Sales Vs Marketing
Absence of a dedicated Marketing Team often hinders businesses from bringing Consistency in Marketing Activities. Brand Strategy, Perception Building activities that benefit not just Lead Generation, but also improve Sales Conversions, Recruitment and Retention, are often missing in the calendar.
Hence, Participating in a Trade Show, Featuring on a Trade Magazine Ad often becomes an Ad-hoc decision, and does not amount to a holistic result.
Brand Perception is the most important Decision making factor for selecting a vendor, a company or a business associate. With a lesser clarity or focus on this exercise, hinders the resultant outcome of all expensive marketing activities like Advertising, Event Participation, etc.
Brand Perception is built in the Subconscious Mind through repeat communication of Brand Positioning with clarity.
It is true that historically Trade Shows and Trade Magazines were the only platform to get new customers. That changed when the likes of Alibaba, Indiamart, or TradeIndia came. Two decades later - these platforms are highly competitive, cluttered and commoditised, and do not generate quality connections.
Inability to understand Digital, and systemise it to be consistently working for you 24x7, can hinder ability to bring consistency in Lead Generation.
Customer Sales Journey
Selling is an art. Sales communication is strategically designed to influence decision making. An online presentation is different from a Brochure, and is different from when you pitch yourself physically. Each collateral expects a different outcome from the user - which may not be an action always.
Sales Journey, thoughtfully designed to influence the mind of the viewer, will increase better control on the outcome of the interaction.
Sales Vs Marketing
Most B2B Businesses seldom engage in marketing activities. Being confined to Trade Shows and Magazine Ads makes lead generation uncertain.
& Brand Positioning
In the transition from a traditional family-owned to a professionally managed one, most businesses fail to create a brand story that helps them uniquely position themselves in the competitive market space.
Most B2B businesses lack a robust marketing system that entails both inbound and outbound strategies. This makes lead generation human dependent and brings inconsistency in generating new business.
Right Target Audience
If everyone is your customer, then no one is your customer. Unable to define buyer groups in detail makes it challenging to identify the medium to reach them.