A Tactical Approach To B2B Growth Marketing

The heart of growth marketing is building brand awareness.  Growth marketing focuses on the entire funnel rather than just feeding the top while putting an emphasis on the lifetime value of a customer instead of just the initial sale.  Growth marketing requires building an audience and a following to move your products rather than focusing on selling an individual product.  It also entails a great deal of lead nurturing and marketing to current customers.  Here we outline seven key components of building a growth marketing strategy.

Six Steps For Building An Efficient Sales Pipeline

Building a pipeline of qualified prospects can be a monumental task but it is necessary in order to maintain consistent sales of your products and services.  While every company will experience their ups and downs, having a well-developed sales pipeline will ensure your company is able to stay afloat even during the lean times.

What Do B2B Tech Buyers Want?

While every buyer is different, there are a few key aspects of the customer experience that B2B technology buyers view in high regard. There are of course many other details that go into the sales process, but these 4 core pieces are what you can base your sales, marketing and product development on.

The New World Of Demand Generation

A recent study performed by the Content Marketing Institute revealed that 85% of B2B marketers rank lead generation as their primary goal of the coming year.  Additional studies done by SiriusDecisions predicted that over 70% of demand generation will come from inbound marketing efforts.  Behaviors of B2B buyers are fluid and despite generalizations they are very personalized.  There are defining characteristics of both inbound and outbound strategies that attract prospects.  Determining your buyer’s preferred methods of research and purchasing will help you decide what strategy will work best for your organization.  Here we’ve outlined the appealing characteristics and statistics of inbound and outbound demand generation to help you choose the best path for your company.

An Interview with Jason Hekl, Service Director, Demand Creation Strategies at SiriusDecisions, Part 3

In September 2013, Winn Technology Group invited Jason Hekl, Service Director, Demand Creation Strategies, at SiriusDecisions, to speak with us about current and future marketing trends for complex B2B sales.

Jason Hekl is a seasoned b-to-b sales and marketing professional. With an emphasis on developing and executing demand generation strategies to accelerate growth, Jason has sourced, developed and closed millions of dollars in new business throughout his 19-year career.

Here is part three of our three-part interview.