Business owners and marketing executives of business-to-business (B2B) companies face a major challenge: to dramatically increase lead generation and sales without having the right mix of marketing skills on their team.
They turn to marketing agencies for help, but spend a lot of money without getting results.
Custom and comprehensive marketing programs produce results by increasing demand generation for B2B clients because they take a holistic approach to all 4 Ps of marketing – product, placement (channels), pricing, and promotion.
Unlike what is very common in B2B marketing, where companies move from promotion to promotion without an overall strategy, it’s important to avoid “hit-and-run” marketing. Piecemeal marketing generates piecemeal results,... Continue Reading >>
Generate Breakthrough B2B Marketing Results with a Customized & Holistic Program
If your B2B marketing efforts generate more costs than leads, you’re not alone. Too many B2B owners, marketing directors and sales executives fall victim to a marketing strategy that isn’t crafted around the different needs of B2B enterprises. They spend a lot of money for generic programs or splashy products, and end up frustrated when the efforts don’t generate qualified leads or profitable growth.
That is why we offer clients a custom and holistic B2B-focused marketing program designed to produce measurable results and profitable growth, with strategies built around the needs and goals of your business.
Causes of Ineffective Marketing
Failure can take a variety of paths:
- Buying the empty promises of marketing agencies that lack expertise and experience around the unique requirements of B2B marketing efforts
- Buying shiny objects like marketing automation and other software that require a lot of time,
The right combination of digital marketing and outreach can attract donors and expand the impact of your organization. Here are four simple ways to do so:
- Audit Your Website
A website audit provides key insights into what is and isn’t working for you, including efficacy of your messaging, search engine optimization, site speed and other Google core web vitals, mobile/desktop usability, and more.
- Calculate Your Return on Mission (ROM)
Return on investment (ROI) is one thing but ROM is essential for calculating and communicating the impact you have, especially to attract more donors and grants. Quantifying ROM and connecting the dots between what people donate and the ROM it can generated can strengthen your messaging and increase fundraising.... Continue Reading >>
Find the best approach for your marketing efforts, taking the top 15 skillsets needed for maximizing B2B demand generation into consideration
With 25 years in B2B marketing—from market research to product management to agency consulting—I have found that marketing firms have a 3x faster and bigger impact than a full-time hire, often at a lower cost – if you find the right agency, and these two approaches are not mutually exclusive.
Effective Demand Generation Requires a Multitude of Skillsets
Marketing agencies use a team of specialists vs. expecting one person to be able to do it all. Maximizing demand and lead generation today requires a multitude of skill sets – here are the top 15:
- Marketing auditing,
Math: 80% of businesses fail 100% of the time.
While it may seem easy, failing at business-to-business (B2B) marketing requires more than just math. It takes a delicate blend of poor judgment and a robust lack of strategy.
But don’t worry. While the internet is crawling with so-called experts spewing complicated strategies for organic, gluten-free lead generation and viral cat videos, we’re here to make it easy.
Our brave new e-book, How to #Fail at B2B Marketing, provides the insights you need for no-results marketing that will tank your sales efforts faster than you can say “where did the leads go?”
The best part? Everything Some things in this guide may have been inspired by true events and a few mishaps we’ve encountered along the way.... Continue Reading >>
Learn how your marketing compares with best practices, and how to increase B2B lead gen and sales by 30-300%
If you feel under-served by your marketing resources or would like a report card on their work, an Innovaxis marketing audit will uncover marketing gaps and reveal new opportunities to increase leads and sales.
The audit’s findings and recommendations will form the foundation for your 2021 marketing plan.
Here’s a case study of our work with a manufacturer of induction heating tools, which started with a marketing audit. We then implemented many of the audit’s findings, which increased their flagship product sales by 20%-100% and their ecommerce sales have grown 20% ever year since we implemented it (45% this year).... Continue Reading >>
As a former head of product management and working with so many clients that have been under-served by their so-called marketing “partner” over the past 14 years, I know what ineffective marketing looks like and how much it can hold you back.
How well does your marketing partner stack up with the following?
1. Being a True Marketing Partner vs. a Vendor
Does your marketing company actively bring new lead generation and thought leadership ideas to you on a regular basis? Do they meet with you on a regular basis and provide monthly reporting? Can they provide useful guidance on even beyond marketing?
2. Thinking Strategically vs. Opportunistically
Does your marketing company developed a comprehensive marketing plan for you every year that identifies the right combination of digital marketing,... Continue Reading >>
After years of helping clients get the most out of their marketing automation capabilities, Innovaxis is proud to be taking the next step as an official HubSpot Gold Partner.
From Pardot to SharpSpring, Marketo, and more, we have worked in a lot of marketing automation platforms. And – simply put – HubSpot is the best.
As the most powerful and intuitive marketing automation software we’ve seen, HubSpot is flexible, agile, and scalable to a company’s needs. HubSpot is a great option for companies who do not have a CRM, but for those that do, the platform seamlessly integrates with existing CRMs for streamlined marketing efforts.
We have used HubSpot for years and have experienced the benefits of the platform firsthand.... Continue Reading >>
We are proud to be a member of the Illinois Manufacturing Association (IMA). The following article, written by the Innovaxis content marketing team, appears in the 2020 Q3 Edition of Illinois Manufacturer.
The COVID-19 pandemic has put lives and livelihoods around the world at risk, and Illinois manufacturers have shared the pain. Manufacturers of any size could relate to Caterpillar Chairman and CEO Jim Umpleby when he said the pandemic’s impact was more severe than “any cyclical downturn we had envisioned.”
Crisis-driven orders for medical products, food and first responder equipment have kept some manufacturers busy, but that demand won’t last forever.
Most Illinois manufacturers anticipate a rebound, but they face concerns as they restart operations: returning employee health,... Continue Reading >>
“Reducing marketing spending will, in most cases, only make a bad financial situation worse. You can almost never save your way to profitability.”
– Craig Bloem, Inc.
When the market falters or new obstacles cut into your business goals, are you tempted to cut marketing costs? Be careful not to cut your leads and sales as a result:
Not all outsourced marketing is effective, so how do you select the right partner?
The right marketing partner is a cost-effective way to control costs without losing the momentum that marketing provides for your sales efforts. Here are some key criteria for identifying the partner – and the ROI – that you need.... Continue Reading >>