Get Some Sound Advice...

Start with Marketing Strategy

Let's get straight to the point - we've known sales and marketing in the typical sense has been failing for years.  The trouble is, sales and marketing directors don't know any other way of working and so the constant mismatch continues. 

We're not saying to change to the model to something unrecognisable.  We're saying you need to restructure your business to reflect the way we all now buy 'stuff' and the mechanisms open to us to be able to do that.

As your marketing consultant, my strategies will reduce or redeploy your head count, lower your marketing costs and increase your exposure to new business.  It won't happen overnight, but it will happen.  It's not rocket science, but takes anaylsis and planning. 

Although we've provided everything you need on this website, we know it's not always feasible to do-it-yourself, so we offer consultancy to review your existing marketing function.  Starting from the CMO downwards, we'll establish your strategy and define the tactics necessary to achieve your business goals.

An entrepreneur or CEO develops a product and runs the business, yet is forced into the marketing conversation, and expected to instruct marketing managers and CMOs who will always act and think like employees.  This is a recipe for poor results.  If you do what you've always done, you'll get what you've always got.

Why should I Hire you?

To Answer Your Question - Why Should I Hire Nigel Maine?...(Click here)

Marketing

  • He has created an ‘Open-Source’ Marketing Consultancy – Showing you what needs to be done and illustrated on his website
  • He knows that marketing is divided between Strategy and Execution
    • Strategy -> he’s had a high level of success working for himself and others, working from the ground up to develop the right strategy to generate new business
    • Execution -> he’s had a high level of success working from the ground up in the execution of marketing tactics, such as video, podcasts, articles etc
  • His business insight lead him to marketing and taking a different approach, because marketing is more than just a logo or a nicely produced brochure
  • He’s identified why sales and marketing don’t work together
  • He has systemised marketing from sX Social 334 to sX Syndicates
  • He has articulated why CMOs keep getting fired every eighteen months; See 2020 Report
  • His focus is on Product Marketing (the company positioning)
  • Because he always knew and has focused on a better way of doing marketing
  • He believes marketing must be something you can replicate so that results can be achieved consistently
  • Because he believes it is possible to be monumentally successful if you do what he says
  • He knows it’s going to take some time to increase your new business doing it his way, so encourages you to keep doing it your way until the change comes
  • Because it is rare you will find another person who has anywhere near the experience in technology sales and marketing

Sales

  • He has sold ‘at scale’ by systemising the sales process
  • He has a personal, unique insight into selling
  • He can look at a sales problem and can identify how to solve it, because he has sold direct and at high value
  • He has a complete and thorough understand of sales, therefore he knows how crucial it is for the marketing to lead to sales

 Analysis

  • He has reverse-engineered execution, i.e. he knows how to do the execution and therefore can identify your business infrastructure (what it needs to be/is in order to execute it yourself) and what you need to do to win business using the media available, e.g. video, podcast etc. Take a look at the salesXchange website which shows his commitment to producing the content – He practises what he preaches
  • He understands from the buyer’s perspective, and understands the bell curve of the market, from those who will buy from us; those that will do it themselves; and those that will never change what they do to embrace digital
  • He can sight-read your business
  • He knows how to make the numbers game work in your favour

Business Process

  • He knows how a business needs to operate to be successful
  • He knows how to reduce your costs and increase profitability
  • He knows how to re-structure your business to achieve success within this new business environment
  • Having sold and implemented that same technology into his own business, he knows how to get an ROI from integrated systems.
  • He has first-hand experience in business automation from marketing platforms to sales and CRM, ABM
  • He can make a wholesale change on your new-business-generation structure
  • He can articulate what needs to be done, and in what order
  • He understands “Digital Transformation’ – getting the internal and external customers working together with the least amount of friction

Attitude

  • He has done his “10,000 hours”. If you do the work yourself, you too will need to do the 10,000 hours
  • He has always been an early adopter of technology and how it can be implemented into business to make money
  • He believes that you could do this yourself, so has given you the tools to do it, but knows that you would rather concentrate on what you’re good at and let him do what he’s good at
  • Because you know how long it would take you to learn what he knows
  • Because we have the system you could use in your business right now

Management

  • He can instruct people well and can’t be outflanked, because he knows from personal experience how long things take
  • He’s not afraid of technology, or finding out how to do something, and is willing and able to find solutions – resourceful
  • He can help you identify who can be reskilled and upskilled; what your resources are and how you can better deploy them to make your business stronger
  • He can get you positioned OR re-position you in your market
  • He has first-hand experience of project managing multiple people and disciplines to succeed on time.

Personal

  • He is honest, authentic, transparent and truthful
  • He creates a pattern for success
  • He wants to make you a ‘leader’ rather than an ‘also ran’
  • He sees things other people don’t – and he writes about them and talks about them before anyone else
  • He wants to share his knowledge and expertise with you
  • He is funnel-focused, rather than ‘tunnel-focused’
  • He encourages companies to do it for themselves
  • He wrote and self-published a 265 page book about obtaining an ROI from technology, available on Amazon and salesXchange.co.uk
  • He is decisive when it comes to identifying the problem, finding the solution and executing it
  • He has business acumen – he has started businesses for himself, has developed businesses for the others, and has worked with other’s start-ups to grow and develop the business
  • He refuses to accept that the status quo can’t be changed

How are you driving revenue?

Over the years, marketing, sales, customer services and support have become recognised as revenue generation areas in need of a new management style and structure. It's no longer a choice to keep business units in silos.

