The B2B market is booming at an unprecedented rate. According to Shopify, global sales have exceeded $7.7 trillion practically dwarfing the B2C e-commerce sector ($2.3 trillion). The only problem is that profit is not just there for the taking. In fact, maintaining a competitive edge and securing ample market share is a daunting task more often than not.

Sales and marketing departments are two key players that need to be on the same team to ensure the company’s success.

It is crucial to make sure they cooperate smoothly, and there are no lost chances related to the lead source and lead generation.

To do so, each Head of Marketing needs to know the most about the lead source.

This article indicates what to focus on.

Every leader of a sales department needs to measure the efficiency of sales calls made by their team.

There is no fixed recipe for this, however, many basic metrics can match your company’s goals.

In this article, we present 12 ways to monitor the efficiency of sales calls.

By knowing your targets, you can choose those best suited to your business process.

Don’t be afraid to raise prices to increase revenue by x11 

The right pricing that helps business grow is not a guesswork. According to McKinsey’s report just 1% improvement of price results in 11.1% operational profit. 

Few months ago stumbled upon a page with a pricing teardown and after watching an  amazing video with Patrick Campbell I understood how much math and analytics stays behind the right pricing strategy. It is not guesswork, it deals a lot with maths and analytics.

 The main priority of B2B marketers in 2018 is not generating leads per se. 69% of marketers say their main priority is converting leads into customers. Generating leads with a content funnel is not hard using just a few lead gen tools. But driving high quality leads that are just about to become customers always stays a challenge.

It’s impossible to deny that there have been considerable changes in the process of obtaining and access to the information in the 21st century.

The primary data carrier has become the Internet, which revolutionized our path to its acquisition.

The world has accelerated.

According to the Central Statistical Office, in 2018, 74% of Poles (28 million people) use the Internet in Poland.

We are continually bombarded with hundreds of messages and various kind of information every day. Our brains, however, are not adapted to process such large volume of data, so we try to filter messages, news, and notifications that reach us, whereas the giants of the digital industry deliberately focus on content personalization.

We often forget what we were doing online two days ago (remember this sentence - it will be crucial in the further part of the article).

What makes people buy the product?
 

How many products designed by big brands have flopped because they were not the right fit for the market? Product teams and marketers repeatedly ask themselves one question: “What makes people buy the product?”  

If you are thinking why you are receiving hundreds of emails full of cooperation offers, and you don’t understand why companies have decided to spam - this article is for you. Why? Because you have probably lost tens of valuable offers that could have helped develop your business.