B2B Fusion

?? Which regions are expanding Sales, Marketing and Sales Development heading into 2025 according to LinkedIn? Optimistic signs ahead. hashtag #?????? ?????? ???????????????? ???????? 30 ????????: ?? US: 21% increase (largest market of this title) ?? Germany: 15% increase ?? Japan: 0% - no change ?? Brazil: 0% - no change (on small hashtag #s) ?? UK: 15% decrease ?? Australia: 11% decrease (head of Demand Gen in US only modest hiring improvement) hashtag #?????? ?????? ???????????????? ???????? 30 ????????: ?? US: 24% increase (largest market of this title) ?? Germany: 66% increase (on small hashtag #s) ?? UK: 10% decrease ?? Brazil: 0% - no change (on small hashtag #s) ?? Japan and Australia not measurable hashtag #SalesDevelopment job postings last 30 days: ?? US: 7.4% increase (!) (largest market of this title) ?? UK: 12% increase (!) but on decline last two weeks ?? Germany: 13% increase ?? Japan: 60% increase (!) ?? Brazil: 4% decrease (on large numbers) ?? Australia: no change ? ???? ?????? ???????????? ???? ???????????? ???? ?????? ???????????? ?????? ???????? ???????????????? This is hiring season, which looks like it is kicking into a gear we've not seen in the US for a couple of years... What are you seeing with your Sales and Marketing hiring into 2025?

Is your go-to-market growth strategy hitting headwinds? From misaligned teams to missed opportunities with key accounts, we've experienced how asking the right questions can make all the difference. In our work with hundreds of companies on ABX strategies, we’ve helped businesses overcome hurdles like unclear customer profiles, underutilized data, and inefficient processes. Let’s detail the questions you need to ask to help begin to address these issues and help build a GTM strategy that drives real growth. Here are 8 essential questions to ask when refining your Go-to-Market strategy, helping you identify gaps, align your teams, and drive sustainable growth: https://lnkd.in/eV8_kRP5

We're excited to announce that Jon Russo of B2B Fusion will be speaking at this year's #b2bsmx in Alpharetta - register in comments!

"What Marketing channel should I be investing in 1H 2025?" ???? ??????'?? ???????????? ???????????? ?????????? ?????????? ???? ?????????? - 3 ???????? ???? ???????????????? ??????????: 1?? ???? ??????????????????????: Once a situation is known, being upfront about (ideally) pricing, product capabilities, and potential challenges builds trust. Buyers appreciate when vendors are clear about what their product can and cannot do. 2?? ?????????????????????? & ????????????????????: Taking the time to truly understand a buyer's needs and tailoring communications accordingly develops trust. Generic, impersonal approaches or failing to listen to the buyer's specific situation can damage the relationship (ala the 'unchecked' AI SDR via ?? Jeremey and Kyle in comments). Personalized emails have been shown to have a 250% better response rate than non-personalized ones according to LinkedIn. 3?? ?????????????? ?????????? ???????????? ??????????????: Offering genuine insights, market trends, or helpful resources without an immediate sales agenda builds trust. Buyers appreciate vendors who act as trusted advisors rather than just pushing for a sale. What else would you add to this list to improve developing trust in your 2025 Marketing channel plan? Would communities help? Comment below. _______ ?? Click to follow B2B Fusion on Go To Market best practice strategies. ?? Like and subscribe to B2B Fusion YouTube channel of 259+ GTM videos. ? Need faster, more efficient pipeline growth? Let's talk. #pipelinegrowth #pipelinevisibility #GTM #ABM #ABX

Ever wondered how SDRs can go beyond just filling quotas? Discover how dedicated SDR teams are now enhancing their strategy by focusing on existing accounts, digging deeper to uncover new buying centers, and even supporting renewal processes. Steve Richard, Senior VP of Revenue Enablement at Mediafly, shares his insights on this multi-threading approach and how it's transforming the sales game in this week’s Account Based Friday conversation. Here’s an excerpt from his discussion with Jon Russo and Megan Heuer: “I like simple because I could have answered the question with saying “Okay well you know we could have an SDR dedicated to existing accounts “. I'm seeing that now a lot of SDR teams are taking a portion of the team dedicate to existing account go broader and deeper find new buying centers Or even go find members of the buyer group for the existing renewal So they're essentially doing the multi-threading on behalf of a CSM or an account manager I actually sometimes see that taking place for the the quota-caring sales team another thing you could insist on” Check out the full episode here: https://lnkd.in/gnfuTqe8 ___________ ?? Follow B2B Fusion on Go To Market best practice strategies. ?? Like and subscribe to B2B Fusion YouTube channel of 200+ GTM videos ???? Struggling with faster, more efficient growth? Let's talk.

