This Week’s Best B2B Growth Tips 10.3.2016

With a special webinar offering with Marylou Tyler Oct 18 12-1PM CDT

LeadCrunchHigh precision B2B leads using artificial intelligence

Discover The Best, Latest Articles From The B2B Universe

Use These Articles To:1. Enhance Your Tactics2. Make Informed Decisions3. Improve The Quality Of Your Own Articles4. Gain Insight Into The Hottest Topics

3 Best Articles Of The Past 2 Weeks1. How Sun Tzu Can Help You Close Deals

Faster2. Generate Trust And Credibility With Your

Website3. How B2B Sales Will Change In 2017

1. “The Art Of B2B Sales: How Sun Tzu’s Ancient Wisdom Can Help You Close More Deals Faster” By

Chris Gillespie Via Marketo

“If Words Of Command Are Not Clear And Distinct… The General Is To Blame”

Sales Translation: If There’s A Miscommunication, It’s The Salesperson’s Fault

• Take Some Responsibility• If The Lead’s Aren’t Coming In, It’s Marketing’s Fault

Reconsider1. Delivery

2. Tone3. Subject Matter

“Supreme Excellence Consists In Breaking The Enemy’s Resistance Without Fighting”

Sales Translation: Sell Value, Not Discounts

• Choose To Win By Strategy Rather Than Force

Problem: Salespeople Get Lazy And Throw Out Discounts For A Quick Close – Brute Force

• Leads To Price Wars • Cleaves Commission• Devalues Products

Solution: Be Patient. Sell Value – Winning Without Fighting

• Less Back And Forth• Shorter Sales Cycle

• Bigger Deals = Faster Quota

“The Highest Form Of Generalship Is To Foil The Enemy’s Plans”

Sales Translation: Lay Landmines For Your Competition

What’s A Sales Landmine? Something Offered To Trap Competitors Into

PredictabilityHow To Set One

1. Study Competitor’s Materials To Learn What They Say Against You

2. Warn Prospects What Competitor’s Will Tell Them Word-for-word

3. Laugh When Predictions Prove True, And Your Competition’s Advice Blows Up In Their Face

Decreases Competitor Credibility While Increasing Yours

2. ”How B2B Vendors Can Generate Trust And Credibility With Their Website” By Lizette Louw Via

Hubspot

I. Buyers Won’t Give You A Chance Until They’ve Seen Legitimate Identification

Vendors Beware: Buyers Judge You Based Off Of Your Website

Make Sure To Include These Immediately:1. Contact Information

2. Updated About Section3. Summary Of Products And Services

Improve Your CredibilityUse Webpage Templates With Built-in Header And

Footer With:4. Company’s Physical Address

5. Contact Information6. Links To Products And Services

7. Summarized About Section

II. Buyers Want To See The Basics Before Getting In Touch

Making A Good First Impression Is Not EnoughProvide:

1. Product Pricing 2. Product Reviews3. Lead/Ship Times

4. Details About Tech Support

Improve Your Credibility• Prioritize Your Content Calendar • Add Pricing Info On Your Website

• Provide Direct Access To Tech Support

III. Blogging and Social Media alone won’t win you more than casual followers

Buyers Are Underwhelmed By Vendors Without Educational Content: Weekly Blog And Social Posts Aren’t

Enough Research Content Preferences• Interview Existing Customers

• Send Surveys• Evaluate Website Analytics

Test Your Assumptions1. Create A Content Asset According To Research Findings

2. Measure The ResultsImprove

• Conduct An A/B Test

Iv. Buyers Don’t Trust Websites Filled With Distractions

Clarity Trumps Bells And WhistlesB2B Buyers Don’t Have Time For:

• Lack Of Contact Info• Intrusive Live Chats• Animated Ads

• Popups• Poor Design Or Navigation

• Video And Audio That Plays AutomaticallyInstead: Growth-driven Design (GDD)

1. User Research 2. Implementation Of Research

3. Measurement Of Results

Buyers Leave And Return To Your Website Multiple Times

Buyers Will Visit Your Website Up To 5 Times Before Getting In Touch

Prospects Will Be:• Evaluating Your Competitors• Researching Your Ratings

• Looking Into Your Customer ReviewsProvide Buyers With:

• Charts And Checklists To Compare• Case Studies Where You Helped Customers

• Credibility By Association—reviews On External Sites

3. ”How B2B Sales Will Change In 2017” By Aj Agrawal Via LeadCrunch”

Confidence Is Starting From An All-time Low

This Year Only 30% Of B2B Marketers Though They Were Effective

• Marks A Drop Of 20% From Last Year• Confidence Has Never Been This Low

2017 Will Be A Soul Searching Year• Sellers Will Look At Their Strategies Critically

• Some Will Go Back To Square One

Data Will Play A Huge Role In Giving You An Advantage

The Most Successful B2B Sellers Are Using Data• Some Companies Still Not Tracking Data From

Social Media

Track Your Social Media• Open A Google Analytics Accounts

• Use Custom UTMS When Posting Links To Monitor Effectiveness

Creation Suites Will Drive Down The Cost Of Interactive Content Interactive Content gains

highest levels of engagement• Videos

• Slideshows• Podcasts

Creation Suites are reducing cost of interactive content• Jebbit (Mobile interactive

content)• Zembula (Multi-channel)• Snap App (multiple

templates)

DON’T Miss This Webinar

“Best Practices in Touches, Sequences, and Cadences”

with Marylou Tyler

Marylou Tyler• Founder of

Strategic Manager Pipeline• Author of

Predictable Prospecting

She Will Share…3 Best Multi-touch Channel Cadences & Sequences For

Securing First Meetings Used By:

• Logitech• Prudential• Ama

How To Consistently Pump Out New Sales Opportunities

How Her Book Sold Over 50,000 Copies

Save Your Spot for the best Webinar of the year!

Tuesday, October 18 12:00 PM-1:00 PM CDT