Dirty Deeds Done Dirt Cheap
Let’s face it. There are very few of us that want to be in sales.
We just want to put our heads down and get good at what we do, be discovered for being good at what we do, let our reputation do the talking, watch the sales roll in, grow our business and make money.
Why not? That’s pretty much the Australian way.
(This blog is a little longer than normal, but stay with us because it’s incredibly important.)
All Hail The SIP Report
A simple little report that contains high quality data (if you know how to use it).
Not unlike the WIP (work in progress) report, the SIP (sales in progress) report is a measure of how a business is progressing the opportunities that are in front of it, and those that are on the horizon.
It’s an extremely important tool that helps a company see what it needs to see about how it’s performing – and then better direct its efforts to allow it to reach the sales targets it’s set, assuming this has been done.
See what you need to see
IIn this business development series, The Forgotten Art of Sales, we’re looking at the importance of that part – or function – of a business that ‘has the right conversations with the right people about the right opportunities’.
While this function is incredibly important, it’s often given too little attention, especially given this is where a good deal of an organisation’s potential – and money – is located! It’s actually staggering how little effort so many companies put into looking at how to improve such a critical function of their operation.
The process behind the function
There is a vital process that underpins this function in each business and many smarts are required to make it work effectively.
Business development. The forgotten art of sales
The backbone of all our clients’ business growth is their ability to continually have the right conversations with the right people about the right opportunities at the right price point. Having invested significant time in understanding our B2B clients – including who they are, how they structure their businesses and how their businesses have grown…
Working with an agency
The clients we’ve consulted to in the past 20 years typically don’t engage a marketing agency directly and it’s interesting to unpack the ‘why’ of this. What it boils down to is that the people who own and run B2B SMEs and the people who set up marketing agencies are, generally, very different types of…
Should we use chimpmonkey for that?
This legitimate question from a client we were recommending marketing strategies to more than 10 years ago gave us all a good-natured chuckle at the time – and it’s still a running joke in their office today. And while it may be funny, it does point to the serious fact that a degree of knowledge…
Change your lens, change your story
Demand for great imagery and video content has increased dramatically over the past five years and is now crucial for businesses to effectively market themselves. There are many factors driving this trend but, as we’ve mentioned in earlier blogs, the world has become incredibly content thirsty, including for photos and videos – and for good…
“Either write something worth reading or do something worth writing.”–Benjamin Franklin
Demand for great imagery and video content has increased dramatically over the past five years and is now crucial for businesses to effectively market themselves. There are many factors driving this trend but, as we’ve mentioned in earlier blogs, the world has become incredibly content thirsty, including for photos and videos – and for good…
Designers – Why you need them now more so than ever before
When setting out to communicate a company’s narrative and brand positioning to key stakeholders in a compelling way, it’s imperative there’s a good designer on your team. Whether we realise it or not, we’re visual people. All of us. We like good design and are influenced by the way things look. We’re drawn to beautiful…
Everyone’s a marketer all of sudden – or are they?
All successful businesses – even ones who traditionally grow through B2B referrals – will inevitably arrive at a point where they know they need to review their marketing. Either the enterprise has evolved and the way they’ve been presenting themselves no longer reflects who they are and what they do for their clients, or the…
