Our recent blog on the three elements of a lead generation campaign features a section on the 4C's of which content is the most important. Content strategy must be accomplished through very specific forms of content, not simply through sheer volume. The content must also reflect a strategically laid out marketing plan. "Every business is now a publishing business, so you must start to think like one," says John Jantsch, a renown marketing consultant to growing businesses.
One of the things that most researches will agree upon is that in the know, like, and trust battle, it usually takes six to ten contacts or instances in which somebody reads about you (advertising), or hears about you (public relations), or is referred to you before they really can start the know, like, trust then buy.
Just as this is the time of year for making New Year's resolution, so also it is the time for the annual marketing and sales plan redo.
Unlike the personal New Year's Resolution there is a way to assure annual business plans are kept.
Secret: Make the marketing and selling plan simple enough to live by every day yet comprehensive enough to move you towards your vision based around one simple rule. Now your annual plan becomes a dynamic tool for success.
Rule: It all starts with strategy before tactics. During the day, before you start working on a tactic (blogs, email, sales calls, social media, etc) ask yourself, "Will what I am about to do help accomplishing a strategy." Strategies lead to accomplishing a goal which leads to achieving your visions.
A properly designed sales presentation used in the buy step, gives you control of the information presented, reduces the time to close, sets the stage for installation.
The Sales Presentation is a natural segue to starting a new client phase from the discovery step where you established the fact that...
...the prospect appreciates your value to their firm as elaborated in the previous marketing steps of the HourglassSM,
Whether interviewing a found talent or an open position candidate, a defined interview process will pay back dividends as opposed to treating each Interv
Chasing that elusive next step in revenue generation ultimately leads to increasing feet on the street. You may be considering your first foray into managing a salesperson, or you may be moving to your third or fourth sales type, or maybe you've progressed to the point where you have a sales force with a sales manager in place and the dream now is to go regional, national or global.
Recruiting a savvy sales staff relies on you creating a corporate culture that makes business exciting, challenging and rewarding for employees. Additionally, people are not attracted to a boring business so you must find those several items that differentiate your firm from others in your industry.
To Increase Sales you must first start at the basic level. Sales Performance Measurement can tell you a lot about where your clients are coming from and how they are converted from a lead. First it's a name, then it becomes a lead, then a suspect, then a prospect and finally a client.
Effective marketing plans are some of the most improtant tools when it comes to any business. Even in this economic downturn, with minimum cost, a business can still create an effective marketing campaign. Marketing, Sales, Revenue Generation is an investment and needs to be treated as such in a down economy.
I hear business and professional people talking about how they are cutting back here, slashing there, making do, generally saving on expenses every way they can. Its a sign of the times. Sadly, all too often some of the money they are so proudly saving comes from reducing the marketing plan and sales budget.
Super Charge Your Revenue Generation goal for 2012 with new thought on developing your marketing and sales strategy. Start off the new year by getting your strategic sales performance plan ironed out in December.
A properly designed sales presentation used in the buy step, gives you control of the information presented, reduces the time to close, sets the stage for installation. 
