3 Direct Response Marketing Techniques Your B2B Sales Team Will Love

When it comes to working with your organization’s sales team, you’re probably focused on how to deliver qualified sales leads, qualified sales leads, and more qualified sales leads.

Growing a B2B business depends on developing new sales relationships and profitably maintaining them over the long-term, after all. So your job, as the trusty marketing department, is to get new customers in the door—and your counterparts in sales will keep them happy.

If only it were that simple!

Marketing + Sales: In Search of the Perfect Balance
In reality, it takes a combination of sales and marketing efforts—and a whole lot of working together—to nurture B2B customer relationships. Fortunately, direct response markers have handy techniques at their disposal to make their jobs easier and more productive…and delight their sales team at the same time.Read more


Achieving Direct Response Offer Consistency

“Consistency is key,” they say. It’s an adage that’s beautifully applied to the practice of direct response marketing—and when it’s done right, it can lead to measurable increases in performance and sales. “Consistency in what?” you may ask. That’s what we’re here to explore.

We’re not talking about brand consistency here. Not exactly. We’re talking about consistency in your direct response offers. While brand consistency plays an important role in building familiarity and trust in your name, products, and services—overarching all of your marketing and sales messages—it’s consistency in your offer-specific messaging and creative that helps drive action and brings you the campaign results you’re aiming for.Read more


7 Ways Your B2B Marketing Offers Can Break Through to the C-Suite

For many B2B marketers, the “Holy Grail of Marketing” is found in the C-Suite, that often-elusive place where doors are opened, decisions are made, and checks are written. It’s a place that’s hard to penetrate, with its proverbial gatekeepers and harried, over-marketed-to executives—and breaking through with an offer they can’t refuse is a feat worthy of crying, “Eureka!”

Clichés and metaphors aside, successfully reaching and eliciting response from a C-Suite audience is no simple task. Even with a solid contact list and compelling offer, how can you be sure they’ll take notice? How do you know they’ll take action on it (even if that means passing it along to someone else)? And are they even listening? They’re already bombarded with marketing messages, especially if they spendRead more


7 Scary Direct Marketing Mistakes—and How to Escape Them

When it comes right down to it, the scariest direct marketing mistake you can make is missing an opportunity to profitably connect with a customer or prospect. It’s that simple.

But if you’re investing in marketing campaigns, how do you miss these opportunities? What are you overlooking? What’s going wrong? Well, the answer to that is not so simple.

If you’re not seeing the results you expect, you’re probably making some combination of direct marketing mistakes that add up to a whole lot of ho-hum. But never fear!  Let’s take a look at the mistakes you may be making—and how to escape making them next time.Read more


5 Keys for B2B Direct Mail Success

Mail box with letters

First things first, response rates for B2B direct mail are climbing. According to the 2015 DMA Response Rate Report, B2B Direct Mail has a response rate of 3.7% with a house list and 1% with a prospect list. On average, B2B email response rates sit at just 0.1% for both house and prospect lists. Not only is the response rate higher than email, it’s faster too. An article written by cmocouncil.org, reports that 79% of people act on direct mail immediately versus just 45% with email.Read more