--- title: B2B Marketing Strategy and Tactics | Mike Faherty description: Mike Faherty is the Founder & CEO of ProSales Connection, a sales and marketing firm based in Houston, Texas. ProSales Connection specializes in helping B2B and technology companies grow through sales appointment setting and outsourced inside sales programs. --- [ Check out our newest articles covering the latest B2B trends! ](https://www.prosalesconnection.com/blog) [832-365-0730](tel:8323650730) [Get a Proposal](https://www.prosalesconnection.com/blog/author/mike-faherty#) [![ProSales Connection Logo](https://www.prosalesconnection.com/hubfs/PSC%20Icons%20and%20Logos/psc_logo_large%20-%20no%20graphic.png)](https://www.prosalesconnection.com/) - Sales Development - ![Icon of Graph Rising](https://www.prosalesconnection.com/hubfs/2023%20PSC%20New%20Site%20Images%20-%20Compressed/2023%20PSC%20Icons%20-%20Compressed/icons8-increase-50.png)Sales Development - [Sales Development](https://www.prosalesconnection.com/sales-development) - [B2B Sales Training](https://www.prosalesconnection.com/b2b-sales-training) - [Sales Process Consulting](https://www.prosalesconnection.com/sales-process-consulting) - ![Icon with 3 people representing teamwork](https://www.prosalesconnection.com/hubfs/2023%20PSC%20New%20Site%20Images%20-%20Compressed/2023%20PSC%20Icons%20-%20Compressed/icons8-outsourcing-50.png)Sales Outsourcing - [Inbound & Outbound SDR](https://www.prosalesconnection.com/inbound-outbound-sdr-services) - [SDR Cold Calling](https://www.prosalesconnection.com/sdr-cold-calling) - [Sales Appointment Setting](https://www.prosalesconnection.com/sales-appointment-setting) - ![icon with 3 heads representing leads](https://www.prosalesconnection.com/hubfs/2023%20PSC%20New%20Site%20Images%20-%20Compressed/2023%20PSC%20Icons%20-%20Compressed/icons8-queue-50.png)Lead Management - [List Development](https://www.prosalesconnection.com/b2b-list-development) - [Lead Qualification](https://www.prosalesconnection.com/lead-qualification) - [Outbound Prospecting](https://www.prosalesconnection.com/outbound-prospecting) - [Trade Show Followup](https://www.prosalesconnection.com/trade-show-followup) - [Account-Based Marketing](https://www.prosalesconnection.com/account-based-marketing) - ![icon with computer screen analytics](https://www.prosalesconnection.com/hubfs/2023%20PSC%20New%20Site%20Images%20-%20Compressed/2023%20PSC%20Icons%20-%20Compressed/icons8-business-50.png)Strategy & Technology - [CRM Management & Setup](https://www.prosalesconnection.com/crm-management) - [Persona Marketing](https://www.prosalesconnection.com/persona-marketing) - [Analytics and Reporting](https://www.prosalesconnection.com/analytics-reporting-services) - [Competitive Analysis](https://www.prosalesconnection.com/competitive-analysis) - Digital Marketing - ![icon magnifying glass representing SEO](https://www.prosalesconnection.com/hubfs/2023%20PSC%20New%20Site%20Images%20-%20Compressed/2023%20PSC%20Icons%20-%20Compressed/icons8-seo-50.png)Organic Search - [SEO Management](https://www.prosalesconnection.com/seo-management) - [Enterprise SEO](https://www.prosalesconnection.com/enterprise-seo-services) - [Local SEO](https://www.prosalesconnection.com/local-seo) - [SEO Audit](https://www.prosalesconnection.com/seo-audit) - [Competitive Analysis](https://www.prosalesconnection.com/competitive-analysis) - ![icon megaphone representing advertising](https://www.prosalesconnection.com/hubfs/2023%20PSC%20New%20Site%20Images%20-%20Compressed/2023%20PSC%20Icons%20-%20Compressed/icons8-commercial-50%20(1).png)Digital