Marketing on a Budget: What to keep and what to cut

Why is it that marketing is one of the first things to get cut when budgets tighten? The conception amongst B2B business owners is that positioning is a long game and that demand response is low, so taking a hiatus from both forms of marketing won’t make much difference. You could be forgiven for thinking too, in the current climate where online traffic has increased, we're 'over'; webinars again, and content creation is reaching saturation point, that your voice would be drowned out in the digital noise anyway. Sure, customers are reducing spending on 'non-essentials' so minimising READ MORE ›

By |Strategy|
Read More

6 steps to building a shared Sales and Marketing process (they both agree to) Part 2

In part 1 of his blog, we discussed the first three steps you need to take to start creating an aligned process and team. But that’s only half of it. From here, we’ll build on those steps to finish up and agree on a clearly aligned sales & marketing process that gets both teams on the same page. Remember, the net effect of building a single, optimised Sales and Marketing process is that the lead acceptance from Marketing to Sales doubles (by 108%) and Marketing’s contribution to revenue does better still (by 126%). How to build a 1-page READ MORE ›

By |Strategy|
Read More

6 steps to building a shared Sales and Marketing process (they both agree to) Part 1

If you want Sales and Marketing to be on the same page, then there had better be only one page. Here's how to do it. Benefits of an aligned Sales and Marketing process Research shows that building a single process when it comes to Sales and Marketing has some very measurable and substantial benefits for your business, including: Increasing lead acceptance by 26% Increasing lead closure rate by 15% and Marketing's contribution to revenue by 59% Lifting lead acceptance by another 31%, and Improving lead acceptance by another 27% and marketing generated revenue by another 63% when READ MORE ›

By |Alignment|
Read More

6 steps to building a shared Sales and Marketing process (they both agree to)

If you want Sales and Marketing to be on the same page, then there had better be only one page: A single page that defines your sales and marketing process. Here's how to do it. https://www.youtube.com/watch?v=U1YYKEmy7K4 Benefits of an aligned Sales and Marketing process Our research into alignment (and 20 years and 500 projects) have shown that building an aligned Sales and Marketing process has some very measurable and substantial benefits for your business, including: Increasing lead acceptance by 26% Increasing lead closure rate by 15% and Marketing's contribution to revenue by 59% Lifting lead acceptance by READ MORE ›

By |Alignment, Evergreen|
Read More

Take your Sales and Marketing Processes to a whole new level

We're going to help streamline your Sales and Marketing process, every step of the way If you’re a B2B sales and marketing consultant, you’ve probably already got some pretty strong insights into what works and what doesn’t. But you likely also know that poor alignment is one of the most common causes of an underperforming sales and marketing engine. Our clients often feel they can solve all of the world’s problems. And getting them to boil it down to just one problem that Sales and Marketing agree to can really help them improve their sales closure rates READ MORE ›

By |Alignment|
Read More

How do you sell to the C-Suite? You don’t

  It’s a question that comes up a lot, and sometimes we even ask ourselves: How should you approach the c-suite? How do you get the attention and time of that elusive senior person who you need to get onside early and who, ultimately, can approve your deal? Often, the answer is: you don’t. And you shouldn’t. Let me show you why. Before we sell, we solve – so who is having the problem? Often the person who can approve the deal is not the person who actually has the problem that the deal is going to READ MORE ›

By |Strategy|
Read More
    Go to Top