B2B companies with robust marketing programs typically grow two to five times faster than those without them.
In Bullseye Marketing, you'll learn how to develop, launch, and scale a successful marketing program to grow your B2B company.
The first edition was named "one of the best marketing books of all time" by Book Authority. In this second edition, Louis Gudema focuses his Bullseye Marketing Framework exclusively for B2B companies.
At the strategic level, listeners of Bullseye Marketing will learn the three-phase Bullseye Marketing Framework that prioritizes the fastest, most cost-effective ways for B2B companies to grow faster. Louis then goes into detail on what it takes to successfully implement close to two dozen marketing tactics, providing hundreds of tips, best practices, and examples for successfully executing B2B marketing campaigns.
While many companies put too great of an emphasis on short-term lead generation, in this second edition, Louis presents research around the importance of long-term building of a company's brand and its mental availability to optimize long-term business growth. He also provides evidence on the importance of creativity in building mental availability, and many examples of creative B2B marketing that go beyond the more typical product-centric marketing seen from many companies.
The book also includes interviews with nationally-known marketing and sales leaders Ann Handley, Scott Brinker, Evan Kirstel, Gini Dietrich, Jeanne Hopkins, Jim Ewel, James Carbary, and Zorian Rotenberg, along with new case studies.
With this book in your hands, you’ll:
Generate more inbound sales leads yourself (marketers).Generate more revenue with in-house resources (owners, managers).Direct and audit your staff and 3rd party agencies better (owners, managers).Overcome imposter syndrome. Master B2B lead generation in any niche. Grow your business or career 10X
Imposter syndrome is crippling your success. Even if you don’t feel like the imposter.
This is the first book to help owners, managers, and employees in B2B overcome imposter syndrome while setting new records for sales lead generation every month. Don’t let your competitors use this strategy before you.
Use this book to capture customers from your competitors, engage with AI more intelligently than them, and consistently attract more new, hot leads. Learn how to build evergreen lead-generating assets. Discover how to nurture new leads at scale in less than an hour a week. See exactly how to build paid ad campaigns that capture new lifelong customers. Uncover a low-cost, infinitely powerful tech stack to support your lead generation efforts. Make managing staff 900% easier (approximately).
Do impressive work and be proud of it.
Ignore this book and enjoy the status quo. But be warned. Your competitors will consume you. Your colleagues will progress in their careers while you stagnate.
This book includes templates, guides, examples, and step-by-step walkthroughs. All you have to do is follow along and overcome the biggest challenges to your or your team’s success.
Owners, directors, learn how to manage and evaluate the work your marketing team creates as they follow the steps on these pages. Watch your profits soar.
Sales managers, get straightforward steps to follow and create lead-generating assets that warm up your prospects and bring your team more sales leads than ever before. Make more commission this quarter than last year.
Marketing pros, follow the templates in this book to make the most effective lead generating assets your employer has ever seen. Make yourself invaluable to the business and score the pay raise you deserve.
This book features the only step-by-step strategy B2Bs need to follow for sustained sales lead growth, revenue growth, and market ownership.
Generate a wave of revenue growth tomorrow, a surge next month, and a tsunami over the next 10 years.
Aside from learning exactly what to do, with specific guidelines based on your role in the business, you’ll also learn about:
1. Overcoming imposter syndrome by overcoming your ideas about uniqueness.
2. Doing more with fewer staff.
3. The mistakes brands from budding to behemoth make, and positioning yours smarter.
4. Finding creative, engaging, and unique angles to speak to the humans behind B2B.
5. Selling to and working with marketers, sales professionals, and owners.
6. Training and developing staff with less effort, a gentle learning curve, and awesome outcomes.
7. Finding and winning specific windows of opportunity when your prospect is in an elevated buying mindset.
8. Evergreen content and why it’s critical in B2B.
9. Communicating with developers and designers.
10. Using AI to build remarkably deep buyer personas
11. Focusing your energy on selling more behavior-changing products.
12. Leaning on your brand story to motivate GenZ and attract talent.
You can start using this book today, and put yourself on the path the future you want.
John Buie
Favorite quote from the book “We’re all familiar with what B2C marketing looks like from a young age. We all speak that language. We can all tell good B2C marketing from bad.
Generating leads for B2B is different.â€
Generating sales leads for any B2B niche is tough. Marketing membrane filters or compaction testing equipment to businesses isn’t as intuitive as selling sunglasses to consumers.
Two decades in B2B marketing have shown me the strategies that drive long-term, manageable, sustained growth for B2Bs. And the time-wasters that keep marketers, sales leaders, and business owners on a hamster wheel - chasing leads instead of driving them.
