Living in isolation has many people experimenting in the kitchen for the first time. Regardless of what you’re cooking, the success of your efforts depends on having all the right ingredients. When it comes to your B2B marketing mix, you also need to have all the ingredients required to create a great marketing plan. Quality data is the primary i
Understanding customer interactions across all touchpoints with your business is one of the primary objectives for marketers. To help get that understanding, it’s important in today’s marketplace to embrace technology, and discover the ways it has reshaped the way consumers behave. One way to do that is through use of intent data and research c
Gaining a competitive advantage. It’s critical in many aspects of life, and even more important in business. For companies offering similar products and services, gaining a competitive advantage can be the key to earning a greater share of the market. Broad access to business data has leveled the playing field for some. For others, getting a leg
The year 2020 will forever be defined by two words: coronavirus pandemic. By the first day of spring, the optimism that arrived with the dawn of a new year had been radically transformed. So too had the economic forecast, as businesses struggled with the realities of a locked-down marketplace, segregated workers and an uncertain future. For Western
Given the technology available to connect with people around the world, the term “local business” is almost a non sequitur. Any “local” business can conduct business on a global scale simply by mastering the sales and marketing strategies required to go global. Using technology to accomplish that goal is as simple as subscribing to Scott’
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No matter how idealistic an opinion of business you might have, the fact is people go into business for a primary purpose: to maximize profits for the owner or stakeholders and, depending on the integrity of the leadership, maintaining corporate social responsibility. That last part is certainly evident during the Covid19 crisis when proactive busi
Conducting B2B sales to the manufacturing industry takes a special skill. When talking face to face with people in the manufacturing and distribution industry, you have to display a credible knowledge about the reasons you feel your products or services align with the needs of the contract manufacturing partner you’re trying to sell to. Lining up
There are dozens of B2B prospecting techniques that a successful sales rep can use to build business contact lists. Having a long list of contacts is certainly helpful in growing sales and mitigating annual attrition rates. When you consider that industry analysts suggest that the ideal number of accounts per sales development rep is 88 at a time,
Does dirty data affect quality leads? That’s like asking if using dirty water affects the taste of your morning coffee. Dirty data is a growing concern in business giving the reliance on data in B2B sales and marketing. Dirty data results in wasted resources, lost productivity and enormous waste when used to develop marketing plans. Some estimat
If a sales rep had a magic wand designed to grant realistic wishes, it would probably be used to generate an endless flow of sales leads. Any effective rep doesn’t mind the selling part of the job, but generating B2B leads takes time, effort, marketing support, research, networking and a whole host of different tools, including access to a compre
