podcast | April 13, 2017
Field Marketing: A Measurable Difference in Pipeline and Revenue
Joining us for today’s show is Ted Hunting, a Vice President of Marketing who knows a thing or two about generating measurable results. Today’s topic is how a well-trained, well-staffed, and well-funded field marketing team can make a measurable difference in pipeline and revenue. It’s hard to execute a Marketing Strategy to grow revenue faster than your competitors. Leverage SBI’s How to Make Your Number in 2018 to access a revenue growth methodology to hit your number quarter after quarter, and year after year.
Ted is uniquely qualified to speak on this topic of field marketing. As the Vice President of North America Marketing for Genesys, Ted is focused on generating pipeline and revenue for the field. Genesys is the market leader in the customer experience space. Ted’s company is behind the scenes powering the world’s best customer experiences for companies of all sizes. As a consumer when you notice world class customer service on the phone or chat, it’s likely Genesys powering the experience with their technology.
Listen as Ted demonstrates how to drive revenue growth by connecting corporate marketing with the field, through field marketing. We begin the show by discussing business outcomes for field marketing. Over the next 26 minutes Ted will describe in detail one of the most effective field marketing efforts you’ll find in B2B marketing.
Why is this a problem? Corporate programs without localization fail to produce revenue. Each region is different and each message/program needs to be adjusted to the needs of the different customer types. Corporate marketing not influenced by the field is a waste of funds. Field marketing is the connective tissue between corporate and the field.
Many of the marketing techniques used in the past by B2B marketers are a little consumer-based, especially many of the elements of digital marketing. While digital is an important part of the overall marketing mix, in the B2B world, people buy from people. These are complex decisions. They’re made by committee. They’re big dollar amounts. Often, when somebody’s thinking about buying from you, they’re putting their career at risk. So, having events like the events that Ted just walked us through, where you’re mixing customers and prospects together, and you’re getting face time with people, is absolutely essential. This is what field marketing can do for a company, and this is how field marketing can support a sales team.
Listen as Ted describes the real tangible outcomes from his field marketing efforts. His results are measured in marketing-sourced pipeline and marketing-influenced pipeline. Yet in many companies the field marketing teams have been reduced. The field marketing budgets have been reduced. I think we’ve over-rotated to digital marketing. Not that digital marketing is unimportant. Quite the contrary, it’s very important. But field marketing in a B2B sense is essential, and Ted describes several great examples on what it can do for a business.
A well-trained, well-staffed, well-funded field marketing team can make a measurable difference in pipeline and revenue. We saw a great example today from Ted Hunting in his role at Genesys. B2B marketers have over-rotated on digital marketing. Buyers put their reputation on the line when they decide to buy from you. Buyers ultimately buy from people and the world is suffering from too much digital touch at the expense of in-person interactions. We are not as human as we need to be in marketing to impact the buying process. One of the best ways to become more human with our customers is through field marketing.
Ted and I discuss the best practice of field marketing leveraging the sales field to kind of customize and tailor the marketing messages. Corporate marketers often dismiss this collaborative effort as order taking. With a well-trained field marketing team, this collaboration is used to focus and tighten the corporate message when applied locally. The sales field interacts with customers and prospects every day and provide insight into the needs of those customers. This is done overall, and in particular verticals and/or geographies. The impact of field marketing campaigns surpass those of corporate marketing with tighter and more meaningful value props.
Would you like help developing your field marketing strategy? For your next executive offsite, come see me in Dallas at The Studio, SBI’s multimillion dollar, one-of-a-kind, state-of-the-art executive briefing center. A visit to The Studio typically results in getting three months of work done in three days. The immersive sessions accelerate everything, dramatically reducing the time it takes to diagnose a problem, develop a solution, and create an implementation plan.
© 2017 Sales Benchmark Index (SBI)
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© 2018 Sales Benchmark Index (SBI), B.V.
A Business Strategy Consulting Company
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Amsterdam, The Netherlands