Account-Based Marketing / Account Cultivation and Growth / 04 Apr, 2023

This time it’s personal – and that’s a must

The gap between the demands of B2C and B2B customers has been closing for some time now, making it increasingly important for B2B marketers to follow their B2C counterparts and take a more human, personalised approach.

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Account Cultivation and Growth / Events / 21 Mar, 2023

Doubling up at Mobile World Congress

How we optimised the opportunities to make maximum impact at MWC23 for our clients AWS and JMA. This year’s Mobile World Congress, the world’s biggest connectivity solutions show, presented exciting opportunities for two of our clients to attract the attention of the thousands of visitors that perfectly fitted the profile of potential customers. On the…

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Account Cultivation and Growth / Deal Creation and Conversion / 07 Feb, 2023

Up your bid game now, before it’s too late

Win rates are down, competition is high, and most bids are lost to rival businesses that have made better submissions. No business can afford to let this situation continue, says JPC’s David Gray. The fact that businesses on average rely on winning bids to generate a third of their revenue underlines the importance of getting…

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Account Cultivation and Growth / Thought Leadership / 10 Jan, 2023

Harness the full power of thought leadership to boost growth

“With 89% of B2B businesses using thought leadership to increase revenues, taking an account-based approach can help your brand stand out in a saturated market, increasing its impact, effectiveness and value, and successfully guiding stakeholders across the buyer journey” says JPC’s David Gray. Clearly demonstrating thought leadership is being recognised as crucial to attaining a…

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Account Cultivation and Growth / Thought Leadership / 13 Dec, 2022

Kill “lead capture” addiction to drive sales

“A focus on the upper part of the purchase funnel could be preventing B2B marketers converting prospects to sales.” JPC’s Growth and Strategy Director James Mollard reveals a route to a more balanced approach to demand generation. Despite believing that resources should be spread equally across the four stages of the buying funnel (create, capture,…

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Account Cultivation and Growth / Thought Leadership / 05 Dec, 2022

Client Inertia: The hidden barrier to growth

“Every one of our clients has a view on their competition. Some of it is formal and in depth. Some of it is simply the tacit knowledge of the people in the front line. All of it is valuable when it’s thoughtfully applied. But What we aren’t seeing are battlecard sets for dealing with client…

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Account Cultivation and Growth / Thought Leadership / 28 Nov, 2022

Uniting sales and marketing to drive success

“It’s never been more important to align these crucial teams, so you can attract, win and grow more business to accelerate your way through the current economic challenges. But where do you start? A new study and ABX offer clues… ” James Mollard – Growth and Strategy Director JPC We’ve emerged from the pandemic into…

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Account Cultivation and Growth / Thought Leadership / 21 Nov, 2022

What modern B2B buyers want…and how to deliver it

“Yes, studies show how customers’ purchasing criteria are shifting and yes understanding the buyer journey is important, but accepting it and simply servicing it isn’t. It’s the job of sales to disrupt and divert it, introduce new ideas, recognise and overcome bias, and it’s the job of marketing to create the platform and tools to…

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Account Cultivation and Growth / Guides & Whitepapers / 04 Mar, 2021

Get closer to your customers in a socially distanced world

This playbook examines the attitudinal and behavioural shifts your buyers are going through, and shares ideas on how you can revolutionise your selling culture to respond to these changing priorities, increase sales and grow customer loyalty throughout COVID-19 and beyond.

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Account Cultivation and Growth / Sales Enablement / 15 Jul, 2020

Are you losing contact with your customers in a socially distanced world?

Move from sales enablement to buyer enablement It’s no exaggeration to say that COVID-19 has triggered a B2B sales transformation. Strict social distancing restrictions and a ban on non-essential travel are vital for public health, but they also mean it’s never been harder to get close to your customer. You can’t have face-to-face conversations, or...

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