Tag: sales

  • Blog Post

    9 tips for better sales & marketing dashboards

    Sales & marketing dashboards are the engine room for B2B. Here are 9 ways to improve yours.

  • Blog Post

    Making the sales team irrelevant

    Roger Warner, online PR maestro, sent us a link to this Doug Richard video.  It’s a two-minute extract from one of his start-up seminars, this one on the relationship between marketing and sales. The quote…

  • Blog Post

    Five mistakes to avoid in the B2B selling process

    The buying process is long and complex in B2B tech markets. Here are 5 mistakes to avoid when planning and executing your B2B sales.

  • Blog Post

    Choose your patients carefully

    The most respected surgeons in the world have the best survival rates. But they don’t have the best survival rates because they’re better surgeons. They have the best survival rates because they choose their patients very, very carefully. Here’s why B2B marketers should do the same thing…

  • Blog Post

    The 4 steps to a B2B sale: rational meets irrational

    My old boss Steve Trygg (a great copywriter) used to talk about the role of marketing in business decision-making by breaking down every purchase decision into four steps — the four things buyers do before they buy…

  • Blog Post

    New Velocity B2B Marketing Newsletter Available!

    The latest edition of our semi-regular newsletter update is now available. It’s packed with goodness inside, including our star new white pager, Marketing, Meet Sales, which offers eleven ways to make your marketing activity really drive new sales…

  • Blog Post

    Fighting Inertia: the toughest competitor of them all.

    Most B2B technology companies have a clear set of competitors they’re battling. But for some (usually early stage) tech companies, there are no other companies to fight: they’re inventing a market. The only competitor is the inertia of the target audience. At first glance, it sounds like a great position to be in. Never facing a head-to-head competitor. Being free from the never-ending features arms race. But in reality, these can be the toughest marketing challenges of them all…

  • Blog Post

    Champions and the Siren Effect: how early wins can mislead

    Early stage tech companies would do anything for those first few big wins — especially from blue-chip companies. But we’ve seen more than a few companies who were steered off course by these early wins. The early ‘champions’ were dream customers. They bought into the vision. They loved the product. They ‘got it’. How can that be bad?