One of the keys to strategic marketing is to make the best use of your limited resources for the greatest results. One of the most powerful drivers of marketing results is to define your ideal clients precisely.
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The best way to show how this works is to take you along on my latest journey to do just that for the online marketing services portion of our business.
A good strategy is just as much about what you will not […]
In rehab, you engage with experts and specialists to get through the first few stages of recovery. You can also speed it along by outsourcing to clinics outside of the public health care system.
At some point, you have to do some of the work on your own. If the exercises are too complicated or time-consuming, most people won’t do them.
So here are some simple but powerful exercises you can do to rehab your business. You will get stronger faster, by pushing the exercises […]
For most Oil and Gas (O&G) service companies, marketing works like this. You put money into it, and if it works, you get some leads. Marketing is an ongoing expense instead of an asset. Stop spending, and you stop getting results.
Sales work much the same way. The biggest difference is it is primarily composed of people. If customers are spending somewhere and you want more sales, you either motivate your sales team a little more or hire additional sales people.
There are two common types of sales people everyone talks […]
Ultimately buyers are responsible for making wise purchases. However, they usually need help. That is your opportunity to guide them through the buyer’s journey.
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When buyers don’t know how to differentiate their vendors or the solutions they provide, they focus on price.
It is easy to blame vendors for not making things clear in their marketing and sales literature. How many buyers know what questions to ask a supplier, so the important differences are evident?
To get […]
What are you doing to innovate how you market and sell your products and services? If you are trying to survive and even thrive at today’s oil prices, these two functions are the key to competing and staying profitable.
When times are tough it is tempting to play a safe game. You might want to reconsider that strategy to win in business.
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In tough times, it is tempting to tighten the belt and keep doing what you do.
Our natural inclination is to reduce the bigger risk by taking fewer risks at all; to seemingly play it safe. If you are the sole breadwinner it feels like every business mistake is taking food out of your family’s mouth.
So we get paralyzed with […]
In this guest post by Certified Go-Giver Coach and Business Growth Authority Doug Wagner, you’ll learn how to move the selling process from non-productive to very productive…through a simple crossing of the bridge to value. Powerful!!
Enjoy Doug’s wisdom! – Bob Burg
I was conducting some sales training over a period of 3 days this past fall and observed something happening repeatedly during the practice sessions. When I reflected on my own […]
As per the last two posts (The Value of a New Customer and Marketing Budget 101) I talked about one way of determining your marketing/sales budget.
If you want a simpler method, allocate a percentage of total revenue.
Now the question is where to spend your money for maximum effect.
There are basically four sources of future sales:
You will want to allocate funding (or effort) to […]
One of things you need to do for your business is to determine the lifetime value of a customer or client. This is the lifetime income from that customer to your business and should include factors such as:
Now determine the fixed and variable costs in delivery your product or service. Fixed costs are those that you have regardless […]