There is a clear demarcation within every business that identifies the operations that keep everything going, i.e. Technology;  the ability to tell people you exist, i.e. Content; and the structure that keeps the money rolling in, i.e. Revenue.  This is why it is essential you have access to a B2B Content Marketing Consultant who can ensure a blended approach.

How you dress it up is up to you, however, with the rise of the Chief Growth Officer (CGO), responsible for the above three business areas, it is easy to see why a CGO or Chief Revenue Officer is gaining more clout in the boardroom. Too often however, these people predominately have a sales background and rarely have genuine experience of all three.  The expectation of the CGO is to bring together sales and marketing, but to date, no one really has, because they are still 'peddling' the old sales and marketing business structure.

The illustration below and downloadable Excel Spreadsheet (The New Revenue Org Chart - available here) shows how businesses can move forward by redefining working practices and by adopting our strategies that enable a review of revenue generating personnel and budgets, will help to increase your profitability. 

Read our blog about 'Should you hire a B2B Marketing Consultant, Marketing Director, CMO, CRO or CGO ' (20 min read).

31 Who should you hire in 2020 cmo or consultant

Or if you prefer, listen to The Rise of the B2B Chief Growth Officer podcast on our website page.

02 The Rise of B2B CGO

If you don't have a CMO or a CGO, that's not a problem.  The important factor is to recognise the value of a marketing consultant who will analyse your business and will make logical and effective recommendations to generate more income whilst not abusing your existing revenue streams.  With sound advice comes an acceptance and awareness that a consultant is working in your interests and not those of a graphic designer or web developer.

What's your exit plan?

Before anyone makes a recommendation, there has to be a plan, a reason to do something and in business terms it has to be the exit strategy (i.e. how are you going to get out of, or move on from your current situation to something else!).  I suspect your objective is to run a successful and profitable company that provides you with the freedom to choose what you want to do next.

This is only possible if your business has a healthy overhead-to-profit ratio.  Consider this; the average turnover per-person-per-annum in the UK is between £80k to £168k. 

Google operates at $1.2m per-person- per-annum and even more surprising, Peak Design, who make camera bags, were running at $1.4m pppa last year. Where do you think you should be? 

More importantly, how can you expect to get closer to your goals without reorganising, or should I say adapting your structure to change the odds in your favour. 

A successful new revenue strategy will enable you to make long-term financial decisions whether you decide to sell up, expand by acquisition or indeed continue to enjoy the fruits of your labour with your successful business.

What about Digital Transformation?

We have all come across websites and companies that we feel don't live up to their hype.  Digital Transformation is nothing new; you can go back to the 90s and Bill Gates' book, 'Business at the Speed of Thought' where Gates explains what technology was delivering for businesses then.

In today's arena, we have far more connected devices that enable us to deliver an unprecedented customer journey and experience.  The skill is linking the disparate parts to create an 'eco-system' that demonstrates to your customers that you have thought about them and their needs before yours.  This is where business process management software comes in and the ability to adapt legacy software to incorporate new functionality and integration of different software platforms.  

Digital Transformation requires a company-wide vision accepting that technology affects and impacts everyone from the most junior member of staff to your best customer.  Both of them and everyone in between have a digital connection to your business and Digital Transformation is your opportunity to exploit technology for the express purpose of making your business 'simply' successful and delivering to those connected people an experience that they love.

When it comes to marketing, how does digital transformation fit in?  The answer is understanding what technology is able to do where human connection is concerned, not what what a salesperson says it can do.  We help demisify some of the common misconceptions of marketing technology and help put your business on a trajectory for success without the hype. 

The Marketing Moments of Truth

Click to Enlarge


Persona Driven
Automation Example

salesXchange Customer Experience Infographic

Marketing Moments of Truth - Video #32

Watch our video explaining the importance and relevance of the Marketing Moments of Truth


Customer Journey Visualisation

We've taken the guesswork out of visualising all of the platforms and their interconnectivity throughout your marketing stack and business infrastructure.  The only thing you need to do is imagine this framework overlaying your business.

How we can help!

No matter how long you have been in business, there is always room for advice or suggestions.  We may not have all the answers but we are certain of one thing, 'if you do what you've always done, you'll get what you've always got'.

We have a passion for getting things right and completely believe in working smarter not harder.  We understand technology from the perspective of selling it and using it.  We also understand all about generating new business and moreover, we 'get' what it takes to run a business. 

This website demonstrates our focus on helping businesses achieve their goal's.  Whilst a great deal of focus is on revenue, we know that lifestyle plays a big part in the reasons you want run a company in the first place, however, we both know it can be a pretty lonely quest.

Fast Track Your Business

When it comes to marketing, there has been so much misinformation, peddled by inexperienced and unqualified people, it has made digital marketing what it is today and something not relied upon by most B2B organisations.  Digital marketing has been reduced to simply having a digital brochure online when instead it should be the foundation of a business, capable to communicating your story and fundamentally defining your revenue structure, enabling you to increase your income per person per annum (pppa).

There are two primary factors in deciding to appoint a consultant and it's not about 'taking your watch and telling you the time' : -

1. Not knowing what to do and appointing a consultant to provide specialist advice and expertise.

2. Knowing what needs to be done, but requiring an external resource to help fast-track the changes required.

If this page and website resonates with you, then let's get together and have a chat about how your business and our strategies can work together.

Call us today on 0800 970 9751 or Book a Call by clicking the link below...

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