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B2B marketing and sales can be challenging, but it doesn’t have to be that way. By understanding the friction between these two departments and taking innovative approaches to sales enablement, sales engineering, and data analytics, companies can grow their business and achieve their goals. In this Modern Selling Podcast episode, we will explore some tactics for effective B2B marketing and sales.
In this episode I, your host and CEO & founder of Vengreso, and co creator of FlyMSG.io, sit down with the amazing Camela Thompson to explore Innovative Tactics for Effective B2B Marketing and Sales.
Camela is an expert in sales and marketing strategy with over 20 years of experience. She shares her insights with me on how to stand out in a crowded market and connect with your ideal customers. Whether you’re a seasoned professional or just starting out, you’ll learn actionable tactics that you can implement right away to drive more leads, close more deals, and grow your business.
So sit back, relax, and get ready to take your sales and marketing game to the next level!Learn why there is friction between #marketing & #sales and what to do about it w @CamelaThompson @calibermind & host @GoVengreso's CEO @M_3Jr #Podcast #innovation Click To Tweet
Why is there so much friction between Marketing and Sales?
Camela believes that the heart of the friction between marketing and sales when it comes to B2B is a mix of psychological and practical factors. While both departments are working towards the same goal of generating revenue, they often have different goals and approaches. Sales is focused on short-term plays to achieve quota, while marketing is focused on long-term plays to create brand awareness and generate leads.
Traditionally, B2B has been a sales-lead growth model, relying on brute force to reach out to potential customers, you can read more about this in our B2B sales guide. However, customers today want a more self-approach, where they can discover and learn about products on their own. This approach is known as product-led growth, and it requires a different mindset and approach from traditional sales-lead growth.
One of the biggest challenges in B2B marketing, according to Camela, is attribution. While digital marketing allows for trackable data, there is no one item that can be attributed to a sale. Instead, it’s a culmination of many things that a company does. Bringing in traffic is one thing, but measuring actual conversions can be difficult due to the many ways it can be done. Sales leaders are often linear thinkers, but marketing is more about the big picture and word of mouth.
Marketing also struggles with KPIs because of the messy buyer journeys in B2B. Comparing tools and productivity with actual results and timelines can be challenging. Marketers need to be comfortable with ambiguity and focus less on initiatives and certifications about data.
Sales and Marketing
When asked about the relationship between sales and marketing, Camela says that it is crucial for the success of a company. Both departments must hold each other accountable for their actions, and communication is key. Sales must pay attention to pipelines and bookings, while marketing must focus on conversion rates and what’s working at each stage of the sales process.
One way to improve the relationship between sales and marketing is to collaborate in the sales process. Marketers can listen to recordings and understand objections from clients, which can help them create better content and messaging. Empathy is also essential, as short-term tactics and long-term plays must work together for success.Looking to up your #B2B #marketing game? 🚀 Check out these innovative tactics from @CamelaThompson @calibermind and stand out from the competition! #B2BMarketing #InnovativeTactics @M_3Jr Click To Tweet
Another challenge in the relationship between sales and marketing, Camela notes, is that marketers’ pay is often misaligned with their contributions to revenue. Companies must find ways to incentivize marketers for their contribution to the bottom line.
Watch the video version for this episode, directly below 👇
How can Marketing prepare for a Board Meeting?
Preparing for a board meeting in a down quarter can be stressful, but it’s essential to show trends from quarter to quarter, Camela adds. Reporting on engagement, lead volume, pipeline, and bookings can help companies understand where they need to improve and what’s working well.Ready to take your next marketing board meetingto the next level? 🌟 Discover how to with these innovative tactics! #B2BMarketingTips #InnovativeTactics @CamelaThompson @calibermind % host @M_3Jr @GoModernSelling Click To Tweet
How do Revenue Enablement and Sales Enablement fit into all of this?
Revenue enablement and sales enablement are also critical to bringing all teams together. By aligning sales, marketing, and customer success around a common framework, companies can improve their revenue performance and drive growth.
In conclusion, B2B marketing and sales are challenging, but by understanding the friction between departments and taking innovative approaches to sales enablement, data analytics, and product development, companies can achieve their goals and drive growth. Effective communication, collaboration, and empathy are key to success.
This episode of the Modern Selling Podcast is brought to you by Korn Ferry. Korn Ferry transforms sales teams using their world-class Miller Heiman, methodology, employee assessments, benchmarking and talent advisor capabilities to increase win rates and quota attainment. Korn Ferry offers Korn Ferry Sell, a sales effectiveness app available in App Exchange and app source that helps your sales team develop and replicate powerful sales strategies that help sellers win more deals and crush their quotas. Learn more at kornferry.com/saleseffectiveness.
10 thoughts on “15 LinkedIn Profile Optimization Tips to Get Found This 2023”
My LinkedIn account was ranking on the first page for best mommys blog keyword quite a few years back and I didn’t have any idea. While working, I stumbled upon the Analytic section of LinkedIn and saw that most of the visitors are coming from search engine later on I realized that in my profile I’ve used “Mommy’s blog” word a lot of time and that is the reason why it was ranking well on SERP. This is how I came to know about SEO and I was also amazed by the fact that how easy it was to rank for competitive keywords back then. Anyways loved your article and please share more tips on SEO.
Thanks for sharing. The number of times you mention a word or phrase is still a factor for sure.
We love hearing tips as well as questions our reader, so keep them coming!
Should I change keywords overtime based on what’s popular on the internet?
There is a lot of value in this article, especially for those looking to improve their visibility on LinkedIn. My favorite of the fifteen tips shared in this article is number nine. I’ve observed that people with custom profile links, seem to get more attention than those who haven’t customized their LinkedIn profile URL. Interesting article, thank you for taking the time to put it together.
Customizing LinkedIn URLs create more visibility for sure! Thank you, Bret.
I agree with the recommendations, they are a very important part of our strategy on LinkedIn, it can give confidence to potential customers (or leaders when someone is looking for a job).
People shouldn’t underestimate keywords on their LinkedIn profile! This helped potential buyers to find me on LinkedIn more easily when they searched for certain products and/or services. Thanks Viveka!
Thank you for another great blog post. For the alt text and/or naming images, do you mean two to three different keyword phrases as a maximum, like this?
B2B cybersecurity content marketing writer , technical writing cybersecurity content , cybersecurity technical writer , David Geer
Or can you add more keyword phrases than this?
Hey David – I honestly don’t know the efficacy of adding more keywords than that. I would stick with what you have above.
All the information is very helpful which can help us to increase our Profile ranking on LinkedIn. Another big interesting article, this blog is very useful for the Optimization of my LinkedIn profile.
I also get much knowledge from this blog.
thank you keep sharing.