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CREATE A PROFIT POWERHOUSE Align Sales with Marketing to Maximize ROI
“I don’t understand it. We’re spending more on marketing, but not getting
real growth in sales.” Dick Jerrod, president of the company, frowned as he
addressed his management team. They were gathered in the conference room.
Sherry Martin the CFO spoke up first. “We should look for ways to improve
productivity. How can we spend less and get more?”
Bud Shipp, Vice President of Sales, answered. “It’s just like Joseph
Wanamaker said a hundred years ago. Half the money we spend on advertising
is wasted, but the trouble is we don’t know which half.”
“In this down economy, we better figure it out.” Dick let his demeanor speak
for his determination.
Troy Watkins, Vice President of Production, said “I have an idea. Let’s look
at the buyer’s thought process when they make purchasing decisions. Armed
with that information, we can be sure our sales and marketing efforts fit.”
Troy had the right idea. Understanding how customers decide to buy and what
they need to know to make the decision helps you spend marketing dollars
wisely and increases the odds of closing sales. Inside your company, the
goal of marketing is to match people with products, to acquire customers and
keep them. The goal of sales is to persuade someone to buy today.
To finish How to Align Sales with Marketing to Maximize ROI click here.
We have 5 brand new copies left, still in original shrink wrap,
delivered to you for only $65.90.
USA
Maxwell Sackheim
- The Man Who Revolutionized 20th Century Mail Order Advertising!
- Originator of Book-of-the-Month Club and the Negative Option Plan!
- Member of Copywriters & DMA Hall of Fame!
- Past NMOA Advisor!
14 Tips for Small Businesses to Thrive
in a Down Economy
If your thoughts are primarily fear based, if you’re envisioning the worst
for yourself and your business, if your conversations are focused
predominately on bad news, then you’re seriously impeding your own success.
Instead of giving succor to all the negative blathering, buckle down and
determine to take three actions every single day to improve revenue! Here
are some suggestions.
1. Don’t you DARE Pick up that Phone Unless it’s to Generate Business! Be
ruthlessly disciplined about generating business as JOB ONE. Any activity
that doesn’t secure new business should be delegated, or done during
non-business hours. Prioritize everything else around this fundamental
principle. During business hours, dedicate yourself exclusively to building
your business.
2. Virtually Stalk your Prospects: Describe your ideal client. What types of
organizations do they belong to? Join them. What kinds of publications do
they read? Read them. What types of events do they attend? Attend them.
Differentiate yourself with detective work about your targeted prospects.
Research them; tap your network to learn more. This information helps warm
up cold contacts, sets you apart from the most others who won’t go to this
much effort.
To read the final 12 tips for how small businesses can thrive, click here.
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