Small Business Computer Consulting Blog

Joshua Feinberg

Oversees new client Inbound marketing strategies. Joshua has spent nearly all of his entire 24 year career on the marketing and business development side of the IT channel. Over the past decade, Joshua has authored business development training courses now utilized by over 3,000 SMB technology providers worldwide. A former content provider for the Microsoft partner programs in Redmond, Joshua wrote the groundbreaking book Building Profitable Solutions with Microsoft BackOffice Small Business Server and bi-weekly VAP Voice columns that helped shaped partner strategy and ultimately the managed services business model. In addition to being an early adopter of content marketing and Inbound marketing since 2008, Joshua holds HubSpot Certifications on Inbound Marketing, HubSpot Software, and HubSpot Partner Certification, is on the Board of Directors of the Florida Direct Marketing Association and co-leads the Boca Raton HubSpot User Group.
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Recent Posts

What Simon Sinek Taught HubSpot INBOUND Conference Attendees About Teams and Leaders

Posted by Joshua Feinberg

Oct 22, 2014 10:19:00 AM

On Day one of the HubSpot INBOUND 14 conference in Boston, Simon Sinek delivered the morning keynote themed around why “Leaders Eat Last: Why Some Teams Come Together And Others Don’t.”

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Topics: HubSpot, Inbound conference, Simon Sinek

Why Guy Kawasaki Opened INBOUND 2014

Posted by Joshua Feinberg

Oct 20, 2014 3:47:00 PM

Many know Guy Kawasaki as the author of a dozen or so business books – including some bestsellers – such as APE: Author, Publisher, Entrepreneur—How to Publish a Book, What the Plus! Google+ for the rest of us, and Enchantment: The Art of Changing Hearts, Minds, and Actions.

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Topics: Apple, HubSpot, Inbound conference, Guy Kawasaki

HubSpot’s INBOUND Conference: 14 Tips for Attending

Posted by Joshua Feinberg

Oct 15, 2014 12:38:00 PM

As this was my second time attending the HubSpot INBOUND conference (INBOUND13 and INBOUND14), the conference is now much larger and in a different location, I wanted to share a few tips I learned to help those planning to attend future INBOUND conferences:

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Topics: HubSpot, Inbound conference

How IT Services Companies Can Transform More Leads Into Clients

Posted by Joshua Feinberg

Oct 13, 2014 4:36:00 PM

Most IT services companies want, and need, more clients. The trouble however is that very few consistently transform their leads into clients. In this post, we’ll look at three relatively simple solutions.

1. Invest in Creating Persona-Centric Remarkable Content

With 57% of the typical sales cycle over before most B2B decision makers talk to any IT services companies, it’s critical for your company to get found early on while prospects are researching board-based problems.

However having a blog or some thought leadership content is no longer a novelty. It’s simply the price of entry. In other words, without a blog and thought leadership content, your company doesn’t get to enter the conversation until the prospect has already made up nearly 60% of their mind.

With so much content saturation out there, billions and billions of web pages, you can’t afford to put up lousy content on your website. If you do, your ideal buyers will back button out of your website faster than you can hit Ctrl + Alt + Delete.

What’s the solution? Create remarkable content that your ideal buyers will actually want to read. And make that content so remarkable that your readers feel compelled to share that content with their friends.

When you have a crisp definition of who your two or three most important ideal buyers are, you’ll want to formalize a buyer persona for each. A persona is simply a semi-fictional representation of one of your ideal buyers.

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Topics: IT service providers, IT services company

How a B2B Technology Company Creates Lead Gen Offers That Fill the Funnel

Posted by Joshua Feinberg

Oct 8, 2014 2:58:00 PM

If you own or manage a B2B technology company, one of the biggest challenges that you likely face is keeping your sales funnel filled up with highly-qualified leads that are ready for a sales conversation.

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Topics: b2b technology company

Does Your IT Services Website Need More Premium Content?

