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Leveraging B2B Sales and Marketing Efforts to Go Farther in 2018

Sean Parnell – Wednesday, January 10, 2018


Leveraging B2B Sales and Marketing Efforts to Go Farther in 2018

The B2B sales and marketing landscape can be a murky place.

Visitors may flock to your website but create few qualified leads. A flurry of sales activity doesn't necessarily lead to sustainable gains. You can flaunt your services at all the right trade shows and still go home with little to show for it. And every five minutes some new "must do" marketing platform or technology pops up on the scene.

It's never been easier to sink time and money into marketing your business. What's harder is creating a focused and disciplined strategy that's tied to genuine and measurable ROI.

At Innovaxis, we specialize in helping B2B businesses develop and implement effective sales and marketing strategies specifically tailored for B2B success. Our strategies don't just drive leads – they drive sustainable B2B success. But we don't do it alone.

 
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The Stock Market Is Booming, So Why Isn’t Your Business?

Sean Parnell – Tuesday, November 07, 2017


The Stock Market Is Booming, So Why Isn’t Your Business?

The stock market is at all-time highs. The economy is in the seventh year of expansion since the Great Recession. Big business has never been more profitable, even before proposed cuts to lower the corporate tax rate.

So why aren't small and mid-sized businesses growing at the same rate? Why is it so difficult to generate new business? How can SMBs compete against big business?

If the answers were clear, SMBs would be growing along with the rest of the economy. Instead, they suffer from many hidden barriers to growth. One of the most common, and most damaging, is a misalignment between sales and marketing.

Buyerlytics Plus is the product of 30 years of combined sales and marketing best practice experience between Innovaxis and Infinity, and provides SMBs what no other company can: alignment between sales and marketing and the first step to 10X sales growth.

 
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Buyerlytics® Plus Creates a New Opportunity for Businesses to Achieve 10X Growth

Sean Parnell – Monday, October 30, 2017


Innovaxis & Infinity Partner to Help Businesses Achieve B2B Sales & Marketing Alignment for Midwest Companies with Digital Sales Models

Buyerlytics Plus Creates a New Opportunity for Businesses to Achieve 10X Growth

Chicago & Cedar Rapids – October 30, 2017 – Infinity, Inc., a Cedar Rapids-based sales and service agency, today announces the launch of Buyerlytics Plus: a new way for business-to-business (B2B) technology and service companies to achieve 10X sales growth by aligning sales and marketing.

Buyerlytics Plus provides integrated sales and marketing through Infinity's strategic partnership with Innovaxis, a Chicago-based marketing consultancy and managed services firm.

 
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Sales & Marketing Alignment: Strategy vs. Tactics

Sean Parnell – Monday, September 18, 2017


Sales & Marketing Alignment: Strategy vs. Tactics

If there is anyone who hasn't weighed in by now on the concept of sales and marketing alignment, it's hard to imagine who it could be.

Getting everyone on the same page, in the same boat, on the same planet, holding hands and having a beer together, is, apparently, a goal upon which we all agree and a topic that generates no end of strategies for how to reach it.

Can there possibly be anything left to say? If not, then why isn't your sales & marketing aligned?

The idea of sales and marketing professionals locked in endless disagreement over how to grow a business seems a little dated at this point. We can't really talk anymore about how one pursues results that are easily measured while the other operates in a cloud of theory. The cloud is our second office now and the metrics of modern B2B marketing are as nailed down as any sales quota. Technology has also brought crossover in our interactions with customers, who are likely to engage with our digital marketing long before their first encounter with a sales representative.

However, we hear a lot how salespeople are still cold-calling, sending out their own email campaigns and so embarrassed by their website that they don't want prospects to look at it. What is marketing doing?

 
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New Product Development: Do You Feel Lucky?

Sean Parnell – Tuesday, May 23, 2017


Market Research & New Product Development: Do You Feel Lucky?

It happened again. We've observed another software vendor that released a new product that has generated almost no sales in the first year and which faces an increasingly grim outlook.

How does a vendor with an otherwise successful track record in their bread-and-butter market fail so miserably?

