How to grow your B2B company up-to 3 times faster ?

We have been studying high growth firms for many years. These firms are similar to average firms in many ways but but they do a few things differently that sets them apart.

Here are the 4 things they focus on to grow 3x faster than their competitors.

1) They make differentiation their top priority.

If a B2B company can separate its business from the competition it can win more business and avoid competing on price. Of course, differentiation is easier said than done.

So how to differentiate your firm?

There are many ways to differentiate firms, but truly impactful differentiators must possess three qualities. They must be:

True – Your differentiators must be based on reality.

Relevant – If it doesn’t matter to your clients, it doesn’t matter.

Provable – Anyone can claim a quality. You must be able to prove it.

In addition to setting firms apart, a robust brand differentiation strategy allows firms to be more targeted in their marketing efforts, speaking directly to the most relevant audiences.

2) They invest more in marketing compared to average firms.

Marketing is an investment of both time and money, and high-growth firms understand this. High growth firms invest up to 5% of their annual revenues in marketing plus they are also more consistent in their Marketing efforts. For e.g They may publish 3 to 4 blogs each month or invest a high level of efforts in webinars whereas average firms may struggle to post one blog. High growth firms also publish original research & their entire content strategy is focussed on creating content that simplifies the lives of prospects. High growth firms also invest in Sales Enablement Strategies to give them a competitive edge.

3) They find the right balance between traditional and digital marketing.

High growth firms marketing mix is balanced. Almost half of their marketing mix focused on traditional channels like speaking engagements and networking events, and the other half focused on digital channels like SEO and Social media, High-growth firms can reach their target clients in all the right places.

Below are the top digital and traditional marketing techniques most used by high-growth firms.

Top 5 digital & content marketing techniques used by high-growth firms:

·       Email marketing

·       SEO

·       Blogging

·       Social media

·       Case studies

Top 5 traditional marketing techniques used by high-growth firms:

·       Networking events

·       Sponsorships

·       Speaking engagements

·       Branded marketing collateral

·       Assessments/consultations

4) They make your expertise visible

High-growth firms also tend to have highly skilled subject-matter experts on staff.  By building awareness around these thought leaders and their expertise, high-growth firms cultivate internal Brand ambassadors. These brand ambassadors are widely recognized thought leaders in their field & other practitioners and media seek them out for their perspective and subject-matter expertise.

Conclusion :

High growth firms understand that marketing is more than the sum of its parts. High growth firms focus on what makes them different, exposing their experts to new audiences, selecting the channels used by their target clients and putting in the effort required to execute on this strategy. Get in touch with us and we will help you build a high growth firm.