Blog

Fundamental Issues in Sales and Marketing

 Sales, Marketing, and the Business

SALES ISSUES:

1. Topline is stagnant

2. Margins are declining

3. I have unpredictable revenue

CURRENT MARKETING TACTICS:

1. Tradeshows

2. Begging PR for mentions

3. Organic social posts

4. Weekly blogs (for their SEO)

5. Supporting the sales team with materials and proposals

6. Monthly email newsletters to one audience, just whoever is in the existing database These tactics all occur in silos, without a holistic strategy.

Many tactics are missing or mis-prioritized.

BUSINESS SAYS:

They say things like: “We’re a relationship business.” “But we have a blog! That’s all we need.” “Oh, Facebook ads? Those didn’t work for us (hmmm wonder why? I imagine the buyer understanding, content, and multi-touch wasn’t in place)” “Hubspot doesn’t work. We tried that” (the tool is NOT the fool)

FUNDAMENTAL ISSUES:

1. Short-term focused

2. Lack of skills or understanding of how to re-engineer their sales and marketing strategy

3. Fear of lack of ROI -Loss aversion

Read more like this

B2B Sales Turnover is 35%

Blog B2B Sales Turnover is 35% What can we do about it?  According to the Bridge Group, B2B salespeople turnover is 35%. While some turnover can be good, 35% is not sustainable and indicates there’s a problem. Many of the people surveyed said burnout was one of...

PLAYBOOK: Value Prop Testing

Blog Playbook: Value Prop Testing  Familiar with this business? - Growth from referrals has reached a plateau. - Cold calling doesn't work like it used to. - Haven't effectively hit the market proactively with their message yet. - Not sure what value prop will...