Consider the revenue possibilities if you applied proven techniques to boost the teamwork between your Marketing & Sales departments. What if you had ways to assess the potential of what’s already underway in your firm? Imagine if you had multiple ideas on how to better use your marketing budget. Those real world insights have been…
While there is usually more than one right way to do something, there is also more than one wrong way. This is definitely the case with staffing for lead generation. You can see disappointment coming when a firm posts a job opening and wants candidates who are “familiar” with various techniques. Online marketing is a…
1. Established companies releasing new products or services instinctively know to involve all departments for the many items requiring attention and preparation. If their past results were disappointing, then changes need to be made so the next opportunity is more rewarding. However, two other situations frequently get treated with less comprehensive readiness: 2. Established firms…
There are many variations of this comment. Your sales reps will be talking with a prospect about your product or service and they’ll be told: “We already own a product for that.” “I know a guy who does that.” “We’ve looked into that type of product, but didn’t find anything we’d use.” “Our CEO’s nephew…
There’s always a “hot marketing idea of the moment”. It could be a book you’ve read, the favorite idea of an executive in your firm or the guesswork that came out of a staff meeting you called to improve business.Here’s where you need to step back and approach this more logically. You’ll likely benefit from…
Your firm gets some percentage of its new business from referrals. For attorneys, it can be where an attorney who handles only DUI cases passes a client (Sam) who now needs a divorce attorney to one she knows handles those types of cases. When Sam’s divorce is finalized and a friend of his also needs…
1. More customers What type of referral program do you have in place? Most companies and sales people are terrible at getting referrals and it’s often because they don’t ask for them. There are all kinds of ways to get referrals. If you get serious about it, you’ll find that for every sale you get…
It doesn’t matter what the economy is or what type of business you have. There are three ways you can grow your business with the personnel you have in place: Get more clients. This is what most business owners spend all their marketing efforts doing. Get customers to spend more at time of purchase. Get…
Cutting costs does not lead to growth and boundless success. We’ve seen profitable businesses miss out on reaching levels that could have been multiples of their current sales levels, because the mindset was “save a dime” instead of “make a dollar”. Doing the things that drive more revenue is the formula for expanding your business….
If you’re like most business managers, you’ve probably reached the point where you accept the results you’re getting from your marketing and sales departments. Overall, you look for some amount of improvement each year, but on an individual basis, you’ve concluded that each person on your team is pretty much operating at maximum output. “She’s…
