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Crisp Sales and Marketing Execution – A Key to B2B Success

Great B2B Marketing

Planning is great, and having the right marketing and sales strategies in place is imperative, but it can be for […]. Marketing Strategy Sales and Marketing Marketing Execution

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Are You Practicing Sales Enablement or Sales Disablement?

Great B2B Marketing

Sales Enablement Service Level AgreementWe marketers like to think we are making a big contribution to revenue, but in fact, we may be doing […].

B2B Sales and Marketing Trends for 2015

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At the beginning of each year, my team and I publish a report on significant trends in B2B sales and marketing. We see many B2B companies adopting an end-to-end marketing and sales framework that: Attributes new revenue to specific lead sources. Combines marketing and sales reporting in a dashboard view. Trend 4:  Tighter alignment of the sales and marketing functions.

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The Marketing and Sales Gap of Disappointment

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Marketing and SalesThe leads and customers you get this month may not come from something you did this month, but rather something […].

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B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

Can You Really Use Marketing to Shrink the B2B Sales Cycle?

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It seems at least once a week that I talk to a B2B company about how to shrink their sales […]. The post Can You Really Use Marketing to Shrink the B2B Sales Cycle? B2B Sales Sales Cycle Sales Model B2B sales cycleappeared first on Great B2B Marketing.

Hard Facts About B2B Marketing and Sales

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One of the most frustrating things about being a B2B marketing and/or sales professional is that there are circumstances and […]. B2B Marketing

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How CEOs Can Improve the Value of Sales and Marketing Efforts

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CEOs have likely already conferred with their leadership teams about how they will deliver sales- and marketing-fueled growth for this […]. Marketing Sales Sales and Marketing

B2B Marketing: Know the Trends, Pick the Right Strategy

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In fact we work closely with the management teams of numerous B2B product and services companies to build and help execute a marketing strategy that fits their industry and their sales model. The marketer’s challenge is to combine the right mix of programs to build market awareness and fill the sales funnel each month at a low blended cost per lead.

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B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

Matching Wits with a Sales Lead Guru on Live Radio

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Have you listened to what your peers (and bosses) say is keeping them up at night? We did. Today my […]. Lead-to-Revenue lead-to-revenue

How B2B Marketing Supports Sales Enablement

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There is a lot of industry buzz around the term “sales enablement.” B2B Marketing Sales Effectivness Sales Enablement Sales Growth Sales effectiveness This is terrific because the marketing department should […].

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Lower the Cost and Boost the Productivity of B2B Sales

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Last month, David Brock, president of Partners in Excellence, published an excellent article titled A Frightening Look At the Cost Of a Sales Person.  Brock recounted some statistics that should disturb senior sales executives, as well as their CEOs and CFOs. For example: The average tenure of a salesperson from the time they start a job to the time they leave is less than two years (Sales Readiness Group). The average tenure of a sales manager is 19 months. You are probably spending big dollars on marketing and sales resources. And only 58% reach quota.

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How to Achieve Expert Status in B2B Marketing and Sales

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B2B Marketing Expert Status B2B SalesOn my last post, I talked about the huge difference between companies and individuals who are considered experts, versus those […].

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

How to Beat Larger Competitors at B2B Marketing and Sales

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One way we have been successful in helping smaller companies overcome industry behemoths is by carefully designing and executing an end-to-end marketing and sales process that achieves a high close rate and low cost per new customer. Regardless of the market you operate in, I hope these ideas show you how to consistently beat your larger competitors in B2B marketing and sales.

Use Digital Content to Shorten the B2B Sales Cycle

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Marketers, sales reps, and business owners are becoming aware of the many benefits of propagating fresh and relevant digital content. But perhaps the most important content marketing benefit is the impact on the sales cycle. relevant piece of content available to the prospect at the right time in the sales cycle, can accelerate the purchase decision. Case Studies. Price Lists.

B2B Sales and Marketing Transformation

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B2B Marketing B2B SalesI just viewed a great online video that deserves its own blog post. The speaker is Barry Trailer, Chief Research […].

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How to Rejuvenate a Troubled B2B Brand

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The theme of the post: No matter the size and scope of your company, the brand position you hold with your prospects and customers has monetary value in terms of sales, stock prices and even employee retention. Two months ago, I wrote an article titled The Economic Value of Your Company Brand. The first major category is where you change the name and everything else. Live the brand position.

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Fast Lead Response Keeps B2B Leads from Going Stale

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Earlier in my career, I had a sales development team that was qualifying 4,000 inbound inquiries per quarter and generating over 380 sales-ready leads. Fortunately, the sales development group was able to accomplish this and consistently met their lead response metrics. 85% of sales teams don’t track call response times? B2B Leads Lead Response Sales Development

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How to Validate Your B2B Go-to-Market Plan

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Marketing Plan Sales Model b2b Go-to-Market Market PlanMy team and I are often asked to comment on – or do a more formal evaluation of – a […]. The post How to Validate Your B2B Go-to-Market Plan appeared first on Great B2B Marketing.

Are You Marketing to Gain or Pain?

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As a marketing or sales professional, you have a choice in how you message your company and its offerings, with […]. Marketing Content

B2B Content Marketing That Drives Results

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Whether your goals are to increase market awareness, drive website traffic, build lead generation, or improve sales funnel conversion, understanding how to create copy that delivers results is fundamental to achieving success. Shorter sales cycle. There is a lot of buzz in the air about content marketing. The Payoff Earned from Effective B2B Content. Converts visitors to leads.

