{"id":2845,"date":"2023-09-07T12:16:00","date_gmt":"2023-09-07T12:16:00","guid":{"rendered":"https:\/\/teamstepup.com\/blog\/close-out-2023-strong-the-essential-guide-to-quick-wins-for-early-stage-b2bs\/"},"modified":"2024-02-26T13:33:09","modified_gmt":"2024-02-26T13:33:09","slug":"close-out-2023-strong-the-essential-guide-to-quick-wins-for-early-stage-b2bs","status":"publish","type":"post","link":"https:\/\/teamstepup.com\/blog\/close-out-2023-strong-the-essential-guide-to-quick-wins-for-early-stage-b2bs\/","title":{"rendered":"Close Out 2023 Strong: The Essential Guide to Quick Wins for Early-Stage B2Bs"},"content":{"rendered":"<p>As we approach the last quarter of 2023, we recognize the unique challenges that early-stage B2B companies face, especially when it comes to hitting those ever-elusive KPIs. Whether you&#8217;re a founder or a CMO, your plate is already overflowing with tasks ranging from product development to employee management.<\/p>\n<p>And then, there\u2019s the elephant in the room: meeting year-end sales and marketing goals. With this blog, we aim to provide you with a concrete, action-oriented plan that focuses on quick wins, so you can finish 2023 stronger than ever. Because if there&#8217;s one thing we know, it&#8217;s that every second counts when you&#8217;re racing against the year-end clock.<\/p>\n<h3>1\ufe0f\u20e3 Sharpen Your Targeting\u2014Focus on the Ready-to-Buy<\/h3>\n<h4>Why It&#8217;s Crucial<\/h4>\n<p>Missing the mark in targeting is just flushing your budget down the drain. The tighter your focus, the higher the ROI. Focus on the folks in your funnel already in &#8220;decision mode&#8221;.<\/p>\n<h4>How to Do It<\/h4>\n<ul>\n<li><strong>Re-Engage Open Leads<\/strong>: For example, if you&#8217;re in the business of SaaS for healthcare, it&#8217;s likely you have pending conversations with administrators or healthcare providers. Reach out to them and mention the new feature that directly caters to a problem they had expressed earlier.<\/li>\n<\/ul>\n<p><strong>? Pro Tip<\/strong>: Use a CRM to automate follow-ups and track engagement. Make sure the message is personalized. (<a href=\"https:\/\/blog.hubspot.com\/marketing\/tracking-and-increasing-audience-engagement\">Here&#8217;s HubSpot&#8217;s advice on how to do that in their CRM<\/a>).<\/p>\n<ul>\n<li><strong>Spot the Hyper-Engaged<\/strong>: Take note of the people who are engaging with your LinkedIn posts, Twitter updates, or regular newsletters.<\/li>\n<\/ul>\n<p><strong>? Pro Tip<\/strong>: Use LinkedIn analytics to track engagement and use Direct Messages to reach out with a soft sell.<\/p>\n<h4>Real-Life Example<\/h4>\n<p>A SaaS provider of ours in the logistics sector revisited their pending leads with a focused message around Q4 budget spend, capturing a 20% increase in close rate within a month.<\/p>\n<p>&nbsp;<\/p>\n<h3>2\ufe0f\u20e3 Skip the Fluff\u2014Drive Sales Intent, Not Just Brand Love<\/h3>\n<h4>Why It&#8217;s Crucial<\/h4>\n<p>With limited time and resources, you can&#8217;t afford to focus on activities that don&#8217;t convert. Save brand awareness investment for next year.<\/p>\n<h4>How to Do It<\/h4>\n<ul>\n<li><strong>Host Decision-Driving Webinars<\/strong>: For instance, if you sell recruitment software, a webinar titled &#8220;How to Streamline Your Hiring Before Year-End&#8221; can attract HR managers desperate to close positions before 2024.<\/li>\n<\/ul>\n<p><strong>? Pro Tip<\/strong>: Use the webinar to showcase your software in action, addressing problems in real time. (<a href=\"https:\/\/teamstepup.com\/marketing\/four-strategies-for-successful-b2b-webinars\/\">Here&#8217;s our guide on building successful webinars<\/a>).<\/p>\n<ul>\n<li><strong>Deliver Conversion-Oriented Content<\/strong>: Content pieces like &#8216;7 Reasons Why Our Software Beats Competitors&#8217; are straightforward but incredibly effective.<\/li>\n<\/ul>\n<p><strong>? Pro Tip<\/strong>: Use A\/B testing to fine-tune your CTAs and increase conversion rates.<\/p>\n<h4>Real-Life Example<\/h4>\n<p>A cloud-based inventory management service we advised switched from general topics in their webinars to specifics like &#8216;Managing Holiday Inventory Efficiently&#8217; in Q4. They reported a 30% hike in trials and a 15% increase in conversions.<\/p>\n<p>&nbsp;<\/p>\n<h3>3\ufe0f\u20e3 Upgrade Your Conversion Playbook\u2014Incentivize, Incentivize, Incentivize<\/h3>\n<h4>Why It&#8217;s Crucial<\/h4>\n<p>Q4 is when budgets get spent. Your prospects are looking to make purchasing decisions; make it easier for them.