B2B Marketing Campaigns | Equinet Media

Inbound Marketing

Create content and tailored experiences to attract customers and move them through the sales funnel with inbound marketing services.

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Account-Based Marketing

ABM is an approach in which marketing and sales teams collaborate to target high-value accounts and win them as customers.

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Sales
Enablement

Giving sales teams relevant content, training, and tools so that they can focus on the right leads and be in a better position to close deals.

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Revenue Operations

Promotes integration and communication across siloed departments, creating streamlined processes, better data management, and increased revenue.

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How we work with you

An agile approach to planning

Marketing works best when it responds to what happens, not simply what was in the plan.

An agile marketing strategy fosters adaptability, streamlines resources, and underscores data-driven decisions. It encourages collaboration and amplifies customer-focused campaigns.

Quarterly Reviews

When you partner with Equinet, we cluster around you to drive every aspect of your marketing strategy. Each quarter, we meet to review performance, set new KPIs and agree on priorities for the next quarter.

This cycle creates a pulse on your sales and marketing and fosters continuous improvement. We separate real performance drivers from vanity metrics and set up the tools to track and monitor engagement and conversion at every lifecycle stage.

Weekly Calls

Weekly calls with your account manager ensure alignment, feedback, and trust. They enable quick problem-solving, facilitate education, and foster collaborative innovation, optimising marketing efforts.

A FULL SPECTRUM
PERSPECTIVE

A balanced marketing programme combines inbound tactics with outbound ABM. Inbound nurtures and educates prospects organically, while ABM uses personalised outreach to engage specific accounts or decision-makers.

This dual strategy diversifies reach, optimises budget allocation, and provides a competitive advantage and, when paired with sales enablement and revenue operations, will create a growth machine in your business.

QUARTERLY CAMPAIGN CADENCE

Employing a quarterly campaign cadence aligns marketing with revenue and operational goals, fostering a data-driven culture. This structured approach aids in creating a sustainable pipeline of leads, facilitating accurate forecasting and financial management.

Performance benchmarking, afforded by this cadence, identifies best practices for enhanced operational and marketing efficiencies. And the agility of a quarterly cadence allows for timely adjustments to market changes.

INBOUND MARKETING

Inbound marketing is a process for getting found by people looking for what you do. It is a programme that informs and educates, acquires permission, builds audience, and compels prospects to take action.

Inbound is a buyer-centric methodology based on your ideal customer’s interests, fears, and aspirations at each stage in the buyer’s journey. By demonstrating your understanding and empathy for the buyer’s pain, you layer content and experiences that position your company as the guide to help them solve their problem.

With the right inbound marketing agency, continuous improvement is an agile process. Data and experimentation powers the customer insights that inform more relevant and remarkable experiences.

It is a mindset that delivers on the growth plan promise - the concept of Kaizen in practice: “Improvement by everybody, every day, everywhere.”

See the guide to inbound marketing

Optimising cross-channel engagement

To measure and optimise cross-channel engagement, track performance across different channels and make adjustments as needed, using analytics tools to identify areas for improvement and make data-driven decisions along the way.

View the guide to ABM

Discover high-value accounts

Using firmographic data and business intelligence we can identify and prioritise high-value accounts based on revenue potential, market influence and profit potential.

Identify the buyers ecosystem

By researching your ideal customers we can identify how target accounts are structured, who the decision-makers and influencers are, and how decisions are made.

Define content & messaging

By understanding the business challenges that target accounts face, we can shape messaging and content that addresses their pain.

Determine channels

Where do target account buyers consume information? Do they prefer to watch, listen or read? At what stage of the buyer’s journey do they engage, and why might they fail to do so? We can help you identify the channels that are likely to be the most effective.

Measure & optimise cross-channel engagement

We will deliver coordinated and personalised cross channel campaigns and set up dashboards for revenue-based analytics to support sales and marketing alignment.

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Sales Enablement

The inbound sales methodology

The power has shifted from the seller to the buyer. Not everyone in your sales funnel is ready for a sales conversation. They are using social media, online research and specialist technologies to narrow their focus. Sales need to focus on prospects that are ready to connect.

From start-to-finish, the design and strategy team provide all of the guidance and expertise necessary to build a high-conversion website. Without rigid templates, you can build the exact type of website necessary to hit your website performance goals.

Sales Enablement

Workshop

One of the key elements in aligning your sales and marketing teams is establishing an agreed lead qualification framework. The better qualified a lead is, the more likely they’ll respond to your sales process and help you achieve your revenue goal.

In this workshop, we define those key framework elements. What are the attributes that describe your ideal customer profile? What makes a lead “sales ready”? And how do you handle your leads at different stages of the buyer's journey?

Implementing sales enablement

In the manufacturing sector, where sales cycle can are long and complex, implementing sales enablement becomes crucial. This process ensures that sales representatives are equipped with the right tools, knowledge, and resources to effectively engage with prospects and close deals. It involves four pivotal steps:

Explore the guide to sales enablement

Sales & marketing alignment

More than ever, sales and marketing need to align to achieve business growth. The key to alignment is implementing a framework of tools and practices that helps your sales and marketing teams work better together.

Sales process review

Have you got a documented sales process? Is the process functioning as it needs to? Are there any disconnects in the sales process? A sales process review analyses your company’s sales processes to discover areas where performance could be improved and new techniques introduced.

Sales content creation

Do your sales teams have all the content and tools they need to add value when interacting with prospects? Using learnings from the sales process review, we can create highly-targeted content that will help nurture prospects as they move through the sales funnel.

Harnessing your CRM

A good CRM system is a key part of implementing a sales enablement strategy. It gives sales and marketing teams up-to-date information on prospects and customers - in one single location - to help them be more efficient and drive more personalised experiences, reducing the time to sale.

REVENUE OPERATIONS CONSULTANCY

We can empower your teams to deliver better results with RevOps

A Chief Revenue Officer ensures that the sales, marketing, and customer success functions align with the overall business strategy and revenue goals.

By doing this, CROs can drive data-driven decisions that ensure growth and profitability for the company.

The tech stack

One crucial part of this strategic roadmap is optimising your technology stack. We'll assess your current technology – such as CRM, marketing automation tools, and analytics software – and identify gaps or redundancies.

We aim to ensure your tech stack fully supports your business processes, enhances productivity, and delivers valuable insights to drive decision-making.

Consultancy

Alongside this, we'll offer expert consultation services to guide your team in executing these revenue growth strategies effectively. This will involve educating your team on the latest industry trends and best practices, helping them understand the nuances of the chosen systems, and empowering them with the skills to adapt these strategies to evolving market conditions.

Training

A well-informed, well-equipped team is integral to realising your revenue growth goals, and our training sessions will aim to build such capabilities within your team. By partnering with us, you can look forward to a well-strategised, technologically optimised, and effectively executed plan for revenue growth.

This structure promotes integration and communication across traditionally siloed departments, leading to more streamlined processes, better data management, and increased revenue.

You are here!

Our plan has been carefully crafted to facilitate sustainable growth for you. Allow us to assist you in gaining a deeper understanding of your challenges and developing a strategic blueprint that ensures positive returns on your investment in implementation.