Newsletter | May 4, 2022

05.04.22 -- Welcome to a new age of B2B marketing and sales!

  In This Issue:  



Welcome to a new age of B2B marketing and sales! Well, perhaps not all that new for many of you.


Information is everywhere and prospects are spending more of their buyer’s journey accessing it before revealing themselves to sellers. When they do decide to speak with a seller, they’ve done their homework and they’re prepared to talk.


They’re also prepared to ask questions that are important to them. For example, why should I trust you, the seller? They may not always verbalize these questions to you, but they’re asking them and they’re discussing them with their colleagues.


It is important for B2B marketers and salespeople to answer these questions even if they don’t come up. That means consistently delivering information that is valuable to buyers. After all, they’re going to get the information they need, whether it is from you or one of your competitors.


In this week’s newsletter, we feature an article about how Ease Logistics significantly grew their business during the pandemic when over 3000 transportation companies filed for bankruptcy. They did it by answering the questions that all buyers have but are rarely verbalized. It's a great story! 


And there is much more too!


If you never want to miss an edition of our newsletter and you haven’t signed up yet, you can do that here: send me the Follow Your Buyer newsletter each week!


Thanks for reading - Perry

Perry Rearick

Chief Editor | Follow Your Buyer


Exclusive Content From Follow Your Buyer
Generating Big Business With Ease

At the same time the transportation industry was experiencing a record number of bankruptcies, Ease Logistics grew their revenue to more than two-times greater than their projections. How did they do it? According to Alisa Alvich, Marketing Manager at Ease, they delivered and communicated innovative solutions that go beyond their core transportation service, not only to their customers but also their community. She refers to it as new age marketing.  

Follow Your Buyer: An Introduction For Innovative B2B Marketers

We think marketers – when armed with the right strategy and actionable data – are the lifeblood of successful B2B companies. The Follow Your Buyer methodology reminds marketers why that is true. It’s a methodology developed from more than four decades as a B2B publisher, with insights gleaned from some of the brightest minds in B2B sales and marketing.

Think Like A Publisher

If you are part of a B2B organization that delivers complex solutions that require a long-sales cycle, stop spray-and-pray and think like a publisher.

The Trouble With Silos

No one gets excited about adding another meeting to their schedule, but the right kind can offer immediate improvement if you suspect important information is getting trapped in your separate marketing and sales silos.