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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

The Marketing and Sales Gap of Disappointment

Great B2B Marketing

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 Sales and Marketing Trends for 2015

Great B2B Marketing

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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B2B Sales and Marketing Trends for 2016

Great B2B Marketing

At the end of each year, my team and I publish a report on the major B2B marketing and sales […]. The post B2B Sales and Marketing Trends for 2016 appeared first on Great B2B Marketing. Marketing Trends B2B Marketing B2B Sales

Stop Killing Your Content: 3 Reasons Your Content Falls Flat

management systems or cloud storage platforms where they are not utilized in the sales. This explains why sales reps can spend as much as thirty hours per month searching for and. been approached countless times by sales reps to create content for a specific objective, only to have to explain that such an asset already exists. and interactive capabilities “Our sales team was.

B2B Marketing: Know the Trends, Pick the Right Strategy

Great B2B Marketing

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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How B2B Marketing Supports Sales Enablement

Great B2B Marketing

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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How to Achieve Expert Status in B2B Marketing and Sales

Great B2B Marketing

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 […].

How to Beat Larger Competitors at B2B Marketing and Sales

Great B2B Marketing

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.

Evangelizing a Content Marketing Program

50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to. as sales, employee advocacy, customer service, audi- ence engagement, thought leadership, and hiring. All rights reserved.

Lower the Cost and Boost the Productivity of B2B Sales

Great B2B Marketing

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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Use Digital Content to Shorten the B2B Sales Cycle

Great B2B Marketing

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.

How to Rejuvenate a Troubled B2B Brand

Great B2B Marketing

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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Are You Marketing to Gain or Pain?

Great B2B Marketing

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

Content Methodology: A Best Practices Report

Content serves as a powerful tool for sales. Sales staff are. industry metrics such as sales and leads, or. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. personas at each stage of their journey through the sales funnel. Content. Methodology: A Best. All rights reserved. Definition II.

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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B2B Content Marketing That Drives Results

Great B2B Marketing

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 Validate Your B2B Go-to-Market Plan

Great B2B Marketing

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.

The Economic Value of Your Company Brand

Great B2B Marketing

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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Content Strategy for Marketing

Marketing: Sustainable, Scalable, and Sale-able As the web weaves into every aspect of your customers’ lives, they expect the. you see boosts to your sales, satisfaction, and more. Are you seeing results, such as a boost in sales or sales. your reputation, earned media, sales or sales leads, and. to their sales. after the sale. 3. Content.

Time – Your Most Valuable Marketing and Sales Asset

Great B2B Marketing

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

Great B2B Marketing

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.

The Importance of Processes in Effective Lead-to-Revenue

Great B2B Marketing

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.

11 Rules You Must Follow to Be a LinkedIn Marketing Master

Great B2B Marketing

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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Content Marketing 2016: Staffing, Measurement, and Effectiveness

percent, was lead conversions and sales. SALES 20 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Results and Analysis It’s reassuring that leads and sales, two elements. While leads and sales were deemed the most. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. Introduction II.

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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10 Critical B2B Sales and Marketing Metrics

Great B2B Marketing

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. 

Sales and Marketing Plans Need to be Aligned

Great B2B Marketing

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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B2B Marketing: The Importance of Blocking and Tackling

Great B2B Marketing

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.

Study: How Much of Your Content Marketing Is Effective?

for 2015 our goal is to make content for the whole sales funnel, including white papers, e-books, webinars, case studies, and. In 2014, many brands learned that a sales pitch doesn’t. Copyright © 2015 Contently. All rights reserved. By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? What’s working—and what’s not—for over. 700 content marketers.

How to Sell More by Selling Less

Great B2B Marketing

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

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How to Use B2B Marketing to Propel Rapid Sales Growth

Great B2B Marketing

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

10 Critical B2B Sales and Marketing Metrics – Part 2

Great B2B Marketing

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.

B2B Sales and Marketing Trends for 2014

Great B2B Marketing

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.

Staffing and Launching Your Content Marketing Program

before they went on sale? ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY12 While the business goals of your content marketing efforts are import- ant—be it generating leads, sales, brand awareness, industry education, or, more likely, some combination of initiatives—we find it extremely. from coaches, entrepreneurs, sales heads, or, heck, even. All rights reserved. So was I.

5 Characteristics of a Winning B2B Marketer

Great B2B Marketing

Lead generation programs that are not followed up by sales. Many marketers overemphasize the upfront cost of an advertising program, such as the cost to reach a certain number of people, rather than the more important gauges that tell you if your program is profitable, such as cost per sale or cost per dollar of revenue. In B2B marketing and sales, doing whatever it takes means that you do the tough upfront work to make sure you have a compelling value proposition. Winning B2B Marketer Stops What is Hurting. Campaigns that don’t reinforce your core message.