. All items which lead to more sales.

This is not just my opinion, as the data exists to back me up. HubSpot’s 2014 State of Inbound report determined that marketers who have prioritized blogging are 13x more likely to enjoy positive ROI. Additionally, 82% of marketers who blogged daily acquired a customer using their blog and 57% of marketers who blogged monthly brought in new business as well.

While the blogs we write differ based on our target audience and the nature of our businesses, there are things that all B2B companies should pay attention to in their approach to blogging. Here are eight things to consider that will help you get the most bang for your buck from your blog.

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Topics: Lead Generation, Inbound Marketing, Lead Nurturing

[Free Tool] The 8 Elements of an Effective Landing Page

Posted by Matt Polashuk

Jan 12, 2016 3:00:00 PM

Landing-page-example.pngLast week, Ellen wrote about improving conversion rates on landing pagesToday, I’m going to take a deeper dive into the elements of an effective landing page.

For those unfamiliar with the term, landing pages are web pages that allow you to capture a visitor’s information through a conversion form. Think of them as a sales rep that is working 365, 24/7 for your business. Capturing leads through landing pages is not only an effective method of lead generation but has become a primary and vital method for any business to build out the top of their sales funnel.

While landing pages should not be thought of as a one-style-fits-all tool, there are certain elements of a landing page that must be included in order to garner optimal results. 

According to Hubspot, the elements of an effective landing page include a headline, hidden navigation, context, images, and forms. At Imagine, I have utilized these elements along with other components to create landing pages that fulfill their purpose of converting visitors to leads.

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Topics: Lead Generation, Inbound Marketing

15 Ways to Drive Quality Traffic to Your Website

Posted by Matt Polashuk

Nov 23, 2015 11:00:00 AM

quality_web_trafficDriving traffic to your website is difficult. Driving quality traffic that brings prospects with a high potential to convert is even more difficult. As the inbound methodology of marketing continues to take off, the term buying personas has generally been accepted as the launching pad for driving quality traffic. For those that are unfamiliar with the term, buyer personas are fictional, generalized representations of your ideal customers. Personas help us to internalize the ideal customer we're trying to attract, and relate to our customers as real humans. From here businesses can focus on creating quality content aimed at the different personas for various stages in the buying process.

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Topics: Inbound Marketing

10 Tips for Creating Effective Blog and Email Headlines

Posted by Matt Polashuk

Mar 19, 2015 5:00:00 PM

Ten_Tips_For_Creating_Effective_Blog_and_Email_HeadlinesIn today’s buying cycle, creating effective headlines is more important than ever before. In recent years, it has become no secret that the buyer’s journey occurs exceedingly online. Gone are the days of realizing a problem or need and picking up the phone and calling a sales professional for additional information on their product or service. Instead, we log on to our computers, pull up Google and search.

To adapt to this shift in process, content marketing has risen to the forefront of lead generation and cultivation efforts for large and small businesses alike. By creating relevant industry-related content, businesses are able to attract prospects and nurture them through targeted email campaigns and offers. Sounds simple, right? So what’s the struggle?

The struggle is breaking away from the crowd! As I mentioned earlier, it is not a secret that the buyer’s journey occurs online. So unless you specialize in breeding champion Alpacas, getting noticed amongst your competitors is difficult. Furthermore, having a prospect’s email address doesn’t mean they care about what you have to say. My inbox is littered with unopened offers and content pieces of yesteryear. Creating great content is part of the puzzle but the reality is that we live in a world where the difference between a sale or another lost opportunity is nothing more than a click.

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How To Make Sure Your Blog Posts Are Constructed to Drive Leads

Posted by Matt Polashuk

Feb 12, 2015 4:00:00 PM

 

blogging101With a stronger emphasis on content in recent years, blogs have emerged as a valuable tool to present industry related information to your online community. As more and more of the consumer buying process occurs online and without the presence of sales representatives, successful businesses are benefitting from blogging while other companies are being left behind. An effective blog post will attract your target audience and work around the clock to fill the top of your sales funnel; but what should your post include to deliver the increased visibility and prospects you're looking for? In today’s blog post, we will review my top components of an effective blog post. Here we go!

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Making A Strong Connection On The First B2B Sales Call

Posted by Matt Polashuk

Jun 16, 2014 3:00:00 PM

b2b-sales-first-impressionIn my first blog post, “10 rules to follow when making outbound connect calls” I focused primarily on the approaches to take prior to reaching your prospect.  In this post, I will review strategies/techniques I use once I have navigated past the gatekeeper and have reached our proper point of contact -- when it is time to play ball.

The first conversation I have with a prospect is pivotal when attempting to earn a company’s business. Everyone has heard the expression “you only have one chance to make a good first impression.” This could not be truer than when it comes to connecting with a target. This initial conversation lays the foundation for our ongoing relationship with the prospect and goes a long way in determining our credibility as sales professionals.

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10 Rules To Follow When Making Outbound Connect Calls

Posted by Matt Polashuk

May 29, 2014 6:00:00 PM

b2b_outbound_Connect_callsWhen I first began my career as a sales professional, everything to do with outbound sales calls was completely new to me, but that did not stop my manager from quickly throwing me to the wolves.   In those first few weeks, I got shutdown so many times it made my head spin.  Needless to say, I began questioning my choice to abandon my original plan of pursuing a career in the same field I got my degree in, for what I thought would be the more “lucrative” route. However, I decided to stick it out -- and in the process, I’ve learned many strategies that have helped me navigate through the frustration of outbound calls.  These are my 10 rules/strategies to follow when making outbound connect calls:

  1. Pre-call prep is a must
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