Posts In: Marketing Strategy

Stop Using Excel to Manage Your B2B Customer Data

manage Your B2B Customer Data

One of the biggest recommendations I make to B2B startups is to start using a Customer Relationship Management (CRM). Organizations invariably start with Excel as their repository for customer information. There are many benefits for using a CRM versus excel to manage your customers. There should be no reason not to use a CRM. The high-end for startups for CRM is Salesforce.com starting at $25 per user a month and starting with a tool like HubSpot CRM at $0 for the sales side. There are pluses and minuses to either of the CRM systems, but both are better than use an Excel spreadsheet.

Here is why you need to stop using Excel to manage your B2B customer data.

(more…)

Continue Reading →

The Customer’s Buying Process Trumps Your Sales Process

Customer Buying Process

One of the biggest changes in B2B sales over the last few years has been the flip in the importance in the buyers purchasing journey versus the steps in the sales process for the vendor. It is not to say that your internal process is not important, but the buyers process is more important. This really hit home for me last week. We are interested in exploring a new marketing automation solution for both ourselves and our customers.

I had seen a solution recently at a large vendor road show that stopped in Toronto. I spent over 30 minutes with the vendor and had most of my questions answered. The next step for me was to have the team see a demo of the marketing automation system as they work with the competing systems on daily basis. Instead of allowing us to move to a demo with my team, we had two telephone meetings that captured about the same information with two different reps before I was able to schedule the demo.

The biggest issue is that the prospect gets excited about the solution and/or demo but does not have the power to buy themselves. Here are some ways that you can match your customers buying process and still get the information you need to support your sales process.

(more…)

Continue Reading →

How to Write a Blog Post [Infographic]

How-to-Write-A-Blog-Post--Image

Writing a blog post is really not as difficult or as time consuming as it seems. At VA Partners, we have created detailed content calendar that outlines our blogging schedule a month in advance. We share the responsibility of blog writing amongst our team members so the content calendar allows us to keep track of whose turn it is and the topic they will be writing about. Each team member usually plans to spend 2-3 hours writing a blog post, depending on how much research is required.

Here is our 5 step process on how to write a blog post.

(more…)

Continue Reading →

Improving B2B Sales Closing Rates For Long-Term Prospects

Improving B2B sales closing rates for long-term prospects

When B2B selling one of the key areas you need to understand is sales cycles and that they will vary based on the particular client, timing and need. In some cases, the time from lead qualification to close can take weeks to months. In other cases it can take much longer, say 12 to 24 months. It is these longer-term prospects that you need to have a strategy in place to stay in touch with. Your warm, proactive and scheduled touches will improve your close rate.

(more…)

Continue Reading →

3 Tips From the Unbounce Conversion Road Trip

The Unbounce Conversion Road Trip

On July 3, 2015 I was lucky enough to attend the Unbounce Conversion Road Trip conference in Toronto. It was an inspiring day full of learning and laughing. I had no expectations going into the conference, but ended up being completely blown away by the organization of the event, quality of speakers and overall atmosphere.

Whether in sales or marketing, there was something for everyone to take away from the event. By the end of the conference, my head was exploding with useful information. I couldn’t wait to start putting what I learned to use.

Here are 3 of my favourite take aways from the Unbounce Conversion Road Trip.

(more…)

Continue Reading →