Marketing

Process vs Initiative

Posted by David Wallace on June 9, 2022

Many clients I work with have developed processes to work efficiently and consistently. They have defined steps to ensure that work is done correctly and completely without missing any critical components. Work processes have been in place for centuries back to the when hunting groups learned to make spears and fishing nets. As products increase […]

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8 Parts of an Effective Lead Generation Program

Posted by David Wallace on May 17, 2022

An effective lead generation program has eight parts – planning, target, message, roles and responsibilities, communication vehicles, metrics, qualification and follow up. Planning Before implementing a lead generation program, first create your plan. Your lead gen plan identifies: Who you will contact. The “who” is your target audience. This includes how to get lists of […]

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Is Your Marketing Message Effective?

Posted by David Wallace on May 9, 2022

When assessing your company’s message, or the message that your salespeople are delivering to the market, you may ask “Does that ring true?” or “will my message tell people what we do and attract new customers?” While these questions are good to ask, you need to dive a little deeper. Examine your message to ensure […]

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3rd Consideration in Selling Today: Disciplined Timing

Posted by David Wallace on January 25, 2022

This is my fourth note in a continuing series discussing the five considerations that sales reps must employ when selling in today’s world. They are pull versus push marketing, media choices, disciplined timing, selling cycles and buying cycles. Today, we’ll look at disciplined timing. Disciplined Timing Discipline is necessary when communicating, whether it’s daily, weekly, […]

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2nd Consideration In Selling Today – Media Choices

Posted by David Wallace on January 19, 2022

This is my third note in a continuing series discussing the five considerations that sales reps must employ when selling in today’s world. They are pull versus push marketing, media choices, disciplined timing, selling cycles and buying cycles. Today, we’ll look at media choices. Media Choices Which media or combination of media should you use […]

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1st Consideration in Selling Today: Pull and Push Marketing

Posted by David Wallace on January 12, 2022

In my last post, I identified five considerations that sales reps must employ when selling in today’s world. They are pull and push marketing, media choices, disciplined timing, selling cycles and buying cycles. Today, we’ll look at pull and push marketing.  Pull versus Push By some estimates, customers and prospects conduct nearly half of their […]

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Do You Drive Customer Success?

Posted by David Wallace on November 12, 2021

Many companies focus on marketing and sales. After all, marketing helps you understand on your markets, find prospects, and communicate your message so that they become receptive to your products and services. Sales uncovers prospects’ needs, develops solutions and drives revenue by applying those solutions to meet the customers’ needs. However, once the sale is […]

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Use Marketing to Supercharge Your Sales Engine!

Posted by David Wallace on July 27, 2021

I’ve seen it many times. Perhaps you have too. Sales teams can’t find the business they know is out there. They can’t reach their prospects. Or, they reach prospects who never become customers. Or, their message is not compelling enough to get through. Often, the problem isn’t with sales. The problem is poor marketing. In […]

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Are Your Revenues Growing… or Stagnating?

Posted by David Wallace on May 19, 2021

As companies grow, what’s made them successful in the past does not necessarily drive success in the future. I find companies reach an inflection point where, if they continue doing what has gotten them to where they are today, customers become harder to find, sales take longer to close and revenue growth slows. To recharge […]

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Pandemic Sales Trends

Posted by David Wallace on November 17, 2020

Four B2B sales trends have developed during the COVID-19 pandemic. I think they are here to stay. Planning. Most customers and prospects are working from home, so it’s easy for them to ignore your calls. Many, if not most, do not want to see sales reps, even if they are working in the office. As a […]

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