B2B Inc. | Minneapolis | St. Paul
A Full-Service Business-to-Business
Marketing and Advertising Agency
651-905-1400
Business-to-business branding, advertising, marketing and search engine optimization
Each sales-marketing objective
must be tied to a specific strategy
FREE White Paper
"B-to-B Strategy Development"
Objectives, Strategies, Tactics, Budgeting
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B2B INC. WILL WORK WITH YOUR TEAM TO ASSESS YOUR COMPETITIVE ENVIRONMENT AND PLAN YOUR STRATEGIES

Developing specific marketing strategies typically falls into the hands of your senior marketing person, with input and collaboration from your sales executive.

Strategies must address your defined oblectives.

B2b strategies are not laden with detailed specifics, but they do (must) address the established objectives, one by one.

If we look at a sample objectives list, we can develop strategies to support the objectives:

EXAMPLES OF A PLAN'S OBJECTIVES:

  1. Increase sales revenue by $14 million
  2. Significantly increase awareness of our brand in the Western region
  3. Improve our customer retention rate by 20%
  4. Successfully launch our new Z-2 product line, with at least $4 million in incremental sales

Let's see how your b2b strategies might support the above four objectives:

  1. Grow new business sales by $5.3 million and grow sales from existing customers by $8.7 million
  2. Launch a branding / awareness campaign targeted at the Western region
  3. Conduct primary research among customers and develop a comprehensive customer service / sales communications / incentive initiative aimed at all existing customers
  4. Budget $80,000 in publicity, promotion and demos for a dedicated marketing initiative to launch Z-2

Once again, sales and marketing need to collaborate.

While items 2, 3 and 4 above seem to fall into the marketing manager's hands, item 1 clearly needs to be a collaborative effort between sales and marketing.

Once your b2b strategies are created you need to get down to specifics by mapping out your tactics.

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