Constructing Insight

Partners in Excellence

Marketing people are busy building messaging programs around our Insights. Sales is impatient for marketing to deliver their polished presentations, then they rehearse diligently to create commercial teaching. We don’t deliver Insight, we Construct Insight.

Construct Your Own Action Plan to Increase Sales Part 1 of 4 Parts

Increase Sales

Before constructing an action plan to increase sales, consider the sage words of President Eisenhower: “Plans are worthless; planning is everything.” Market place. Marketing is the first phase of the sales process.

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Construct Your Own Sales Goal Plan Sheet Part 1 of 4 Parts

Increase Sales

To start the construction of your own sales goal plan sheet begins with these three presumptions: You have invested the time to construct an overall strategic action plan even if you are just a professional salesperson.

Jonathan Farrington's Blog ? How To Construct and Implement a.

Jonathan Farrington

How To Construct and Implement a Successful Business Development Strategy. Whilst I very much hope that the super-efficient amongst you had your strategy for 2012 signed off long ago, it may just be that some of you are still in “construction mode” so this will help….

Most Market Share Battles Are Lost, Not Won

Pointclear

Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies. They have a great product for the industrial marketplace (construction, mining, etc.). They are not marketers either.

Smart Marketers Acting Stupidly

Partners in Excellence

Before I go any further, I know there are some detractors out there who will claim, “Smart Marketers,” is an oxymoron–something like military intelligence or sales professional (I tossed that in out of a sense of fair play.). I know the CMO and many of the marketing people.

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Unite to Magnify Your Marketing Message

Increase Sales

” For a small business owner this is very true especially with it comes to magnifying one’s marketing message. From that handout, we created a series of tweets and other social media marketing messages to start promoting the event as well as each other.

Marketing, Sales, and the Power of the OOCH

Smart Selling Tools

The subjects of both books are decidedly applicable to the field of Sales and Marketing. To “ooch” is to construct small experiments to test one’s hypothesis. I’m sure that there are many ways that ooching can come into play in our marketing and sales strategies.

Let’s discuss the Energy Star Multifamily High-Rise Program

Increase Sales

In a construction market that has been slowly recovering since the end of The Great Recession, multifamily housing has been the brightest star. The demand for rental housing has been on a steady climb since 2004 (Source: Freddie Mac

Marketing Goal Worksheet Works with Your Marketing Action Plans Part 2

Increase Sales

Now that you understand what a marketing goal worksheet looks like and how it works. The next questions is: What do your marketing action plans look like? . Years ago, small businesses essentially had only one marketing action plan.

Why Cost Efficient May Not Be Cost Effective Marketing

Increase Sales

To accomplish this homestretch run requires getting the word out through cost effective marketing. ” What this individual was hoping is that I would bite on this marketing message because of this phrase “very cost efficient advertising.”

7 Steps to Developing an ‘A’ Player Profile

Sales Benchmark Index

Developing an ‘A’ player profile is a direct result of aligning your talent strategy with your corporate, product, marketing and sales strategies. Simply put, you cannot construct an ‘A’ player profile without strategic alignment.

The Handshake That Can Rock the World: Sales and Marketing Unite

Sales and Marketing

The tug of war between sales and marketing is real, and it cripples productivity. At the same time, marketing and sales are ultimately after the same thing, and each side often looks to the other to help meet mutual objectives: business growth and ROI, to name a couple. So ask yourself, as sales and marketing pros, can we put our individual, temporary needs aside to see the bigger picture and end the rift? Author: Anna Fisher There’s no going around it.

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Madness Magnifies Marketing Malfunctions

Increase Sales

There are also marketing malfunctions where individuals with questionable business ethics prey on small business owners and salespeople. Earlier today I wrote about how marketing gets a bad rap specific to a very poorly constructed email message that I had just received.

Account Based Marketing for Lead Development Quality, Not Quantity

Sales and Marketing

Author: Senraj Soundar, ConnectLeader Founder and CEO ABM – account based marketing – is the most-talked-about strategy right now in the B2B world. According to Forbes: 80% of marketers measuring ROI say that ABM outperforms other marketing investments. 84% of marketers said that ABM had significant benefits to retaining and expanding existing client relationships. This is why marketers want to find new ways to locate a greater number of high-quality leads.

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Small Minds Inhibit The Influence and Power of Social Media Marketing

Increase Sales

Here in Northwest Indiana, there are now two local social media marketing campaigns. Marketing is all about attracting attention. Sure those local small businesses directly associated with any marketing effort receive the biggest attention or have the largest river, but with social media that attention is diverted into a plethora of different streams (think tributaries) that touch many otherwise untouched, unnoticed small businesses.

Another Monday Morning and Your Sales Game Plan Is?

Increase Sales

Review and update your marketing goals – 1 minute. Not really sure how to construct your sales game plan? Sales Coaching marketing goals personal goals planning failure sales game plan sales goals sales opportunities weasel wordsMondays come and go along with all the sales opportunities they hold. When you have a sales sale game plan, there is a far greater likelihood of capitalizing on those sales opportunities.

What Wasted Time Actually Reveals

Increase Sales

This email marketing and time management research also suggested that 30% of those surveyed check their email in the morning while still in bed. Yet we feel emotionally satisfied that we are doing something constructive.

The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How

Pointclear

I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. You’ll also want to pull engagement reporting out of your marketing automation platform and CRM. Marketing & Sales Alignment

Customers — Easier To Reach, Harder To Influence

Pipeliner

Generic sales messages have been being hurled at us for years by marketing and sales gurus. Rather than seeking out or creating specific targeted audiences, then crafting and sending appropriate messages to them, marketing has been somewhat hit or miss. Prior to the advent of digital marketing, salespeople tried to create value for prospects through demonstrations, networking and print advertising. Sales & Marketing Alignment For Sales Pros

My Clients Want to Work with Me Not the Queen’s We

Increase Sales

Funny when starting out my executive coaching and corporate training practice, I received marketing advice about using the Queen’s We because it made my sole proprietorship to appear bigger than a woman or one man show.