How to Sell More by Selling Less

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My friend (and very smart marketer) Debbie Breemeersch recently shared a great article on LinkedIn: The Secret To Sales Success: […]. B2B Sales b2b sale

The Economic Value of Your Company Brand

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For instance, it can be a boon to the stock price, making the entire company more valuable.  It can be a sales and profit accelerator by helping you sell more products and services at a greater profit margin. By contrast, a differentiated brand can deliver a shorter sales cycle, and much less, if any, competition, where you are able to drive premium price points. Brand Branding

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The Danger of B2B Marketing and Sales Statistics

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Mark Twain made the following observation, which he attributed to Benjamin Disraeli, “There are three kinds of lies: lies, damned […]. Marketing Analytics

11 Rules You Must Follow to Be a LinkedIn Marketing Master

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At my company, Fusion Marketing Partners, we have a policy of not spending money on marketing or sales. While we don’t incur direct marketing or sales expenses, there is definitely a cost in time and effort, and this is the tradeoff you will also have to make if you decide to adopt the pull marketing approach. Remember Alec Baldwin in the chalkboard scene from the movie Glengarry Glen Ross , where his character is haranguing his sales team and shouting “ABC, Always Be Closing!”  We are “pull” (inbound) marketers to the core and this philosophy has served us well.

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The Importance of Processes in Effective Lead-to-Revenue

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Component 3 in our recent eBook The Essential Guide to Building Your Lead-to-Revenue Machine is optimized marketing and sales processes. Lead-to-Revenue lead-to-revenue Revenue Sales LeadsYou […]. The post The Importance of Processes in Effective Lead-to-Revenue appeared first on Great B2B Marketing.

Sales and Marketing Plans Need to be Aligned

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As a B2B marketing outsource provider, my team and I usually work very closely with the sales department at our client companies. The goal is to achieve effective alignment between what the marketing and sales teams are doing: driving to a common goal and reaching agreed-upon revenue targets. In the best-case scenario, we get to review and provide input for the sales plan.

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Does Your B2B Sales Model Need an Overhaul or a Tune-up?

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When designing a new, or optimizing an existing, sales model, you will be faced with some tough but extremely important […]. The post Does Your B2B Sales Model Need an Overhaul or a Tune-up? B2B Sales Lead-to-Revenue Sales Model lead-to-revenueappeared first on Great B2B Marketing.

How to Use B2B Marketing to Propel Rapid Sales Growth

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Instead of a separate marketing and sales process, you need a combined revenue model to propel sales growth. While this is easy to say, it is not so easy to do. I’ve written about this quite a bit, including a recent blog post on marketing and sales alignment. Rapid sales growth requires aggressive planning and execution. The point is to do what is necessary (even if it is uncomfortable) to fill the sales funnel. Incentivize sales reps in exactly the way you want them to behave. B2B Marketing Demand Generation Sales Growth Sales

B2B Marketing: The Importance of Blocking and Tackling

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By marketing machine, I mean a systematized process for creating awareness, generating B2B leads, qualifying prospects, and converting them into sales opportunities. First, to supply the needs of the visitor, regardless of where he or she is in the sales process. I talk often about the importance of creating a “marketing machine”. Build the database. Deliver quality content.

10 Critical B2B Sales and Marketing Metrics

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Let’s face it.  If you tried to measure every single aspect of marketing and sales performance, you could quickly succumb to “analysis paralysis.” Lots of reported sales and marketing data does not stand up to scrutiny.  We want to make sure that the data we collect is meaningful has the potential of moving the needle on our marketing and sales results. Cost per new inquiry. 

10 Critical B2B Sales and Marketing Metrics – Part 2

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Sales and marketing cost as a percentage of total revenue. Conversion of qualified leads to opportunities: Once a lead has been qualified, it is up to the sales rep to convert it into a workable sales opportunity. Opportunity close rate: This number is calculated by dividing the total number of sales in a given time period (e.g. Cost to acquire a new customer.

Why You Need to Be Hooked on Your Customers

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We look at several marketing and sales metrics to gauge the health of an organization, such as cost of customer acquisition, average sales price, and lead-to-opportunity conversion. I just read the brand new book by Bob Thompson: Hooked On Customers: The Five Habits of Legendary Customer-Centric Companies. This is where Bob Thompson’s excellent book comes in. Answer: most of them.

How to Find Elusive B2B Buyers

Great B2B Marketing

Few people appreciate overly aggressive marketers and sales people, and because of this fact, B2B prospects are becoming quite good at hiding from persistent marketers. Even though I am in the marketing industry and appreciate what telephone sales people have to go through, I quit answering my desk phone because I don’t want to deal with the deluge of unwanted sales pitches. Picture the couple who sees the sales person walking up the driveway and hides to avoid answering the door. Okay, it’s time for a little honesty. messages from clients.

Eyeball Share Leads to Wallet Share

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One of my favorite bloggers is Paul Castain, who produces excellent content for the Sales Playbook website.  There is a process that, if conducted properly, will get you to the end result, and it is wise not to try and skip the intervening steps or you will not make the sale or end up with the wrong partner. Likewise with marketing and sales. There are now 2.7

B2B Sales and Marketing Trends for 2014

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This gives the FMP team and me the ability to track the most significant issues facing marketing and sales professionals. For the past couple of years, we have been publishing the top B2B sales and marketing trends that we believe will have the most impact on a company’s ability to gain and maintain competitive advantage. Trend 3: Disintermediation of the Field Sales Force.

Time – Your Most Valuable Marketing and Sales Asset

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The post Time – Your Most Valuable Marketing and Sales Asset appeared first on Great B2B Marketing. Marketing and Sales marketing managementNot sure about you, but I am at a place in my life where I would choose more time over […].

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