How to Leverage the Power of Data to Achieve Long-Term Success

Data has become an extremely valuable commodity for businesses, and learning to harness the power of predictive analytics can be a game-changer for B2B manufacturing companies.

4 Marketing Strategies That Help You Effectively Manage Your Sales Funnel

A common question we hear from our B2B clients is, “Do I really need a marketing plan if my sales pipeline is full?” First of all, congratulations—achieving a full sales pipeline is no easy task. But let’s pump the breaks for a second: why is your sales pipeline full in the first place? Unless your company has a team full of cold-calling gurus, then your saturated pipeline is most likely a result of previous marketing efforts.

Are You Answering Their Questions and Solving Their Problems?

The B2B sales cycle is typically an in-depth process that can involve multiple decision makers, and in some cases, takes months or years to complete.

Most buyers are well down the sales path before they even talk to your company. A recent survey found that 71% of buyers had conducted research, and 70% had developed an informal list of potential providers, prior to being in contact with prospective suppliers.[i]

Aligning Sales and Marketing Via Your CRM Is a Sales Enablement Best Practice   

Got leads? Great! Now what? You might have more than a few in-house sales enablement resources that can help you organize and optimize your next steps. But you probably have one of the best sales enablement tools, quite literally, already at your fingertips—and you don’t realize it. But we’ll discuss that a bit further in this article.

Are You a Sales Enabler or Are You the Sales Disabler?

Being an enabler—in most circumstance—has gotten a bad rap. As an inbound marketing consultant, it’s right where I want to be. It is, in fact, my purpose for being (at least professionally), my Holy Grail. Yup, through the evergreen and helpfully informative content I’ve helped you create on your website, “I’ll” sit there all night helping you to get the hits you yearn for. And that’s just a small piece of the inbound marketing action I can provide for you (because I can also be a faithful and indefatigable brand ambassador for you). Strung out metaphors aside, this is serious stuff, and your business depends on me doing mine.

The Direct Link between Content Marketing and Sales

Joe, Shirley, Ruth, and James are hardworking sales people. And they hit their numbers every time. But you need the numbers to increase and your company wants to shift into new markets, so you’re facing a double whammy of a transition. They all have very different personalities and approaches to work, and their own preferences for how and when they communicate to prospects and customers. You spend way too much time creating sales enablement strategies that support each of their styles of working. You need a plan that will encompass all their work habits and keep you from having to micromanage their different approaches for engaging with clients. On top of that, corporate is after you to align branding and messaging more consistently. You need a content marketing plan.