Posted by Joshua Feinberg

Oct 6, 2014 2:17:00 PM

Most IT services websites are starved for more targeted traffic, more qualified leads, and more revenue and ROI. In this post, we’ll examine how you can generate more high-quality leads from the right decision makers by using premium content.

Premium Content Defined

Given that premium content is the fuel behind successful lead generation at scale, what exactly is it?

Premium content is content that’s so valuable to a particular buyer persona that the reader is willing to “pay” for it with their contact information.

Also sometimes called “gated” content because it’s locked up behind a landing page, premium content is a big part of the secret sauce that transforms targeted website visitors into leads.

A good way to think about it: Let’s say you wrote a book on IT Services Best Practices for Healthcare IT. The book ends up being good enough to carry a $49 cover price on Amazon.com.

Your IT services company decides to exhibit at a regional future of healthcare conference attended by thousands of healthcare decision makers. You bring a palette of the books with you (since the book is self-published, your unit cost is in the $3 range) and trade autographed copies for business cards from qualified attendees.

After the conference, on a landing page on your IT services website, you do pretty much the same thing – except instead of getting a physical business card in return for a physical trade paperback book, leads exchange their business card-like information (six to eight form fields) for the PDF version of the book.

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Topics: IT services website

How IT Solution Providers Can Close Sales Faster

Posted by Joshua Feinberg

Sep 29, 2014 5:30:00 AM

If your IT company offers a product or service that’s relatively inexpensive, it’s possible that you don’t face much of a sales cycle. So the website visitors and leads that you generate today might very well materialize into revenue within hours or days after first learning about your firm.

However if you own or manage an IT solution provider business that targets SMB, mid-market, or enterprise clients, there’s a pretty good chance that your sales cycle length is somewhere between weeks and months. In this post, we’ll look at how you can speed up the sales cycle and close sales faster.

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Topics: IT solution providers

Is Your IT Consulting Website Failing to Collect the Right Forms Data?

Posted by Joshua Feinberg

Sep 22, 2014 5:30:00 AM

If your IT consulting website is more than just a glorified static brochure, and you hope to generate qualified leads from it consistently, you’re going to need some well thought-out landing pages that collect data via forms.

Most websites for IT consulting firms are just atrociously bad at generating leads, let alone qualified leads, in any kind of reasonable volume that moves the company towards its revenue goals.

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Topics: IT consulting website

How Good Are Your Landing Pages for Marketing Consulting Services?

Posted by Joshua Feinberg

Sep 17, 2014 6:30:00 AM

Landing pages are like 24/7 employees. Once they’re set up properly for marketing consulting services, landing pages sit there day, night, weekends, even holidays -- and collect your leads.

Landing pages don’t take sick days. They don’t get caught up in office gossip or politics. And they don’t generate friction with co-workers.

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Topics: Marketing Consulting Services

Is Your Cloud Services Website Ignoring Everyone Who Isn’t Buying Today?

Posted by Joshua Feinberg

Sep 8, 2014 4:28:08 PM

When I talk with owners of IT businesses that are struggling to generate more leads, clients, and revenue from their cloud services websites, I see a shockingly common problem: Nearly all of these websites have only one or two ways for a visitor to become a lead.

The Contact Us Page Problem

In most cases, you’ll find a Contact Us page. Now granted some Contact Us pages are better done than others.

The lousy Contact Us pages try to hide the company’s physical location and sometimes even its phone number.

The good Contact Us pages not only alleviate website visitor anxiety by providing offline contact information, the forms that capture the data do a good job of walking the tightrope between:

  • Asking enough information to properly qualify the lead
  • Not freaking out website visitors by asking for the earth, moon, sun, and stars

But the bigger issue: Generally the only people who will fill out a Contact Us form are either

(a) trying to sell you something, or
(b) have immediate buy urgency.

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Topics: cloud service providers, cloud services websites