"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

Build a healthy B2B marketing strategy to guarantee business growth- Part 1

Your sales and marketing are like the heart and lungs of your business. They provide crucial oxygen to your business which it needs to survive and thrive. In this week's blog, we discuss how the business environment in which we all exist is changing rapidly. If your sales and marketing fail to adapt to these new conditions, your business will fail to thrive and potentially survive. 

Topics: marketing plan sales strategy business growth

The role of technology in sales and marketing

The marketing department has long been labeled the department to always spend money, unable to prove whether what they’re doing is effective. In turn, the sales department is left to wonder what business the marketing department is actually bringing in? In a previous career, that blended sales and marketing, I was exposed to exactly this situation. We’d purchase newspaper and magazine ads, design and distribute brochures, write editorial for publications, send out email blasts to our database, sometimes even send out snail mail (ugh!), all of the typical outbound marketing techniques you can possibly think of. We never really knew exactly how well any of our efforts worked. Now, 6 years on I have witnessed the industry evolve and it’s so exciting to me to see how much sales and marketing technology has advanced and how much it revolutionises the marketing function and allows for better synergy between the teams.

Topics: sales and marketing alignment b2b marketing sales sales strategy

3 Essentials for Sales and Marketing Alignment


According to a study by MathMarketing and Marketo, aligning your marketing and sales can improve your business drastically. In numbers this means your business can:

  • Get 67% better at closing sales;
  • Enjoy 108% better lead acceptance; and
  • Generate 209% more from Marketing.

Sales and marketing alignment is great for your business. But in order to be able to practice it successfully, you need to understand what this alignment demands. In this blog, we’ll help you understand exactly what you’re meant to align within your business to achieve best results.  

Topics: b2b marketing sales and marketing alignment b2b digital marketing sales strategy b2b sales