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)

info@fusionmarketingpartners.com

719-357-6280Explore this topic further in our

How to Eliminate the “Promise vs. Reality Gap” of Marketing Automation

webinar.