Advertising - [Enterprise PPC Management](https://www.prosalesconnection.com/enterprise-ppc-management) - [Google PPC Advertising](https://www.prosalesconnection.com/google-ppc-advertising) - [Facebook Advertising](https://www.prosalesconnection.com/facebook-advertising) - [Retargeting Services](https://www.prosalesconnection.com/retargeting-services) - ![icon globe representing global web](https://www.prosalesconnection.com/hubfs/2023%20PSC%20New%20Site%20Images%20-%20Compressed/2023%20PSC%20Icons%20-%20Compressed/icons8-internet-50.png)Web & Conversion - [Web Development](https://www.prosalesconnection.com/web-development) - [Website Redesign](https://www.prosalesconnection.com/website-redesign-services) - [Landing Page Design](https://www.prosalesconnection.com/landing-page-design) - [Conversion Rate Optimization](https://www.prosalesconnection.com/conversion-rate-optimization) - [Marketing Automation](https://www.prosalesconnection.com/marketing-automation) - [Sales Funnel Development](https://www.prosalesconnection.com/sales-funnel-development) - ![icon stack of papers representing content](https://www.prosalesconnection.com/hubfs/2023%20PSC%20New%20Site%20Images%20-%20Compressed/2023%20PSC%20Icons%20-%20Compressed/icons8-content-50.png)Content Marketing - [Content Marketing](https://www.prosalesconnection.com/content-marketing) - [Email Marketing](https://www.prosalesconnection.com/email-marketing) - [Cold Email](https://www.prosalesconnection.com/cold-email) - [Inbound Marketing](https://www.prosalesconnection.com/inbound-marketing) - [Webinar Marketing](https://www.prosalesconnection.com/webinar-marketing) - ![icon thumbs up representing social media](https://www.prosalesconnection.com/hubfs/2023%20PSC%20New%20Site%20Images%20-%20Compressed/2023%20PSC%20Icons%20-%20Compressed/icons8-thumb-up-50.png)Social Media - [Social Media Management](https://www.prosalesconnection.com/social-media-management) - [Reputation & Review Management](https://www.prosalesconnection.com/reputation-review-management) - [LinkedIn Prospecting](https://www.prosalesconnection.com/linkedin-prospecting) - Who We Are - ![icon 3 people representing our company - ProSales Connection](https://www.prosalesconnection.com/hubfs/2023%20PSC%20New%20Site%20Images%20-%20Compressed/2023%20PSC%20Icons%20-%20Compressed/icons8-group-50.png)Who We Are - [Contact Info](https://www.prosalesconnection.com/contact-us) - [About ProSales Connection](https://www.prosalesconnection.com/about) - ![icon 3 shapes representing our resources blog podcast and webinars](https://www.prosalesconnection.com/hubfs/2023%20PSC%20New%20Site%20Images%20-%20Compressed/2023%20PSC%20Icons%20-%20Compressed/icons8-resources-50.png)Resources - [Blog](https://www.prosalesconnection.com/blog) - [Podcast](https://www.prosalesconnection.com/podcast) - [Webinars](https://www.prosalesconnection.com/webinars) - ![icon tools representing industries we specialize in, edtech, saas, and b2b tech](https://www.prosalesconnection.com/hubfs/2023%20PSC%20New%20Site%20Images%20-%20Compressed/2023%20PSC%20Icons%20-%20Compressed/icons8-tools-50.png)Industries We Help - [EdTech](https://www.prosalesconnection.com/industry-edtech) - [SaaS](https://www.prosalesconnection.com/industry-saas) - [B2B Tech](https://www.prosalesconnection.com/industry-b2b-tech) - ![icon magnifying glass over papes representing our research - case studies](https://www.prosalesconnection.com/hubfs/2023%20PSC%20New%20Site%20Images%20-%20Compressed/2023%20PSC%20Icons%20-%20Compressed/icons8-analyze-50.png)Research & Feedback - [Case Studies](https://www.prosalesconnection.com/case-studies) - [Reviews & Testimonials](https://www.prosalesconnection.com/testimonials) - [Blog](https://www.prosalesconnection.com/blog) - [Contact](https://www.prosalesconnection.com/contact-us) [Get a Proposal](https://www.prosalesconnection.com/blog/author/mike-faherty#) [![](https://www.prosalesconnection.com/hubfs/image-1-Aug-15-2022-02-41-51-05-PM.jpg) ](https://www.prosalesconnection.com/blog/b2b-marketing-trends-2022) [B2B MARKETING](https://www.prosalesconnection.com/blog/topic/b2b-marketing) ## [B2B Marketing Trends in 2022: The Digital Future](https://www.prosalesconnection.com/blog/b2b-marketing-trends-2022) A [recent study](https://f.hubspotusercontent10.net/hubfs/455263/Sagefrog_Marketing_Mix_2021_Report.pdf) showed that 21% of businesses have increased their marketing budget by 10%. We have nothing against taking this route. But that is not quite the right strategy. Throwing money at it won't work. We are not suggesting that you stash the... [Read More ⟶](https://www.prosalesconnection.com/blog/b2b-marketing-trends-2022) ### Mike Faherty Mike Faherty is the Founder & CEO of ProSales Connection, a sales and marketing firm based in Houston, Texas. ProSales Connection specializes in helping B2B and technology companies grow through sales appointment setting and outsourced inside sales programs. Find me on: [![](https://www.prosalesconnection.com/hubfs/image-1-Aug-15-2022-02-41-51-05-PM.jpg) ](https://www.prosalesconnection.com/blog/b2b-marketing-trends-2022) [B2B MARKETING](https://www.prosalesconnection.com/blog/topic/b2b-marketing) ## [B2B Marketing Trends in 2022: The Digital Future](https://www.prosalesconnection.com/blog/b2b-marketing-trends-2022) A recent study showed that 21% of businesses have increased their marketing budget by 10%. We have nothing against taking this route. But that is not [Read More ⟶](https://www.prosalesconnection.com/blog/b2b-marketing-trends-2022) [![](https://www.prosalesconnection.com/hubfs/image-1-3.jpg) ](https://www.prosalesconnection.com/blog/from-the-sales-funnel-experts-8-sales-funnel-strategies-that-really-work) [B2B MARKETING](https://www.prosalesconnection.com/blog/topic/b2b-marketing) ## [From The Experts: 8 Sales Funnel Strategies That Really Work](https://www.prosalesconnection.com/blog/from-the-sales-funnel-experts-8-sales-funnel-strategies-that-really-work) Doug Kessler reminded us that your sales team owns the sales funnel but it's your job as a B2B marketer to feed the top of the funnel. If you've been [Read More ⟶](https://www.prosalesconnection.com/blog/from-the-sales-funnel-experts-8-sales-funnel-strategies-that-really-work) [![What Should you do when a Prospect Meeting does not Convert? .png](https://www.prosalesconnection.com/hubfs/images/What%20Should%20you%20do%20when%20a%20Prospect%20Meeting%20does%20not%20Convert%3F%20.png) ](https://www.prosalesconnection.com/blog/3-actions-when-prospect-meeting-does-not-convert) [B2B MARKETING](https://www.prosalesconnection.com/blog/topic/b2b-marketing) ## [3 Actions to Take When a Prospect Meeting Does Not Convert](https://www.prosalesconnection.com/blog/3-actions-when-prospect-meeting-does-not-convert) What Should you do when a Prospect Meeting does not Convert? Finally, your sales representative secured a meeting with a prospect. After that hard [Read More ⟶](https://www.prosalesconnection.com/blog/3-actions-when-prospect-meeting-does-not-convert) [![](https://www.prosalesconnection.com/hubfs/New%20Project%20(55).jpg) ](https://www.prosalesconnection.com/blog/how-to-solve-the-3-biggest-problems-that-salespeople-create) [B2B