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Your existing client base is the most important asset in your business. Protecting and building on your key relationships is essential to both your immediate and long-term success.
When done right, surveys can help you better understand your market, uncover buying habits, attain product feedback, measure customer awareness, and most importantly they can help you progress buyers through their journey to purchase in a number of ways.
There are still far too many dangerous disconnects between the marketing messages propagated by organisations and the conversations their sales people are actually having with prospects.
Some companies defy convention to become great. Stories abound of businesses that excel through innovative solutions which meet needs that buyers did not even know existed. Think Microsoft or the Sony Walkman, for example.
Strategic decisions involve choice: deciding what to do and, importantly, what not to do. This leaves businesses facing a conundrum. CEOs and managers understand the power and importance of focus, but what should they focus on, and what should they ignore?
Let's just be clear from the start. We LOVE inbound marketing, we are passionate about it, we preach it, we teach it, we blog about it, we write about it... Oh yes, and we execute inbound marketing campaigns for our clients for many hours every single day. So why aren't we raging against outbound marketing as old fashioned, outmoded and expensive?
First and foremost, we have to understand that this is not a game of musical chairs. Those with seats do not want to give up theirs, and they are unwilling to let just anyone pull up a new chair next to them. Funnel Masters (an alumni of Funnel Academy graduates and other funnel zealots) met in an effort to uncover the answer to this question...
For those who think Google+ is ‘just another social network’, here’s an interesting fact: it is now the world’s second largest social network, with 340 million active users worldwide. Still, for B2B marketers who have yet to embrace Google+ (and there are plenty out there), the question remains: is Google+ relevant to B2B marketing? And is it worth our time?
What are the key trends that are likely to impact B2B sales and marketing in 2013? OpenView Labs recently published 22 predictions. Funnel Coach, Bob Apollo was among the contributors and here he summarizes their key headlines.
Sales and marketing teams are geared towards success, but it's how they handle failure that will make them rich. What do we do with the prospective customers who don’t proceed? Those who leak from our funnel? The answer is usually “not much”. They are usually dropped like a hot potato.