"The Growth Blog" - A resource for B2B Business leaders & marketers

Are you a hamster or an eagle? 3 steps to building a successful B2B lead generation engine

Do you ever feel like a hamster on the B2B sales and marketing wheel? Running faster and faster just to stand still? Executing the same old campaigns quarter after quarter because...well you simply don't have the time or capacity to stop and think of a better way.  While a nagging doubt is growing in the back of your mind; that your same old tactics just aren't working very well any more - No wonder you have to run so fast.

Topics: b2b marketing B2B lead generation strategies business growth

How to develop a B2B marketing strategy to grow your business

"51% of B2B Companies don't have a B2B Marketing Strategy."

One Key ingredient to grow your business is marketing success by aligning your marketing strategy with your business goals. Having a clear and measurable sales and marketing strategy to succesfully grow your sales and marketing leads is more important now than ever before, due to competition and the buyers process of researching online to make their decision!

Topics: b2b marketing strategy b2b digital marketing b2b marketing strategies

7 Essential Website Attributes B2B Marketers Need To Generate Leads

Topics: lead generation b2b marketing b2b content marketing strategy website marketing buyer behaviour buyer's journey user experience website redesign

Build a healthy B2B marketing strategy to guarantee business growth- Part 2

As discussed in part one of this blog a solid sales and marketing strategy is the key first step to achieving growth. Just to recap,  in part 1 we discussed how to develop "The 4xWs" of strategy, namely:

  • To Whom
  • With What
  • Through Whom
  • Against whom

The 4xWs sets up a clear framework for your sales and marketing team to align and focus their efforts around your buyer. 

Estimating your go to market funnel

Now we'll turn our attention to the next critical step. Tying your go to market strategy and investments to your business' financial goals. Firstly, clearly understand your businesses new revenue goals that are coming from marketing's activities and then, using an average sales value,  work out the number of net new clients you need for each time period.

Topics: b2b marketing CEO

How to use LinkedIn for effective B2B lead generation

Many Australian B2B firms can increase there marketing reach using a social media strategy that includes LinkedIn.

When talking to B2B companies about their marketing strategy, I ask if social media and LinkedIn in particular has a place in their communications and marketing plans. I generally get a look that is best be described as worried or hesitant and occasionally dismissive.

Topics: lead generation b2b marketing build awareness social media content distribution

How to use your website to build an effective lead generation engine

Stop thinking of your website as your online brochure. It should sit at the heart of your lead generation efforts and be the engine room of your marketing and sales funnel, becoming the cornerstone of your market presence.

Topics: lead generation b2b marketing website desgin

Redefine B2B marketing and sales strategies and grow your business 

According to CSO Insights, organisations with dynamic, adaptable and aligned marketing and sales strategies reported an average of 10% more sales people making quota to compared to other companies. This statistic is one of many reasons we have been discussing the benefits of ‘Marketing-as-a-Service’ and aligning your marketing and sales functions for past 6 weeks. Last week we talked content, this week it’s tactics and how implementing new B2B marketing strategies can provide your business with smart, profitable, sustainable growth.

Topics: b2b marketing business owners b2b sales b2b marketing strategies business growth

Why CEOs of small & medium B2B businesses should blog

If you are a senior executive in B2B businesses, regardless of your label (CEO, managing director, country manager, general manager, etc.) you should blog.

I can already hear the collective groan. "Really...why is it so important?!" Well here's why:

Topics: b2b marketing content creation blogging Tips for CEOs, b2b blogging

The 3 key B2B marketing & sales changes every CEO must embrace

With an almost infinite store of information available on the internet, just a few keystrokes away, your target customers are journeying deep into their purchase decision making process before speaking with your organisation. This applies to B2B firms just as much as it does B2C.

The implications for your firm are profound.

Topics: b2b marketing b2b sales CEO

Why You Need to Renovate Your Sales and Marketing Teams Processes

For the next couple of months we’ll embark upon a series of articles that will take you through ways you can work towards smart, profitable and sustainable growth for your small to medium sized business. How? By redeveloping your sales and marketing teams processes. Too often business leaders don't take the time to regularly review which sales and marketing processes need tweaking in order to deliver optimal results. We're all guilty of a 'set and forget' mentality sometimes. So let's work through this together, and see what could do with a bit of a renovation. 

Topics: b2b marketing buyer personas marketing roi B2B marketing strategy sales and marketing alignment buyer centricity b2b sales marketing teams, leadership CEO Tips for CEOs, website design