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Tag Archive: sales

B2B marketing tip #146: Recycle and reuse

B2B Marketing Tip of the WeekNo B2B audience segment is infinite—so don’t waste the marketing and sales data you gather at events, through campaigns and on your website.

Regularly analyze your prospects and your inactive and lost leads. Work with sales to identify challenges that keep these accounts or audience segments from moving to closed sales. Then tighten your criteria to weed out unqualified buyers, and set up new campaigns to specifically target the remainder of your inactive and lost leads.

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B2B marketing tip #93: That unsettled feeling

B2B Marketing Tip of the WeekRecent stats show between 30-60% of all B2B sales end in limbo—a “no decision” decision. Move your sales forward by focusing on discomfort.

Target the risks, emotions and uncertainty associated with maintaining the current course to guide your prospect toward change right now.

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B2B marketing tip #40: Avoid the island

B2B Marketing Tip of the WeekSuccessful, strategic marketing stays in touch with the organization at all levels. Don’t rely solely on your manager to convey market news or company updates; develop relationships with your peers across the organization. Meet periodically with sales and product management colleagues to stay in tune with active projects and potential needs.

Follow the B2B Marketing “Tip of the Week” every Monday for a short, practical recommendation to improve your marketing effectiveness. Looking for suggestions in a specific area? Tweet me your request @ThinkSpringMktg or contact me.

Introducing the B2B marketing “Tip of the Week”

Check out the Springboard blog on Mondays for the B2B Marketing “Tip of the Week” — a short, practical recommendation to improve your marketing effectiveness. Looking for suggestions in a specific area? Tweet me your request @ThinkSpringMktg or contact me.

B2B Marketing Tip of the WeekB2B marketing tip #1: Customer visits

Plan a customer visit. Ask to ride along on a sales call or travel with a product manager. Nothing improves effectiveness more than understanding the market.

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