Sawbucks Are Better than Free

Increase Sales

In education based marketing, many small business owners to savvy entrepreneurs engage in free offerings from assessments to actual consulting time to marketing webinars to sales training coaching workshops. Have those from your email marketing lists bought from you?

Pick Up The Damn Phone!

Partners in Excellence

I can take my time, constructing the right response. Busyness Communicating Execution Lean Sales And Marketing Results Sales and Marketing Tools Time Management Trust

Build Trust Not Fear With Your Marketing Messages

Increase Sales

This appears to be a common marketing strategy for some retail businesses including car dealerships. An effective (think good) marketing message can increase the want or desire to pull the trigger on that buying decision. What such marketing messages do deliver is distrust.

7 Tips to Real Estate Agents’ Success

Increase Sales

3 Tip – Research Your Market Plan. Invest the time to do your research specific to your marketing plan within your strategic action plan. Time spent in constructing your marketing plan is definitely well spent.

CMO Secrets to Impacting the Sales QBR

Sales Benchmark Index

World class B2B marketing organizations actively engage in Quarterly Business Review (QBR) meetings. For many marketing leaders the sales team’s QBR is an afterthought. Tenured B2B Marketing CMO''s look forward to the mid-year QBR like one desires a root canal.

When Will We Stop Thinking Our Customers Are Stupid?

Partners in Excellence

I’m beginning to think far too many sales and marketing people think customers are stupid. ” Accompanying the statement was a chart displaying research data looking at the % of revenue influenced by social selling across various industry/marketing groups.

The Intersection Of Seth Godin And Challenger And Insight Driven Sales

Partners in Excellence

I’ve been toying with the idea of customer readiness or customer maturity in delivering insight, but haven’t found a construct to explain it until reading Seth’s post today: “How Idea Adoption Works.”

Sales 38

What’s The ROI Of Stupidity?

Partners in Excellence

It’s through thoughtful conversations that we have with customers that help them do this–constructing great value in the process. The alternatives are going out of business–being lost because we became irrelevant to our customers and markets. I wrote, How Can We Deliver Insights Without Critical Thinking Skills? Along with Mike Kunkle’s 22nd Century Selling Skills presentation, it’s stirred up some interesting discussions.

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Stop Nurturing Me!

Partners in Excellence

“Nurturing” has become the big buzzword of content marketing. Marketing wants to develop a “relationship” with customers. Marketing wants to continue to “touch the customer” maintain contact and awareness.

Snake Oil Salesmen Are Alive and Very Busy

Increase Sales

As I sat in a workshop, Get Online Indiana , sponsored by Google and Senator Dan Coats of Indiana, the presenter who worked for Google called out these types of marketing firms. Sales business growth increase sales Internet marketing sales training coaching small business snake oil salesmen

Three “Lies” That Plague B2B Businesses Today (Part One of Three)

Pointclear

Marketing and sales are aligned. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Matt Heinz, Heinz Marketing , President. I will admit that there are now other channels to get to customers, the most notable being any number of well-constructed, funded, staffed, and executed social programs. Cold calling is dead” is as big a lie as “outbound marketing is dead.” B2B marketers ignore it at their peril.”.

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The Anvil or Ladder Approach to Sales Training

Increase Sales

Third, an anvil is usually constructed from the same materials. Their physical shapes have changed over the years and are now constructed from a variety of materials. When sales training is examined, much of it is more anvil in construction than ladder. Once again, the curriculum is pretty much the same old stuff and does not reflect what is happening in today’s market place.

Work Life Integration vs Balance, There Is a Difference

Increase Sales

Yet for me my mental development, learning more, reading more, in many instances is much more about my professional life than personal life and is part of my marketing, sales and innovation aspects of my business. With so many businesses being directed by sole proprietors (78.2%

Why We Have Fewer Choices In A World Of Wider Choice

Partners in Excellence

We can construct contexts based on what our customers do, that become increasingly narrow–all in the hope of being more relevant, impactful and meaningful to our customers. We do it to ourselves naturally–we analyze our markets, our customers, our industries.

Another One – Email Marketing Message – Bites the Dust

Increase Sales

Every day my inbox is crowded with poorly constructed email marketing messages with everyone looking to sell me something. These folks are still engaged in product based or sales based marketing instead of education based marketing. Here is the email marketing message I received with my initial gut reaction in red. Features & Benefits - (I could care less and this is old school marketing,). Credit www.sxc.hu.

Sales And The Zombie Apocalypse

Partners in Excellence

In-boxes are filled with poorly constructed emails, customers are robo dialled endlessly, customers are inundated with “helpful” offers on every social media channel. Recently, I was having a conversation with Robert Racine about the state of sales management.

Do Generational Differences Matter in Account Based Sales?

No More Cold Calling

It took another decade for marketers and the media to up-spin Millennials, whose birth years fall within the range of 1982-2004 as “ the next greatest generation ” and begin focusing all their efforts to woo these limelit consumers, voters, and likers.

Imagine This Truly Forward Thinking Sales Kick Off Meeting

Increase Sales

Why this approach is forward thinking is because most sales kickoff meetings ignore these three motivators especially autonomy as goals are not a choice, but constructed by the sales manager or SMB owner. A new quarter is quickly approaching.

What Are Your Action Plans to Increase Sales?

Increase Sales

Then comes the marketing plan followed by the sales action plan. Triage Business Planning was constructed on having several action plans to increase sales and overall business growth.