The sales process begins with the identification of targets and ends when the target becomes a customer. It follows that all (okay, most) B2B marketing should mirror this natural transition.
That means you should be selective, choose your targets wisely and make efficient use of your marketing time.
Who are your targets? Who are the people most likely to buy from you?
Here are five useful tips that can impact your marketing activities immediately:
1. If you are looking for new business, make a list of the top 100 people and companies you want to know.
2. With a list of targets in hand, design an account plan or strategy to meet the right people (buyers, line of business managers, executives, influencers) within those companies.
3. Over the next twelve months, execute against the strategy and work to meet those people.
4. As you execute, remember to appeal to the self interest of your prospect.
5. To accomplish this, you must demonstrate your usefulness over time...so be selective.
For more insights into effective marekting programs as part of key account plans, please contact us at questions@bwmginc.com. |
