When your sales and marketing people work in their separate silos, independently plowing their own way towards a sale, you learn about it soon enough! With no sales and marketing alignment, your sales fail to reach the level you forecast. And with no communication between the silos,...
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Goals give you something to shoot for in sales. But they come with a caveat! You need to plot your way down the field first with a series of goal-setting activities. Why? It’s simply more productive (and likely to bring more success) if you carefully manage activity...
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How do you generate good B2B leads and convert them into new buyers? It’s not an idle question. The lead-gen process tests the minds of B2B sales and marketing managers the world over when considering their entire B2B sales strategy. That’s because a B2B product or service...
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Does your business focus on as many prospects as possible who might be natural buyers of your service or product? It’s been the usual way to do sales for years. But there’s a smarter strategy now that many companies are paying serious attention to. It’s not about...
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Developing a product or service that customers should flock to buy is exciting – but only a fraction of your work. How you launch it to customers is what decides your business fate. Therefore the sobering and rather less exciting work is preparing your go-to-market strategy framework....
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Have you ever thought: I’m sure this company would respond to [some particular idea you have]? Ever felt frustrated that your market segments seem a little too like a catch-all, even with your various ideal customer profiles in mind? Then micromarketing might be just the strategy to...
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