When it comes to B2B sales, 73% of all B2B companies say that winning new customers is their top priority. Yet, 50% of B2B Sales Leaders don’t believe they can
Doing it In-House Many managers feel they have better control over projects if they hire employees that will be sitting close to them so they can mentor, and manage their performance. However it is important to distinguish between something that is critical and something that is strategic. While you should hire, manage, coach, and build
Client Story One 1. Situation The client is a 30-year old mid-sized software solutions vendor in the Mortgage Industry. While it was a dominant player with high name recognition in its industry, the client was primarily perceived as a solution provider to smaller banks and brokerage firms that did under 600 loans per year.
At the very heart of Account Based Marketing is content with new, compelling, useful, and highly relevant information that is 100% focused on the Buyer and is also verifiable. In fact, the success of ABM campaigns depends entirely on such High Value-Add Digital Content. The lack of high-value add content is why Marketing fails to
Execution Steps While Account Based Marketing originally meant one-to-one marketing (for example, targeting a specific Account such as IBM or Chase Bank), it has been found to be just as effective on highly targeted group of a few hundred accounts. The key to success is truly understanding these accounts and deeply engaging them as shown
The End of B2B Sales As We Know It B2B Selling has changed—forever. In times past, Business to Business (B2B) Sellers relied almost entirely on their sales teams to generate revenue. Marketing was primarily for branding, as few Sellers understood how Marketing could be used in other ways to grow their businesses. The bigger
Though capability assessments are important tools for driving corporate success, businesses are often unable to recognize the importance of examining and fine-tuning their capabilities. The Boston Consulting Group explains the term “capability” in the context of business as “an ingrained ability to do something well in a way that improves business performance.” At the core