Finding rhythm: When’s the right time to talk to your buyer?

When a buyer is ready to talk, we need to talk with them right away. And if they’re not, we need to follow up. But what is the right cadence? How quickly should I follow up? How quickly should my next and my next and my next correspondence be? How many should there be? Landing the right cadence - That's what we're going to explore in this month’s blog. Timing is everything When you say something is just as important as what you say. Imagine you've been used to receiving emails every month notifying you about a READ MORE

How to know when you should outsource marketing Part 2

In Part 1 of this blog, we started small – focussing on businesses who are achieving less than $20 million annual revenue. Here, we’ll be going a little bigger and look at those turning over more than $20 million. While the numbers are different, the concept is the same – your marketing needs to evolve as your business does.   When revenue exceeds $20 million Once you get to around $20 million, it’s time to look at bringing some, or all of that marketing in-house. So, you're going to hire one or two in-house marketers. If there's READ MORE

How to know when you should outsource marketing Part 1

When is outsourced marketing a good idea? When should you do it in-house? Here’s my experience... Evolve your approach to outsourced marketing I’ve managed outsourced marketing for hundreds of businesses – and operated as the outsourced group Chief Marketing Officer for many of them. So, I have got a pretty good handle on what works and what doesn’t. Let me give you a really short summary of what I’ve learned should be outsourced – and when. The answer’s not complicated, but it does need to evolve as your business evolves. Today, I’ll be talking about marketing approaches READ MORE

2020-07-02T14:29:14+10:00By |B2B marketing blog|

6 steps to building a shared Sales and Marketing process (they both agree to) Part 2

In part 1 of his blog, we discussed the first three steps you need to take to start creating an aligned process and team. But that’s only half of it. From here, we’ll build on those steps to finish up and agree on a clearly aligned sales & marketing process that gets both teams on the same page. Remember, the net effect of building a single, optimised Sales and Marketing process is that the lead acceptance from Marketing to Sales doubles (by 108%) and Marketing’s contribution to revenue does better still (by 126%). How to build a 1-page READ MORE

2020-07-02T14:30:05+10:00By |Strategy|

6 steps to building a shared Sales and Marketing process (they both agree to) Part 1

If you want Sales and Marketing to be on the same page, then there had better be only one page. Here's how to do it. Benefits of an aligned Sales and Marketing process Research shows that building a single process when it comes to Sales and Marketing has some very measurable and substantial benefits for your business, including: Increasing lead acceptance by 26% Increasing lead closure rate by 15% and Marketing's contribution to revenue by 59% Lifting lead acceptance by another 31%, and Improving lead acceptance by another 27% and marketing generated revenue by another 63% when READ MORE

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