Great B2B Marketing

Use Pull Marketing for Easier and More Productive B2B Sales

Great B2B Marketing

In a recent conversation, a B2B sales rep told me something to the effect: “I hate my job because no […]. B2B Sales Pull Marketing

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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Trending Sources

Six Ways Marketing Can Shrink the Sales Cycle

Great B2B Marketing

I often talk about how B2B marketing and lead-to-revenue (L2R) can be massively beneficial to enabling your sales team to […]. Sales Cycle Sales Enablement B2B sales cycle

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.

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Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales

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

Great B2B Marketing

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 cycle

Don’t Break the NEW Rules of B2B Sales and Marketing

Great B2B Marketing

Those of us who have worked in B2B sales and marketing for some time agree that the rules have changed. […]. B2B Sales Sales and Marketing

How CEOs Can Improve the Value of Sales and Marketing Efforts

Great B2B Marketing

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

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. Even better, leads from these sources tend to have higher sales conversion rates.

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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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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.

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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. Competitors B2B Marketing Marketing and Sales

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. What types of digital content shorten the B2B sales cycle?

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 […].

Hard Facts About B2B Marketing and Sales

Great B2B Marketing

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

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.

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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.

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Matching Wits with a Sales Lead Guru on Live Radio

Great B2B Marketing

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

B2B Sales and Marketing Transformation

Great B2B Marketing

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

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.

Moving Up the Relationship Hierarchy

Great B2B Marketing

You often hear marketing and sales pros talk about how to turn vendor interactions into meaningful relationships. I find it […]. Marketing

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.

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.

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The Economic Value of Your Company Brand

Great B2B Marketing

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.

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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. 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.

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!”

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

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-revenue

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.

Six Ways Marketing Can Shrink the Sales Cycle

Great B2B Marketing

I often talk about how B2B marketing and lead-to-revenue (L2R) can be massively beneficial to enabling your sales team to […]. Sales Cycle Sales Enablement B2B sales cycle

The Danger of B2B Marketing and Sales Statistics

Great B2B Marketing

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

10 Critical B2B Sales and Marketing Metrics

Great B2B Marketing

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. Sales and marketing cost as percentage of total revenue. Let’s face it.

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. Marketing Metrics Qualified Lead Sales and Marketing

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.

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. Trend 3: Disintermediation of the Field Sales Force. Trend 5: Sales Response Time is Crucial. B2B Marketing B2B Sales Marketing Trends

How Digital Marketing Can Drive Your B2B Company Results

Great B2B Marketing

B2B Marketing Digital Marketing Sales CycleI suspect that two types of people will read this article. The first group consists of those who are fairly […].

Why You Need to Be Hooked on Your Customers

Great B2B Marketing

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.

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. Okay, it’s time for a little honesty.

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 […].