Sales Process Engineering

11/09/2021

B2B marketers shouldn’t be wasting time convincing out-of-market buyers to consider a purchase. The 95:5 rule for less stress, more success

B2B marketers shouldn't be spending time and money convincing out-of-market buyers to consider a purchase but instead invest in making every buyer remember their brand next time they need its product.

10/04/2021

The Power of your FAQs page: they are great for SEO Search Engine Optimisation; enable you to answer the most commonly asked questions; assist your branding when written in a helpful, colloquial style

Find the right look and feel for your business's faq page using these handy faq page tips. Or, get inspired by 10 companies who have fantastic FAQ pages.

11/03/2021

The New Account-Based Marketing - The B2B Marketing Strategy Reset

It is time to refocus - for B2B marketers to reassess where the opportunities now lie in the disrupted markets we face in 2021. The question is: what is the most profitable client problem that we can solve better than anyone else, who has it and how can we leverage our strengths and reinforce our ma

12/02/2021

“Propel B2B growth with account-based marketing” Free CIM Live broadcast: Wednesday 24 February 2021, 13:00 GMT https://www.cim.co.uk/exchange/webinar/member-exclusive-propel-b2b-growth-with-account-based-marketing/

22/01/2021

Marketing 2021: Seize opportunities, as many emerge from challenging times. The rule book was thrown out of the window in 2020. Fear is not an option and many brands are trying out new strategies

19/11/2020

‘Moving to a new marketing mentality’: the focus is on flexibility and near-term. If they commit and another wave hits, having commitments that lock them in and don’t align with what their new business objectives are would be problematic https://digiday.com/marketing/moving-to-a-new-mentality-marketers-media-buyers-focus-on-near-term-planning-to-continue-for-the-foreseeable-future/ via

For months now, marketers and media buyers alike have been focused on near-term rather than long-term planning.

03/10/2020

10 Superhuman Strategic Moonshot Methodologies to 10X Sales Revenue

1.  Challenger Sale

26/08/2020

16 Top Tips For Identifying New Market Opportunities During A Downturn - Find the Gaps in the Market - Make Smaller Bets And See What Sticks - Look For Disruptors – Upsell to Current Customers

Continuing to actively seek new ways of helping new and existing customers will allows business leaders to pivot in any market.

19/08/2020

Companies that have bounced back most strongly from past recessions usually didn't cut marketing spend, and often increased it. But they did change what they were spending marketing budget on, reflecting the new market reality.

Research shows products/ services launched during a recession have higher long-term survival chances and higher sales revenues. https://hbr.org/2020/08/dont-cut-your-marketing-budget-in-a-recession

12/08/2020

Disparate marketing data sources, fragmented technology for CRM and digital marketing? The solution is an integrated marketing technology stack: this gives you an aligned sales and marketing process, with the metrics and automation you need for control and consistent performance https://www.cmo.com.au/blog/marketing-automation/2020/08/11/why-marketing-technology-utilisation-is-taking-on-new-urgency/

05/08/2020

"Post-Covid innovation must be radical, not marginal". Digital transformation is essential. But how has customer behaviour changed? Will it be 'sticky' or revert? How will you know? Key Questions to get answers to

While there are multiple different ideological and behavioural scenarios for how society will evolve post-Covid, in order to keep pace innovation must adopt a breakthrough mindset.

27/07/2020

Understanding Recession Psychology and market segments - from the 'Comfortably well-off' consumers, secure and consuming at near-prerecession levels; to the 'live-for-today' segment, who spend on experiences, not stuff

In every recession marketers find themselves in poorly charted waters because no two downturns are exactly alike. However, in studying the marketing successes and failures of dozens of companies as they’ve navigated recessions from the 1970s onward, we’ve identified patterns in consumers’ beha...