IGNITE GROWTH THROUGH BUYER-CENTRIC, DIFFERENTIATED, ORGANIZATIONALLY-ALIGNED STRATEGY

Advisory | Positioning | Strategy for B2B Companies

There are 10 paths to growth – and all of them require a focus on your buyers.*

82% of deals are won or lost before vendors know they exist.**

Your goal is to be the first vendor those buyers contact.

I can help you grow.

Growth is the goal for every business – but what does growth actually mean for yours? And, more importantly, how do you want to achieve that growth?

There are ten proven paths to growth. Achieving success with any of these depends on a deep understanding of your buyers and the market context in which both they and your business operate. Whether you’re exploring new markets, expanding your offerings, or optimizing your sales processes, knowing who your buyers are and what drives their decisions is the foundation of effective growth strategies.

When your goal is growth – regardless of which approach(es) you take – it is critical that your potential buyers know your business and your solutions. Why? Because buyers are working through the first two phases of the buyers’ journey on their own, before they want to talk to a solution provider. And during that time, they are narrowing their list of vendors to only four contenders.

Over 80% of the time, the first solution provider a buyer contacts wins the deal. Why? Because buyers have spent 8 months (on average) understanding and quantifying their problem, exploring solutions to the problem, setting requirements, and gaining confidence in both a solution and their readiness to make a change.**

Your business needs to support this buying process, starting with understanding who your ideal customer is to deep executive and sales leader understanding of today’s B2B buying process, to marketers whose primary objectives are to create awareness, interest, and confidence in your solution so those buyers contact your company first, to a sales team who is highly skilled in developing relationships with buyers, and to tools and metrics that enable successful engagement with buyers and customers.

Business leaders often get overly focused on the activities of running a business – the sales calls, execution of service, the latest “cool” technologies, industry buzzwords, creating presentations, driving social media engagement – and their associated metrics. What often is overlooked is the market itself. What is the market for your solution? Who are your buyers? Where does your solution fit vs. the competition? Why are buyers buying – or not buying – solutions like yours? How does the buyer wade through the myriad of solutions and content to find the perfect solution for their problem?

Don’t get me wrong – those activities are all very important. But without the context of the market and the buyer, those activities may simply create confusion for your potential buyers and focus your business on the wrong metrics.

The answer is buyer-centricity. I can help business leaders and marketers better understand their buyers, how they buy, and what they need to confidently make a decision. I can help you better understand your buyers and your market context to select the best combination of growth initiatives that will work best for your business. And I can help you position and message your solution (or portfolio of solutions) to differentiate your company from the competition.

WHY WORK WITH REBECCA?

  • EXPERIENCE

    32+ years in B2B technology marketing, with 30+ companies.

  • PROVEN IMPACT

    A record of driving growth and marketing efficiency.

  • IDEAS TO REALITY

    From concept to growth with practical, focused, flexible steps.

  • BEST PRACTICES

    Apply the latest and greatest of what works in B2B marketing to your business.

  • I highly recommend Rebecca. She has an incredible drive and passion for her work, a sharp and strategic mind, and an engaging and thoughtful leadership style.

    Hamish Grant

  • Always thinking through a strategic lens, Rebecca has the unique ability to cut through the noise and ensure that decisions ladder up to the overall strategy. Her level-headed, easy-going nature is a tremendous asset in nurturing relationships, defining processes, and collaborating with other executives. I would partner with Rebecca again in a heartbeat!

    Jennie Sutherland

  • Rebecca is the consummate professional: able to analyze situations dispassionately and separate her personal feelings from what is right for the business; able to communicate the business goals, decision making process and priorities in a clear and actionable way; and able to maintain a sense of proportion, humor and empathy for those involved. Rebecca is a very quick study – sharp and analytical – yet also able to focus and maintain that focus over time in order to drive projects to completion. I have met few people in my working career of over three decades who are as productive and effective workers as she is.

    Susie Montgomery

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