Kim Mason - Sales & Marketing Consultant

I'm Kim Mason - a freelance b2b sales and marketing consultant based in Hampshire.   People hire me to help their business get more of the right, new clients.   Read on to find out about the different ways I work with clients - and about the articles and posts that I write for anyone who wants to learn more about B2B sales and marketing through reading.

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Sales and marketing strategy

Getting your sales and marketing strategy right is the starting point for all your activities.

It's your strategy that sets your overall direction and helps to makes everything else clear. It typically defines your mission and goals; your expert niche or positioning; your customer groups; how and why you're unique and different from your competitors. For some firms, company culture and values are a vital part of their strategy.

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Sales and marketing support

Not every firm has B2B sales or marketing skills in house. Especially SMEs. They are often specialists or experts in their own field. They are usually heads down, busy looking after their own clients.

But all of my clients do want to build their business. They'd like to become better known in their industry. They want more customers of their own. Customers that they can do their best work for. Customers that are profitable, a pleasure to work with. Customers that pay the bills on time because they've found their perfect supplier. A well-planned sales and marketing strategy gets you there.

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Coaching and mentoring

You may have a marketing executive or business development resource in your team already. They may be a brand-new hire, or an experienced hand, familiar with the company and its services. Or you might be thinking about recruiting someone junior. Someone to develop and take on your firm's sales and marketing.

Whichever situation you're in, a B2B sales and marketing mentor like me can help. I can kick-start your sales and marketing strategy and run a particular project. Or help guide and advise your internal resources on a light touch, ongoing basis.

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Latest Articles

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Focus on new business when you’re profitable (not desperate).

Author: Kim Mason
Date: 4th February 2015
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One of the first things I learnt is that businesses often start focusing on acquiring new business far too late. Don’t wait till it’s an emergency. Too late is when one client is responsible for over 50% – or even over 75% – of your total revenue, and after years of plain sailing, there’s a glitch in the relationship and you have…

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Converting cold prospects into warm leads (with confidence)

Author: Kim Mason
Date: 5th March 2015
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One of my clients asked me yesterday if I could help her specifically with converting cold prospects into warm leads. I’ve been working with her business for a few months around their wider marketing and new business strategy – and the question came up as we’re about to move into the tactical stage. Her actual question – verbatim – was this. “Might you be…

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Be client curious – improve your client development to win more business

Author: Kim Mason
Date: 16th March 2015
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Having written about why it’s so important to focus on acquiring new business when you’re profitable – and by new business I mean clients you’ve never worked with before – it seemed like time to write about client development, and share a surprisingly effective and simple tip on how to improve it. Client development should be ongoing, continual and as…

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Free Sales & marketing guides for SME's

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Get out there and find new clients – a how to guide

Fear not! I am about to suggest that you get out there and start attending networking events, exhibitions and other sales events. But I’m going to show you how to do it in a way that is a) painless, b) helpful – no selling or cringing with awkward embarrassment and c) super effective.

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My top sales and marketing mistakes – and how NOT to repeat them

My top mistakes explained - so you don't repeat them ! Maybe you’ve invested in marketing activities you knew a bit about, but they’ve turned up nothing. Or you’ve hired a big-hitting sales resource, but have a feeling they're approaching it in the wrong way.

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Get clear on your positioning, mission and messaging

Positioning, mission and message. These are some of the most important aspects of business growth. The fundamentals and foundation of what you do. But often one of the most neglected too.

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