The answer is a lack of insight into both channel and end-user requirements—insight that could be obtained through primary market research.

We've seen this scenario play out time and time again, with millions wasted and many people fired. Two instances come to mind where products were launched with no evidence of market or channel demand, only to see them fail.

 
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How to Drive ROI with ECM Marketing Strategy

Sean Parnell – Tuesday, May 23, 2017


"Marketing doesn't work" – statement from a document imaging reseller to us in 2012.

He was 100% correct: marketing without a strategy, with poor execution and being disconnected with sales most certainly does not work – and this is the most common form of marketing that we've encountered.

So, what does work?

The Marketing ROI Formula

Based on our 16 years working in the ECM industry with over 50 companies, plus our 20 years of business-to-business (B2B) marketing experience, here's what we've found to be a successful marketing formula:

  • Marketing Strategy: creation of a comprehensive marketing plan that answers how marketing will achieve your lead generation, sales, profitability, branding, and thought leadership goals
  • Implementation: execution of the marketing plan, in harmony with sales and executive management, where leads generated are qualified and tracked to determine how much sales was generated to determine marketing's ROI

ECM Marketing Strategy

For this blog post, we'll focus on what makes for an effective strategy. Here are five elements for you to consider:

 
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Adobe Business Catalyst: Far Better than WordPress for B2B Small Business

Sean Parnell – Thursday, January 12, 2017


As an Adobe Business Catalyst partner for over five years, I'm often asked why this web content management software (WCMS) is so effective for business-to-business (B2B) marketing for small and mid-sized (SMB) businesses. Having worked with WordPress for numerous years, as well as Joomla, Drupal, Modx, Umbraco, Miva, Adobe Muse, American Eagle, Ruby on Rails, Tridion, HubSpot, and good ol' straight HTML, here's why Adobe Business Catalyst continues to make so much sense for our clients and for us (this is an Adobe Business Catalyst website).

 
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Interview with Our Founder Sean Parnell

Lina Parnell – Thursday, December 15, 2016


Interview with Our Founder Sean Parnell

Our founder, Sean Parnell, was recently approached by a casting company seeking entrepreneurs in Chicago to take part in a commercial for a major credit card company. They asked some good questions, so we thought we'd share his answers. Enjoy...

Q: Tell us a little about yourself. What do you like to do for fun? Passions? Hobbies?

A: By night, many know me as Chicago's historic bar expert by night: I wrote Historic Bars of Chicago and Created the Chicago Bar Project. By day, I run a marketing consulting agency that I founded 10 years ago. My wife is from Colombia, so we travel there often with our 7-year-old son. Otherwise, it's tennis, baseball, hockey, piano, and basking in the continued afterglow of the Cubs World Series victory.

 
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B2B Mystery Shopping Questions & Qualifications

Sean Parnell – Monday, December 12, 2016


B2B Mystery Shopping Questions & Qualifications

Unless you have a monopoly, you face competition. So, what do your competitors charge for their products and services so you can compare their value proposition to yours?

Competitive Pricing

In business-to-business marketing, you probably won't find your competitors' price list on their websites. Even if they sell software or cloud solutions and do advertise their pricing, it's often only a baseline: pricing for basic products or services without any customization or significant volume – and so they do not advertise their true pricing following bundling and negotiation.

If you'd like to find out how your competitors really price out their products and services, as well as insights about their selling process, B2B mystery shopping is something to consider. This form of competitive intelligence takes its name from a consumer marketing term as "shopping" doesn't quite capture the path to purchase or buying decision. It's more of an investigation that must be conducted on a strictly ethical basis, but we'll run with it as "B2B mystery shopping" for now...

 
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What Goes Into B2B Marketing Blogging?

Sean Parnell – Sunday, December 11, 2016


B2B Marketing Consulting: Content-Based Lead Generation

In order to turn blogging into a lead generating machine for our business-to-business (B2B) clients, a lot goes into every single blog post and web page that we create.

For the vast majority of our clients, weekly blogging can turn into gains of over $100,000 in new business per year.

Recipe for Success

Here's the recipe for a successful B2B marketing and lead generation effort:

 
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