For all of us involved in selling to B2B (particularly manufacturing) prospects, answering the question – What is a lead?
The short answer is one of two definitions “a new potential relationship” or “a reason to check in with an existing relationship.” You are fortunate if 10% of the leads you identify are “ready to buy” or what many in sales term “sales ready” – ready for a quote for at least what they believe they […]
We have arrived at the #5 thing I believe every CEO should know about marketing. In case you are new to the series, you can find #1 – #4 (The “Ante”, Not all marketing is the same, B2B buyer journey, and B2B website purpose) in our blog.
#5 is about alignment – specifically marketing and sales alignment around one specific definition. There are certainly many […]
The goal of any B2B lead generation program is to ultimately generate as many actionable leads as possible for the sales team. There are certainly plenty of topics around an approach, but the one area I want to focus on now is the absolute commitments that marketing and sales must make to each other to create an environment that will produce success.
At the heart of any B2B lead generation program must be an ongoing cycle […]
Note: Be sure to check out the Trade Show Dollar Challenge at the end of this post.
Putting trade show dollars to work. Many companies are tightly squeezing their dollars right now, and that is understandable. One easy target is to pocket unspent or refunded trade show dollars as quick savings. This too is understandable. However, what if you can save a good portion of those 2020 trade show dollars while also investing today in a […]
Your “marketing” cheese got moved and I am writing to help you find it. To that end, here are the two things your organization must embrace in terms of sales and marketing in this new technology-driven world.
Technology has completely and radically changed the way your potential and existing customers engage with and purchase from your company.
The spoils will go to the suppliers who commit to engaging customers […]