Part 4/9:
- Higher Budget Clients: Companies like IBM and Johnson & Johnson regularly pursue leads generated via content.
2. Build a Dedicated Sales Team for Expansion
While SEO provides a steady influx of inbound leads, scaling requires a proactive approach. The expert recommends hiring a sales team, but with a nuanced twist: rather than deploying traditional commission-based salespeople, they advocate for hiring individuals with a background in writing or editing who can build genuine trust.
A key insight is to hire one talented person—even if temporarily—whose role is to answer inquiries, handle administrative tasks, and set the stage for repeat business. This frees up the owner’s time to focus on strategic growth initiatives and client relationships.