The Bureau of Labor Statistics released two intriguing statistics about employee turnover:
Not too long ago I was talking with one of the professional sales trainers at Hubspot and it got me thinking about just how much I enjoyed their bootcamp class. It prompted me to go back and reread a blog I wrote that was inspired by it. As it turns out, the concepts and tips in that blog are as relevant now as they were when I wrote it in 2017 – maybe even more so. If you work in the world of B2B sales and marketing, you may enjoy some of its insights. Happy reading!Read More 4 minute read
In the past, we've discussed why you should define your ideal client/prospect – and how to do it! We called this creating your buyer persona(s). Have you described your ideal (or best) clients and written up their professional and personal characteristics? Great! Now you’re ready to delight them with compelling content, i.e., present your company to your ideal buyers as a trusted expert within your market space.Read More 4 minute read
In part one of this series we looked at the time it takes to generate leads and how outbound and inbound methods complement each other in this process. But coordinating multiple marketing channels is resource-intensive to implement. If your sales and marketing teams are stretched (whose aren’t these days?), it might seem best to you, or your management team, to focus on traditional outbound marketing. But you know it’s not as easy as picking up the phone and closing a deal.Read More 6 minute read
How many of you know who your ideal clients are? You might be thinking, “Of course I do! I completely understand my ideal clients.” But can you describe in clear detail exactly who these ideal clients (sometimes called buyer personas) are, what they want and need, what makes them tick? You might be surprised to learn that only 44% of B2B marketers use buyer personas. In fact, in my experience in the manufacturing and industrial space, while most companies have an idea, many have not developed a complete picture of their ideal customer.Read More 3 minute read
In business, resources are always limited, which means using them wisely for the greatest return. It’s true of how you approach your production lines, employee schedules, and facilities management, and it should apply to your marketing efforts too. If you’re like many companies, you have tools, staff, and a budget in place for marketing already. But are they being used as well as they could be? Here’s our take on the smartest ways to deploy marketing resources.Read More 3 minute read
It’s a fact of business development: despite all your hard work, sometimes your sales pipeline gets low. You might be tempted to ride things out and double down on sales and marketing efforts. But does sticking with the same failing strategy ever produce different results? Over time things can really start to go awry and chip away at sales revenue: fewer leads, less prospect engagement, too many lost deals.Read More 3 minute read
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In my work helping companies build their businesses in the manufacturing, engineering, and technical markets, I often receive pushback about the importance of inbound, digital, and outbound sales and marketing. So many of the prospects I deal with on a day-to-day basis insist they don't need help. They tell me they know who their customers are, they are too busy to take on new business, or they get their business from referrals. Why are they so resistant to new growth strategies? As an engineer myself, I understand how my fellow engineers and industry professionals think and seek out information, but my experience on the sales and marketing side has given me some insights that I'd like share.
We regularly read posts on topics similar to this in hopes of finding a nugget of insight or a fresh idea to consider. Unfortunately, we don't often find anything new. So, I would like to try to change the thought paradigm a bit here. About 4 years ago, we coined a term we call Omnibound® . We already hear about and see people using the concepts we envision with Omnibound, but there didn't seem to be a common word or phrase to describe it.
Have you ever gotten so wrapped up with the everyday that you forgot to take the time to appreciate what you have? I believe this is, mostly, a rhetorical question for just about anyone. It definitely is for me. My wife and I run a local small business in Dayton, OHRead More 2 minute read