Tag: Customer Acquisition
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What a Pilot Project for Building Systematic Marketing Looks Like: A Complete Decomposition
What a Pilot Project for Building Systematic Marketing Looks Like: A Complete Decomposition You have come a long way, from recognizing individual problems to understanding that your business needs a systemic transformation of marketing and sales. You no longer question the “why.” The main question now is “How?” How can you take the first step…
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How to Start a Systemic Transformation: The First Safe and Effective Step
How to Start a Systemic Transformation: The First Safe and Effective Step You’ve read dozens of articles. You’ve progressed from identifying specific problems to recognizing that your business requires a comprehensive overhaul of its marketing and sales strategies. You no longer doubt the “why.” You are ready to act. But the key question echoes in…
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How can you validate a segment without a CRM or a marketer?
How can you validate a segment without a CRM or a marketer? It’s common to overhear conversations like this inside companies. The Chief Business Development Officer (CBDO) says, “We need to test a hypothesis about entering the financial sector.” The response is: “Great idea, but first, we need to implement a CRM, set up end-to-end…
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How to Build the “Pain → Role → Content” Chain
How to Build the “Pain → Role → Content” Chain Sound familiar? Your marketing department runs like clockwork. Every month, you publish articles, case studies, and white papers. There is plenty of content. However, when you talk to your sales team, you hear the same complaints: “We don’t have any usable materials,” “I have nothing…
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How to Validate a New Business Hypothesis Without a Budget: The SellPromo Method
How to Validate a New Business Hypothesis Without a Budget: The SellPromo Method You have a list of ten promising growth ideas on your desk: entering a new market, launching a product, or releasing a breakthrough feature. They all look reasonable. However, your team only has the budget and time to pursue one. How do…
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Touchpoint Scenarios Without a Salesperson: When the client matures on their own
Touchpoint Scenarios Without a Salesperson: When the client matures on their own How many potential deals are “sleeping” in your CRM right now? How many were assessed as “good” but postponed for “later”? Hundreds? Thousands? These are your “long bench” — a huge, valuable, yet frozen asset. The problem is that salespeople are a limited…
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Nurture Communication Scenarios for Different Deal Stages
Nurture Communication Scenarios for Different Deal Stages Your company’s sales pipeline is an expensive “graveyard.” Promising deals are “buried” here, lingering for months in the “thinking” or “under approval” stage. These deals are not lost, but they are not moving forward either. This breaks all forecasts and demotivates the team. Why is this happening? A…
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How to Accelerate the Sales Cycle: A Practical Guide to Touchpoints for B2B Teams
How to Accelerate the Sales Cycle: A Practical Guide to Touchpoints for B2B Teams The sales department’s pipeline often resembles a traffic jam. It’s as if all the cars (deals) are in place and the engines are running, yet there’s no overall movement. Ideal customers seemingly get stuck at one stage for months, which breaks…
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How to Implement a Systematic Approach Without Halting a Running Business
How to Implement a Systematic Approach Without Halting a Running Business You have studied the principles of systematic marketing. You agree that chaos is costly and that achieving predictable growth is the goal. Yet, when you look at your functioning department, you find yourself thinking: “This all sounds great, but for us, it’s probably too…
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A Pilot Project is Not a One-Off Initiative, But Rather the Creation of a Template for Future Growth
A Pilot Project is Not a One-Off Initiative, But Rather the Creation of a Template for Future Growth Imagine that you have successfully completed a 90-day pilot project. The identified “bottleneck” has been eliminated, the KPIs have been met, and leadership is pleased. As a strategist, however, you must ask yourself this main question: “What…