12 Quick Fixes for Marketing
and Sales Challenges
Christopher Ryan, CEO
B2B Sales and Marketing
What to fix first?
These issues can be looked at as “chronic” vs. “acute” conditions. But don’t rebuild the plane mid-flight, as they say.
FIX YOUR ACUTE CONDITIONS FIRST—when you need leads and revenue quickly.
Balance LONGER-TERM STRATEGIC ISSUES (business model and lead-to-revenue strategy) with TACTICAL QUICK FIXES in the areas of lead generation & revenue).
Here are 12 tactics to get you started:
1. Stop doing what doesn’t work
Don’t get caught up in your
routine…if it isn’t producing results…STOP
doing it!
2. Rebrand or reposition
Don’t totally rebrand or
reposition…(that’s addressing a
chronic condition)…instead, modify the message to
match the needs of a particular target
segment.
3. Remarket to past prospects
Remember the past…there’s gold in your opt-in list…but it won’t mine itself. Start
Shoveling!
4. Borrow an idea from competitor(s)
Imitation is the best form of flattery. Your
competitors may have larger budgets and
larger teams of marketing people…so borrow a tactic or two and modify it to your
unique needs.
5. Make a new offer
Start over…and try something entirely different.
Conduct a survey.
Do a drawing.
Buy prospects
pizza if they attend your lunch
event.
Buy prospects a coffee gift
card if they talk to you
in the morning.
Test new offers until you find one or more that work.
6. Send out a press release (or two)
“My product is the greatest thing since sliced bread” is NOT a proper subject for
your release.
• Press releases are an awareness tool
• Press releases are a fast/inexpensive way to get the word out
7. Do 20% more
Do what you do better…Do more of it…
Quickest fix…focus on quantity
8. Measure and refine
Measure actual vs.
anticipated results
9. Incentivize your sales force
Know the power of selective incentives to drive short-term gains in revenue.
Sales reps are coin-operated—they go
where the money is!
10. Get rejected
If you are not being rejected often enough…you’re probably not talking to
enough potential prospects.
Talk to 20% more prospects…
11. Ask your prospects questions and then act on
what they tell you
- What are you doing that IS working?
- What are you doing that ISN’T working?
- What is the one improvement that would ADD most to your success?
- What does your ideal situation LOOK / FEEL like?
12. Hire professionals
But if you have practiced these tactics, you likely have a good
track record for results…
And hiring professionals is a smart decision…
About Fusion Marketing Partners
Christopher Ryan, CEO
We Do This: Brand building/messaging Website optimization Content creation Lead Generation
You Get This: Much greater levels of awareness Higher quantities of qualified leads Ability to generate faster revenue
Lots more information at: http://FusionMarketingPartners.com/http://Greatb2BMarketing.com
(blog)
719-357-6280Explore this topic further in our
How to Eliminate the “Promise vs. Reality Gap” of Marketing Automation
webinar.