The Benefits Experts Receive from Writing Articles (Yes, it Matters)

When it comes to corporate communications, the writing is on the wall. Companies and their top managers need to develop a top-down approach to their online business, including social media, or find themselves left in the dust. The data supports this suggestion.

Topics: Brand Management Strategy Inbound Marketing

The Reality of What’s What – Branding, Social Media and Humans

A hundred goals (maybe more) exist in the heads of those who are going bigger, conquering the world or changing the community. It can be difficult to line up the goals swirling in their heads. These goals are in the same mind soup, side by side with ‘old truth’ vs ‘new truth’, rumors, advice from future experts, news, big data, and ideas from a bestselling book.  (With potential distractions from ‘competitors’.)

As a result, the goals are not always aligned, and it is tempting to get ‘speed think’, make a decision now to get things done.

Today we want to remind you that ‘It is still a pig”, and a few other observations to keep it real for you about branding, social media and humans.

Topics: Brand Management Strategy Brand Integrity Social Media

21 Revenue Strategy Examples to Kickstart Your Revenue Growth

Aka: Revenue Strategies - the Foundation for CRO Success 

In a recent confidential interview, a CEO shared his thoughts about the next 12 months:  "We believe we will achieve our revenue and profit goals over the next 12 months with our current resources. We have the right team, the latest software and tools, effective processes, remarkable products & services, strong branding and a unique value proposition." He went on to admit “… but we are not achieving our revenue and profit goals and we are still unsure why.”

The proper revenue strategy aligns marketing, sales, and customer experience teams around a singular goal: drive profitability. Without a strategic roadmap, healthy and sustained growth simply cannot flourish, which is why organizations put so much emphasis on the planning process. In fact, studies reveal that tightly-aligned sales and marketing functions result in an average of 36% higher customer retention rates and 38% higher sales closing rates, than their more loosely aligned counterparts.

Unraveling such a puzzle to understand what is ‘broken’ has us first visiting the revenue strategy. Choosing a revenue strategy impacts all other aspects of planning and whether goals are achieved.

Topics: Strategy Strategic Revenue Growth Planning

A Missing Foundational Element for Revenue Growth

Sustainable long-term growth in any organization requires meticulous planning and execution. However, many organizations fail to plan appropriately at the inception, resulting in haphazard roadmaps, mismanagement of resources, and stymied growth.

But planning is not overlooked because management thinks it is inconsequential – it is most often subverted because it is simply difficult to do correctly.

Topics: Strategy Strategic Revenue Growth Planning

Sales and Account Development: How to Build Profitable Client Relationships

Account development is the smartest path an organization can take to increase profitability. This approach utilizes existing clients as assets to generate revenue, rather than requiring marketing teams to generate more leads or sales teams to convert more leads. The result is a viable roadmap for long-term growth rather than a short-term surge.

However, like any other business endeavor, internal and external barriers can stymie the success of any account development plan. Recognizing these obstacles upfront gives an organization a chance to sidestep their effects before they can impede effective implementation and execution.

Topics: B2B Sales Strategy

Types of Sales Distribution Models & Capitalizing on Missed Opportunities

The bottom line success of your business hinges on its ability to execute the sales that will generate revenue. Developing a reliable means of reaching clients is a challenge for many sales and marketing managers. The way that you choose to communicate with clients and sell your products or services is reflected in your choice of sales distribution model. Unfortunately, picking the wrong strategy could impact your bottom line, requiring that you re-assess those missed opportunities for the sake of your long-term survival.

Topics: B2B Sales Strategy

Using Project Management for Successful Client Development

It's no longer enough to simply target your chosen customers and hope for the best in this competitive environment. Any B2B enterprise that wants to grow and remain a going concern has likely woken up to the reality that the landscape has shifted. To stay ahead of the competition, you not only need to create distinctive value and experiences for your clients, but you also have to approach everything you do in the most pre-planned way possible. This is where using project management for client development can put you ahead of the curve.

Topics: B2B Sales Strategy

7 Unique Value Proposition Examples

Value propositions are a little like wine – there is a vast difference between good versions and bad versions, but many people cannot discern the nuances that go into crafting the best.

As the name would imply, a value proposition is a statement that conveys the benefit that a product provides to consumers. However, an effective value proposition is more than a statement of value. The best value propositions also:

  • Make a credible promise to consumers
  • Solve problems or help attain aspirational goals
  • Differentiate products from competitors
  • Provide quantifiable benefits
  • Persuade consumers to take action (purchase, donate, etc.)

Unfortunately, instead of using this powerful tool to drive profits, many organizations end up with lackluster value propositions or overlook them altogether. Businesses in highly competitive industries are particularly vulnerable to falling flat with their value propositions because they are forced to contend with many competitors for the same audience’s limited needs.

Topics: Brand Management Strategy