Funnel Vision is a blog for B2B marketers, sales leaders, and business owners who want to know what works.

Based off 20 years of advising large growth businesses and being ‘on the tools’ for the SME’s who entrust us with their marketing, we’ve done the hard yards to weave valuable insights and actionable steps into resources for the B2B industry.

Six steps to build your credibility

Chris Fell, Managing Director of g2m Solutions, writes… A recent blog article from Hubspot focused on how small and medium businesses should take the time to build credibility for their companies. They made the point that with emerging new media technologies and online tools, building reputation as a small business and communicating with customers has never been […]

Choose the right sales training for your business

Glenn Guilfoyle, Founder & Principal of The Next Level, writes… Spin Selling. Solution Selling. Conceptual Selling. New Conceptual Selling. Professional Selling Skills. The list goes on and on. The Sales sections of bookstores are loaded with them. Since the mid 1980s, professional selling started to garner enough respect to be studied and written about. The […]

What’s the role of social media in B2B selling?

Christian Maurer, a Paris-based Consultant, Trainer and Coach, writes… From my own experience, I know that using social media can eat up considerable time, especially in the discovery phase. It is thus legitimate for a sales leader to be concerned about whether the time salespeople spend with social media is time well spent to interact […]

Understand your value chain

Glenn Guilfoyle, Founder & Principal of The Next Level, writes… I stopped counting and running ratios a few years back now, but at last count around 80% of the B2B sales organisations I asked failed the value chain question. I find myself in workshops with heads of Sales, Marketing, Customer Service, Finance,  and Operations seeking […]

Use marketing content to get your business found

Chris Fell, Managing Director of g2m Solutions, writes… Modern marketing is all about engaging with your target audience and creating some interesting content that they would find enjoyable or interesting to consume. Use your creative juices to develop interesting content and then leverage that content in as many ways as possible to engage with your […]

Do you really need sales training?

Charles Besondy, President of Besondy Consulting & Interim Management, writes… Is revenue flat or heading south? Time to invigorate the sales force with the latest sales techniques, right? New head of sales takes the reins with the job of transforming the revenue engine. Time to bring in the sales trainers, right? Maybe yes. Maybe no. […]

Don’t ask your Sales Execs to cover too much

Glenn Guilfoyle, Founder & Principal of The Next Level, writes… Many B2B sales organisations unwittingly set up their Sales Execs for mediocre performance by expecting them, via their charter of role breadth, to cover too much.  So how does the organisation set the right breadth of accountabilities for the Sales and Service roles? Well, like […]

Great planning will suffer in the era of speed dating

Great plans don’t come from inspired enlightenment, but from following a great process. Whilst we believe we have built such a process for integrated sales and marketing planning, in a time-poor world the processes need to change. But to what? I’ve just completed a Funnel Camp for one client, and am mid-flight in building a […]

align.me releases new B2B marketing whitepaper on ‘The Strategy to Action Gap’

October 26th 2010, Melbourne, VIC, AU – align.me today announced the release of its latest B2B marketing white paper, The Strategy to Action Gap: How to Turn Good Ideas into Hard Sales Results, now available to download for free. In their many years of work with leading B2B companies worldwide, the team at align.me have […]

Social media – think before you tweet

Chris Fell, Managing Director of g2msolutions, writes… It is simply impossible to read a marketing article these days without someone expressing an opinion about social media. I have actively avoided blogging about this phenomenon up to this point because, well, I didn’t want to be part of the Twitterati (with the emphasis firmly on the […]

Record buyer progression, not seller hope

Some sales methodologies ask sales people to characterise their sales calls as an ‘advance’ or a ‘continuance’ which creates loads of ‘wriggle room’ for the sales person. What we should actually be recording is the stage a buyer has reached, not whether the sales person thinks this is good or not. Your buyers progress through […]

Don’t start something you can’t sustain

We all recognise the power of loyalty programs, and enjoy the rewards of airlines, card providers, stores and other businesses who reward our loyalty. Be careful about starting one that you can’t sustain though. This is a personal story, but perhaps salient to those of us who market for a living. Before starting align.me, I […]

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