Why is it that marketing is one of the first things to get cut when budgets tighten? The conception amongst B2B business owners is that positioning is a long game and that demand response is low, so taking a hiatus from both forms of marketing won’t make much difference. You could be forgiven for thinking too, in the current climate where online traffic has increased, we're 'over'; webinars again, and content creation is reaching saturation point, that your voice would be drowned out in the digital noise anyway. Sure, customers are reducing spending on 'non-essentials' so minimising READ MORE ›
[av_video src='https://www.youtube.com/embed/4lwElgCZYEs' format='16-9' width='16' height='9'] How do you get those recalcitrants - the nervous nellies and those past failures - into your funnel as quickly as possible? A part of the answer is you probably don't want them there quickly. You want them there confidently. You want, for them to want, to really be in your funnel. In this week's show we're going to explore the difference between nurturing and recycling, and some of our favourite tactics for carrying that nurture message.
How do you get those recalcitrants - the nervous nellies and those past failures - into your funnel as quickly as possible? A part of the answer is you probably don't want them there quickly. You want them there confidently. You want, for them to want, to really be in your funnel. In this week's show we're going to explore the difference between nurturing and recycling, and some of our favourite tactics for carrying that nurture message.
Alignment between Sales and Marketing has been a challenge for organisations through the ages. Now, fundamental changes in your buyer's behaviour are increasingly creating misalignment between these two functional areas. Misalignment breeds inefficiency. Propose to close rates fall, the quality of leads fall - cost of acquisition increases. The buyer - your target customer - is fundamentally changing the way they buy. They are researching the problems they have differently, they are operating independently, forming opinions of their needs and the solutions they require before dealing with a selling organisation directly. Their buying journey has effectively changed, and Sales READ MORE ›
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 ›
By now you should know that just because your buyer doesn’t want to progress right now, doesn’t mean they never will. Recycling is mandatory, and in order to make the most of your list and establish a successful funnel, leaked buyers must be carefully nurtured through this process. What many Sales and Marketing people don’t realise is that recycling can actually be the difference between a 2% and 20% share of the market. The reality is: if you aren’t doing it, you should be! In this blog, Hugh explains the four keys to effective recycling. He READ MORE ›
Deals can drift, delay or simply disappear. For many buyers, ‘do nothing’ is a legitimate option – and a popular one. Sure, you can also make mistakes, or do well and still lose to a competitor. Whichever the case, how you exit that ‘thanks but no thanks’ conversation is just as important as your opening call. Think about the most common conversations at the point of exit, and what’s really going on: “This is not a priority for us right now” At some point it will be. You need to be the one they call (or receive READ MORE ›
We often accuse salespeople of pitching too early: "I'm ready to sell - I hope you're ready to buy". But it's much the same with Marketing. We make offers designed for buyers who are ready to choose between options, but many buyers aren't there yet. But unless your tactics move buyers through their journey, you are likely to fail. Your tactics need to: Identify buyers who meet your target profile Position your brand on their list and get their attention Get these buyers to accept that they have the problem you solve best Have them accept your READ MORE ›
Digital body language (aka what you do online) can tell you a lot about how interested your prospect is. Of course, this is expected to change over time, depending on what goes on internally where said prospect works. In his book, Digital Body Language, Steven Woods outlines the 3 main dimensions that help quantify level of interest: 1. Recency How recently did the prospect engage with your site? Timing is everything in the buyer's journey; in fact, the same landing page download or page view can mean very different things at different times in the sales cycle. READ MORE ›