The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

by Mark Roberge

To Recap Today's buyer is empowered by the Internet. A modern demand generation strategy means less focus on interruptive outbound marketing and more focus on inbound marketing. Successful inbound marketing comes from two tactics: (1) continual quality content production, and (2) frequent online participation in social media where your target buyers are already conversing. Do not overburden valuable resources at your company with inbound marketing responsibilities. Hire a journalist. Form a thought leadership committee. Put the two together to create a continuous stream of high-quality content. Focus your content on “long-tail” topics. They are less competitive and more likely to attract your target buyer.