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What Is Speed To Lead and What’s Considered Good?
By Michael Buzinski, Founder & Fractional CMO Speed to lead is simply how quickly your team responds after a new inquiry comes in via phone call, form-fill, email, etc. A “good” response is fast enough that you catch the prospect while they still have context,...
How Do We Build a Simple Attribution Model We Can Maintain?
By Michael Buzinski, Founder & Fractional CMO Building a simple, maintainable attribution model is a matter of picking one model your team can follow, standardizing a short list of source values, and reviewing the inputs weekly so the data stays trustworthy. The...
How Do We Fix Duplicate Records and Dirty CRM Data Fast?
By Michael Buzinski, Founder & Fractional CMO Fix duplicate records and dirty CRM data fast by doing three things in order: stop the bleeding (so new junk stops piling up), clean the highest-impact records first (so your pipeline and reporting become usable...
How Do We Build a Capture Nurture System in 90 Days?
By Michael Buzinski, Founder & Fractional CMO For most B2B service firms I work with, lead generation isn’t the hard part, it’s what happens after someone raises their hand. A capture nurture system is how you stop losing quality opportunities. This simple,...
How Can B2B Firms Choose the Right Fractional CMO for Scalable Growth?
If you’re the CEO or founder of your company, spending your mornings reviewing ad reports, and your afternoons rewriting LinkedIn copy, this article is for you. Your marketing has momentum, but you’re feeling like it lacks direction. You long for an executive...
Why Do B2B Firms Struggle With Data Visibility (and How Can You Fix It)?
By Michael Buzinski, Founder/CEO & Fractional CMO Back when I flew on the AWACS platform in the Air Force, I sat in a metal tube full of radar screens and radios. Every station had its own view of the sky. If each operator had decided to run their own version of...
How Can B2B Service Firms Turn Clients Into Long-Term Advocates?
You’ve probably heard this before: The best source of new business is from a satisfied customer. If you’re like most of the B2B firms I work with, you’re spending 80% of your time and budget chasing new leads, but overlooking the ones you’ve already won. Exponential...
How B2B Companies Can Achieve Predictable Growth in 12 Months
Predictable growth is structure. Most B2B firms rely on individual effort and a handful of heroic team members holding everything together. I work with firms all the time where the “system” is a few gifted salespeople, a marketing coordinator, and a stack of...
How Can B2B Service Firms Shorten Long Sales Cycles?
By Michael Buzinski, Founder/CEO & Fractional CMO Everyone in the B2B services world deals with longer sales cycles. Well, at least those with high-ticket offerings and especially those dealing with mid-market and larger client bases. Which begs the question, how...
Why Most B2B Service Firms Don’t Have a Real Marketing Strategy (And How to Fix It)
By Michael Buzinski, Founder/CEO & Fractional CMO Quick Answer:Most B2B firms think they have a marketing strategy, until leads and revenue dry up. That’s when you realize you’ve been managing noise instead of direction. What you have is a mix of disconnected...