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Pandemic Accelerates Digital Transformations, Creating Opportunities for Vendors of New B2B Technology Solutions

by David Munves, CFA | Oct 19, 2020 | Strategic Marketing

Crises always bring opportunities, and the Covid-19 pandemic, despite its terrible human and economic costs, is no exception to this.  According to a recent study from IBM’s Institute of Business Value (IBV), the pandemic has led firms worldwide to significantly...

B2B Sales Topics: Turning Free Trials into Signed Contracts

by David Munves, CFA | Oct 13, 2020 | Strategic Marketing

If you ask B2B sales professionals what customer response they hate to hear most, “I’m not interested” would be the clear winner.  But in my experience, “I need a free trial” is a strong contender for second place. The concept of “free” is bad enough for a sales...

Using Strategic Content to Grow Sales of B2B Financial Products: Improving Contract Closure Rates

by David Munves, CFA | Jul 14, 2020 | Strategic Marketing

In a previous post on improving sales pipeline efficiency for vendors of complex B2B financial products, I discussed how to use strategic content to get raw prospects to commit to lead qualification meetings or phone calls.  This post covers the next stage of the...

Using Strategic Content to Grow Sales of B2B Financial Products: Qualifying Leads

by David Munves, CFA | Jun 12, 2020 | Strategic Marketing

In marketing complex financial products I’ve found that the biggest challenge at the lead qualification stage (the second one in the sales pipeline schema) is getting prospects to engage with a product.  Without this, they won’t devote the time and bandwidth to...

Using Strategic Content to Grow Sales of B2B Financial Products: Identifying Leads

by David Munves, CFA | Jun 5, 2020 | Strategic Marketing

In this, the second post on the use of strategic content to boost B2B sales, I focus on a common challenge all vendors face at the outset of the sales process, namely the need to identify unqualified leads from a much larger group of raw prospects – the initial step...

Using Strategic Content to Grow Sales of B2B Financial Products

by David Munves, CFA | May 27, 2020 | Strategic Marketing

Selling complex B2B financial products is a fraught undertaking, even without the impact of the Covid-19 pandemic on target companies’ day-to-day operations.  Vendors must endure long and uncertain sales cycles, reflecting tight client budgets, the need to deal with...
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Recent Posts

  • Do PIKs Mark the Peak of the Credit Cycle? November 11, 2020
  • Pandemic Accelerates Digital Transformations, Creating Opportunities for Vendors of New B2B Technology Solutions October 19, 2020
  • B2B Sales Topics: Turning Free Trials into Signed Contracts October 13, 2020
  • Forget about Stocks: When it Comes to the Economy, the Corporate Bond Market is What Matters July 27, 2020
  • Using Strategic Content to Grow Sales of B2B Financial Products: Improving Contract Closure Rates July 14, 2020

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© Copyright DWM Consulting Services LLC. All Rights Reserved.