A B2B Sales Rep’s Guide to Meeting with the C-Level

b2b salesEver try to set up a meeting with a senior-level executive? Then you know how tough it is to connect with these busy people who are never in their office, rarely answer their phones, and seldom reply to voicemail or e-mail. To add insult to injury, assistants are trained to protect the C-level from unnecessary interruptions.

Thankfully, B2B sales expert Jill Konrath has solved this problem in her book SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers.

Read More

A B2B Marketer’s Guide to Personalized Messaging

B2B marketing professionals have to cut through thousands of messages each day in order to connect with qualified buyers.  A good way to get your message heard is to employ personalized marketing tactics. In fact, in a study of 650 multi-channel marketing campaigns, personalized campaigns consistently and overwhelmingly beat out static campaigns in generating a high response rate from recipients (source).

Continue reading to learn the dos and don’ts of personalized marketing:

Read More

The 5 Cs of Data: A Complete Guide to B2B Data Quality

b2b dataB2B data isn’t glamorous. Yet, without it, sales wouldn’t happen and successful campaigns wouldn’t exist. To make things more complicated, data decays rapidly as people change jobs, companies go out of business, and mergers occur. In fact, 62% of organizations rely on inaccurate prospect data (source).

Continue reading to learn how to analyze your existing marketing database and achieve company growth in 2017.

Read More

8 Social Media Mistakes B2B Marketers Should Avoid

social media b2b marketing93% of B2B marketers use social media, and with good reason—it works (source). A 2014 study revealed that the ten most socially connected brands saw 31% greater revenue growth than the least connected brands. The same study showed that B2B decision makers are 10% more likely to consider brands that consumers know and feel connected to (source).

We haven’t been shy about touting the benefits of social media in B2B sales and marketing. However, if used incorrectly, social media can pose a legitimate threat to B2B companies both big and small.

Take a look at your current strategy to see if you’re guilty of these common social media mistakes:

Read More

3 Ways Social Media Can Shorten the B2B Sales Cycle

You’ve probably already heard the buzz about social selling. Proponents note that 84% of C-level/vice president executives use social media to support purchase decisions (source: IDC). In addition, social sellers realize a 66% greater quota attainment than those using traditional prospecting methods (source: Sales Benchmark Index).

Still not convinced it should have a place in your sales process? Continue reading to learn how social media can shorten your sales cycle.

Read More

4 Ways Marketing Departments Can Improve Customer Retention

b2b marketingB2B marketing departments tend to focus on customer acquisition rather than existing customers. Yet studies show, it’s retention that has the greatest impact on a company’s bottom line.

Did you know, it costs 7 times more to obtain a new customer than to retain an existing one (source)? Or that, by increasing retention by just 5% you can increase your profit by 25-95% (source)?

Retention is an inexpensive and effective way to achieve big results. If marketing teams work with product and customer service departments to focus on current customers, the entire company will profit.

Here are 4 ways marketing can improve customer retention:

Read More

Flip Your Sales Funnel with Account-Based Marketing

account-based marketingThe traditional B2B growth model relies on marketing to generate and nurture leads throughout the buying cycle. However, the sales funnel has evolved. Today, customers have unprecedented access to information about products and services, causing buying habits to change.

Enter Account-Based Marketing (ABM). ABM has taken the conventional sales funnel and flipped it on its head. Rather than focusing on people, this new approach aligns sales and marketing departments behind a common goal—acquiring key accounts.

Here are some important benefits of ABM:

Read More

How to Build a Better B2B Sales Stack In 2017

b2b sales stack

B2B sales leaders are constantly looking for tools and technologies that offer insight into their team’s productivity—tools also known as Sales Force Automation (SFA). The problem is that SFA, particularly CRMs, only facilitate measurement, rather than the sales process itself.

This is not to say reporting and measurement isn’t paramount to achieving company growth; it absolutely is. But think of it this way: if given then choice, would you rather have a working furnace this winter or a thermometer that tells you the temperature? Gas in your car or an instant MPG reader to tell you about the car’s fuel economy?

The point is, the best sales stacks empower execution just as much as performance measurement. With all that said, let’s examine a framework for building a better B2B sales stack.

Read More

How to Use Social Media for B2B Lead Generation

The success of a B2B organization is often dependent on the quantity and quality of leads it has access to. As a result, sales and marketing professionals are constantly looking for new ways to improve their lead generation strategies. In fact, 68% of B2B marketers rank “generating high-quality leads” as their top priority for this year (source).

Yet, despite the exponential growth of social media in the past five years, B2B companies remain skeptical of its effectiveness as a lead generation tool. If this sounds like you, it’s time to put your reservations aside. Here’s why:

  • Of those who use the internet, 76% of Americans use social media (source)
  • In as little as six hours a week, 66% of marketers see lead generation benefits with social media (source)
  • Social media has a 100% higher lead-to-close rate than outbound marketing (source)
  • Social media lead conversion rates are 13% higher than the average lead conversion rate (source)

Lead generation through social media is quick, cost-effective, and relatively easy to implement. Want to turn your social media presence into a B2B lead generation machine? Check out our top 7 tips below.

Read More