Marketbridge’s Post

Time is our most precious asset (especially in sales). Does your territory strategy eliminate wasted time? If we follow the Pareto principle, 80% of your revenue will come from 20% of your accounts. A small number of key accounts are responsible for the majority of your revenue. In our newsletter (dropping tomorrow) we'll give you 5 key account growth strategies to maximize the time you spend working on the right accounts so you can avoid wasting time on the wrong accounts. We'll show you: - How to score your accounts - How to prioritize your accounts - How to pick the right growth strategy - How to build a plan (that doesn't waste a bunch of time) - How to get access to your "most wanted list" Sign up so you don't miss it: https://lnkd.in/e_uXtqbc

Happy Monday, Last week I ran a sales workshop in conjunction with Business West and the Growth Hub. The topic was key sales questions most SME's come up against and we are busy preparing a video of the event to share with you in the coming weeks. For today I wanted to discuss a question that seems to trouble a number of participants, how to increase the response from people targeted in our BD campaigns? I would say that the problem spans three key areas: 💡 Engagement: this covers both relevancy to your target markets and the quality of your content 💡 Channels: this relates both to the number of channels and their relevancy to your target markets 💡 Persistence and consistency: here you should consider both the number of communications and the length of your campaign. There is no doubt that many decision makers are much busier these days and the combination of this with the amount of content out there means it's harder to cut through the noise. That said, people would still notice content that is accurate in terms of hitting a big issue they currently face in their market, particularly if they have received a number of well-crafted mes-sages from you already. So to support the creation of an effective campaign, ask yourself three questions: 1. Who is the message aimed at? 2. What are the key issues that keep them awake at night? 3. Where are they most likely to be getting their information from? If you are not sure, speak to people in your target market before you start your campaign. Once you are clear on these questions, make sure your campaign follows this information and keep it going for at list 6-12 months before you draw any conclusions.

According to Fast Company Executive Board member Gregg Johnson, getting sales and marketing teams on the same page is the answer. https://lnkd.in/eTTt_fB7 Featuring Gregg Johnson of Invoca

Happy Monday, Last week I ran a sales workshop in conjunction with Business West and the Growth Hub. The topic was key sales questions most SME's come up against and we are busy preparing a video of the event to share with you in the coming weeks. For today I wanted to discuss a question that seems to trouble a number of participants, how to increase the response from people targeted in our BD campaigns? I would say that the problem spans three key areas: 💡 Engagement: this covers both relevancy to your target markets and the quality of your content 💡 Channels: this relates both to the number of channels and their relevancy to your target markets 💡 Persistence and consistency: here you should consider both the number of communications and the length of your campaign. There is no doubt that many decision makers are much busier these days and the combination of this with the amount of content out there means it's harder to cut through the noise. That said, people would still notice content that is accurate in terms of hitting a big issue they currently face in their market, particularly if they have received a number of well-crafted mes-sages from you already. So to support the creation of an effective campaign, ask yourself three questions: 1. Who is the message aimed at? 2. What are the key issues that keep them awake at night? 3. Where are they most likely to be getting their information from? If you are not sure, speak to people in your target market before you start your campaign. Once you are clear on these questions, make sure your campaign follows this information and keep it going for at list 6-12 months before you draw any conclusions.

By spending less time on topics that buyers find to be wastes of time, you can emphasize the sales enablement your team needs to succeed in the Era of Decision-Making

🎯 Keeping Your Key Accounts Secure In sales, losing a key account to a competitor can be a real blow. But here's the good news—there are strategies you can use to keep your key accounts loyal and satisfied. First up, build multiple strong relationships within your key accounts. By knowing everyone who impacts decisions, you have a deeper understanding of their needs. Trust me, this multi-contact approach keeps competitors at bay. Next, don't underestimate the value of regular updates. Keeping your key accounts informed and engaged with your business results is crucial. This isn't just about showing off—it's about demonstrating consistent value. Regular communication ensures clients see your commitment and makes it that much harder for a competitor to swoop in. Finally, don't forget to regularly provide recaps and ask for referrals. Highlighting your successes and requesting referrals not only shows confidence in your services but also underscores the positive experiences of your clients. Remember, satisfied clients are your best advocates—they can help fend off competitors better than any marketing material. 💼 Let's make sure your key accounts stay where they belong—with you. #SalesStrategy #ClientRetention #MedtechMarketing

What do channel partners need to succeed in 2024? According to Bob Zemke at Extreme Networks, the answer is outcomes-based selling strategies and a focus on differentiation and sustainability. Read more in Channel E2E.

What do channel partners need to succeed in 2024? According to Bob Zemke at Extreme Networks, the answer is outcomes-based selling strategies and a focus on differentiation and sustainability. Read more in Channel E2E.

What do channel partners need to succeed in 2024? According to Bob Zemke at Extreme Networks, the answer is outcomes-based selling strategies and a focus on differentiation and sustainability. Read more in Channel E2E.