Marketing & Sales

Engage with More Customers

Not enough leads… Not enough revenue conversion… Empty sales funnel… No Marketing ROI… Win rate less than 1 in five… Too many surprises.

Finding and engaging with more of the right customers, creating more revenue, expanding your network of referrers… as our buyers change, so must our approach to attracting them. Gaining their trust, helping them to buy the solutions they know they need, finding all the ways we can help them change their business positively. People buy for emotional reasons. Our new frontier of acquiring opportunities is to engage emotionally with our buyers, to understand their journey and to be top of mind with them when they decide to approach us to buy.

Lead Acquisition

Not enough suspects converting to prospects? Poor quality? Not enough converting to revenue?

Lead problems can be a symptom of several things… a website that doesn’t capture your clients’ attention, a blog that isn’t providing value to the readers, unclear value statements in collateral and calls to action, an unclear understanding of your client’s buyer journey and how they gather their information. We can help by working hand in hand with you to clarify your message, your audience, your value, and your medium.

Opportunity Conversion

Stagnant sales funnel? Low win ratios? Unclear sales focus?

Having leads that will eventually turn into sales funnel is good, but most sales-driven organizations want leads that will convert “now”. To focus on leads that will convert to revenue, you need a way to score the leads, either automatically or systemically, so that your revenue generators can focus on those with the highest value and the best opportunity. We assist with processes, systems, and software for sales and marketing.

Demand Generation

Leads not moving to opportunities? Hot leads continually go cold? Competitors winning deals before you can engage?

Developing content for nurturing your interested leads and being able to stay top of mind with them through multiple media helps buyers to build virtual rapport and trust with your brand. Technology allows us to follow their buyer journey as they educate themselves on the solutions to their business problems. Having systems and processes in place to help you help them keeps you in the loop as they are getting ready to engage with solution providers. Capitalize on your investment by being able to be in the “right place of their buying journey at the right time”.

Developing strong “calls to action”

Need ways to engage with your prospective clients? Web visits not converting into leads? Want value-added conversation starters?

To get prospects to engage with you, you need something they want… downloadable white papers, case studies, videos that provide valuable information that builds credibility while helping them towards their buying decision. Webinars, tradeshow participation, events… give them a reason to identify themselves, so you can provide them with assistance on their research and their decision. Our experts have expertise in creating memorable content and events that get clients to engage.

Additional/New Advertising

Clients not engaging with your LinkedIn posts? Not getting enough website visits? Not getting brand recognition?

Do you know what medium will provide you with the best return for your marketing dollar? Traditional forms of media still work, digital forms work, social media works… and content is king. Getting your brand to top of mind usually requires your message to be in the right place for your buyers to see it. It needs to have value, so the brand catches its eye, is relevant and is memorable. We can help!

Buyer Persona Development

Not being short-listed on opportunities? High loss-ratio for leads? Frustrated sales team that lacks focus and direction?

To have a strong content strategy requires knowledge of your buyer beyond the size of their company, their industry, and their geography. A description of the person who will be reading and acting on your content helps to focus the message. We help to optimize the content to be highly ranked and found by your audience.

Market Research – New Markets, Geographies, Products

Need to grow your client base? Is your market saturated? Want a broader audience?

Before investing in expanding into a new geography, industry, or product line it is paramount to do market research on potential market sizes and values and to query potential customers in the new areas. This market research can validate our perceptions and assumptions, and can also help us proactively approach the markets, particularly if we are trying to generate funding and investment. Our experience in exploring and analyzing markets and potential can aid you as you grow your offerings.

Content Marketing Strategies

Not attracting and converting enough quality visitors? Not getting engagement from your campaigns and events? Not being perceived as a leader in your field of excellence?

Content marketing strategies interweave with your lead generation, demand generation, social selling, and client retention strategies. Your buyer personae and existing client profiles contribute to the messaging, stories, informative collateral, and rich media you are going to publish. You will map your buyer’s journey with the content they want to find or receive at their various milestones along the way. We have had success taking the varied elements of content marketing and helping companies to map their plans.

