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Buyerlytics® Plus Creates a New Opportunity for Businesses to Achieve 10X Growth

Sean Parnell – Monday, October 30, 2017


Innovaxis & Infinity Partner to Help Businesses Achieve B2B Sales & Marketing Alignment for Midwest Companies with Digital Sales Models

Buyerlytics Plus Creates a New Opportunity for Businesses to Achieve 10X Growth

Chicago & Cedar Rapids – October 30, 2017 – Infinity, Inc., a Cedar Rapids-based sales and service agency, today announces the launch of Buyerlytics Plus: a new way for business-to-business (B2B) technology and service companies to achieve 10X sales growth by aligning sales and marketing.

Buyerlytics Plus provides integrated sales and marketing through Infinity's strategic partnership with Innovaxis, a Chicago-based marketing consultancy and managed services firm.

 
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Sales & Marketing Alignment: Strategy vs. Tactics

Sean Parnell – Monday, September 18, 2017


Sales & Marketing Alignment: Strategy vs. Tactics

If there is anyone who hasn't weighed in by now on the concept of sales and marketing alignment, it's hard to imagine who it could be.

Getting everyone on the same page, in the same boat, on the same planet, holding hands and having a beer together, is, apparently, a goal upon which we all agree and a topic that generates no end of strategies for how to reach it.

Can there possibly be anything left to say? If not, then why isn't your sales & marketing aligned?

The idea of sales and marketing professionals locked in endless disagreement over how to grow a business seems a little dated at this point. We can't really talk anymore about how one pursues results that are easily measured while the other operates in a cloud of theory. The cloud is our second office now and the metrics of modern B2B marketing are as nailed down as any sales quota. Technology has also brought crossover in our interactions with customers, who are likely to engage with our digital marketing long before their first encounter with a sales representative.

However, we hear a lot how salespeople are still cold-calling, sending out their own email campaigns and so embarrassed by their website that they don't want prospects to look at it. What is marketing doing?

 
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New Product Development: Do You Feel Lucky?

Sean Parnell – Tuesday, May 23, 2017


Market Research & New Product Development: Do You Feel Lucky?

It happened again. We've observed another software vendor that released a new product that has generated almost no sales in the first year and which faces an increasingly grim outlook.

How does a vendor with an otherwise successful track record in their bread-and-butter market fail so miserably?

The answer is a lack of insight into both channel and end-user requirements—insight that could be obtained through primary market research.

We've seen this scenario play out time and time again, with millions wasted and many people fired. Two instances come to mind where products were launched with no evidence of market or channel demand, only to see them fail.

 
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Interview with Our Founder Sean Parnell

Lina Parnell – Thursday, December 15, 2016


Interview with Our Founder Sean Parnell

Our founder, Sean Parnell, was recently approached by a casting company seeking entrepreneurs in Chicago to take part in a commercial for a major credit card company. They asked some good questions, so we thought we'd share his answers. Enjoy...

Q: Tell us a little about yourself. What do you like to do for fun? Passions? Hobbies?

A: By night, many know me as Chicago's historic bar expert by night: I wrote Historic Bars of Chicago and Created the Chicago Bar Project. By day, I run a marketing consulting agency that I founded 10 years ago. My wife is from Colombia, so we travel there often with our 7-year-old son. Otherwise, it's tennis, baseball, hockey, piano, and basking in the continued afterglow of the Cubs World Series victory.

 
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B2B Mystery Shopping Questions & Qualifications

Sean Parnell – Monday, December 12, 2016


B2B Mystery Shopping Questions & Qualifications

Unless you have a monopoly, you face competition. So, what do your competitors charge for their products and services so you can compare their value proposition to yours?

Competitive Pricing

In business-to-business marketing, you probably won't find your competitors' price list on their websites. Even if they sell software or cloud solutions and do advertise their pricing, it's often only a baseline: pricing for basic products or services without any customization or significant volume – and so they do not advertise their true pricing following bundling and negotiation.

If you'd like to find out how your competitors really price out their products and services, as well as insights about their selling process, B2B mystery shopping is something to consider. This form of competitive intelligence takes its name from a consumer marketing term as "shopping" doesn't quite capture the path to purchase or buying decision. It's more of an investigation that must be conducted on a strictly ethical basis, but we'll run with it as "B2B mystery shopping" for now...

 
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What Goes Into B2B Marketing Blogging?

Sean Parnell – Sunday, December 11, 2016


B2B Marketing Consulting: Content-Based Lead Generation

In order to turn blogging into a lead generating machine for our business-to-business (B2B) clients, a lot goes into every single blog post and web page that we create.

For the vast majority of our clients, weekly blogging can turn into gains of over $100,000 in new business per year.

Recipe for Success

Here's the recipe for a successful B2B marketing and lead generation effort:

 
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Are You Happy with the Results of Your Marketing?

Sean Parnell – Thursday, October 20, 2016


Are You Happy with the Results of Your Marketing?

As you think about strategic marketing planning and budgeting for 2017, I have 3 questions for you:

  1. Are you happy with the results of your marketing efforts this year and how they translated into lead generation and sales success?
  2. Are you confident in your ability to execute your marketing plan for 2017 with your current internal and external resources?
  3. Are you on top of content marketing, and ranking as high as you want for your highest priority keywords?

If not, we should talk.

 
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Strategic Marketing Planning for 2017: How Strong Is Your Plan?

Sean Parnell – Tuesday, October 18, 2016


Strategic Marketing Planning for 2017: How Strong Is Your Plan?

Once again, it's budget season. Try to contain your excitement...

While establishing budgets is a critical step, we believe that a more powerful way to look at it is "strategic planning season" – especially for companies that want to grow by 10-20% or more.

Budgeting vs. Strategic Planning

Strategic planning season is where budgets are driven by your goals for 2017. Sales and marketing goals often include:

  • Revenues: overall, per country, per service, per channel partner, and per account
  • New Client Acquisition: average selling price per engagement, number of new engagements, close rate
  • Client Retention: retention percentage, growth of each account
  • Lead Generation: combination of inbound (web, content marketing and SEO), and outbound marketing efforts (campaigns, events, PR, etc.)

The most effective strategic marketing plan gives you clarity on how to achieve these goals, how much those efforts will cost (internal time and external costs) and the expected ROI.

If you focus on budgeting first, the temptation is to think about doing the same thing next year as this year with some incremental increases. This likely will lead to incremental results and not serious growth.

 
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B2B Marketing: 3 Components

Sean Parnell – Saturday, July 16, 2016


B2B Marketing: 3 ComponentsMarketing can seem very complicated but it doesn't have to be. Marketing is three things: strategy, inbound marketing and outbound marketing. Here they are explained along with critical success factors.

Strategy

Critical Success Factor: be holistic with goals – remember the 4 Ps of Marketing:

 
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