MARKETING](https://www.prosalesconnection.com/blog/topic/b2b-marketing) ## [How to Solve the 3 Biggest Problems That Salespeople Create](https://www.prosalesconnection.com/blog/how-to-solve-the-3-biggest-problems-that-salespeople-create) The biggest problems that salespeople create for themselves or their company boil down to not preparing and not understanding a prospect’s current [Read More ⟶](https://www.prosalesconnection.com/blog/how-to-solve-the-3-biggest-problems-that-salespeople-create) [![7 Steps to Creating a Successful Sales Meeting.png](https://www.prosalesconnection.com/hubfs/images/7%20Steps%20to%20Creating%20a%20Successful%20Sales%20Meeting.png) ](https://www.prosalesconnection.com/blog/7-steps-to-creating-successful-sales-meeting) [B2B MARKETING](https://www.prosalesconnection.com/blog/topic/b2b-marketing) ## [7 Steps to Creating a Successful Sales Meeting](https://www.prosalesconnection.com/blog/7-steps-to-creating-successful-sales-meeting) There are times when every sales team needs to re-evaluate their process for creating a successful sales meeting. If your company has a major [Read More ⟶](https://www.prosalesconnection.com/blog/7-steps-to-creating-successful-sales-meeting) [![](https://www.prosalesconnection.com/hubfs/images/4%20Signs%20You%20Have%20a%20Qualified%20Lead%20to%20Schedule%20a%20Sales%20Meeting%20.png) ](https://www.prosalesconnection.com/blog/4-signs-qualified-lead-schedule-sales-meeting) [B2B MARKETING](https://www.prosalesconnection.com/blog/topic/b2b-marketing) ## [4 Signs You Have a Qualified Lead to Schedule a Sales Meeting](https://www.prosalesconnection.com/blog/4-signs-qualified-lead-schedule-sales-meeting) A qualified lead means you are one step away from a sales meeting to discuss your product or solution with a prospect. But how do you know when you [Read More ⟶](https://www.prosalesconnection.com/blog/4-signs-qualified-lead-schedule-sales-meeting) [![](https://www.prosalesconnection.com/hubfs/New%20Project%20%2895%29.jpg) ](https://www.prosalesconnection.com/blog/why-cold-calling-preferred-to-reach-b2b-prospects) [COLD CALLING](https://www.prosalesconnection.com/blog/topic/cold-calling) ## [Why Cold Calling Is Still Preferred to Reach B2B Prospects](https://www.prosalesconnection.com/blog/why-cold-calling-preferred-to-reach-b2b-prospects) As long as there are phones, there will be a place for cold calling in the B2B sales process. While we acknowledge that caller ID and call blocking [Read More ⟶](https://www.prosalesconnection.com/blog/why-cold-calling-preferred-to-reach-b2b-prospects) [![Closing the deal](https://www.prosalesconnection.com/hubfs/New%20Project%20%2886%29.jpg) ](https://www.prosalesconnection.com/blog/closing-the-deal-10-most-important-things-to-do) [B2B MARKETING](https://www.prosalesconnection.com/blog/topic/b2b-marketing) ## [The 10 Most Important Things to Do When Closing a Deal](https://www.prosalesconnection.com/blog/closing-the-deal-10-most-important-things-to-do) One of the biggest misconceptions in the sales industry is that closing the deal is the end of the initial sales process. It is an important step, [Read More ⟶](https://www.prosalesconnection.com/blog/closing-the-deal-10-most-important-things-to-do) [![](https://www.prosalesconnection.com/hubfs/Prospecting%20for%20Leads%20-%20How%20Much%20Time%20Should%20your%20Sales%20Team%20Devote%20to%20Prospecting%20%20%281%29.png) ](https://www.prosalesconnection.com/blog/how-much-time-should-your-sales-team-devote-to-prospecting) [B2B