thePoint: B2B Marketing & Sales blog by GROWTHPOINT®
Welcome! thePoint: B2B Marketing & Sales blog offers usable, actionable information that focuses on latest in MarTech and best practices that can be implemented into your B2B marketing & sales strategy.
A Successful B2B Lead Generation Program – Key Commitments from Marketing & Sales
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 [...]
Best Practices for Today’s Virtual Events
One very obvious phenomenon during the COVID-19 crisis has been the great increase in online live and recorded webinars and full-on virtual events (multi-session events). We have been directly involved in increasing the use of both and both creating and project managing these events. Here are some best practices for today's virtual events to keep in mind: Develop guidelines for the SMEs (Subject Matter [...]
Do stay-at-home salespeople perform differently?
Do stay-at-home B2B salespeople perform differently? This week I had an interesting conversation with one of my clients. He manages a B2B sales team and pointed out an interesting statistic that has emerged regarding how his sales team is performing during this “stay-at-home” period. Basically, his sales team has improved by 70% in terms of the average time for first follow-up on leads. In [...]
Why not to cut marketing during the COVID-19 crisis?
Why not to cut marketing during the COVID-19 crisis? As I work to provide marketing strategy and planning for customers during this COVID-19 crisis, I see many B2B businesses choosing to cut their marketing spend as part of their cost savings measures. I certainly understand their motives, but I strongly suggest that those businesses continue their marketing, and perhaps even increase their marketing spend [...]
Reporting that creates the right marketing-sales conversation about leads
There are many ways that marketing and sales go about measuring their efforts for their own purpose. You have marketing waterfall reports. You have sales forecast reports. You have sales activity reports. You have marketing media metrics. But what about the kind of report that sales and marketing should share together and talk about the most? Which reporting creates the right marketing-sales conversation about [...]
Putting trade show dollars to work
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 [...]