In our previous blog post, What is Revenue Operations?, we explored how the Revenue Operations (RevOps) framework can align B2B...Read More
What does your business need to grow better?
Driving laser targeted, high quality website traffic is what feeds your lead generation, customer acquisition and business growth. You must focus on attracting the right active buyers to your website through organic search, social media and paid channels.
Now the right people are visiting your website you need to ensure that you identify and convert good fit engaged prospects into leads in your CRM to nurture relationships, share valuable content and naturally start sales conversations.
You now have a higher volume and quality of leads in the system. Your lead nurture, marketing automation, sharing of insights and engagement strategy should now convert those leads into customers and revenue for your business.
At the heart of all modern business growth is a connected system of metrics, tools and technology to enable accurate reporting, measurement and aligned data driven strategy development. Does your current tech stack do this ?
The 4 phases of predictable business growth
Stop listening to marketing and sales advice from so called “experts” who are simply wasting your time on marketing tasks, draining finance and resources but failing to get you tangible results and outcomes. The majority of them are marketing like it is 2015 not 2020. The focus of your lead generation and customer acquisition must be on four key areas and getting them right, nothing else.
Start by identifying and engaging “good fit” buyers who are sales ready. Understand your target persona, their buying journey and position your core offer to move them from stuck to unstuck.
Build a structured mini-funnel and sales process to add value and has accurate metrics every step of the way. Test and optimise your pipeline to ensure it produces high conversion rates though each stage.
Now you have a high conversion mini-funnel you can add volume by sending more and more qualified prospects into your machine through smart processes that are easily automated.
Let's talk about your business growth
If you own, run or work in a B2B business and are looking to grow your business leads, customers and revenue by 20 – 30% over the next 12 months, then let’s have a 15 minute chat about your goals, challenges, gaps and timescales. Unlock the true power of inbound marketing, sales and account-based marketing.
Targeted Fishing with a spear not a net
Planning and executing an effective inbound marketing strategy will help you to attract a growing stream of leads, filling your “nets” with potential contacts from companies who could buy from you. But not all leads are created equal and Account-based Marketing aligns your marketing, sales and customer service teams to get out their “spears”, working together to engage and turn highly profitable “good-fit” accounts into customers. We discuss how the two approaches work hand in hand to drive revenue and business growth in this video.
Watch this video to find out more.
Inbound & ABM Insights
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Let your strategy dictate your tactics
Strategy first. Over the past 5 years partnering with B2B business on their lead generation, customer acquisition and business growth, the key to success and failure has been the time spent creating and developing a detailed measurable ABM strategy involving all the key stakeholders, to align the overall business goals with marketing, sales and service goals. Using SMART goals to ensure predictable business growth with metrics, milestones to measure that growth. Indeed we would go as far as to say that the businesses who are struggling are those who are relying on individual tactics and have not developed a robust strategy for growth.
Predictable Business Growth – The Numbers
When DME work with client’s we have four core growth metrics around traffic, lead generation, customer acquisition and revenue growth that we benchmark success against. Below is an representative example of how we approach predictable business growth and the outcomes we expect annually. If you know your average monthly website traffic then enter that and you will see the growth you should expect in leads and customers across 12 months. This is the heart of predictable data driven business growth. Plan and execute a strategy to deliver and exceed this.
Average Monthly Website Traffic
Average Net New Leads Per Month
Average New Customers Per Month
Average Annual Revenue Increase
B2B Growth Strategy & Execution – Case Studies
Below are a number of examples of B2B businesses who have embraced Inbound and Account-based Marketing to increase their lead generation, customer acquisition and revenue growth through the planning and execution of an effective Account-based Marketing strategy – Read some case studies below.
Success Stories – Client Testimonials
DME helped build us a digital inbound strategy to increase awareness around us as a business. This helped position us as thought-leaders in our industry resulting in connection, engagement and leads from people we had never spoken to before.
We have been working with DME to move our business forward digitally and impliment a strategy to achieve this. The support and advice we have received has been outstanding. The whole team go out of their way to help and are very proactive in their approach.
I have been shown by Digital Media Edge, the power of digital inbound marketing. A 3 stage process of developing a strategy that is outcome focused, executing that strategy and then optimising the results. The results have been fantastic, with DME operating as a team within our team at each stage.
Connect With DME
If you have any questions regarding the creation or execution of an effective marketing and sales strategy for your business, please reach out and get in touch. Call, message, email or live chat - Whatever suits you...
Digital Media Edge Ltd, Acorn House, Lindum Business Park, Station Road, Lincoln, LN6 3QX
+44 1522 775 354
Digital Media Edge
Lindum Business Park,
Tel: 01522 775 354