‘Funnel Vision’ is a B2B marketing blog that provides B2B Sales and Marketing tips using the buyer-centric principles of Funnel Logic. Published weekly, this blog is a collaboration between align.me’s global network of B2B marketing consultants (we call them Funnel Coaches). Through quickly-digested and actionable sales and marketing tips, Funnel Vision takes you and other sales and marketing leaders through a journey to discover means for growth in your business.
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How to leave voicemails that actually get call backs [video]
/in B2B marketing blog /by Hugh MacfarlaneWe’ve recently been discussing how to earn a new meeting. In this week’s show, we’ll explore the best B2B voicemail script for complex sales. In complex B2B, a full-time and well-skilled outbound cold caller might manage one or two conversations a day. A sales professional that gives cold calling only one or two hours a day […]
Telemarketing scripts [video]
/in B2B marketing blog /by Hugh MacfarlaneTelemarketing scripts are aimed to help the uncomfortable get comfortable, and the poor get good. They rarely do either. Today I’m going to show you a number of telemarketing scripts, summarise them, and make one big change to that summarised set to help you get more effective at telemarketing for complex B2B selling. Telemarketing needs […]
Set your B2B marketing strategy around your buyers’ maturity
/in B2B marketing blog /by Hugh MacfarlaneThere are no obviously good ideas in strategy. The very same strategy that you saw somebody else employ to great effect, could be completely the wrong idea for you. And, the same strategy that you have employed previously might just be the wrong strategy as well. How you set your target market, your channel, your […]
Ask pain funnel questions in the right order [video]
/in B2B marketing blog /by Hugh MacfarlaneThe best pain funnel questions, asked at the wrong time, will lose you a deal you might have won if you’d asked them in the right order. Popular sales training company Sandler uses the term ‘pain funnel questions’ to describe the questions a sales person should ask. I’m going to show you today that their […]
Best cold email template and 7 steps to build it [Video]
/in B2B marketing blog /by Hugh MacfarlaneCold calls suck. Sales people hate them and buyers hate them. The hit rate is unsurprisingly low, and the process is demoralising. But if you have to, be smart about overcoming the common barriers by using a proven cold email template. A buyer who has stuck their hand up will always be more valuable than […]
8 tips for writing the best cold sales email [video]
/in B2B marketing blog /by Hugh MacfarlaneIn a perfect world, sales would only be following up leads that marketing had generated. In an even more perfect world, it would only be Inside Sales, not Sales, making that first human approach. But if, in the real world you need to make cold sales emails, how do you do it? The first thing […]
How to generate leads through LinkedIn [video]
/in B2B marketing blog /by Hugh MacfarlaneLinkedIn’s core proposition remains: get found and get recruited. Keep your CV up to date on LinkedIn. Make it look pretty. Recruiters find you. Job offers come. That’s essentially their proposition. If that’s the case, LinkedIn surely is the most up to date database on the planet for accurate contact information about prospects. How do […]
Go to market strategy examples [video]
/in B2B marketing blog /by Hugh MacfarlaneThe best way to build a go to market strategy is to copy someone else. Unless you want to make money, or grow consistently, and then it’s not such a great idea. Let me show you why with three go to market strategy examples. The right strategy doesn’t depend on your product, but your buyers. […]
How often should you blog for B2B [video]
/in B2B marketing blog /by Hugh MacfarlaneHow often should you blog for B2B? Here’s my answer: As often as you can say something valuable Certainly no less often than monthly Email once a week, even if you blog less often First, you need a foundation – a monthly blog. If you haven’t published a blog every month for the last couple […]
5 Key Skills of a Marketing Manager [Video]
/in B2B marketing blog /by Hugh MacfarlaneWhat skills does a Marketing Manager need? These are the skills needed by a marketing manager (note that they are different from the skills needed by a solo marketer): Skill development Selection/ deselection of talent with those same skills Buyer’s perspective Selling process Planning and measurement I googled “skills of a Marketing Manager” and […]
Ideal Client Profile [video]
/2 Comments/in B2B marketing blog /by Hugh MacfarlaneWhat is an ideal client profile, and how do you define yours? Your ideal client profile describes the type of businesses you want to serve, and excludes those that you don’t. It’s not so much a list of your segments, but the characteristics that need to be true of all of your segments. Let me […]
What is B2B Marketing? [video]
/2 Comments/in B2B marketing blog /by Hugh MacfarlaneWhat is B2B Marketing? If you think the answer is obvious, and even too basic to discuss, why does everyone get it so wrong? Let’s explore a few notable definitions and build a simple, clear answer. Here’s my take. A defintition of B2B Marketing B2B Marketing is the process of planning and executing strategies and campaigns […]