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The Inbound Sales and Marketing Blog

Lindsay Kelley

Lindsay Kelley, former Convergo President, has experience in the execution of integrated marketing campaigns, inbound marketing, digital marketing, and social strategies including social selling strategy, content strategy, and website builds. She has served in a marketing function for over 17 years including serving as the Marketing Director for a large office technology company. Lindsay holds an MBA in Marketing and BA in Communication.
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Recent Posts

How Do You Use HubSpot? A Dealer Inbound Panel Discussion

We think about – and share our thoughts about – HubSpot and inbound marketing all the time. While I'm sure everyone is consistently blown away with our insights (we like to tell ourselves!), sometimes it's nice to hear a different perspective.

What better point-of-view than other dealers and how they're using HubSpot and WHY they're using HubSpot – straight from the horses' mouths.

Why Choose HubSpot? A Dealer Inbound Panel Discussion

We think about – and share our thoughts about – HubSpot and inbound marketing all the time. While I'm sure everyone is consistently blown away with our insights (we like to tell ourselves!), sometimes it's nice to hear a different perspective.

 

What better point-of-view than other dealers and how they're using HubSpot and WHY they're using HubSpot – straight from the horses' mouths.

 

The Fastest Way to Frustrate and Piss off Your Prospects On Your Website

Today, I got notification of an industry acquisition and decided I’d check out the company being acquired. Excited to see what this company may bring to the OEM who purchased it, I clicked on their website.

Meh.

It was all right. Looks like every other Managed IT company out there with stock images of servers and business people staring back at you with serious looks on their faces. Nothing fancy, but it got the point across. I noticed a pop up in the bottom right corner asking if I could identify with one of two questions.

Clever!

Why is Convergo a HubSpot Gold Partner Agency?

When it comes to marketing and sales automation platforms, our agency could have chosen any digital sales and marketing platform to implement an inbound methodology on. We chose HubSpot.  

Here is my personal "Why" behind being a HubPartner and attending HubSpot's Partner Day 2017 (North America).

“You see, there are over 3,000 HubSpot partner agencies, and only the top 10% are invited to HubSpot headquarters for Partner day. I was honored to have been one of the 230 individuals in attendance."

[Video] Buyer Behavior Has Changed - Sales and Marketing Must Unite

Just 10 years ago, only 20% of the buyer’s journey was happening online. Today, that number is 70%.

Last month, I traveled to the Grand Floridian in Orlando, FL to speak to Business Technology Association (BTA) members about how technology has changed buyer behavior. With sales losing control of the beginning stages of the sales process, how do we help guide the buyer through the online journey they’re not taking when making a buying decision? Marketing needs to bridge the knowledge gap between the information in the heads of the reps and the information available online.

Your Sales Team Thinks Inbound Isn’t Working

The Great Sales Push Back

The effectiveness of our inbound services has recently been questioned by one of our client’s sales team. They had concerns about the “high” price tag of our inbound marketing services and lack of direct ROI. And they had an excellent point, just not in the way you might think.  

Top 5 Recommendations for How to Get Office Technology Sales and Marketing Teams on the Same Page

I got an email today from a client with a great question. It came from a webinar about content marketing. This client wanted to see about how she could create a smooth flow of information between marketing and sales. I wasn’t sure what she meant at first, so I dig a little deeper and got to the bottom of it. It’s end of year and 90% of our client’s marketing teams have reached out for guidance on their 2017 marketing and sales budgets. This one question in particular struck me as outside the box… she was looking for a way to actually show her dealer owner that the sales team needed to be a greater part of her inbound marketing initiatives in order to generate more inbound leads. This is the actual reply. Note #3… in every inbound marketing workshop I hold with our copier dealer clients, I tell them that the sales team MUST BCC the marketing team on their email replies to customers and prospects who have asked a question. Why? Because it turns into a great blog post. So here you go - the answer to:

How can I create a smooth flow of information between marketing and sales at my office technology dealership?

Reflections from INBOUND16 from a HubSpot Partner and Their Clients

On the eve of Thanksgiving, let’s take a moment to think of what we are thankful for. I’ll go first ;-) I’m thankful that we had our clients from copier dealerships across the country join us for the Inbound Movement hosted by HubSpot in Boston a couple weeks ago. I’d like to take a moment to share that with you all.

Chatbots are infiltrating customer discussions ... and decisions.

Last week, I had the privilege of attending INBOUND 16. My 4th year of the conference. Here are some insight (video form and text form) from one of the sessions that resonated most with me and a post from the other day that dives even deeper.  

SEO is About More Than Keywords. What’s next in the World of Search? Voice Search, Chatbots and Conversational UIs

There’s a lot of noise online today. Our attention is in constant demand - there are articles, stories, photos, videos and podcasts all vying for our attention. As humans, we’re 80% more likely to engage with content that has visuals. 5 years ago, if you wanted to purchase lipstick, you went to the Clinique counter in a department store and had  markup specialist asset you with trying some on. Today, if you want to purchase a new lipstick shade, you can go to Sephora and upload a photo of yourself, then apply the different colors to your lips. It’s the Sephora Virtual Artist. You don’t need to go to the store anymore. You can see what the color would look like from the comfort of your own home (my #tinyhuman was only too happy to be the example for this one).

Consider this - there are apps that will allow you to take a photo of that really cool cappuccino maker in your hotel room and the app will give you options on where to buy that same one either online or in-store. How far off do you think business is from doing the same with copiers, phone systems, and office furniture?