You’ve been nurturing a prospect for months and have built a great relationship by learning about their company, listening to their pain points and offering solutions that fit their needs. Then you hear the dreaded, “Now’s not the right time.” This is a common form of rejection heard by sales reps, like me, in all industries. What we can’t do, but often tend to, is allow ourselves to write those prospects off as dead leads….
I recently read an article, “The B2B Elements of Value,” from Harvard Business Review that describes different values you can appeal to in order to acquire new customers—but I think it also speaks volumes about customer retention. This is especially important because acquiring a new customer is five times as expensive as retaining an existing one.1 It all comes down to whether we are providing value to our customers in endways that matter to them….
One of the biggest mistakes we can make in marketing is to go after all prospects in the same way. Companies that understand this are embracing Account-Based Marketing [ABM] and are learning to look at their prospects through distinct lenses. For a long time, marketers have chosen to use outbound or inbound marketing exclusively. Whereas an outbound approach once took precedence, just in the last 15 years, we’ve seen the pendulum swing to inbound. It…
You may have been hearing the phrase thought leadership quite a bit lately. And you may be wondering what on earth is behind that buzzy marketing lingo. In this blog we’ll explain what it is, how much you need, and why it’s a critical part of your sales strategy. Thought Leader /THôt ˈlēdər/ – A thought leader is an individual or organization that is recognized as an authority, and whose expertise in a specific field…
Insanity: doing the same thing over and over again and expecting different results. Over the past several years I have written about the need for marketing and sales to be on the same team – as I am a believer it is a key attribute of a company’s success. There are some who believe this is a problem that has been put to rest. Unfortunately, that is not often what we experience when we work…
They say that sales is a sprint and marketing is a marathon. Great analogy. Sales is focused on short-term results. Marketing is focused on long-term value. Granted, we run different races. But we’re both specialties in the same sport. So why doesn’t it feel like we’re on the same team? I want marketing to know that we wear the same shoes. I work with the sales departments of many large organizations, so I see firsthand…
When it comes to marketing and sales, two things have always been clear. Marketing owns making someone aware of your company and sparking their interest. Sales owns closing the deal. But who owns what happens between sparking some interest and closing the deal has always been a big black hole. Recently, I read an article by Marketo that showed how the sales funnel needs to be restructured and renamed the Revenue Cycle. The key takeaway…
This may seem like a no brainer to you but in most companies today – marketing and sales are far from being team players. Several years ago, we began to see a painful trend for marketing and it concerned us to see how disempowered and unsuccessful many of the CMOs we spoke with felt. We spoke with 150 heads of marketing and uncovered what was at the heart of CMO’s high turnover and lack of…
The conversation isn’t new but the struggle still exists, sales and marketing are still not aligned. Who doesn’t want shorter sales cycles, lower market-entry costs, and a reduction in cost of sales? One of the many reasons I like working at North Star is because we are an agency that truly believes Sales and Marketing Departments working together is Smart, Creative and the results are real! I have had the great privilege of working with some…
To transform a vision into reality, you need to have the confidence that things are getting done. To gain this confidence, a culture of accountability is critical. Building a culture of accountability isn’t easy. Today, accountability has become one of the biggest challenges that business leaders face. But without it, driving success will be a challenge. According to Greg Bustin, author of Accountability: The Key to Driving a High Performance Culture, “Lack of accountability is the single…
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