Ten Things to Do to Improve Your Sales and Marketing

<h1>Ten Things to Do to Improve Your Sales and Marketing</h1>Author: <a title="Gene Young" href="http://www.articlesbase.com/authors/gene-young/43560.htm">Gene Young</a> 1.Be a Visionary   a.Picture what you want your company to be when it grows up   b.A business is a reflection of the consciousness of its owners   c.Step back periodically and look at the big opportunities and threats   d.Examine the social and economic trends and find ways to capitalize on them in your marketing and sales programs
2.Establish goals   a.Where are we going to go and how will we get there?   b.Senior management must clearly articulate the goals to everyone   c.Write them down. Revisit them regularly. Stay on plan.   d.Make sure you have the right team and enough human and capital resources to make them happen
3.Identify your Position within your marketplace   a."Positioning" helps your customers understand your company, its services and products. It is not a mission statement.   b.Positioning is really a promise to your customer segments that you'll deliver what they care about most.   c.A positioning statement tells:     -Who you are     -What business you are in     -What people do you serve     -What's needed by the market you serve     -Why you're different than your competition     -What unique benefit is derived from your product or services
4.Build Your Brand Identity   a.Your company has a personality or a brand. It's very important.   b.I once heard a brand described as What they think of you once you've left the room.   c.Your brand is really about building trust and long-term relationships.   d.Your company should be a good reflection on its people and management   e.It's a little like getting dressed for the party. If you don't, just stay home.
5.Create a Strategic Plan   a.Build a detailed plan for marketing and sales activities   b.Once you have defined your objectives you need a sales and marketing action plan to serve as your roadmap.   c.It should follow a simple formula:     -Develop a situation analysis     -Do your research and build a fact base.     -Clearly state your goals and objectives     -Identify the specific strategies you'll use     -Provide details of the sales initiatives or tactics you'll use     -Determine costs and include a budget spreadsheet     -A timetable helps to allocate resources in a timely way     -Make sure the objectives are measurable. Find ways to quantify the results of your sales and marketing activities.
6.Use Advertising & PR wisely   a.Be realistic in your expectations   b.There are no silver bullets; no magic pills. The key is Do Something!   c.Review your results often. If it's working repeat it; If it's not, change it!
7.Creativity is a process, not an event   a.Explore intelligent ideas that fit your objectives   b.Surprise your audience with unusual ways to present ordinary problems (Example: Apple shows itself as hip, young, smart, with it, versus the PC user who's a square, bloated, outdated, not with it.   c.Keep in mind, the effects of traditional forms of advertising are being diluted with through over-saturation.   d.Seek new methods and creative approaches
8.Build a powerful Website   a.The Internet will play a major role in your marketing (repeat!)   b.New study just in titled: How clients buy professional services says:     -8 out of 10 buyers said they visit the potential providers website before purchasing their services     -7 out of 10 buyers said websites have at least some influence over their decision to open an initial discussion with the provider.     -For 1 out of 2 buyers, the providers website has at least some influence over the ultimate decision to buy from the provider
9.Get your entire team pulling together   a.Once you have your Action Plan outlining the company's goals, objectives and strategies get everyone involved.   b.Assign responsibilities and timetables. People actually like deadlines.   c.It's said that "a race without a finish line is really just a chase".   d.Keep everyone focused, make em sweat, the fun is in winning.
10.Measure the Results   a.Establish key performance indicators (KPI's)   b.You can measure by revenues by number of new customers, market share, by growth in new market, territory, etc.   c.Again, if it's working, repeat it; If it's not, change it.About the Author: Gene Young is President of Justice & Young, a <a href="http://jymarketing.com"> Cincinnati marketing and public relations </a> firm.Article Source: <a href="http://www.articlesbase.com/">ArticlesBase.com</a> - <a href="http://www.articlesbase.com/marketing-tips-articles/ten-things-to-do-to-improve-your-sales-and-marketing-436785.html" title="Ten Things to Do to Improve Your Sales and Marketing">Ten Things to Do to Improve Your Sales and Marketing</a>

1.Be a Visionary
a.Picture what you want your company to be when it grows up
b.A business is a reflection of the consciousness of its owners
c.Step back periodically and look at the big opportunities and threats
d.Examine the social and economic trends and find ways to capitalize on them in your marketing and sales programs

2.Establish goals
a.Where are we going to go and how will we get there?
b.Senior management must clearly articulate the goals to everyone
c.Write them down. Revisit them regularly. Stay on plan.
d.Make sure you have the right team and enough human and capital resources to make them happen

3.Identify your Position within your marketplace
a."Positioning" helps your customers understand your company, its services and products. It is not a mission statement.
b.Positioning is really a promise to your customer segments that you'll deliver what they care about most.
c.A positioning statement tells:
    -Who you are
    -What business you are in
    -What people do you serve
    -What's needed by the market you serve
    -Why you're different than your competition
    -What unique benefit is derived from your product or services

4.Build Your Brand Identity
a.Your company has a personality or a brand. It's very important.
b.I once heard a brand described as What they think of you once you've left the room.
c.Your brand is really about building trust and long-term relationships.
d.Your company should be a good reflection on its people and management
e.It's a little like getting dressed for the party. If you don't, just stay home.

