article | April 16, 2015
Leverage These Tactics to Maximize Your Marketing Spend
Your marketing department has a limited budget. Your customers are not going to respond equally to every marketing tactic. And not every tactic will deliver the ROI you’re looking for. So how do you allocate marketing campaign dollars in the most effective way?
When Chief Marketing Officers (CMOs) get the marketing mix right, everyone wins. CMOs can justify marketing cost and prove the return to gain credibility. Customers are primed to buy. Marketing teams can report higher ROI.
Read on to learn how to stretch your marketing budget for optimal sales revenue.
Create the Right Mix of Marketing Tactics
Do you have a good mix of marketing tactics? Or are you focusing your marketing dollars on one or two tactics?
Concentrating your marketing budget too much in too few areas is unproductive at best. A comprehensive marketing strategy will allocate your resources more effectively.
Here are a just a few options to consider:
Look for gaps between your company and similar companies. Don’t just blindly follow those companies, but consider what the differences are.
For example, you pulled out of trade shows, but your competitors have gone back. Or your pay-per-click spend is low, but your industry is trending higher. Differences could mean opportunities for your marketing efforts. Or they could be guideposts to help you identify what’s working and what’s not.
This competitor marketing data is easy to get today. You can get this information from Marketing Sherpa or the Content Marketing Institute (CMI). In the former, you can do a company analysis by industry and by category. In the latter, focus on the right company size for an accurate comparison.
Make sure you look at your buyer persona research to validate buyer consumption habits. Customer behavior should drive every marketing decision. Align your marketing tactic mix with your customer profiling for the best results.
And don’t overlook the advantages of content marketing. This is one of the easiest, cheapest ways of reaching your audience today.
Analyze Each Channel for Effectiveness
Now break down each of your marketing channels and tactics. What is common between the poor campaigns? What is common between the successful campaigns?
Consider these three things when making these determinations:
Use our Marketing Channel Scorecard to conduct a deeper review of your channels. This tool will help you apply a systematic – even scientific- approach to evaluating your marketing channels.
Download your copy of the Marketing Channel Scorecard here.
Don’t just follow the herd. Understand how your company is different from the herd to identify opportunities.
Compare Your Company to Category Leaders
Finally, identify a category that has similar buyers to your own, but is ahead of your company. For example, say you’re in the logistics industry selling software to Chief Logistics Officers. Find someone else selling software to big companies and strategically follow their lead.
Compare this market leader’s campaigns to your own. Get an understanding of what is similar and different between your two companies’ marketing tactics.
What NOT to Do When Allocating Marketing Budget
Avoid these three pitfalls when allocating your marketing campaign budget:
Assessing your marketing strategy and allocating the right budget spend is an ongoing challenge. Keep checking in here at the SBI blog for the latest in marketing intelligence. Better yet, sign up for SBI Blog Updates to have posts delivered to your inbox.
As a CMO, your time, attention, and budget have competing priorities. You and your team are focused ...
CMOs are shifting their investment mix to meet the needs of an increasingly digital buying environme...
If you are not using BDRs, you probably have at least considered them. I have worked with many...
Over the years, we have been fortunate to speak with inspiring women who are leading the charge in r...
For many industries and companies, the pandemic has changed sales and marketing forever. In some way...
Since the turn of the millennium, mastering and perfecting the Customer Experience (CX) has been a g...
SBI TV episodes bring you Sales and Marketing insights from B2B industry thought leaders and growth experts, on topics like product, pricing, customer experience and success, and go to market. Catch up on new and previous episodes here.