4 min
Dealing with poor b2b customer service is a grating experience. Waiting on hold for ages, having to re-explain the same thing to multiple customer service reps, and poorly designed chatbots are, unfortunately, all too often part of resolving an issue with technology and service providers. But it's...
4 min
Since the dawn of time when people bartered their way through society, the art of selling has been reactive and predicated on assumptions, rather than concrete facts about potential clientele. But this off-the-cuff approach doesn’t bode too well anymore, because clued-up customers are all too...
5 min
In an ideal world, sales and marketing work together like a well-oiled machine. Marketing delivers a constant pipeline of high-quality leads, sales follow up on these leads within 24 hours and the teams consistently smash their quarterly KPIs and revenue goals.
4 min
Advances in marketing technology and analytics have significantly increased our ability to design and perform truly targeted marketing. With access to powerful demographic, firmographic and behavioural data, we can now create brand personas and buyer personas based on specific segments of an...
7 min
You may have been hearing rumblings about a mythical beast known as b2b account-based marketing (ABM). Though it’s been around for a while (since the days of mad men, some would argue), it’s only recently started making waves.
3 min
In the 1981 film Indiana Jones and the Raiders of the Lost Ark, our eponymous hero uses the Staff of Ra to guide him and his companion in unearthing the Ark of the Covenant (before the villains do). The staff is integral in illuminating the way forward. Literally.
4 min
In many organisations, sales and marketing alignment often feels elusive. Teams don't play nicely together, and we frequently see some naughty blaming behaviours coming out when sales targets are not met. “We’re not getting enough leads,” or “the leads you’re sending are not qualified,” and “you’re...
2 min
b2b marketing planning is an essential activity for your success. Business success rarely comes from off-the-cuff decisions, and without a plan, you’re basically shooting at targets in the dark!
1 min
A common point of contention between sales and marketing is what constitutes a lead and when a lead should be passed on.
2 min
Wouldn’t it be good to see what your business really looks like to the outside world? And, more importantly, to your clients? Sourcing b2b customer testimonials is one of the best ways of finding out your business’ real strengths and weaknesses.
