There is no better way for B2B organizations to drive growth than through selling to their existing accounts. Despite the potential returns, most organizations leave this strategy almost entirely in the hands of their sales teams without putting the rigor and discipline to be really successful. Unknowingly, they are leaving a huge opportunity on the […]
We recently worked with a client in which their marketing-to-sales hand-off process was far from perfect. In fact, many of their marketing investments were going straight to the trash bin. First, sales believed marketing’s leads were unqualified and as a result, they did not proactively follow-up on MQLS. Second, with incomplete or low information, sales […]
Why is it that so many companies these days are over investing in customer acquisition? Don’t get me wrong, acquiring new customers is critical to any business’ growth, but we all know that customer acquisition costs (CAC) can be extraordinarily high. Studies show that attracting a new customer can cost 5 to 7 times more […]
It’s no “breaking news” that many of your buyers are online. And by now, I’m sure you are too – between marketing automation, social media and more, we all are digitally invested. Despite the digital migration of your buyers and internal business teams, there is still a disconnect; online marketing activities aren’t translating into insights […]
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