The Competitive Advantage
December 22, 2018
Over the past 6 1/2 years, we’ve published more than 350 articles in this blog… with close to 50 of them in 2018. And, not surprisingly, some enjoy much higher readership than others. So, in case you missed them earlier this year, listed below are the most widely-read blog posts from 2018. Enjoy!Continue Reading
December 4, 2018
The first in a 5-part series on marketing & sales for ‘seasoned’ professionals.
I’m really lucky. I get to work with small business owners and managers all across the country. And many – if not most – are my contemporaries… same age range (50s-60s), same stage of life, same stage of business, etc.
And one of the obstacles I face is that these ‘old’ people (I’m 60 – so I’m allowed to say that!) have a blind spot when it comes to marketing & sales. They often don’t want to do it, don’t like to do it or don’t know how to do it. Yet, oddly, they do know that some kind of marketing & sales effort is important to their business.
It’s for this group that I’ve decided to write this blog series addressing the most common questions I hear from this ‘veteran’ group…Continue Reading
November 27, 2018
When you think about the growth of your company, 99% of the time, you think about how to increase revenue for your core business. That is, how do you sell more of the kinds of products & services you’re already selling to more of the kinds of clients you’re already selling to? And you should think like it… that is your business, after all.
But before you set in stone your growth plans for next year, you need to consider two other ways to grow your business.Continue Reading
October 23, 2018
Here are 8 new ideas for 2019 to make sure you’re not crazy!
It’s almost the end of 2018. Stop what you’re doing for just a minute and take stock of the year that’s winding down. Have you grown like you wanted… acquired as many new clients as you hoped… launched that new service line you were planning on?
If you answered ‘no’ to any of those questions, then the immediate follow-up is, “So, what are you doing about it?”
And if your answer to that is “I don’t know,” then consider the accepted definition of insanity: “To keep doing the same things over and over… and expecting the outcome to change.”Continue Reading
September 26, 2018
Webinars continue to be one of the most effective marketing channels in the B2B space. Done right, they can help to establish [and cement] your position as a Subject Matter Expert (SME), define your competitive advantage in the marketplace, build awareness for your firm and – maybe most importantly – generate and nurture qualified sales leads.
But, webinars have more ‘moving parts’ than most marketing tactics. So, to ensure success when you’re delivering them, follow these 7 guidelines (in no particular order, except the first one!):Continue Reading
August 21, 2018
For years, I’ve said that ours is an industry that does not embrace sales & marketing. And even for those firms that employ marketing, rarely do they have anyone dedicated to selling.
Forgetting for a minute the incorrect assumption that, “Selling doesn’t work for a firm like ours,” when asked about it, the response is often, “We don’t need sales… we do marketing.”
Seriously?! Let’s think about that for a minute…Continue Reading
May 16, 2018
I got into a “passionate” discussion last week with a client about sending handwritten thank you notes, especially at the close of large projects.
I argued for them. I like the personal touch… and think that a handwritten note of sincere gratitude, thanking a client for their business is a good and appropriate thing to do. To my way of thinking, if a client spends $50,000 with you – or even $5,000 – I don’t think it’s asking too much to take five minutes out of your day to write and send a note.
For all the tools, techniques and technologies we employ, I believe we are still in the “people business.” And that well-written thank you notes (something, by the way, that your competitors are unlikely to do) are a real H2H (human-to-human) touch point.
One of my client contacts took the other side of the ‘discussion’… with equal fervor.Continue Reading
May 7, 2018
We hear it all the time… “Marketing is so different compared to the way it used to be.” Or, “Marketing is changing so fast that I can’t keep up.” And you know what? Both statements are true.
Think of all the technology-driven tools, developed in just the past few years, that have impacted the way we work: marketing & email automation, social media, CRM and SFA, data & analytics, SEO and – more recently – chatbots, AI and blockchain. In fact, there are more than 5,000 (!) software platforms and apps purpose-built to support marketing and sales. (Want to see them? Click here: https://cdn.chiefmartec.com/wp-content/uploads/2018/04/marketing_technology_landscape_2018_slide.jpg)
It’s mind-numbing!Continue Reading