Posts

Failed Tactics: 5 Questions to ask before Quitting

What do you need to ask yourself before quitting on a failed tactic? Don’t get me wrong, I’m a firm believer that if a tactic isn’t working, you should stop. In fact, we base our whole outsourced marketing business on the idea that one tactic may not work, and if you hire an agency who […]

How busy should your sales people be? [video]

How busy should your salespeople be? How many meetings should they have every week? More than they’re doing at the moment, and less than you think. Let me explain why. What are you overlooking in your calculations?     Factor #1 Firstly, I would like to highlight why the number of meetings your sales people […]

Don’t measure Sales or B2B Marketing on revenue

  Revenue targets have nothing to do with the targets you want to set for Sales and Marketing. So, how do you figure out your Sales and Marketing targets? Firstly, you need to know the value of new business that you need Sales and Maketing to generate for you, you also need to know the average size […]

How to calculate your sales conversion rate (II), and why speed kills

In last week’s show, we offered 10 steps for calculating sales conversion rate. We also promised to show you why lag is death. In English, why a buyer who has taken longer than normal is unlikely to buy from you at all. So does that mean there is merit in using assertive marketing and sales […]

Measure B2B Marketing on closures

  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 You should expect, what you inspect, and it seems that measurement of Marketing still has a great impact on effectiveness. “You should expect, what you inspect” is one of many quotes attributed to […]

Crossing the Chasm – moving up through the gears

One of a series of articles celebrating the lasting impact of “Crossing the Chasm” It’s more than 20 years since Geoffrey Moore published the first edition of “Crossing the Chasm”. Since then, it has become a classic, and has cemented its position as the one must-have book that every B2B technology marketer needs to have […]

How to size your funnel on the back of an envelope

  “Perfect is the enemy of good.” So said Voltaire, an 18th century French philosopher. If we cycle forward to the 21st century, our problem is we drown in detail. We get so caught up in the statistics of conversion rates and click through rates and sales conversion rates that we lose the clarity of […]

How to set quotas and improve the yield from Sales

What’s a normal quota per sales rep? Half a million, 1.5 million per annum? Or is that revenue or gross profit? Is it lifetime value or one time value? Or somehow a one year value? If we want to improve our yield per rep, do we decide better ones? To me, quota setting is all […]

How to choose measures you can act on

If you don’t know what’s working, how do you know what to change? So measure inputs (not outputs), measure buyer progression, and – don’t measure what you’re not prepared to change (or can’t). To most ears, “Measuring Sales and Marketing effectiveness” sounds like a low priority. It may be on your B or C list, […]

How much money should your business be spending on Marketing?

B2B Marketing’s core role is to generate leads that convert to revenue. Therefore, it’s self evident that investing in marketing is important to your business growth. Well quite. But exactly how much is enough? Business leaders are struggling to understand: In what type of marketing should you invest? Should you switch to digital tactics? if so, how? […]