Small Business Computer Consulting Blog

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

5 Computer Services Advertising Places to Try

Posted by Ben Taylor

Oct 17, 2014 3:10:00 PM

Computer services advertising can create a genuine sense of foreboding for IT service providers. Advertising can be very expensive, and it’s often difficult to track how effective a specific advertising campaign has been, or indeed if it’s enjoyed any success at all.

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Topics: Computer Service Advertising, marketing IT services, marketing computer services, how to market computer services

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

Your Computer Service Agreement: Five Mistakes to Avoid

Posted by Ben Taylor

Oct 10, 2014 7:30:00 AM

A computer service agreement could be for anything from a single PC operating a one-man-band business, to a company’s worth of computers spanning an array of homes and offices. It all depends on the scale of your IT business.

Regardless, there are some basic principles you should always keep in mind when you formalize a service agreement with a client, and some “schoolboy errors” you can make if you don’t give the creation of the contract some thought.

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Topics: IT service agreements, service level agreements, computer service agreements

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

Defining a Cloud Marketing Strategy? Here Are Some Tips

Posted by Ben Taylor

Oct 1, 2014 5:30:00 AM

There’s no doubt that you need a good cloud marketing strategy if you plan to successfully sell cloud services to your clients.

The cloud services market is becoming quite saturated nowadays, with even the more traditional IT service providers waking up to the benefits of selling (or reselling) cloud services, particularly in relation to the ongoing commission streams that the latter can provide.

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Topics: cloud marketing

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