"????'???? ???????????? ???? ????????????, ?????? ???? ?? ?????????? ?????????????????? ?????? ??????/???????" ...CMO with transactional B2B GTM, contemplating ABM/ABX For an ABM Strategy Lead role working within Marketing, skills in our experience that are valuable to have as your leader of your initiative: ?? ?? ?????????????? ?????????????? Know how your Sales team operates, live in their shoes as much as possible before bringing in shiny new tools or new ideas. ?? ?????????????????? ???????????????? ?????? ???????????????? Crafting a comprehensive ABM strategy intertwined with GTM objectives. Key tasks include defining ideal customer profiles, selecting target accounts, and planning multi-channel campaigns. ?? ??????????-???????????????????? ?????????????????? Strong leadership to unite marketing, sales, product, and customer success teams for successful ABM execution. ?? ???????? ???????????????? ?????? ???????????????? Leveraging intent platforms to identify in-market accounts, analyze research patterns, to help prioritize personalized outreach. ?? ???????????????? ???????????????????? Experience in managing multi-channel campaigns, tailored for specific accounts, with a strategic orchestration approach. ?? ?????????????????????? ?????? ???????????????????????? Defining KPIs and metrics beyond leads/opportunities, optimizing campaigns based on engagement data and revenue impact. ?? ?????????? ???????????????????? Equipping sales teams with resources for effective engagement and opportunity progression (eg battle cards, training in platforms). Or having an awareness that this will be needed. A blend of strategic thinking, data-driven execution, cross-functional leadership and revenue focus are critical for an ABM Strategy Lead to drive impact. What else would you add to this list? _________ ?? Click to follow B2B Fusion on Go To Market best practice strategies. ?? Like and subscribe to B2B Fusion YouTube channel of 259+ GTM videos. ? Need faster, more efficient pipeline growth? Let's talk. #pipelinegrowth #pipelinevisibility #GTM #ABM, #ABX,

Struggling to make your LinkedIn posts stand out????? Justin M. Nassiri, CEO of Executive Presence, drops some truth bombs about LinkedIn and consistency. He compares it to exercise, arguing that it’s not about finding hacks but about showing up every day. Just like with fitness, consistency on LinkedIn means more opportunities to hit it big. In this clip from a conversation with Jon Russo and Megan Heuer, Justin reveals the surprising truth about LinkedIn success and why it's more about consistency than you might think: “I think that the great news is also the worst news with LinkedIn is, it's like anything else. It's all about consistency, right? And when I think about exercise, it feels like everyone's always looking for a hack. And the truth is like, if you just go for a 20 minute walk every day, that's better than nothing. And what I find is when you're consistent or that phrase, you're more likely to win the lottery if you buy more tickets. The trick here isn't to go for virality. It feels great when you have a post that just hits at home. But I believe that the only way to do that is just to have a lot of at bats.” Watch the full podcast here: https://lnkd.in/e97-mQtA ___________ ?? Follow B2B Fusion on Go To Market best practice strategies. ?? Like and subscribe to B2B Fusion YouTube channel of 200+ GTM videos ???? Struggling with faster, more efficient growth? Let's talk.

"What do you think of (insert technology here)?"...Sales/Marketing GTM peep This question comes up frequently in the US - less so in outside of US. People often buy technology first before defining processes for a few key reasons: 1?? ???????????????????? ?????????? ?????? ???????????????????? There is a tendency to get excited about shiny new marketing technologies and tools without fully thinking through how they will integrate with existing processes and systems. The novelty and perceived benefits drive the purchase decision. 2?? ???????? ???? ?????????????????? ?????????????????? In some cases, there is a disconnect between marketing, sales, and leadership on priorities and strategies. This lack of alignment leads to ad-hoc technology purchases without a clear process vision. 3?? ???????????????? ??????????????-?????????????? Teams sometimes purchase point solutions reactively to address immediate pain points or gaps, without taking a holistic view of how it fits into their overall processes and tech stack. This band-aid approach creates disjointed systems. 4?? ???????????????? ???????? ?????????????? Persuasive marketing and sales tactics from technology vendors can influence teams to buy tools before fully mapping out integration requirements and process changes. 5?? ???????? ???? ?????????????? ?????????????????????????? If existing processes are not well-documented, it becomes difficult to analyze gaps and determine where new technology should plug in, leading to haphazard purchases. The core issue is that buying technology in isolation, without tying it to overarching strategies and processes, often leads to poor adoption, integration challenges, and suboptimal results. Defining processes first allows organizations to be more intentional about their technology investments.

"My CRO colleagues are saying 6sense?and DemandBase platforms may not be worth the money they’re spending." (from a CMO prospect of ours). ? When the golfer's ball lands in the water, is it the clubs fault or the golfers? ?? ?????????????? ?????? ????????'?? ?????????????? ?????? ?????? ???? ???????? ?????? ???????????????? ???????????????????? (based on our experience of hundreds across a variety of industries - more details in comments). What else would you add to this list?

How OpenAI and Moderna are Leading the Charge with AI Adoption In a recent podcast with Jon Russo and Megan Heuer, Liza Adams, AI expert and Fractional CMO discussed a groundbreaking initiative announced by OpenAI and Moderna. This strategic move aims to integrate AI into all facets of their operations. This innovative approach is expected to enable the development with their current workforce. Here's an excerpt: "So this was an announcement by Open AI and Moderna about a few weeks ago But essentially it was a top-down initiative for the business It was a very strategic effort CEO and the entire executive team are basically saying “Hey this is the future” And they have now infused it in literally all of their tasks and and workflows Interestingly enough, their chief legal officer was one of the first to adopt AI into her department They have 100% adoption of AI in the legal department of all departments, right? And it's their act saying that they'd be able to develop 15 products within the next three to five years with the same amount of people" Here's the link to the full episode: https://lnkd.in/eSCUKB7C ___________ ?? Follow B2B Fusion on Go To Market best practice strategies. ?? Like and subscribe to B2B Fusion YouTube channel of 200+ GTM videos. ???? Struggling with faster, more efficient growth? Let's talk.