Imposters on the Zoom will teach you where to put your energy to:
Get more traffic to your website. Create evergreen landing pages that turn invisible prospects into customers. Generate assets that provide value to your prospects and customers. Grow the lifetime value of your existing customers. Nurture your prospects so it’s easier for them to spend budget with you. Make every page on your website a valuable sales asset. Make your job easier, and drive more revenue with less effort.
Jason Hagerman
Favorite quote from the book “We live in this world where people hide behind a veneer of expertise.We speak with authority about something we just read in a social media headline. We’re nervous to be learners - nervous to be found out as learners.
But it’s alright not to be an expert yet. It’s alright to learn new things forever. It’s alright to be humble.â€
Not sure how to build your brand (or the brand you work for)? We show you that too.
Not with long-winded stories. With simple instructions, diagrams, and numbered walkthroughs that you can follow with your eyes closed.
Marketing to B2B can be tricky. But when you understand your niche, the strategy in this book is an inexhaustible resource for generating qualified sales leads.
We’ve used it for more than a decade, and you will too.
Do you or your sales team need to schedule a discovery call, sales appointment or demo to advance your sales process with a clone of your very best clients and accounts?
Sell a meeting, and you have a chance to sell a new account.
No meeting? No chance to close a new account.
What people say about the strategies in this book…
- We had set 3022 meetings, 85% of which were with C-level decision-makers
- Grown from three hundred customers to over nine hundred
- Directly contributed to the 5X growth of our organization
“Look Inside†To read the full testimonials.
This guide is about two things.
1. How to earn attention and interactions with top decision makers within accounts that are clones of your best accounts.
2. When you earn that often momentary attention, communicating something substantial, credible and different enough to enable someone who is going to write a big check to conclude you are worth more of their time.
That’s it.
Work a system that allows you to pitch a top dog.
Then don’t screw it up when you do. Have something worthwhile to say.
B2B appointment setting is not rocket science, do a few key things right, avoid the common mistakes that doom your efforts and you are halfway to success before you even made a call or sent an email.
THE BUYERS ARE OUT THERE AND YOU MAY BE THEIR BEST OPTION. BUT if you don’t get their attention or communicate what they must hear to conclude that you are worth some of their valuable time, a competitor will get their check. You were not able to sell the meeting.
Sales scripts: Many companies are sitting on great things to say and not saying them. Learn to create a “pile of words†so that crafting impactful phone scripts, voicemails, Emails and more will flow easily.
DON’T LET QUALIFIED BUYERS LUMP YOU IN WITH ALL THE KNUCKLEHEADS THAT CONTACT THEM AND WASTE THEIR TIME.
Your guide to clarity on how to book more first sales conversations, Scott Channell, learned in the trenches, sitting in a cube, dialing the phone and experiencing the monotony, frustration, and euphoria of high-level sales prospecting. Before he started coaching sales teams, he smiled and dialed his way to booking more than 2,000 face-to-face sales appointments with C-Level executives in diverse industries. His paycheck used to depend upon setting appointments that ended up closing in both B2B and B2C markets — still training teams and coaching reps on these strategies 25 years later. He has seen what works in many environments and adapted to those changes over time.
Table Of Contents
1. Introduction: No First Meeting, No Close
2. Why Do This?
3. 31 Key Drivers
4. Six-Core Concepts
5. Know Your Goals
6. Selecting Your Targets
7. CRM/Contact Manager Setup
8. Call Process
9. Your “Pile of Wordsâ€
10. Crafting Your Scripts
11. Your “Identify the Decision-maker†Script
12. Your “Set The Meeting†Script
13. Your Voicemail Scripts
14. Sample Email Touches
15. Objection Response Concepts
16. Objection Responses
17. Intro: Managing Your Day
18. Your Launches: Part One Of Your Day
19. Your Follow-Ups: Part Two Of Your Day
20. Spending More Time With Those Worthy: Part Three Of Your Day
21. Calling A Suspect: From First Call To Last
22. What If It Is Not Working
23. How To Find A Good Appointment Setter
24. Compensation and Incentive Systems
25. Management and Marketing Integration
26. Selling With House Money: Do You Make More Sales By Focusing On Overall Process or Individual Outcomes?
27. Managing Your Sales Debt
28. A Few Tips From Top Appointment Setters
Tags: cold calling, cold call, lead generation, sales prospecting, phone scripts, sales scripts, appointment setting, set sales appointments, b2b selling.
