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Timing, Relationships, and AI's Impact on B2B Marketing Strategies with Rob Twells
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Could AI-driven insights be the key to transforming traditional B2B pricing models for a competitive edge?
Today we’re welcoming Rob Twells, Co-Founder & Managing Director of The Digital Maze. Rob shares insights on the importance of timing and relationship-building in achieving sales success, emphasizing a strategic focus on top-of-funnel activities. He highlights the significance of in-person meetings in the post-pandemic landscape, alongside the effective use of LinkedIn advertising to maintain client engagement. By nurturing leads with a blend of automation and personalized outreach, Rob reveals how his agency successfully converts warm leads into valuable sales opportunities, especially by tracking renewal dates through integrated CRM systems.
Shifting to the impact of AI, Rob addresses the challenges posed by extended sales cycles and cautious marketing budgets. He critiques traditional pricing models and advocates for a transition towards output-based pricing, which AI-driven efficiencies can enhance. With AI reshaping the consulting landscape, Rob underscores the necessity for agencies to pivot towards high-value consulting and value-based pricing. Encouraging a mindset that views market challenges as growth opportunities, he offers advice for smaller agencies aiming to scale, urging them to adapt their business models to thrive in an AI-enhanced environment.
Topics covered during this episode include:
- How timing and relationship-building should be prioritized over quick wins in B2B sales.
- Why LinkedIn advertising is essential for engaging potential clients in top-of-funnel activities.
- How in-person meetings are becoming more important for securing new business post-pandemic.
- How a combination of automation and manual processes nurtures warm leads into successful sales.
- The usefulness of tracking renewal dates and buying seasons through a CRM.
- How AI is impacting agency models and the shift towards output-based pricing.
- Why traditional pricing models are being reevaluated in extended sales cycles and cautious budgets.
- How smaller agencies can scale by embracing high-value consulting and value-based pricing.
- Maintaining a competitive edge in the market with the help of AI.
- How the consulting landscape is evolving with AI, focusing on value rather than time-based pricing.
Discover huge growth opportunities in a changing market. Listen now!
Rob Twells on LinkedIn: https://www.linkedin.com/in/rob-twells/
88 episodes
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