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It’s me against the world. At least that’s how I feel sometimes when I’m staring down Q4! Can you relate? This week I’ve got some ideas to help in planning a better future. Maybe we don’t have to be ordinary… give this a listen and get motivated with me as you read on.

Here is what the experts are saying, and some takeaways from the past week:

Outsourced SDR Buyer Framework

Do you have an in-house Sales Development Representative (SDR) team? Do you outsource at all? The Tenbound Outsourced SDR Industry Buyer Framework is a timely resource for companies considering outsourcing all or part of their SDR function.

The framework provides criteria for choosing an SDR vendor best suited to match your needs. They identify three major areas to help in your outsourcing decision:

  • What is your specialized area? Vertical and Industry Size
  • What is the usual size of your Target Market?
  • What are your current needs? Performance-Based Appointment Setting, Full Stack, or a Fully Automated solution

We’ve found our clients achieve better sales and marketing results because of our focus. Rather than trying to be all things to all people, we concentrate on developing skills, refining processes, and creating strategies specifically related to B2B, SMBs, ABM and the technology sector. When working with an outsource partner, you want to find one that closely aligns with your sales and marketing objectives, right?

Marketing Budget Evolution?

‘Tis the season for marketing budgets! Last week we looked at CMO versus CFO perspectives. But in Tracking The True Costs Of B2B Marketing 2020, Forrester SiriusDecisions argues it’s time to upset the applecart and strategically evolve our approach. Their recommendation is to align marketing budgets to audience-oriented initiatives rather than organizational structure. Their report is based on data from hundreds of B2B companies and shows that marketing programs are the largest investment (52-63%) of marketing budgets.

Traditionally, program budgets would be organized by activities such as website, social, events, channel, etc. But the challenge comes in the difficulty of linking those activities to business outcomes. Alternatively, Forrester SiriusDecisions recommends organizing spending along program lines’ reputation, demand, engagement, enablement, and the separate component of marketing operations. This helps set marketing goals that align with company objectives and offers the opportunity for improved performance metrics. It’s worth giving it some thought – be the hero! (I’ll leave the milk and cookies by the spreadsheet for you.)

The Canvas Strikes the Right Chord!

2020 is full of surprises. Bands and musicians are starting to use a tool utilized heavily by startups and tech companies – the Business Model Canvas. I stumbled upon this article that explains how bands can use the tool for greater success in the music business – very cool!

We love the Business Model Canvas and use it at Virtual Causeway internally and with our clients. So many people are often put off by the traditional plan approach involving a lot of text and calculation. With the Canvas approach – grab some sticky-notes and go for it! Are you using it at your organization?

Webinar – Best Practices in Lead Follow-up and Nurturing

We’re hosting another What Do B2B Marketers Do Now? (in 29 minutes) event next month! Please join us and listen in – and of course – contribute! Do you need to get your existing inbound or outbound leads moving again to close more business? Our panel will discuss how to get your B2B lead pipeline unstuck!

As always, don’t hesitate to call me to brainstorm or ask how I can help.

Looking forward,
Rick

Rick Endrulat | President | Virtual Causeway | 519.866.1600 x622