How to Know If Your B2B Marketing is Performing

There’s a saying in marketing that “50% of your marketing doesn’t work but you don’t know which 50%.” One of the greatest values of digital marketing is the opportunity to track and measure results. In today’s connected environment, whether using traditional marketing channels like direct mail or events or digital marketing channels like content marketing,

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Sales Lead Nurturing for Industrial and Tech

“61% of B2B marketers send all leads directly to Sales; however, only 27% of those leads will be qualified.” This statistic, per a MarketingSherpa study, is painful in two ways. First, in terms of sales and marketing alignment. Your sales team lives and dies by winning or losing deals. Their efforts, driven by management’s pressures

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5 Tips for Accelerating B2B Sales Cycles

“The average sales cycle length has increased 22% over the past five years due to more decision makers involved in the B2B buying process”, according to SiriusDecisions. With most B2B sales cycles taking three to more than 10 months to close, sales and marketing teams need to find ways to accelerate the sales process. Here

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79% of Marketing Leads Never Convert Into Sales

“79% of marketing leads never convert into sales,” per a study by MarketingSherpa. Less than a quarter of your hard-earned leads actually create sales opportunities. MarketingShaerpa also stated, “61% of B2B marketers send all leads directly to Sales; however, only 27% of those leads will be qualified.” Hmm, do you think that frustrates the sales

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Only 22% of Sales Strategies are Right

“Only 22% of sales teams have the right sales strategy.” That’s a startling stat according to a study by SBI. Unfortunately the other 77% have the wrong or are completely missing a sales strategy. What are the vast majority of sales teams doing wrong who have a sales strategies?  (1) Using the same sales strategy

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Post-purchase Activities to Minimize B2B Buyer’s Remorse

You and your sales and marketing team have worked hard to close a big sale. You got the verbal commitment and are awaiting the signed agreement. Suddenly, and certainly unexpectedly, the buyer calls or emails to cancel the order. B2B buyer’s remorse set in post-purchase.  What? Why??   Buyers tend to experience cognitive dissonance post-purchase.

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Marketing’s Tipping Point – from Generating Expense to Delivering Value

This article was first published on LinkedIn. How much of your marketing is wasted? After asking this question to other business executives and sales leaders, I bet your answer is, “I don’t know.” This response is typically due to one of three reasons: (1) you’re not measuring your marketing’s performance, (2) you’re not investing in marketing

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Wait! Acquiring a Digital Business? Do Due Diligence First

Digital Marketing Due Diligence Acquiring a digital business is a significant and risky endeavor. According to Harvard Business Review, “M&A is a mug’s game, in which typically 70%–90% of acquisitions are abysmal failures.” The article continues by stating, “Companies that focus on what they are going to get from an acquisition are less likely to

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Improve B2B Lead Form Conversions; Reduce Prospect Fatique

Many excellent articles have been written about how to optimize your web site lead forms. Best practices associated with handling errors in a friendly manner, retaining field data if an error occurs requiring a back-click to fix, providing form field instructions (e.g. enter phone number xxx-xxx-xxxx or date as dd/mm/yyyy, enter business email address), removing

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