Tips for Fine Tuning Your B2B Strategy – Issue #3

Support Your B2B Strategy With a Portfolio of Smart Tactics

Leaders avoid status quo thinking.  They continuously apply ideas for elevating a feature of their business to the next level.  This issue offers new ideas for you to consider in nine "smart tactic categories".

Read the Entire Blog Post

By John Bernardi

Marketing Dashboards Provide a Real-Time View Into the Health of Your Marketing Programs

Marketing Dashboards: Real-Time View of Leading and Lagging KPIs

Individuals, Teams, Managers and Leaders Focus on Keys to Success

Dashboards are displayed on desktops, tablets, smart phones and wall mounted monitors.  Leading KPI metrics drive action during a program or campaign.  Lagging KPI metrics provide information to be leveraged when creating the next plan, process, program or campaign.

Read The Entire Blog Post

By John Bernardi

Strong Leaders Are Interruptible

Many Benefits to Being Interruptible

Strong leaders are interruptible even when they're heads down doing something urgent or important.

Being interruptible [with a smile] does two things to strengthen your leadership position. 

Read the Entire Post

John Bernardi

The Power of Indirect Marketing

The Power of Indirect Marketing

Indirect marketing attracts buyers who are apt to enter your sales funnel as sales-ready leads with rapid velocity towards closure and costing much less than direct marketing.

Read The Entire Post

Regards,
John Bernardi

Unique Value Proposition Converts a Sales Proposal to a Business Proposal

A Profitable Sales Proposal Has an Excellent Executive Summary

After a lead has been nurtured to sales-ready status, the right steps are taken by the sales team to move it through the funnel.  They begin proposal discussions early, but only present their proposal when they are positioned to win politically, technically and financially.  Otherwise, they’ll join a pool of sameness and compete on price instead of leveraging the business advantages to be gained from their solution.

Read The Entire Post

By John Bernardi

Running a Business and Coaching a Basketball Team are Similar

March 13: As March Madness approaches this got me to thinking about the similarities between running a successful basketball program and leading a successful business.

Read The Entire Post

By John Bernardi

Define Your Own Economy

Your Company’s Economy Differs from the National Economy

Most small and midsize companies don’t need to be experts in fiscal and monetary policies that affect the USA economy.  Instead, they are better served by leveraging the health, opportunities and threats presented by the economy in which their business operates.

Step one, define your economy based on microeconomics and macroeconomics factors.

Read the Entire Post

By John Bernardi

Marketing Assisted Selling Helps Deal Makers

Develop Your Marketing Competency to Reach the Next Level

Sales driven companies are slanted towards transactions.  Their sales reps sell existing products to existing markets and are accountable for prospecting and account management.  They rely on the “marketing department” for sales support and are not interested in developing or acquiring a marketing competency.

Companies Evolve from Being Entrepreneurial to Having a Sales Driven Identity.

But Most Don’t Achieve Marketing Driven Status.

Read the Entire Post

By John Bernardi

Field Marketing Boosts Sales Success From Lead Generation Thru Account Management

Field Marketing Boosts Sales Rep Productivity

Successful sales professionals consistently close profitable deals and manage a healthy sales funnel while being skillful at key account marketing, customer experience management and high-profile networking.  High business acumen enables them to facilitate peer-to-peer relationships and provide market intelligence to the leadership team.  Companies that provide this class of environment are able to attract and retain top sales reps who want to be the best that they can be.

Read the Entire Post

By John Bernardi

Every Company in Every Industry Has a Walmart Type Competitor

No Need to “Out-Walmart” Your Low-Price Competitors

Walmart type competitors cause a "down economy" for companies that rely on low hanging fruit for their revenue source.  They blame low-price foes for eroding the value that their higher priced products offer.  Not all low-price competitors are as prolific as Walmart, but this type of competitor inspires companies who practice solid marketing principles to thrive while others fall by the wayside.

Read The Entire Post

By John Bernardi

Lack of Early Planning Solidifies the Status Quo

Lack of Early Planning Solidifies the Status Quo

Course Correction is Difficult if You Start on the Wrong Path

If you are you a business owner who knows where you want to take your company during the next five years, you most likely spend your CEO time developing the competencies and resources required for getting to the next level.  You prevent early entrenchment of bad habits and attitudes, flawed processes and assigning the wrong people to key roles. You know that a well-designed strategy impacts customer experience, innovation, unique value proposition, target markets, products and services, process excellence, profitability, market share, customer relationships, hiring, training and partnerships.  So, if this is you and you’re ready for the next logical steps …

Andiamo!  Let’s Go!

Read The Entire Post

By John Bernardi