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

Email Nurture Campaign Strategy for B2B Marketing Made Simple

Great, you've got a list of contacts. Now what? Send them a generic promotional email and hope for the best? Good luck with that. In B2B marketing, the fact of the matter is, if you don't email your leads something suited to where they are at in the buyers cycle, specific to their business problems, they won't be interested. So how do you know where they are in the buyers cycle and what to say to them in order to generate some significant sales? I'm about to reveal!

Topics: marketers buyer personas lead nurturing email nurturing campaign strategy

The Key to Influencing 4 Types of Buyers in a Complex B2B Sale

In a face-to-face environment, experienced B2B sales professionals can determine through research and thorough questioning who plays what role in the purchase process and ensure each of the influencers have bought in to their solution.

But what happens in the new world in which we find ourselves, where B2B buyers are self-educating using online research and are often 70%-80% of the way through the purchase process before they even reach out to a vendor- In this environment, how does the seller wield influence over the different buyer types? 

Topics: buyer personas b2b sales B2B marketer

Are Buyer Personas Really That Important?

Understanding your buyer persona is the centerpiece of your whole marketing strategy, and is essential for conversion success. 

Topics: buyer personas marketing as a service

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

Making the switch: How to target new markets with your existing product

If growth within your market sector is dwindling and you feel like you have exhausted your pool of potential customers, perhaps it is time to look at expanding your horizons. To do this, you need to find and sell to a totally new set of buyers who currently know absolutely nothing about you. This can only be achieved through a rock solid marketing strategy that revolves around clever market research.

Topics: buyer personas b2b marketing strategies new markets

The 4 Major Buyer Roles you may encounter in a complex B2B sale

In B2B selling a sales rep may not meet a prospect face to face until they are well into the later stages of their buyer's journey. So when it comes to the crunch, the sales rep needs to be able to identify straight away what type of buyer role the prospect has taken up, and cater communication to their specific concerns. In this SlideShare we explain how a sales rep can get their deal across the line by exploring the top four buyer roles and what's important to them.

Topics: b2b marketing buyer personas buyer behaviour buyer's journey b2b sales

Why Inbound Marketing may not be right for your business

Out with the old, in with the new… that’s how the saying goes, right? This can be applied to many things in life, be they bad habits, unhealthy relationships, perishable goods... Ever since the term ‘Inbound Marketing’ entered our vocabularies, it’s been touted as the new and improved way of marketing, relegating its predecessor, outbound marketing, to the ‘what not to do’ category. But just because Inbound Marketing has proved to be more effective in engaging buyers and generating leads doesn’t mean outbound methods should be discounted altogether.

Topics: Inbound Marketing buyer personas outbound marketing

The 3 key steps to reducing your cost of customer acquisition (COCA)


The cost of customer acqusition (COCA) is a business metric every leader and marketer should be aiming to control. Controlling COCA is fundamental to building a scaleable business model. If your costs of acquiring new customers increases at the same rate as your revenue growth, your margins will be under pressure.

New highly efficient, primarily digital, methods of customer acqusition are quickly emerging, driving down costs by around 60% and creating real competitive advantage for those who get it right.

Topics: buyer personas business owners thought leadership Digital Transformation

Forget About Your Product, Think About Your Buyers!

In the world of marketing, we’re all familiar with The Four Ps – product, price, promotion and place. This principle of marketing was held strongly by businesses and marketers alike for decades, until it was highlighted that there is something very wrong with the four Ps. Promoting a great product in the right places at a reasonable price is all well and good, but there’s no mention about the customer, the buyer or the people that you are targeting for the product.

It was only when theorists considered the service industry that they recognised the importance of people in marketing and expanded The Four Ps into Seven Ps to include process and physical environment, in addition to people. But even then, the process was inverted as the focus is on creating the product or service rather than the customer whom the product / service is meant for, reducing customers to a mere afterthought.

Topics: b2b marketing buyer personas buyer behaviour buyer centricity

3 Simple Rules for Social Media Marketing

There are too many rules for social media marketing out there. We’ve read, skimmed rather, so many articles stating the 10 laws or the 20 rules for effective social media marketing. But how many of these ‘rules’ do you actually follow? I’m guessing no more than 20 – 30%.

Opinions around the best time to post updates on social networks are rampant. Some believe it’s best to update Twitter just after lunchtime, whereas some believe that LinkedIn posts bring the most success when they’re posted right before 9am. Not only do they preach about times to post, some advocate for quantity of social profiles believing more profiles would lead to more leads.

Topics: Inbound Marketing buyer personas b2b lead generation B2B marketing strategy Social Media for B2B Business social media strategy buyer centricity