My clients usually come to me in order to build a better (stronger, more robust, more profitable) sales pipeline. They are often very busy, heads-down delivering to their own customers and recognise they need to invest in senior-level B2B sales and marketing services to make this happen.
Outsourcing – effectively hiring me as their B2B Sales and Marketing Director but on a flexible, low risk basis – is often an ideal route.
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.
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.
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.
Perhaps business has been bumpy recently. A major client has left, there have been wider changes in your sector or new competitors have arrived. You want to be confident that your current sales and marketing strategy is right for you. Or maybe business is just fine, but your direction has shifted to faster growth and it's time for a sales and marketing audit to see where to make changes.
Whatever the reason, you’ve got reservations about your sales and marketing operations, and want to do a sanity check.
B2B customer research can and should play a significant part in your sales and marketing strategy. Its power to strengthen existing client relationships is often underestimated - as is its power to give clear direction to improve your sales and marketing.
There are always questions you'd love to ask your clients - and get really honest answers to. But in order to get those open, honest and useful answers, you're not always the right person to be asking them. That's where I come in.
Looking after clients keeps you busy. You are head down, delivering what they want. Researching possible new markets, monitoring competitors - those feel like projects you haven't got time for. You dip into it when you get the chance, or ask an intern or junior exec to do what they can.
But you know how valuable this knowledge is. And if you want to grow, to build the firm up to the next stage - it's not just valuable, it's vital. B2B market and competitor research may be time-consuming, but without it, you could be left behind.
You might not be at all sure whether your business needs the type of help I can offer. You might not be at all sure whether I’m the right person to work with, on a personal level. I can guarantee that if you call me and we have a decent, open, ten minute conversation, you’ll be more sure, either way. Absolutely nothing to lose!Get in touch