strategy

6 B2B SMB problems and how to fix them - no. 6 - lack of direction

(4-min read) The final problem in our series is usually told to us as "We're having trouble marketing our product (or service)". We understand. There are so many directions out there, it's difficult to know what path to go down, or where to spend your money. Yet, it's important to have a clear idea of where you're headed. If you don't want to get lost.

6 B2B SMB problems and how to fix them - no. 4 - Unclear value prop

(6-min read) Continuing our series of blog posts on the six major problems of B2B SMBs that we at Usher & Spur have identified, we look at "People don't know what we do". We get this a lot. And it's a simple one to fix. Because, if people don't understand what it is that you're trying to sell them, you're not telling them in the right way. Read on to find out how to fix this.

6 B2B SMB problems and how to fix them - no. 3 Not enough leads - part 2

(6 1/2-min read) At Usher & Spur, we've identified six major problems B2B SMBs have. The third problem in our series is "We're not getting enough leads", which is another way of saying that you can't manage to grow your sales. In part 1, we examined the role of digital marketing and what to consider before bringing an internal resource on board. In part 2, we look at the pros and cons of hiring an external agency to stimulate sales growth.

6 B2B SMB problems and how to fix them - no. 3 Not enough leads - part 1

(6 1/2-min read) At Usher & Spur, we've identified six major problems B2B SMBs have. The third problem in our series is "We're not getting enough leads", which is another way of saying that you can't manage to grow your sales. This is a pretty big topic that we've chosen to break down into two more readable parts. Part 1 examines the role of digital marketing and what to consider before bringing an internal resource on board.

6 B2B SMB problems and how to fix them - no. 1: Differentiation

(3-min read) At Usher & Spur, we've identified six major problems B2B SMBs have. Over the next few weeks, we'll be covering these problems in no particular order in a series of posts. Today's problem is: "People don't understand why we're better." In other words, they don't understand why they should buy your solution rather than some other company's.

3 steps to killer content

(5 1/2-min read) To succeed, you need to have a goal. Is your goal to get companies to buy your product or service? Then you need to provide them with information that will help them do so. Information that has a substantial impact in their decision-making might be called ‘killer content’. But what makes it ‘killer’?

Can you feel your customers' pains?

My father, a successful salesman, used to say, "If a potential customer contacts you, they want to buy. There might be a dozen reasons they end up not buying, but the desire is there." In B2B sales, most experts would agree that a major reason they don't buy is it's easier to do nothing. If what you offer can kill a pain they have, you stand a better chance of getting their attention. If you can convince them that pain is critical, you can move them through your pipeline.