Category: Business Development

Getting personal with good old B2B direct mail

Published by : , on December 13th, 2012.
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 lot of impact. It can even reactivate prospects,…. Read More...

Generating prospects in B2B through social media

Published by : , on November 22nd, 2012.
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 sectoral markets don’t all have the same social…. Read More...

B2B Customer loyalty development: where to start?

Published by : , on August 13th, 2012.
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 you from time to time. Should you practice…. Read More...

Reactivating clients in B2B

Published by : , on July 18th, 2012.
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: Analyze why clients buy less frequently or not…. Read More...

Top challenges facing B2B Marketing today

Published by : , on May 14th, 2012.
“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 the community contributes generously to the discussion. One…. Read More...

Not your daddy’s sales and marketing

Published by : , on April 19th, 2012.
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 top 100 sales representatives of this century-old multinational.…. Read More...

Sales and marketing – 7 mistakes to avoid

Published by : , on March 19th, 2012.
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: Not communicating with the decision-maker Putting too much…. Read More...