SBI Growth
SEPTEMBER 16, 2012
This year is no different than years prior in that every VP of Sales is getting ready for the annual 2013 sales planning season. Your CMO will love you for it, and furthermore, you can now hold him accountable for delivering the number of opportunities down the funnel that you need to make your 2013 number. The answer: Marketing.
SBI Growth
NOVEMBER 11, 2012
The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. B2B Marketing teams are seeing fruit from their investment in content marketing to fuel Lead Generation efforts; 2-3x increase in the quantity of inbound leads. Demand Generation - Comprehensive View of Content Marketing.
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SBI Growth
APRIL 3, 2013
Demand Generation campaigns. Below is an example of how product benefits differ from Buyer Process Map questions: Product Benefit Examples. Buyer Process Map Examples. The creative campaigns need to offer value points of interest. The calls to action for the campaigns need to offer desirable content downloads.
SBI Growth
JULY 1, 2013
You see visions of making your 2013 and 2014 sales number. Examine the overall sales/marketing budget spend left for 2013. By this time, it’s the end of 2013. Whether you’re ahead or behind 2013 plan, thoughts must now begin to shift. We’ve all had moments where we get great business ideas. Then reality hits.
SBI Growth
NOVEMBER 7, 2013
Last year you got your 2013 quota in mid-February. For example, you are still recovering from the slow first quarter start this year. Do you have to increase your demand generation efforts to get new leads? Actions that generate revenue. Make sure their schedules include: Daily demand generation activities.
SBI Growth
DECEMBER 6, 2012
Generate leads for your team through effective Demand Generation. Let’s examine two quick examples: How often will you generate content and what will it be about? Want a battle-tested example of a Production Schedule? These are just two examples of tools you need to support an ICMA. I thought so.
SBI Growth
NOVEMBER 4, 2012
Before 2013 starts, now is the time to identify Buyer compelling events. For new customers, build it into the Demand Generation phase. Sales Reps should identify two types of compelling events: Unexpected: Hurricane Sandy is an example of an unexpected compelling event. To know a Buyer’s compelling event is critical.
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