Admittedly, growth for your Business to Business (B2B) company does no longer come naturally. Customer budgets are increasingly tight and so are yours. Competition seems to come from all over the planet. And buying cycles simply seem to take forever.
If only you could lure that top-notch executive sales tiger to come and work for you…
Alas, selling complex products and services in B2B / business-to-business no longer is all about advertising your way into sufficient marketplace awareness. Or about sending your salesforce out to enjoy a regular cup of coffee with the hitlist of prospects and existing customers.
Yet you realize that even more sales is not the recipe for curing your commercial pains.
You understand success in B2B is nowadays determined by:
- a razor-sharp focus,
- your own ‘story’ as basis for compelling content,
- the best online and offline mix stimulating enough to move both prospects and customers in their buying process,
- word of mouth
- and collaboration within your organisation and externally with 3rd parties.
Most of all you want to achieve:
- Better winratio in your marketing & sales campaigns and bids
- Sufficient awareness in the market for your B2B solutions
- Generate more and better leads via internet
- Achieve more with a limited amount of customers, on zero advertising budget
- Reap the Business 2.0 opportunities (and avoid its pitfalls)
Better winratio in your marketing & sales campaigns and bids
In the short run (1 to 11 months), you want to maximize the probability of winning that strategic tender or closing the important contract or major bid. You intentionally want to put maximum focus on a selective number of bids. Your resources are limited and you can only deploy your best people once. Your appetite for success may at the same time be greater than ever before. You therefore want to optimize the chance to succeed. And you wonder whether you will succeed with the current approach and perspective.
DutchmarQ is familiar with the critical success factors and pitfalls when it comes to strategic bid processes in B2B.
DutchmarQ helps you to sharpen your value proposition, make bidmanagement effective, or improve the cooperation between the team working on the tender i.e. colleagues from marketing and sales. DutchmarQ also professionally and creatively manages the design, preparation, deployment and finetuning of your commercial campaign. Read more.
Sufficient awareness in the market for your B2B solutions
However strong your product, service or solution is, without sufficient market awareness all efforts in the crafting, designing and creating of it have been in vain. Yet you lack the the means available to the likes of HP, Dell or Randstad to ‘buy’ attention and awareness. Moreover, you’d rather build awareness and ‘pull’ in your market in your own personal fashion.
Early 21st century boosting visibility for your organisation, professionals, solutions and products is mainly facilitating word-of-mouth. Based on a clear, own story. On strategic choices why you do what you do. And what really makes you stand out from the crowd.
That results in real, so-called ‘mindshare’ and share of voice within your target audiences. Producing better visibility to your services, solutions and experts both online and offline. And better appreciation by those prospects and people that find you that they pass on the story.
DutchmarQ gladly helps you to sharpen your story. As basis for creating focused awareness in those market segments or niche relevant to you. By smart deployment of for instance content marketing, PR or social media. Based on the right terms and keywords. Find out if you like our services.
Generate more and better leads via internet
The difference between your budgetted and booked revenue is negative. And grows every quarter. The necessity is there to generate (way) more and most of all better leads. When possible in an affordable manner please.
Marketing needs to generate sufficient, qualified leads to keep the funnel with business opportunities healthy. Generating new leads needs to be done in the most efficient manner, thanks to for example leveraging new media such as social media, content marketing and online marketing. So-called owned and earned media such as online marketing, SEO/SEA, social media, blogging, content marketing and mobile in B2B pay off. Way more than advertising, trade shows, conferences and outbound campagnes.
You would like to make advantage of the awareness achieved in the marketplace by converting as much traffic and (online) research by prospects into relevant leads. Leads to be nurtured down the sales pipeline by the B2B marketing and sales team.
In doing so, you naturally want to convert as many qualified leads into new business and contracts. Contracts that not only enable you to pay the bills but also serve as ‘oxygen for the future’ thanks to recommendations and references your customers will be all too happy to make. Find out more about we can help.
Achieve more with a limited amount of customers, on zero advertising budget
“Failing to choose and one will lose” is your motto. You strongly believe in keeping maximum focus in a very limited amount of existing customers as well as in those prospects to win. In order for them to get the attention they deserve.
How do you get to this choice and focus? What are criteria that really matter and how do assure sufficient, sustainable attention to those preferred accounts and prospects? How you practically and effectively apply account based marketing and opportunity based marketing? And how do you ensure sales, marketing, service and other disciplines are aligned with the same goal in mind? Are you curious how we can help you achieve that?
Reap the Business 2.0 opportunities (and avoid its pitfalls)
Who want to make difference outside needs to get ‘the house’ in order first of all. You recognize the need to balance optimal market orientation and external focus on the one hand with sound organisational development on the other.
You realize traditional, hierarchical company mechanisms have long passed their ‘Best Before date’ when it comes to enabling real, sustainable cooperation inside and outside the company. And that building a successful community of fans and friends can not be the domain of the ambitious intern or the IT department.
Building the right, ‘empowered’ community increasingly becomes a strategic priority for more and more organisations. They realise all instrumental, structure- and techie programmes are simply insufficient without common ground, without connection. Communities and social networks alike therewith become a more powerful way to help connections flourish. In sales-marketing collaboration. But also across organisations, in aligning interests and needs with external stakeholders such as prospects, customers and partners. Read more about Business 2.0.
Contact DutchmarQ for a straight answer to your questions. Or when wanting to explore a solution to your key needs and priorities in B2B marketing, sales and business development. You can reach us by email via info[at]dutchmarq.nl or by phone: +31 34 34 209 31.