Post by account_disabled on Mar 7, 2024 3:05:25 GMT -5
by Matteo Gemelli - 9 November 2021 Based on what elements do we compose a B2B marketing quote ? Let's start by saying that it is not easy to modulate the contents of a project according to the situation of the company we are talking to, its needs and its expectations. Yet, it is a crucial phase, because the success of the entire project will depend - at least in part - on what we propose . The contents of the estimate can be many and the difficulty lies in mixing them correctly. As mentioned in a previous post , our projects are very flexible and include the B2B marketing strategy, the development of custom editorial plans , content writing, lead generation and lead management activities, marketing automation, training and, possibly, inside sales as a service . Obviously, all this must be amalgamated correctly with the activities that the company already carries out autonomously, so as to increase its capabilities and avoid harmful overlaps.
The phases that lead to a correct B2B marketing quote Based on what has just been Germany Phone Number said, how to proceed with setting up the B2B marketing quote ? Usually, we follow a framework consisting of three phases , to which a fourth can be added dedicated to the demo of the platform. In particular, they are: Fact-finding call. It is a first contact and lasts a few minutes. In a very short time, we try to understand the reasons that led our interlocutor to get in touch with us or download our content, what his macro problems are and we aim to organize an exploratory call in the short term to delve into all the points. Exploratory call. This is the central phase. Many salespeople approach this meeting with the BANT framework (Budget, Authority, Need and Timeline), but we have made some extensions to better understand the real needs of our prospect, the problems he faces on a daily basis, the implications and the advantages he obtains if he reaches the its goals and the consequences if it fails .
The exploratory call is always preceded by an observation of the company's digital marketing activities. The aim of the meeting is to understand how the company works, get to know its interlocutors, discover the strategic and operational dynamics of marketing and sales: we talk about pain, needs and objectives to pursue. Some typical questions we need to answer are: What does the company want to achieve? What are the issues why their digital marketing strategies/activities aren't working? How is the company positioned and is there a need for SEO copywriting activities? What are the in-house expertise or do domain experts have time to dedicate to writing? How are the marketing and sales teams formed? In the marketing sector, what do people do? Among the sellers, how many are dedicated to new business? What is the average offer value and how long does a sales cycle last? We could go on forever: the point is that we must obtain an exhaustive picture of the company in front of us, because our work will not be added in the form of an external silo, but will have to blend perfectly with the dynamics and structure outstanding .
The phases that lead to a correct B2B marketing quote Based on what has just been Germany Phone Number said, how to proceed with setting up the B2B marketing quote ? Usually, we follow a framework consisting of three phases , to which a fourth can be added dedicated to the demo of the platform. In particular, they are: Fact-finding call. It is a first contact and lasts a few minutes. In a very short time, we try to understand the reasons that led our interlocutor to get in touch with us or download our content, what his macro problems are and we aim to organize an exploratory call in the short term to delve into all the points. Exploratory call. This is the central phase. Many salespeople approach this meeting with the BANT framework (Budget, Authority, Need and Timeline), but we have made some extensions to better understand the real needs of our prospect, the problems he faces on a daily basis, the implications and the advantages he obtains if he reaches the its goals and the consequences if it fails .
The exploratory call is always preceded by an observation of the company's digital marketing activities. The aim of the meeting is to understand how the company works, get to know its interlocutors, discover the strategic and operational dynamics of marketing and sales: we talk about pain, needs and objectives to pursue. Some typical questions we need to answer are: What does the company want to achieve? What are the issues why their digital marketing strategies/activities aren't working? How is the company positioned and is there a need for SEO copywriting activities? What are the in-house expertise or do domain experts have time to dedicate to writing? How are the marketing and sales teams formed? In the marketing sector, what do people do? Among the sellers, how many are dedicated to new business? What is the average offer value and how long does a sales cycle last? We could go on forever: the point is that we must obtain an exhaustive picture of the company in front of us, because our work will not be added in the form of an external silo, but will have to blend perfectly with the dynamics and structure outstanding .