The Competitive Advantage
October 26, 2021
Last week, I wrote a blog post about the Marketing Trifecta… the three fundamental marketing things you need to do to help grow your firm. In this post, I want to talk about the Sales Trifecta… yep, you guessed it – the 3 selling things you must do if you have sales responsibilities for your firm.Continue Reading
October 19, 2021
In my last post, I wrote about a few different things I would recommend to help you in preparing for putting together your 2022 Sales & Marketing plan. I’ll assume you’ve done all those things (wink-wink), so now, I want to explore the implementation of your plan, particularly on the Marketing side; we’ll talk about Sales implementation in the next post.
Look around… there are a thousand different ways – especially in light of all the technology available to everyone these days – to implement your marketing. But I want to simplify it for you. In fact, not just simplify it, but let you know that this can be done for no (or almost no) cost!Continue Reading
October 5, 2021
As we get into the fourth quarter of 2021, many of us will start looking ahead and planning for next year. But before you gather the team around the table to work on your 2022 sales & marketing plan, there are a few ‘action items’ you might want to implement first… to make sure your plan is optimized for revenue growth.Continue Reading
September 21, 2021
I’m a bourbon drinker. But sadly, this blog post isn’t about bourbon… it’s about CX – the customer experience.
As a bourbon drinker, I have gotten into the habit of sending bottles of bourbon as gifts to clients. And I’ve been using a website called ReserveBar.com to do it.
It’s a really easy site to use… to find the particular product I’m looking for and to have it sent. But recently, I had a problem with a purchase there.Continue Reading
September 14, 2021
Most every firm I’ve spoken with of late is doing pretty well – business picked up in Q4 of last year and continues to be strong. And while some experienced a bit of the traditional summer slowdown this year, nearly all are expecting a very strong fourth quarter again. And that’s great! We should all enjoy and benefit from a strong business environment.
But there will be a downturn in business at some point… no one is sure when… but it’s coming. It always does. Are you preparing for it now?Continue Reading
August 31, 2021
Do a quick favor for me and read through the following statements (taken from actual websites in our industry)…
- “Every project that comes through our doors gets senior-level attention every step of the way.”
- “[We are] committed to working with clients to identify the right solutions to their specific challenges.”
- “[We are] a full-service custom research firm that develops long-term partnerships with its clients.”
- “We know how to truly listen and collaborate – so you gain a partner, not just a vendor.”
- “We consult with Clients to translate what consumers say and do into insights and actionable recommendations.”
I’ll bet I’m not going too far out on a limb to say that your firm’s website likely contains several of the same sentiments, maybe using almost exactly the same words.Continue Reading
August 17, 2021
There are three primary categories of information that impact your marketing & sales strategy… your Company, your Clients and your Competitors. The ‘3 Cs!’
If I were to ask you what’s going on with your Company… you’d probably tell me about your experienced team, your products and services, revenue numbers, industry trends, and so on. If I asked about your Clients, you’d probably tell me about the markets or industries you serve, how they’re using your services, who your Top 10 clients are and the buyer persona you target.
But when I ask about your Competitors… I’m likely to get a shoulder shrug. Or a comment like, “all firms in the industry are my competition,” which somehow – in your mind – absolves you of having the need for any real knowledge of what and who you’re competing against. That needs to stop.Continue Reading
August 3, 2021
Welcome to the third and final installment in this series on hiring your first sales rep. In Part 1, we focused on getting ready internally for the hire, with an emphasis on culture, structure and compensation. Last week, in Part 2, we explored the actual hiring and training of that new rep. In today’s post, we talk about how to best support your first sales rep – the investments you’ll need to make on their behalf and how to best manage them for maximum results.Continue Reading