Steve Blank

OCTOBER 23, 2023

Laura Thomas is a former CIA operations officer. The larger the company, the more they’ll separate out business development and sales, with business development focused primarily on lead generation and sales focused on sealing the actual sale of the product or service. Read part one here.

Government 234

Government Advisory Board Salary Sales Cycle 234

ConversionXL

NOVEMBER 3, 2016

Some of the same underlying principles apply, but because of the inherent differences in buying decisions and sales cycles, pulling B2C optimization practices straight from the book might be a bad idea. There are a few things that make optimizing for B2B a different beast: The sales cycle is usually longer. Image Source.

B2B 48

B2B Conversion B2C Sales Cycle 48

ConversionXL

MAY 27, 2022

The difference between a demand generation manager and a marketing manager is that demand generation is bigger than just marketing. Marketers raise brand awareness to capture leads that are handed to sales teams to convert into customers. DGMs see that demand is maintained throughout the sales cycle.

Demand 95

Demand Management B2B Campaign 95

ConversionXL

NOVEMBER 5, 2020

These days, many agencies start as a lean operation. I know this language sounds formal and stuffy, but high-ticket service sales cycles are long. For example, you may design beautiful looking websites, but your clients want something that looks great and performs as a lead generator. Most B2B buyers know this.

PR 120

PR B2B Lean Audience 120

ConversionXL

JUNE 2, 2022

Sales finds aligned accounts and works with marketing to create customized journeys. ABM doesn’t stop at lead generation or new opportunities. Sales and marketing collaborate until a deal is closed and beyond to secure long-term customer retention. Make sales leaders part of your ABM leadership team.

Customer 98

Customer Marketing Channel Acquisition 98