Category: Business Development

What to do with inbound marketing leads in B2B?

Published by : , on March 31st, 2015.
You will surely agree that all sales leads from inbound marketing do not have the same priority. Then, how can you differentiate and treat them appropriately, within a sales cycle? A reminder about Inbound Marketing Inbound marketing is a set of tactics, tools and technologies dedicated to the generation and broadcast of authentic…. Read More...

How to successfully launch a B2B product abroad?

Published by : , on January 26th, 2015.
Which Canadian manufacturing, IT or service company has not, at some point in time, had intentions to export to our neighbors down south? Before taking on the US Apart from the regulatory and logistical questions,difficulties often come from a flawed game plan, the choice of tactics that are not specific enough or an average execution…. Read More...

The importance of follow-up calls in B2B direct marketing

Published by : , on November 13th, 2014.
Did you read the last 2 blog articleds on direct marketing written by Nathalie Pilon, our Vice-President of Strategy? "Does direct marketing still work in 2014? " and "B2B Direct Marketing: Measure and follow up with the sales team ", they will give you an excellent starting point on the subject. Let’s discuss the role…. Read More...

The importance of an up to date sales funnel

Published by : , on June 3rd, 2014.
Who has never heard of the sales funnel? Who in sales doesn’t use one? Entrepreneurs should use this tool to preview sales and revenues but how many of them neglect this fantastic tool to generate forecasts? Here are some friendly reminders coming from everyday situations. Updating opportunities The moment I get involved in…. Read More...

Lead Nurturing and CRM: patience pays off!

Published by : , on February 4th, 2014.
In B2B sales, it is general knowledge that 80% [1] of leads and qualified prospects that are interested in your offer, are not ready to buy (from you or your competitors) for 24 months, and this after trying between 8 to 12 times to reach them. Do not despair though, content marketing and…. Read More...

2014 Planning: face your challenges!

Published by : , on December 10th, 2013.
Did you know that 17% of medium-sized[1] Canadian companies have shut their doors between 2007 and 2010? That’s one out of six[2]!  Apart from macro-economic and cyclical factors that have contributed to this sad statistic, several of them had failed to properly plan strategically. This occurs by a classic exercise, but oh how…. Read More...

Creating a virtual community in B2B, why?

Published by : , on November 5th, 2013.
The concept of virtual community appeared around 1985. This phenomenon became bigger when internet appeared, and even more with “web 2.0”. Nowadays, there are numerous virtual communities in B2B.  Let’s take a look at internal virtual communities. The time when companies tried to set up virtual groups through forums, internal platforms or other…. Read More...

Are you dealing with a “secret” manufacturing agent?

Published by : , on October 24th, 2013.
Many manufactures rely on agents to represent them in niche markets or remote geographical territories. Countless complain about the results, but in return, award them with blind trust. You begin to wonder if these agents are actually “secret” agents. The agents Here, B2B manufacturers export nationally and internationally. According to the market niches,…. Read More...