At the start of every new year, I work hard with my clients to help solidify their marketing plans for the rest of the year, segmenting out initiatives by quarter with quantifiable key results we want to achieve. Given the fact that the majority of my clients are in the B2B SaaS realm, they obviously want more leads and sales. Simple as that. It is common that this is what
Back in 2014, I received a LinkedIn message from the CEO of Better Business Bureau Northwest + Pacific who was interested in getting marketing help but explicitly stated he probably couldn’t afford to hire me in-house. Instead, we decided to work on the basis that I’d bring him on as a client for my marketing firm and help with two specific initiatives: grow awareness and generate qualified leads. Naturally, ensuring
For any B2B company that’s pushing to generate leads, it’s essential to identify which leads are ready to go to sales and which ones marketing should continue nurturing. This is where a lead scoring model has to be established. It is important to note that 50% of leads who come through the pipeline are not yet ready to buy yet. Before we dive in, let’s take a look at some
Did you know that 86% of sales professionals agree that helping the customer consider all possible options and alternatives is important? In fact, companies with a sales enablement team are 52% more likely to have a sales process that’s tightly aligned with the buyer’s journey. What does all of this tell you? In short, the more resources you can provide your sales team with, the better — right? Absolutely. However,
Growing a business is no small feat. The amount of time, effort, and investment that is required can be overwhelming. However, should these efforts yield positive results, the ability to continue growing your business can present a multitude of opportunities that will pave the way for larger endeavors. Given 81% of customers nowadays research a product or service before making a purchase online, having an online presence to help foster
Content marketing is nothing new. In fact, 91% of B2B marketers have used content to reach their customers, and 86% state that content marketing is a key strategy for growth. It’s obvious that the ROI is there. However, the ability to drive effective content that will sustain engagement, increase leads, and ultimately foster sales needs to be tightly aligned with the buyer journey. Content has always played a big role
As many businesses start to look at what 2021 has in store for growth, marketing is typically one of the key drivers to fostering that growth. Not only this, the push for awareness, relevant website traffic, lead generation, and sales are all things that live under the marketing wheelhouse. Rather than looking at a set of trends to watch out for 2021, I want to position this blog post around
When companies reach out to me for marketing help, they are usually dealing with major challenges around lead generation and sales enablement that have revenue opportunities attached. These challenges are common and in a nutshell, they exist due to the lack of processes, tools, and people. More importantly, failing to build a culture around collaboration for overall business success becomes a competitive game that turns marketing and sales teams against
Traditionally, the school of thought when it came to marketing was that it was just about TOFU (top of the funnel) initiatives, and it was difficult to tie marketing into an ROI model that showed revenue contribution. In the B2B marketing world, what could make or break your initiatives boils down to ensuring that both marketing and sales are tightly aligned. This means that they each have processes, tools, and
There are many opportunities available if you are looking for clients in the B2B market, but the competition is fierce. Check out these stats to find out why B2B marketing is in a category of its own: Most B2B buyers are already 57% through the buying process before they ever meet with a representative. Only 20% of B2B buying decisions are based on the price or the actual offering —
