Ep. 189: How to Go from Outbound to 95% Inbound Marketing

Many B2B companies waste much time, budget, and resources on outbound marketing initiatives that generate poor or inconsistent results. While the reasons may vary, much of it can be attributed to a lack of understanding of how the company’s ideal customers conduct research, evaluate, and make purchasing decisions. So what can B2B marketers do to shift their approach to drive higher-quality leads and achieve sustainable growth? That’s why we’re talking to Ronan McDonnell (Managing Director, CMO Mojo), who shares proven strategies around how to go from outbound to a 95% inbound marketing approach. During our conversation, Ronan explained how B2B companies can best leverage inbound strategies for reducing headcount in sales, improve the quality of leads, and attract potential investors. He also shared some common pitfalls that B2B marketers should avoid, and provided some practical tips on targeted market research, developing a scalable inbound strategy, and to how effectively coordinate with sales teams for better impact. Ronan also stressed the need for social proof, competitive analysis, and continuous improvement across marketing channels.