Sales Process Engineering

B2B marketers shouldn’t be wasting time convincing out-of-market buyers to consider a purchase. The 95:5 rule for less stress, more success

The 95:5 rule is the new 60:40 rule B2B marketers shouldn't be spending time and money convincing out-of-market buyers to consider a purchase but instead invest in making every buyer remember their brand next time they need its product.

The Power of your FAQs page: they are great for SEO Search Engine Optimisation; enable you to answer the most commonly asked questions; assist your branding when written in a helpful, colloquial style

10 Crystal-Clear FAQ Page Examples & How to Make Your Own Find the right look and feel for your business's faq page using these handy faq page tips. Or, get inspired by 10 companies who have fantastic FAQ pages.

The New Account-Based Marketing - The B2B Marketing Strategy Reset

New Account-Based Marketing - The Great B2B Marketing Strategy Reset It is time to refocus - for B2B marketers to reassess where the opportunities now lie in the disrupted markets we face in 2021. The question is: what is the most profitable client problem that we can solve better than anyone else, who has it and how can we leverage our strengths and reinforce our ma

“Propel B2B growth with account-based marketing” Free CIM Live broadcast: Wednesday 24 February 2021, 13:00 GMT https://www.cim.co.uk/exchange/webinar/member-exclusive-propel-b2b-growth-with-account-based-marketing/

Marketing 2021: Seize opportunities, as many emerge from challenging times. The rule book was thrown out of the window in 2020. Fear is not an option and many brands are trying out new strategies

‘Moving to a new marketing mentality’: the focus is on flexibility and near-term. If they commit and another wave hits, having commitments that lock them in and don’t align with what their new business objectives are would be problematic https://digiday.com/marketing/moving-to-a-new-mentality-marketers-media-buyers-focus-on-near-term-planning-to-continue-for-the-foreseeable-future/ via

Marketers, media buyers continue focusing on near-term planning For months now, marketers and media buyers alike have been focused on near-term rather than long-term planning.

10 Superhuman Strategic Moonshot Methodologies to 10X Sales Revenue

10 Superhuman Strategic Moonshot Methodologies to 10X Sales Revenue — RSVP Selling 1.  Challenger Sale

16 Top Tips For Identifying New Market Opportunities During A Downturn - Find the Gaps in the Market - Make Smaller Bets And See What Sticks - Look For Disruptors – Upsell to Current Customers

Council Post: 16 Top Tips For Identifying New Market Opportunities During A Downturn Continuing to actively seek new ways of helping new and existing customers will allows business leaders to pivot in any market.

Companies that have bounced back most strongly from past recessions usually didn't cut marketing spend, and often increased it. But they did change what they were spending marketing budget on, reflecting the new market reality.

Research shows products/ services launched during a recession have higher long-term survival chances and higher sales revenues. https://hbr.org/2020/08/dont-cut-your-marketing-budget-in-a-recession

Don’t Cut Your Marketing Budget in a Recession

Disparate marketing data sources, fragmented technology for CRM and digital marketing? The solution is an integrated marketing technology stack: this gives you an aligned sales and marketing process, with the metrics and automation you need for control and consistent performance https://www.cmo.com.au/blog/marketing-automation/2020/08/11/why-marketing-technology-utilisation-is-taking-on-new-urgency/

Why marketing technology utilisation is taking on new urgency

"Post-Covid innovation must be radical, not marginal". Digital transformation is essential. But how has customer behaviour changed? Will it be 'sticky' or revert? How will you know? Key Questions to get answers to

Post-Covid innovation needs to be radical, not marginal While there are multiple different ideological and behavioural scenarios for how society will evolve post-Covid, in order to keep pace innovation must adopt a breakthrough mindset.

Understanding Recession Psychology and market segments - from the 'Comfortably well-off' consumers, secure and consuming at near-prerecession levels; to the 'live-for-today' segment, who spend on experiences, not stuff

How to Market in a Downturn In every recession marketers find themselves in poorly charted waters because no two downturns are exactly alike. However, in studying the marketing successes and failures of dozens of companies as they’ve navigated recessions from the 1970s onward, we’ve identified patterns in consumers’ beha...