Here is how to fix a B2B funnel with some ABM and common sense, by applying some micro-commitments. Sales folks tend to understand and use the power of micro-commitments more than the average B2B marketing gal or guy. (B2C marketers also have an advantage here.) But WTH is a micro-commitment?...
Stacking the odds in your favor is underrated. It’s the lazy, but sophisticated marketers’ game. Marketing, growth and getting new clients is supposed to be fun, where more often than not, it’s the results-driven *lazy* people who do the best. Why? Because they force themselves to work smart. And when...
ABM 101… Scratch that… B2B Marketing 101! Trust me, this never gets old. First, account-based marketing is not a silver bullet. Second, it’s not a stand-alone strategy in the sense that you need good ole’ marketing operations humming in the background as you’re building out ABM plays. 3rd, new campaigns...
When you're a tech service company and want to expand internationally, the shortcut seems to be to find a partner who can subcontract work to you. Of course, this can be rewarding in many ways, but it definitely ain't a good strategy for several reasons. If you want independent, sustainable...
Lots of companies struggle with SDRs having to warm up prospects on Linkedin, reach out and engage them, but not knowing how. So, marketing or AEs have SDRs pasting templates into InMail and connection request in hopes of getting a response from a C-suite prospect. Clearly ain't working. SDRs have...
I will get stoned for this, but oh well, here it is: Marketing needs to lead the proposal-process in your company. I say this, because we end up creating it at so many clients who start working with us. The proposal, as a whole, should accurately reflect your brand narrative....
Are you sending proposals to get big projects or sell high ticket, enterprise plans for your Saas? Here are 3 easy things you can do today to get better acceptance rates: 1. Have a payment plan or product/pricing variations to choose from. This gets the prospect to start thinking about...
What is the lowest hanging fruit in your revenue operations...? The area you can tweak for a few hours today and get immediate results tomorrow? (A rare thing in B2B, right?) What is the area where you can spend a few hours to tweak existing assets and processes, and get...
Hey, we have our target account list, now let's get them on a demo! I learned the hard way: that's not how the world works. I was a clueless highschool bum trying to get a date (99% unsuccessfully) and my tactic was asking girls out to the movies... about 3...
I get it: systematic, scalable content creation feels overwhelming. Good news: when there isn't much useful content you've created, you don't need a plan or a system. Just brainstorm with sales to figure out what articles/videos or ppts will make the largest impact in the short run. Once you have...
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