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

How to win at B2B sales in 2018

If you are a B2B salesperson you might be rather worried about some of the research data that's being widely quoted by "the experts."  Here is a selection:

  • "Customers rate the salesperson as the least influential interaction in the buying process" - Gartner
  • "Death of the B2B salesperson: 93% of buyers say they prefer buying online rather than from a salesperson" - Forrester
  • "57% of the buyer's journey is complete before a customer's first contact with supplier" - Corporate Executive Board
  • "67% of the buyer's journey is now done digitally" - Sirius Decisions

Salespeople would be forgiven for thinking they'll all be out of work in a few short years! Yet the reality is nothing is further from the truth.

But there's a catch...

Topics: sales and marketing alignment sales strategy b2b sales Inbound Sales

Are your B2B marketing strategies aligned with growth plans for next financial year?

There is big opportunity for growth next financial year. If you're serious about it than it's time to rethink your b2b marketing strategies. According to the Australian government’s 2016-2017 federal budget, Australia is growing faster than all major advanced economies and well above the OECD average. The economy is forecast to grow by two and half percent in 2016-17 and three percent in 2017-18. Cutting taxes for small and medium size enterprises, support for new start-up businesses and opening up export opportunities are just some of the proposed items in the national plan to transition the economy from the mining boom to a stronger, more diversified nation. In the business world, B2B marketing strategies work in similar fashion - and there’s a number of different approaches you can take to reach your goals. Over the next four weeks, we will be discussing H. Igor Ansoff’s four marketing strategies (market penetration, product development, market development and diversification) and how you can apply these concepts to help you evaluate and determine the next stages your company must take in order to grow.

Topics: Inbound Marketing b2b marketing strategies business growth Inbound Sales