B2B Marketing tactics with high closure rates

  Want to receive more blogs like this? Subscribe to our twice weekly B2B marketing insights! Get your copy of our 2014 Sales and Marketing Alignment Report In B2B marketing, Marketing tactics early in the journey have more effect on closure rates than sales tactics later in the journey (which is why search beats social, blogging beats traditional, and it doesn’t matter what tactics the sales team uses). What affect do various tactics have on closure rates at each stage of the buyer's journey? If you have listened to some of my recent blogs, you know that in 2005 READ MORE

B2B Marketing Definition

  I've not typically been big on the necessity for definitions, but became frustrated recently when a senior marekter threw terms like strategy, tactics around as if they were interchangable. It is not hard to understand what B2B marketing is, nor how it is different from consumer, or B2C marketing. Let's start at the top: B2B marketing can be defined as the planning, execution and measurement of the strategy and the tactics needed to sell a product or service to a business. In this blog, I'll unpack that just a little, argue why the four P's is READ MORE

You can’t close a deal you haven’t properly opened

  Want to receive more blogs like this? Subscribe to our twice weekly B2B marketing insights! Get your copy of our 2014 Sales and Marketing Alignment Report It's hard enough to get a buyer to commit to a sale. Now try to imagine a buyer who doesn't even know what they're buying from you. Do you think you could close that deal? With any deal, including the situation above, your focus should shift away from closing and to opening. If you open a deal correctly, your buyer will know exactly what you're selling them and why they need it.  READ MORE

How to nurture leaked buyers back into your funnel

  Want to receive more blogs like this? Subscribe to our twice weekly B2B marketing insights! Get your copy of our 2014 Sales and Marketing Alignment Report It’s inevitable that prospects will leak from your funnel. But just because they aren’t ready to buy from you now, doesn’t rule out the possibility they will buy from you in the future. The success of your funnel is not shaped by your wins, but how you handle your losses. In this week’s blog, Hugh shows you how to build a robust recycling program. Staying positioned with leaked buyers is crucial READ MORE

How to close the deal

Want to receive more blogs like this? Subscribe to our twice weekly B2B marketing insights! What makes closing a deal a bit like proposing marriage? Well, neither of them should really come out of the blue. There’s a lot of groundwork to lay down before that final decision. Signing the contract and closing the deal might seem like one huge step for you and the buyer. But it doesn’t always have to be. In this week’s blog, Hugh shares how to break down the process into a set of small, quick tactics that will eventually lead to one READ MORE

How to get your offer accepted ahead of a rival bid

  Want to receive more blogs like this? Subscribe to our twice weekly B2B marketing insights! Your offer is on the table, but it would be silly to assume the deal is done and dusted. At such a late stage, how can you ensure you aren’t Steven Bradbury’d, and that your offer gets accepted ahead of the competition? By now most of the hard work is done, but this doesn’t mean you can’t stumble and fall at the last hurdle. You haven’t won the race just yet. In this week’s blog, Hugh gives substances to numerous tactics you READ MORE

How to make an unrefusable offer

  Want to receive more blogs like this? Subscribe to our twice weekly B2B marketing insights! If your prospect is looking for anything other than the proposal you put on the table – you have already lost. Stop reading, go home, and promise to never do that again. Your buyers have a certain concept of what they need. Whatever that concept is, is rarely shaken at the proposal stage. If someone other than you shaped that concept, then walk away. Nothing we can share with you will undo the stupidity of failing to invest that time up READ MORE

How to really upset your market

Being the nice guy to customers is always a good idea. But with prospects, we need to really upset them. Seriously! A prospect might engage with you if you’re nice, but that’s not why they’ll buy from you. They will only buy from you (or anyone) if they think they a problem that needs fixing. And they will only buy from you if they think you can solve the problem better than the other guy. In this week’s blog, Hugh shares his ten favourite tactics to get your prospects in a lather.

How to create compelling content

“What am I expecting my audience to do differently tomorrow?” If you can’t answer this question after consuming a piece of content, then what was the purpose of the communication at all? All too often we finish building our content piece, summarise what we have written, and then fizzle. Or we deliver a vague or unrelated product pitch. In his latest video blog, Hugh demonstrates how to reach a convincing and persuasive conclusion with your content. He shares a sure-fire method to building compelling content and stresses how important it is that your content takes your buyer one step forward READ MORE

How to produce high quality video blogs on a limited budget

Many people are discouraged to produce their own video blogs at the risk of looking cheap and nasty. However, video production technologies have improved so drastically over the past few years that it no longer requires large monetary or time investments to produce high quality video blogs. No longer can the excuse of poor production capabilities be used as an excuse not to tell your story! Direct from Frankfurt, Germany, Hugh demonstrates first-hand the ease and effectiveness of producing video blogs on a limited budget. He shares with you an array of products, tools, and tips you READ MORE

Go to Top