MARKETING](https://www.prosalesconnection.com/blog/topic/b2b-marketing) [PROSPECTING](https://www.prosalesconnection.com/blog/topic/prospecting) ## [How Much Time Should Your Sales Team Spend Prospecting?](https://www.prosalesconnection.com/blog/how-much-time-should-your-sales-team-devote-to-prospecting) Prospecting for leads is a vital part of the sales process. But, how much time should your sales team spend on lead prospecting? It depends on how [Read More ⟶](https://www.prosalesconnection.com/blog/how-much-time-should-your-sales-team-devote-to-prospecting) [![](https://www.prosalesconnection.com/hubfs/New%20Project%20(9).jpg) ](https://www.prosalesconnection.com/blog/ways-to-never-get-past-the-gatekeeper-on-a-cold-call) [COLD CALLING](https://www.prosalesconnection.com/blog/topic/cold-calling) [GATEKEEPER](https://www.prosalesconnection.com/blog/topic/gatekeeper) ## [19 Ways to Get Past the Gatekeeper on a Cold Call](https://www.prosalesconnection.com/blog/ways-to-never-get-past-the-gatekeeper-on-a-cold-call) If the process of selling was a basketball game, moving beyond the gatekeeper is akin to the inbound play. The offense can’t move the ball or score [Read More ⟶](https://www.prosalesconnection.com/blog/ways-to-never-get-past-the-gatekeeper-on-a-cold-call) [![](https://www.prosalesconnection.com/hubfs/cold-email-marketing-mistakes-hero.png) ](https://www.prosalesconnection.com/blog/cold-email-marketing-mistakes-best-practices) [COLD EMAIL](https://www.prosalesconnection.com/blog/topic/cold-email) [EMAIL MARKETING](https://www.prosalesconnection.com/blog/topic/email-marketing) ## [17 Cold Email Marketing Mistakes to Avoid for B2B Campaigns](https://www.prosalesconnection.com/blog/cold-email-marketing-mistakes-best-practices) Email marketing in general can be tricky. Sending cold B2B emails presents an even greater set of challenges. At ProSales Connection, we've sent tens [Read More ⟶](https://www.prosalesconnection.com/blog/cold-email-marketing-mistakes-best-practices) [![3 Keys to Qualifying Leads During a Cold Call.png](https://www.prosalesconnection.com/hubfs/3%20Keys%20to%20Qualifying%20Leads%20During%20a%20Cold%20Call.png) ](https://www.prosalesconnection.com/blog/3-keys-to-qualifying-leads-during-a-cold-call) [COLD CALLING](https://www.prosalesconnection.com/blog/topic/cold-calling) [B2B MARKETING](https://www.prosalesconnection.com/blog/topic/b2b-marketing) ## [How to Qualify Leads During a Cold Call](https://www.prosalesconnection.com/blog/3-keys-to-qualifying-leads-during-a-cold-call) Relying on a cold call alone to qualify leads can be highly inefficient. Businesses that break down the process of determining fit, generating [Read More ⟶](https://www.prosalesconnection.com/blog/3-keys-to-qualifying-leads-during-a-cold-call) [![](https://www.prosalesconnection.com/hubfs/cold-calling-script-mistakes.png) ](https://www.prosalesconnection.com/blog/biggest-cold-calling-script-writing-mistakes) [COLD CALLING](https://www.prosalesconnection.com/blog/topic/cold-calling) [SALES](https://www.prosalesconnection.com/blog/topic/sales) [COPYWRITING](https://www.prosalesconnection.com/blog/topic/copywriting) ## [19 Huge Mistakes to Avoid When Writing Cold Calling Scripts](https://www.prosalesconnection.com/blog/biggest-cold-calling-script-writing-mistakes) One of the keys to success in appointment setting and sales is having the best cold calling scripts possible. [Read More ⟶](https://www.prosalesconnection.com/blog/biggest-cold-calling-script-writing-mistakes) [![](https://www.prosalesconnection.com/hubfs/New%20Project%20%2885%29.jpg) ](https://www.prosalesconnection.com/blog/prospecting-cadence-when-to-use-phone-email-social-media) [B2B MARKETING](https://www.prosalesconnection.com/blog/topic/b2b-marketing) ## [Prospecting Cadence: When to Use Phone, Email, & Social Media](https://www.prosalesconnection.com/blog/prospecting-cadence-when-to-use-phone-email-social-media) In the current environment of nonstop marketing messages, it has become even more critical for salespeople to develop a strong prospecting cadence to [Read More ⟶](https://www.prosalesconnection.com/blog/prospecting-cadence-when-to-use-phone-email-social-media) [![how to promote your webinar and boost attendance](https://www.prosalesconnection.com/hubfs/webinar-promotion-tips.jpg) ](https://www.prosalesconnection.com/blog/how-to-promote-your-webinar-increase-attendance) [B2B MARKETING](https://www.prosalesconnection.com/blog/topic/b2b-marketing) [CONTENT MARKETING](https://www.prosalesconnection.com/blog/topic/content-marketing) [EVENTS](https://www.prosalesconnection.com/blog/topic/events) [DEMAND GENERATION](https://www.prosalesconnection.com/blog/topic/demand-generation) ## [25 Ways to Promote Your Webinar and Boost Attendance](https://www.prosalesconnection.com/blog/how-to-promote-your-webinar-increase-attendance) Webinars are a popular marketing tool, with more than 80% of marketers surveyed saying they find webinars to be effective. Nearly 30% of marketers [Read More ⟶](https://www.prosalesconnection.com/blog/how-to-promote-your-webinar-increase-attendance) [VIEW MORE POSTS](https://www.prosalesconnection.com/blog/all) ### Subscribe now to receive relevant and informative B2B Sales and Marketing content! ## [**ProSales Connection, LLC**](https://www.prosalesconnection.com) [![youtube](https://www.prosalesconnection.com/hs-fs/file-1514256624-png/images/prosales-youtube.png)](https://www.youtube.com/c/ProSalesConnectionLLCSpring/featured)   [![LinkedIn](https://www.prosalesconnection.com/hs-fs/file-1518394222-png/images/prosales-linkedin.png)](https://www.linkedin.com/company/prosales-connection-llc)   [![Twitter](https://www.prosalesconnection.com/hs-fs/file-1518394227-png/images/prosales-twitter.png)](https://twitter.com/prosalescxn)   [![Facebook](https://www.prosalesconnection.com/hs-fs/file-1514256629-png/images/prosales-facebook.png "Facebook")](https://www.facebook.com/ProSalesConnection) [832.365.0730](tel:8323650730) [info@prosalesconnection.com](mailto:info@prosalesconnection.com) ## [Solutions](https://www.prosalesconnection.com/services-all) - [Sales Development](https://www.prosalesconnection.com/sales-development-services) - [Digital Marketing](https://www.prosalesconnection.com/digital-marketing-services) ## [Who We Help](https://www.prosalesconnection.com/industries) - [B2B Tech](https://www.prosalesconnection.com/b2b-tech) - [EdTech](https://www.prosalesconnection.com/industry-edtech) - [SaaS](https://www.prosalesconnection.com/industry-saas) ## [Resources](https://www.prosalesconnection.com/resources) - [Case Studies](https://www.prosalesconnection.com/case-studies) - [Blog](https://www.prosalesconnection.com/blog) - [Webinars](https://www.prosalesconnection.com/webinars) - [Podcasts](https://www.prosalesconnection.com/podcast) Copyright 2023    |    [ProSales Connection LLC](https://www.prosalesconnection.com/34y98234y234)    |    All Rights Reserved    |    [Privacy Policy](https://www.prosalesconnection.com/privacy-policy)