The Competitive Advantage
November 5, 2019
For the past several years – at about this same time – I’ve written articles with tips & tricks for creating marketing & sales plans that help my readers get ready for the new year.
This year, I want to do something different.
We’ve all heard the definition of ‘insanity’… to keep doing the same things over and over and expecting the outcome to change. Sadly, that describes the marketing & sales efforts of a majority of the firms in our industry. So, maybe it’s time to shake things up.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
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
October 6, 2018
It’s getting to be that time of year when you’ll start thinking about and planning for 2019. And one of the first questions you’ll have to answer for your firm is, “What’s our revenue goal for next year?”
Traditionally – and unfortunately – this is answered in one of two ways:Continue Reading
July 31, 2018
While it’s only the beginning of August – and we’re all in the middle of the summer doldrums – now is the perfect time to start planning for 2019 and thinking about your marketing & sales for next year. Five months may seem like plenty of time to get ready… but you’ll get busy this Fall, and January 1st will be here before you know it.
So, block of a little time RIGHT NOW to start thinking about improving your marketing & sales efforts for next year. And the absolute best way to do that is to make sure you understand all of the things going on in and around your business. What you learn will form the foundation for making smarter marketing & sales decisions next year. To help, here are 6 suggestions to get you started…Continue Reading
June 26, 2018
We’re halfway through 2018… how are you doing so far?
Like taking your car to the mechanic every 5,000 miles, halfway-through-the-year is a good time to “look under the hood” of your sales & marketing efforts to see how you’re really doing. If your “engine” is running smoothly… great! If it feels a little rough… it might be time for some ‘tweaking.’ And if it is, we hope this 3-Point Tune-up will help.Continue Reading
May 27, 2018
Those who are regular readers of my content have heard me say (on more than one occasion), that “Market Research is an industry that does not embrace marketing and sales”… particularly among agencies and consultants. And when these firms do decide to execute some business development efforts, they often just execute. There isn’t a lot of thinking or planning that goes into it… in reality, they’re just “winging it.”
Why does this happen? Why do the smart people at these firms not invest the time upfront to help ensure better results on the back end?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