Marketing and Strictly? It’s a 10 from me…

By | B2B, Content Marketing, Sales and Marketing Alignment, Sherpa blog | No Comments

I’d like to say that at 7pm every Saturday night I am in the throes of a prosecco fuelled beautifying session, in preparation for a night on the tiles…but let’s face it, that would be a lie. In fact, I am usually nestled on the sofa, with a cup of tea and something I’ll regret eating, waiting for the latest episode of Strictly. I, along with nearly 10 million other people, who cannot get enough of the ballroom phenomenon. But what is it that makes Strictly such a success and how can we can we harness some of their rhinestone fuelled magic for use in our own marketing efforts? Well, we could start by moving the office to Blackpool, employing someone called Kevin from Grimsby and upping our fake tan usage, but I’m afraid this is not the answer…so what is? Well, here are five mantras we could all live by!  Read More

B2B ABM

ABM, B2B and four key findings

By | ABM, B2B, Content Marketing, Digital Marketing, Marketing Strategy, Marketing trends, personalisation, Sales and Marketing Alignment, Sherpa blog | No Comments

Account Based Marketing (ABM) continues to dominate the conversation amongst marketeers. So much so that last Thursday saw 400 B2B Marketing professionals descend on the Mermaid Theatre in London, for the annual B2B Marketing Conference; this year titled ‘ABM: getting it right and making it happen’. We at Sherpa are not shy when it comes to expressing our love for all things ABM, so decided we would put our money where our mouth is and sponsor this exciting event. Sherpa CEO, Tom Perry, hosted a popular session on Partner ABM and engaging partners through the channel using account based techniques.

The day gave attendees a good chance to network with some fellow ABMers, get more of a gauge on how business leaders are feeling about ABM and listen to some of the more established ABM professionals giving keynotes on their experience. There was a huge amount of information on the table, some of which gave mixed views of ABM approach and highlighted how there is a long way to go in the ABM journey – it is still a relatively unestablished principle and there is a lot of room for best practice to be shared. However, there were definitely some standout points which resonated with the Sherpa team, so here are our four key takeaways.  Read More

3 key findings from Engagio's ABM 2018 Outlook Survey

3 key findings from Engagio’s ABM 2018 Outlook Survey

By | ABM, Marketing trends, Sales and Marketing Alignment, Sherpa blog | No Comments

If you are a regular follower of this blog, firstly thank you, and secondly, you may have noticed that I have been harping on A LOT lately about Account Based Marketing. Now the sceptics among you may think it has something to do with the fact that we are sponsoring the forthcoming B2B Marketing Exhibition, ABM: Getting it right and making it happen…well you would be correct, but not entirely. The real reason we are talking a lot about ABM and in fact the reason we are sponsoring the B2B ABM expo is simple…ABM works, it is very much here to stay and we at Sherpa are leading the way with delivering ABM through channel partners.

Read More

Can ABM really work in the channel?

By | ABM, B2B, Marketing Strategy, Sales and Marketing Alignment, Sherpa blog | No Comments
Channel marketing is a complex landscape to navigate. A small minority of Vendors and Partners are ahead of the curve when it comes to marketing activities and content distribution, but the majority are struggling to stay ahead, whilst battling MDF issues and sales and marketing misalignment. Channel partners have become accustomed to receiving market distribution funds, but due to the fractured MDF system, do not have the motivation, expectations or marketing expertise for effective delivery, leaving them disengaged. This is amplified by the lack of sales and marketing alignment within their teams, which results in an equally fractured sales funnel. 

Read More

Taking off Bake Off – the recipe to marketing success

By | Sales and Marketing Alignment, Sherpa blog | No Comments

Well the sun has put his hat in winter storage, bank holiday was a wash out, football season is back…I’m starting to feel more comfortably British. Especially as this week saw the return of the Great British Bake Off. There is nothing more quintessentially British than watching a diverse group of contestants surrounded by bunting, attempting (and often failing) to make delicious baked goods in a marquee, whilst sipping a hot cup of tea (who makes their tea by the way?!). It takes the nation by storm. But what makes this village fete on steroids so very popular. Well, the combination of humour, camaraderie, healthy competition and the magic of combining the perfect blend of ingredients to create a showstopper is utterly engaging. 

It seems that everything in life is about creating the perfect mix – this is especially applicable to marketing. The term ‘marketing mix’ is well defined and commonly used. That is because marketing is such a multi-faceted, multi-tactic mechanism. But it was whilst watching Bake Off through slightly envious eyes (tell me I’m not the only one who plans to bake every weekend, but inevitably decides life is too short when M&S does it so well), that I realised that there are plenty of parallels between creating the perfect cake and creating the perfect campaign. Read More

Time for a recoupling

time for a re-coupling.

By | Content Marketing, Sales and Marketing Alignment | No Comments

I’m so torn…we’re so compatible and definitely each other’s type on paper, but I’ve been doing my own thing for such a long time and getting along fine. Re-coupling is looming and I’ve got a decision to make…do I continue to go it alone and risk being dumped, or do I go for it and risk being mugged off? Time to gather round the fire-pit…

(For those ‘non-Love Island folk’: first of all, ‘you are missing out’, second of all, please stick with me as I will stop talking like a teenager and get to the point soon, but I am ‘like, sooooo loving this – LOL’.)

Decision time: “I would like to couple up with this person because we want the same things and although many people wouldn’t put us together, I think we could work really well and have a profitable future together; the person I would like to couple up with is…Sales”. Sales and marketing in a relationship? The nation is in shock!  Read More

State of Inbound 2018

an inbound state of mind…

By | B2B, Content Marketing, Digital Marketing, General, Marketing Strategy, Sales and Marketing Alignment | No Comments

Every year the kind folk at Hubspot spend countless hours interviewing over 6200 marketing and sales professionals around the world, in different industries, at various levels of seniority from companies of all sizes…and the result? A thoroughly comprehensive report detailing benchmark data on the changing marketing and sales landscape. Gold dust to those in the industry.

However, it turns out that we are pretty kind as well, so we thought we’d let you have a copy too…but for those of you who are reading this between meetings, here is our take on some of their key findings… Read More

Are Sales from Mars and Marketing from Venus?

By | General, Sales and Marketing Alignment | No Comments

SALES-AND-MARKETING-PLANETSAre sales and marketing on different planets? Sometimes it really seems as though the two departments are working for different companies, or certainly different goals! And sadly, there is often a disparity between how the two are measured and managed and that in part can highlight these issues.

The way we see it is that sales and marketing are both part of the same process: finding, winning and keeping customers. If you look at a traditional sales funnel, it used to be that sales people went further ‘back’ up the funnel. They did tasks that involved finding new prospects and making first contact. Today, the role of marketing has deepened and broadened meaning that marketing is usually how new prospects and customers are introduced. That’s a good thing, right? Read More