In B2B, a lot is about relationship building. We often talk about email communications, social media and so on. All of these can in their sheer volume get impersonal. Don’t underestimate the power of old fashioned direct marketing. When done right, it can have a…. Read More
Category: Business Development
It’s making headlines: how to use social media in a B2B context? Can I apply it to my company? Is it profitable? Where do I start? All of these questions are relevant and we need to ask them before getting started. First of all, because…. Read More
Studies indicate that more than 7 out of 10 prospects contact a vendor after reading a white paper. Nearly 6 out of 10 say that the paper influenced their buying decision.1 The B2B (business to business) sale can often be complex depending on the nature of…. Read More
Your company is well-established in its sector. Sales are slowly progressing. Your market has reached maturity. Your clients are no longer loyal. The competition is constantly offering rebate or loyalty programs to their customers and it seems to be working. However, your clients return to…. Read More
Marketing is often used to acquire new clients. However, more attention should be paid to the oft-neglected source of prospects and sales, which resides in the historical efforts of a company. Reactivating clients with marketing is often very profitable. Many elements must be revisited regularly:…. Read More
I recently came across Marketo's blog and had the pleasure of reading Jason Miller's excellent article entitled "5 Content Marketing Lessons from Gene Simmons of KISS." Immediately, I felt Exo Marketing Integrated B2B and Gene Simmons from KISS had something in common. Of course I'm…. Read More
“One word that describes the biggest challenge facing B2B Marketing today” is the title of a discussion thread counting more than 1,000 replies in the LinkedIn “B2B Technology Marketing Community” discussion started by Holger Schulze. There is some insight in reading through the thread as…. Read More
What is the impact of content marketing on the roles of sales and marketing, and how does it help sales? In the 1970s, my daddy sold photocopiers to SMEs. Trained in Dale Carnegie’s philosophy, he was soon admitted to the exclusive club formed by the…. Read More
Sounds odd? When you stop and think about it, a company that makes money through legacy clients or a monopolistic situation has its work cut out for it, especially when it comes to performing and adopting better sales practices. Often enough, such organizations are now…. Read More
Marketing is often considered as being separate from sales despite the fact that it’s a discipline that encompasses sales. Marketing strategy as a field also includes aligning traditional and online sales processes with traditional and online sales strategies in order to avoid 7 major mistakes:…. Read More