<\/p>\n<h4>How to Do It<\/h4>\n<ul>\n<li><strong>Roll Out Exclusive Bundles<\/strong>: Package your core product with add-ons at a reduced price.<\/li>\n<\/ul>\n<p><strong>? Pro Tip<\/strong>: Highlight the savings they get from the bundled pricing prominently in your marketing material.<\/p>\n<ul>\n<li><strong>Unlock Early Access<\/strong>: For example, if you plan to launch a new analytics dashboard in Q1 2024, give your Q4 customers early access to it.<\/li>\n<\/ul>\n<p><strong>? Pro Tip<\/strong>: Use this as an upsell opportunity to move them onto annual contracts.<\/p>\n<ul>\n<li><strong>Boost Referrals<\/strong>: Offer a free month of service for every successful referral.<\/li>\n<\/ul>\n<p><strong>? Pro Tip<\/strong>: Use automated emails to remind your customer base of the referral program.<\/p>\n<h4>Real-Life Example<\/h4>\n<p>We worked with an e-learning platform that offered course bundles along with a free consultation session as a Q4 special. The result? A 40% uptick in course sign-ups and a new revenue line from consultation services.<\/p>\n<p>&nbsp;<\/p>\n<h3>Takeaway: Your Time Is Now + Quick Win Plan Template<\/h3>\n<p>Navigating the turbulent waters of Q4 doesn&#8217;t have to be a Herculean task. A focused, pragmatic approach can make all the difference, helping you secure those quick wins and ease into 2024 with momentum on your side.<\/p>\n<p>Simply make sure that:<\/p>\n<p>\u2705 You&#8217;re speaking to the hottest audience (hot leads, that is).<\/p>\n<p>\u2705 Offering decision-making content geared toward their stage in the buyer&#8217;s journey and their pain points. (<a href=\"https:\/\/teamstepup.com\/gtm\/how-your-b2b-buyer-makes-decisions\/\">Read this for more insights<\/a>).<\/p>\n<p>\u2705 Incentivizing them to buy now!<\/p>\n<p>&nbsp;<\/p>\n<p>You&#8217;ve got this!<\/p>\n<p>&nbsp;<\/p>\n<h4>Quick Win Plan Template<\/h4>\n<table>\n<thead>\n<tr>\n<th>Area of Focus<\/th>\n<th>Action Items<\/th>\n<th>Tips &amp; Best Practices<\/th>\n<\/tr>\n<\/thead>\n<tbody>\n<tr>\n<td><strong>Targeting<\/strong><\/td>\n<td>\n<ul>\n<li>List pending leads to re-engage them<\/li>\n<li>Identify the top 5 most-engaged prospects from social media<\/li>\n<\/ul>\n<\/td>\n<td>\n<ul>\n<li>Use a CRM to automate follow-ups and track engagement<\/li>\n<li>Utilize LinkedIn analytics to find engaged prospects<\/li>\n<\/ul>\n<\/td>\n<\/tr>\n<tr>\n<td><strong>Content &amp; Events<\/strong><\/td>\n<td>\n<ul>\n<li>Schedule at least 1 decision-driving webinar<\/li>\n<li>Develop 2 bottom-of-the-funnel content pieces<\/li>\n<\/ul>\n<\/td>\n<td>\n<ul>\n<li>Showcase your product during the webinar, addressing real problems<\/li>\n<li>A\/B test your CTAs in content pieces for better conversion rates<\/li>\n<\/ul>\n<\/td>\n<\/tr>\n<tr>\n<td><strong>Offers &amp; Incentives<\/strong><\/td>\n<td>\n<ul>\n<li>Develop a Q4-exclusive bundle<\/li>\n<li>Design a referral program with incentives for both parties<\/li>\n<\/ul>\n<\/td>\n<td>\n<ul>\n<li>Highlight the savings in bundled pricing prominently<\/li>\n<li>Automate emails to remind your customer base of the referral program<\/li>\n<\/ul>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n","protected":false},"excerpt":{"rendered":"<p>As we approach the last quarter of 2023, we recognize the unique challenges that early-stage B2B companies face, especially when it comes to hitting those ever-elusive KPIs. Whether you&#8217;re a founder or a CMO, your plate is already overflowing with tasks ranging from product development to employee management. And then, there\u2019s the elephant in the [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":3375,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[257,262,255,254,260],"tags":[],"class_list":["post-2845","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-gtm","category-marketing","category-marketing-budget","category-plan","category-strategy"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Close Out 2023 Strong: The Essential Guide to Quick Wins for Early-Stage B2Bs StepUp Marketing<\/title>\n<meta name=\"description\" content=\"Close out 2023 strong with this essential guide to quick wins for early-stage B2B start-ups looking to strengthen their sales.\" \/>\n<meta name=\"robots\" content=\"index, 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