12 Quick B2B Sales and Marketing Fixes
At Fusion Marketing Partners, we deal with clients with longer-term strategic issues, such as business model, lead-to-revenue strategy, etc. who also need tactical quick fixes in lead generation, revenue, and more. It is a challenge to understand which fixes should be attended to first--the chronic versus acute conditions you are facing. When you need leads and revenue quickly, a few tactics to use include: modify your message, incentivize your sales force, measure actual versus anticipated results and consider past prospects. Fusion Marketing Partners (FMP) is a B2B marketing agency that specializes in helping companies create powerful lead-to-revenue machines to turn around their stalled or underperforming marketing and sales operations and build value in their business. FMP’s strategic expertise and vigorous execution of proven tactics has quickly driven measurable improvements in awareness, leads and revenue for B2B clients across the U.S. and internationally. The company was founded by principals with deep experience in B2B marketing, sales, business development, web marketing, and public relations — from successful startups to Silicon Valley giants. To find out more, visit http://www.fusionmarketingpartners.com.
Recommended
Recommended
More Related Content
Viewers also liked
Viewers also liked (13)
More from Fusion Marketing Partners
More from Fusion Marketing Partners (20)
Recently uploaded
Recently uploaded (20)
12 Quick B2B Sales and Marketing Fixes
- 1. 12 Quick Fixes for Marketing and Sales Challenges Christopher Ryan, CEO B2B Sales and Marketing
- 2. What to fix first? These issues can be looked at as “chronic” vs. “acute” conditions. But don’t rebuild the plane mid- flight, as they say. FIX YOUR ACUTE CONDITIONS FIRST—when you need leads and revenue quickly. Balance LONGER-TERM STRATEGIC ISSUES (business model and lead- to-revenue strategy) with TACTICAL QUICK FIXES in the areas of lead generation & revenue).
- 3. Here are 12 tactics to get you started:
- 4. 1. Stop doing what doesn’t work Don’t get caught up in your routine…if it isn’t producing results…STOP doing it!
- 5. 2. Rebrand or reposition Don’t totally rebrand or reposition…(that’s addressing a chronic condition)…instead, modify the message to match the needs of a particular target segment.
- 6. 3. Remarket to past prospects Remember the past…there’s gold in your opt-in list…but it won’t mine itself. Start Shoveling!
- 7. 4. Borrow an idea from competitor(s) Imitation is the best form of flattery. Your competitors may have larger budgets and larger teams of marketing people…so borrow a tactic or two and modify it to your unique needs.
- 8. 5. Make a new offer Start over…and try something entirely different. Conduct a survey. Do a drawing. Buy prospects pizza if they attend your lunch event. Buy prospects a coffee gift card if they talk to you in the morning. Test new offers until you find one or more that work.
- 9. 6. Send out a press release (or two) “My product is the greatest thing since sliced bread” is NOT a proper subject for your release. • Press releases are an awareness tool • Press releases are a fast/inexpensive way to get the word out
- 10. 7. Do 20% more Do what you do better… Do more of it… Quickest fix…focus on quantity
- 11. 8. Measure and refine Measure actual vs. anticipated results
- 12. 9. Incentivize your sales force Know the power of selective incentives to drive short-term gains in revenue. Sales reps are coin- operated—they go where the money is!
- 13. 10. Get rejected If you are not being rejected often enough…you’re probably not talking to enough potential prospects. Talk to 20% more prospects…
- 14. 11. Ask your prospects questions and then act on what they tell you - What are you doing that IS working? - What are you doing that ISN’T working? - What is the one improvement that would ADD most to your success? - What does your ideal situation LOOK / FEEL like?
- 15. 12. Hire professionals But if you have practiced these tactics, you likely have a good track record for results… And hiring professionals is a smart decision…
- 16. About Fusion Marketing Partners Christopher Ryan, CEO We Do This: Brand building/messaging Website optimization Content creation Lead Generation You Get This: Much greater levels of awareness Higher quantities of qualified leads Ability to generate faster revenue Lots more information at: http://FusionMarketingPartners.com/ http://Greatb2BMarketing.com (blog) info@fusionmarketingpartners.com 719-357-6280 Explore this topic further in our How to Eliminate the “Promise vs. Reality Gap” of Marketing Automation webinar.