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 […]
This third blog post of the “7 things a CEO needs to know about marketing” series focuses on the B2B buyer journey. You may believe your company sells stuff to the market – like your products or services, however, that is your seller view and not a buyer view. You indeed have products and services, and you definitely engage in activities that lead to sales but the truth is people are buying what they need […]
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 […]
What is your sales team pitching: When your sales team sends an email to a prospect to pitch a product, what do they say? It’s very likely that many of you have no idea. You make an assumption that if you have given sales leadership or the sales team the right product/service brochures or other collatoral, or you have given them an approved presentation, or they have sat in a meeting where they were given […]
How Organizations Waste Perfectly Good Leads
So you’ve just finished an amazing campaign that generated a ton of interest and, more important, qualified leads! You expect sales to be closing left and right, but that is not happening. Why not? Why are these fantastic qualified leads not producing the sales results you expect?
Well, you are not alone.
How organizations waste perfectly good leads is simply by failing to follow up with prospects immediately.
Research clearly […]