Is there a secret to B2B Marketing?

Nope. Sorry to disappoint if I click baited you into the reading of this blog.

There is nothing that works better than the things that have always worked for the successful B2B Campaign:

1. Targeting the right person

2. Making to right offer and being relevant

3. Presenting a credible brand promise

4. Respecting the decision making process

5. Perseverance – you have to be prepared to work hard.

Given this, and the expectation that you know what is required, why do some many companies that are looking to pitch their wares to another business fail in their efforts?

If I had to guess it would be because of the Perseverance. Too many marketing departments will do their best to generate leads and hand them off to a lazy sales team that does not work hard enough. Or smart enough. The handshake that occurs from marketing to sales relies on the ability to understand the skill sets and motivation that each brings to the relationship.

Marketing has the role of generating the interest and setting up for a further engagement. Sales have to close the deal with a respect to the engagement process.

Clearly evident and obvious, agreed?

Now is the time to talk about the hard work. It is the hard work of the sales team using what they know and have been given to lift the interest through engagement to becoming a new customer.

I am sharing with you a great resource that I found from Salesforce. Awesome summary of what is needed from the sales team with 5 secrets (although, I am guessing that sales people know this stuff, but most of us in sales fall down a few areas).

5 Secrets of Successful People

1. Start off your day smart with a clear path

2. Stay productive all the time

3. Conquer the time wasters

4. Use Data Insights to prioritize

5. Automate what does not need the personal touch

Get your hands on this resource by clicking here

And as an added bonus, Greenhat have published their 2020 Research report into Australian B2B Marketing – a must read every year for me. Click here