Social Selling Strategies

Spending too much time trying to connect with decision-makers, and not getting enough engagement? Have less than expected results from your marketing campaigns? Feeling invisible to your buyer?

Social selling involves improving your social media profiles, establishing a social selling routine and the discipline to follow it, and managing your leads into your lead funnel or opportunity funnel. We can offer one-on-one guidance in creating the optimal social selling plan for your team using your content creation strategies.

Increased Sales/Revenue

Too many leads dying in the sales funnel? Clients engaged with your competitors instead of your sales team?

You’re generating enough leads and demand, and they are well qualified. You need sales processes to help you to take the opportunities that last mile. Your sales team needs to deliver on the customer experience created by your demand generation engine. Seamless flow of information to your sales team is important to ensure that the momentum isn’t lost and that your client’s sense of urgency to buy is maintained. We can help your team through processes, training and mentoring, and systems to ensure your demand generation investments are converting to revenue and future referenceable clients.

Improved Client Retention

Too much client churn? Clients are not aware of your service offerings and are going to competitors? Not aware of your overall client’s happiness with your service?

To know your clients, you need to communicate with them, find out what they need most and where ever prudent, provide it. When a client leaves you, know why. Correct the cause to prevent additional churn. Do your client-facing operations make it easy for them to do business with you? We have objectively helped companies improve their client-facing operations by providing them with research, process improvement, and customer service training.

Client Base “Right-Sizing

Need to manage your existing client base’s expectations? Too much work to deliver and unable to expand? Want to stay the same size or downsize while the markets around you change?

You want to keep the work coming in from your good existing clients. You need to keep them in the loop and manage their expectations. You need to manage your marketplace’s perception using all the same tools you would use if you were growing social media, selected social selling, advertising, and public relations, website, and branding. You want your existing clients to be happy while you are going through your operational changes. If you are divesting yourself of products or service offerings you want the transition to go smoothly so there is no backlash on your brand. We know how you feel and have done what you are about to tackle. Let us help you do what is needed.

Salesforce Optimization

How do I help my salesforce to work together as a coherent team? How do I motivate my sales team and keep them eager to engage and land the next opportunity? Why are my sales personnel creating lots of activities and meetings but aren’t closing enough deals?

How do I help my salesforce to work together as a coherent team? How do I motivate my sales team and keep them eager to engage and land the next opportunity? Why are my sales personnel creating lots of activities and meetings but aren’t closing enough deals? ‘Get even more sales’ is the goal of firms today. More sales only happen when you have the right sales team with the right training following the right sales process. Sending a person on a training course is not the way to get your team to work cohesively and with conviction. One on one sales assessment, mentoring and action plans are required to keep them motivated, engaged with clients and delivering the most for your clients. Client retention programs and sales engagement standardization contribute to the success of a great sales team. myCxO colleagues have the knowledge and skill to hire, train and manage successful sales teams. Need an unbiased second opinion about your sales team? Want help focusing their efforts and improving deal pull through? Call myCxO to get more information.

On-Call Marketing & Sales Leadership Support

What if I don’t know what I don’t know? Wouldn’t it be nice to have someone to call for a second opinion on a topic? Who can you call to get unbiased impartial and non-competitive advice? It would be nice to have someone who has the experience to help!

Our goal is to help you have the experience you need, when you need it, for as long as you need it. We want to be there to help you as a trusted resource. As your business goes through changes, and as your marketplace goes through changes, we can be there without burdening your business’ cash flow. We know managing your business is not easy. Deciding to spend your funds needs to provide you value. myCxO provides a complete roster of experienced teammates. Ask us for someone to be your executive buddy. We’ve been there and done it before. We will help identify where it makes sense to engage our expertise and support, and areas where you have the skills in-house. One day a month or more, the decision is yours. You already make good decisions. Access the experience you want when you need it. We are always just a phone call or email away.

Inject seasoned business professionals fractionally into your company as needed to drive change and help to manage your business opportunities. Gain the knowledge and experience without the cost of a full-time employee.

Contact Us Today