FROM THE EDITOR
There isn't a one-size-fits-all approach to B2B marketing and sales success!
I’m always skeptical when I see promotions for marketing services or lead generation technology that guarantees results no matter what kind of business you have. Of course, we know the folks behind this messaging aren’t serious and it is simply a tactic to get attention in a crowded market. Who can blame them!
However, B2B companies that offer complex solutions and face long sales cycles of building trust with buyers know that there are no one-size-fits-all approaches to marketing and sales.
The very best B2B companies are thoughtfully intentional in developing their marketing strategies and consider a number of factors.
-What kind of buyers will benefit most from working with us?
-How are those businesses organized and who are the key stakeholders?
-What are their business goals and what challenges are preventing their accomplishment?
-How can we communicate our value to prospects in ways that build trust?
-Who do I need on my marketing and sales team to accomplish this and what skills must they have?
-And what technology stack will most help us?
The answers to these questions vary greatly and this edition of our newsletter includes four articles containing insights and advice from some of the best B2B marketing and sales professionals about the strategies, organizational structures, team skills, and technology that helps them be successful. They include:
John Phillips, Vice President of Sales at Pii, a pharmaceutical contract development and manufacturing organization.
Chrisane Giard, Digital Marketing Manager at Enlitic, a healthcare technology company.
Sean Russell, Chief Commercial Officer at Premier Research, a pharmaceutical clinical research organization.
And Sumit Mahajan, Chief Sales and Marketing Officer at Datamatics Business Solutions.
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- Perry
Perry Rearick
Chief Editor | Follow Your Buyer
prearick@followyourbuyer.com
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