Tag: demand generation

WHY IS IT SO HARD TO ACCESS DECISION MAKERS?

WHY IS IT SO HARD TO ACCESS DECISION MAKERS?

B2B decision makers have often been akin to the Viking warriors centered behind a shield wall. Inaccessible. Discharge as many
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acquisitions and mergers

Ensure alignment before investing resources in a merger or acquisition

Leadership typically assesses the value of a possible merger or acquisition based on business strategies such as: Gaining entrance to
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buyer profile

The often overlooked insights the target buyer profile can provide

B2B marketing teams align with sales, solution marketing and more through the target buyer profile. At Mereo, we call the
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Sales Pipeline

Whose responsibility is the sales pipeline anyway?

When the sales pipeline dries up, the blame more times than not is placed solely on marketing and the market
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demand generation

How one company’s disciplined, targeted approach to demand generation delivered big results

All leadership says the same thing to their salespeople: “We want you to be successful.” Because when salespeople are successful,
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Dive inside the mind of your buyer — and discover a solution to serve them

Dive inside the mind of your buyer — and discover a solution to serve them

I see this issue often: A salesperson engages their buyer a couple times, getting a feel for their business and
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What if the sales funnel was shaped differently?

What if the sales funnel was shaped differently?

We can all identify the image to the left — the iconic sales funnel. You have probably seen each layer labeled
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