Make your B2B Marketing Count

Sales Funnel

How qualified are your leads?

The sales department wants the marketing department to provide more leads. But they want them to be “better qualified”. The real question is, “qualified according to whom?”

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Closing sales opportunities faster

How often have we heard sales managers complain that they are generating lots of selling opportunities, but the Sales team just doesn’t seem to be able to close them fast enough? Certainly not fast enough to achieve sales budgets.

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How many leads do you need per campaign?

Calculating the number of leads needed for a campaign seems simple. You can do it on the back of an envelope: Firstly, work out the real target: Consider your revenue target, reduce this by any annuity revenue to get your “sales target”.

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Think your market is too small? Try recycling

I was speaking with an executive the other day who repeated the concerns of her management team that their existing market was too small to sustain their growth. Expanding into new markets may look enticing, but there are large risks and costs associated with this strategy.

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How B2B Marketers Must Adjust to Shrinking Deal Sizes

According to Marketing Sherpa data just released, average B2B deal sizes are shrinking. What does this mean for the B2B Marketer? Its implications are highly significant.

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How to size your funnel - top, bottom and middle

Market sizing is often done with a degree of rigour, but far less rigour is applied to the task of sizing your own sales funnel. The proposition that "there is plenty out there" might be true, but sizing is not just about working out if the market can support you.

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How saying goodbye to your customers can help you re-engage with them

We’ve spoken about Funnel Logic and the way we manage work-in-progress using a sales funnel. One of the critical things in this process is keeping your funnel clean, as there’s nothing worse than a clogged funnel.  

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Competitively superior in-field targeting

Fish where the big fish are! Go for the 80/20! Don’t mess around with the small end of town – spend your time at the big end of town. All laudable exhortations. As a fledgling Sales Exec decades ago, I heard them all. You probably did too, huh? 

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How to make your funnel flow faster

Yes, you can speed up the time it takes for a potential buyer to make the purchase of your product or service. But not by skipping steps along the buyer’s journey.

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How long is your revenue runway?

Many business managers I speak with don’t have an accurate view of how long their revenue runway is; or to put the metaphor aside for a moment, they are unclear about how much time is required for the marketing and sales team to create enough customers to achieve a revenue target. 

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