5.Create a Strategic Plan
a.Build a detailed plan for marketing and sales activities
b.Once you have defined your objectives you need a sales and marketing action plan to serve as your roadmap.
c.It should follow a simple formula:
    -Develop a situation analysis
    -Do your research and build a fact base.
    -Clearly state your goals and objectives
    -Identify the specific strategies you'll use
    -Provide details of the sales initiatives or tactics you'll use
    -Determine costs and include a budget spreadsheet
    -A timetable helps to allocate resources in a timely way
    -Make sure the objectives are measurable. Find ways to quantify the results of your sales and marketing activities.

6.Use Advertising & PR wisely
a.Be realistic in your expectations
b.There are no silver bullets; no magic pills. The key is Do Something!
c.Review your results often. If it's working repeat it; If it's not, change it!

7.Creativity is a process, not an event
a.Explore intelligent ideas that fit your objectives
b.Surprise your audience with unusual ways to present ordinary problems (Example: Apple shows itself as hip, young, smart, with it, versus the PC user who's a square, bloated, outdated, not with it.
c.Keep in mind, the effects of traditional forms of advertising are being diluted with through over-saturation.
d.Seek new methods and creative approaches

8.Build a powerful Website
a.The Internet will play a major role in your marketing (repeat!)
b.New study just in titled: How clients buy professional services says:
    -8 out of 10 buyers said they visit the potential providers website before purchasing their services
    -7 out of 10 buyers said websites have at least some influence over their decision to open an initial discussion with the provider.
    -For 1 out of 2 buyers, the providers website has at least some influence over the ultimate decision to buy from the provider

9.Get your entire team pulling together
a.Once you have your Action Plan outlining the company's goals, objectives and strategies get everyone involved.
b.Assign responsibilities and timetables. People actually like deadlines.
c.It's said that "a race without a finish line is really just a chase".
d.Keep everyone focused, make em sweat, the fun is in winning.

10.Measure the Results
a.Establish key performance indicators (KPI's)
b.You can measure by revenues by number of new customers, market share, by growth in new market, territory, etc.
c.Again, if it's working, repeat it; If it's not, change it.

Gene Young is President of Justice & Young, a Cincinnati marketing and public relations firm.

Rate this Article:

0 / 5 stars - 0 vote(s)

Re-Publish

Article Source: http://www.articlesbase.com/marketing-tips-articles/ten-things-to-do-to-improve-your-sales-and-marketing-436785.html

Article Tags: Marketing, Cincinnati Marketing, Justice & Young

Related Articles
Related Q&A

Latest Marketing Tips Articles
More from Gene Young

Improve the Quality Perception of Your Hotel with Scent Marketing

By: V. Empel | 01/12/2009
Diffusing the appropriate perfume in a hotel lobby has a direct and significant effect on customers' representation of their stay. Where a population consisting of 70% business men is concerned, the perfume was found to be synonymous with differentiation and innovation. More than 84% of the people questioned, were won over by this innovation, and saw it as an interesting initiative.

Scent Marketing creates Greater Product Interest and Boosts Sales

By: V. Empel | 01/12/2009
Scent marketing is becoming an incredible tool as brands conceive the role scent plays in connecting with customers on an emotional level. It's most effective when combined with other sensory triggers, such as the use of lighting, sound and luxurious surroundings combine to create a mood.

{ How to Get Started with Persona-Based Marketing }

By: Bob Lancaster | 01/12/2009
For many, the idea of creating customer personas seems to be feasible only for big time marketing experts with billion dollar budgets. Yet increasing numbers of in-house marketing managers and local advertising agencies are finding persona marketing more affordable and important than ever.

The Role of Outsourcing In Online and Offline Marketing

By: Erwin Maningat | 01/12/2009
The article focuses on the advantages of outsourcing and it's impact in marketing both online and offline. It provides direction as to which jobs to outsource and where to find the best sources wehn you decide to integrate this amazing service and marketing tool.

Stop Trying to Do Everything

By: Helen Graves | 01/12/2009
You should not think you can do all the work involved in running your business. Get it off your plate if it is not a strength and do what you do best to increase your revenue. The key is to out source things that you are not good at.

Best Trade Show Giveaways On A Budget

By: Jenn Jimenez | 30/11/2009
Want that bang for your buck? Be prepared to impress with your next trade show appearance by using these affordable promotional giveaways under $1. Your booth will be bustling with visitors when you use eye catching and useful trade show giveaways.

Dental Advertising : Nurturing the Third Herd as You Go for Dental Advertising

By: Ed OKeefe | 30/11/2009
In dental advertising, there are three kinds of herds that you should focus on. The first herd that you should focus on in dental advertising is the current and inactive patient base. This base should be nurtured and offered more services every single month. The second herd in that you should focus on in dental advertising is the herd of all the people that we have relationships with.

Dental Advertising Online : the Benefits of Going Online in Your Practice

By: Ed OKeefe | 30/11/2009
Dental advertising through the Internet can be very helpful in your dental practice. As we see nowadays, a lot of people spend their time going online to look for the items they want in e-bay; log on to social networking sites to meet new people; search for prices of their favorite cars through online car manufacturer websites; and a lot more. Having this in mind, dental advertising online can help you in your dental practice attract more potential patients as they log on to the Internet.

Thought Leadership Can Move your Company to the Head of the Class

By: Gene Young | 09/01/2008 | Branding
If you are the owner, president, or CEO of your company you can play a strong part in building a leadership position for your firm within its marketplace. Even if your company does not presently hold the lead in revenues, market share, geographic penetration or other key metrics, you can take the leadership role and become the “spokesperson” for your industry.