Executive Summary
In today's rapidly evolving digital landscape, traditional sales and marketing methods are proving less effective, necessitating the expertise of a digital consultancy. This document outlines the role and benefits of a digital consultancy, such as salesXchange, in helping businesses overcome challenges and achieve their objectives.
Digital consultancies provide expert guidance to help businesses align with modern engagement and purchasing behaviors, streamline resources, minimise marketing expenses, and increase exposure to new business prospects. They assist in crafting long-term strategies that enhance profitability and guide businesses in utilising technology to enrich the customer journey and experience.
The document also highlights the high failure rates faced by businesses, especially those receiving venture capital, emphasizing the need for expert advice to avoid repeating past errors. Digital consultancies offer a fresh perspective on investment considerations, distinct from conventional marketing organisations.
The role of digital transformation in marketing is also discussed. Digital transformation involves leveraging technology to improve all aspects of a business. It requires a company-wide vision that recognises the impact of technology on everyone, from the most junior staff member to the best customer. Digital consultancies can demystify common misconceptions of marketing technology and put businesses on a trajectory for success.
In conclusion, digital consultancies play a crucial role in helping businesses navigate the digital landscape, attract and retain customers, and increase their chances of success. They provide specialist advice and expertise, helping businesses fast-track changes and increase their income per person per annum (pppa).
Contents
- Digital Consultancy to Focus Engagement
- A Tough Digital Landscape
- Are You Investor Backed?
- Digital Consultancy to Drive Revenue
- What's Your Exit Plan?
- Digital Consultancy & Transformation
- How This Consultancy Can Help!
- Key Takeaways
- FAQs
- Conclusion
- Fast Track Your Business
Digital Consultancy to Focus Engagement
In the fast-paced digital world, traditional sales and marketing methods are becoming less effective. This is where the expertise of a digital consultancy, like ours, becomes invaluable. As a leading digital consultancy, we comprehend the hurdles businesses encounter and offer authentic guidance to overcome these obstacles.
We advocate for a transformation of your business to align with contemporary engagement and purchasing behaviors. Our digital consultancy strategies aim to streamline your resources, minimise marketing expenses, and broaden your exposure to fresh business prospects. While we don't guarantee immediate success, we assure you of a meticulously planned, analytical approach that will yield positive outcomes.
Whether you're a small-medium enterprise or a large organization, the necessity for consistent new business is a common thread. Our digital consultancy services can aid in attracting and retaining business, thereby augmenting your value, particularly if you're in the process of seeking investment or contemplating selling your business.
We also offer guidance to businesses seeking investment, helping them avoid the repetition of past errors. Our insights into investment considerations are designed to provide a fresh perspective, distinct from conventional marketing organizations.
In today's business landscape, it's crucial to have a strategy that effectively draws in customers. As a B2B Digital Selling Consultancy, we can assist in crafting a long-term strategy that enhances your profitability. We also comprehend the importance of digital transformation and can guide you in utilizing technology to enrich your customer journey and experience.
salesXchange is passionate about assisting businesses in achieving their objectives. We believe in working smarter, not harder, and we understand the intricacies of running a business. If you're looking to expedite your business growth, our digital consultancy can provide the specialist advice and expertise you require.
A Tough Digital Landscape
The problem is growing and it is the main reason you need to know who, within a digital consultancy, you can turn to to get some genuine help and advice. Consider the following points based upon the poor advice that has been prevalent over the past ten years or so:
According to the Havard Business Review; of the businesses who receive venture capital:
- 40% fail
- 75% fail to make any money
- 95% fail to reach documented targets
Setting aside financed startups, the staggering statistics for businesses of every size and type are as follows:
- 20% fail in the first year
- 30% fail in the second year
- 50% fail in the third year
- 70% fail in the tenth year
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 and engage with suppliers and the mechanisms enabling us to do that.
New 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 analysis and planning.
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.
Are You Investor Backed?
Whether you're thinking about Venture Capital, Private Equity, Bank Loans or simply reinvesting and rebuilding after the lockdown/quasi-resession, one thing you don't want to do is simply repeat what everyone was doing before.
The statistics seem to be stacked against businesses requiring investment, however, there are some fundamental reasons the raft of failures happen and it can be identified as being the fault of marketing.
Before you make a move, talk to us over the telephone or a zoom call and we can point you in the right direction and offer a different perspective than any other marketing organisation or individual.
For more insight to investment considerations, take a look at our articles:
Digital Consultancy to Drive 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.
The essential 'must-have' is an attraction strategy that works. If you're relying on cold calling, the 3-400-1 shot, then you're probably driving that treadmill that's often fraught with stress and tension
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 Digital Selling Consultancy who can ensure a blended approach and map out a long-term strategy that increases your long-term profitability.
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 'How to Pivot to Digital Selling: Sales & Marketing Transformation' (20 min read but well worth it!).
Or if you prefer, listen to The Rise of the B2B Chief Growth Officer podcast on our website page.
If you don't have a CMO or a CGO, that's not a problem. The important factor is to recognise the value of research before embarking on your journey, even if it means engaging 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 is 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.
Digital Consultancy & 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.
How This Consultancy 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. Tke a look around this website and you'll see our attention to detail and internal technical ability to get things right. 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.
Key Takeaways
Digital consultancies provide expert advice and guidance to help businesses navigate the digital landscape and align with modern engagement and purchasing behaviors.
Businesses face numerous challenges in the digital landscape, including high failure rates and the need to restructure business models to reflect modern purchasing behaviors.
Digital consultancies can help businesses seeking investment by providing insights into investment considerations and helping them avoid repeating past errors.
Digital transformation involves using technology to improve all aspects of a business, including marketing. It requires a company-wide vision that recognizes the impact of technology on everyone from the most junior staff member to the best customer.
A digital consultancy can help businesses fast-track changes and provide specialist advice and expertise, helping them increase their income per person per annum (pppa).
FAQs
What is the role of a digital consultancy?
A digital consultancy provides expert advice and guidance to businesses to help them navigate the digital landscape. This includes helping businesses align with contemporary engagement and purchasing behaviors, streamlining resources, minimizing marketing expenses, and broadening exposure to new business prospects.
How can a digital consultancy help my business attract and retain customers?
A digital consultancy can help you craft a long-term strategy that enhances your profitability. This includes understanding the importance of digital transformation and guiding you in utilizing technology to enrich your customer journey and experience.
What are some common challenges businesses face in the digital landscape?
Some common challenges include high failure rates, especially for businesses that receive venture capital. Other challenges include the need to restructure business models to reflect modern purchasing behaviors and the need to reduce or redeploy headcount, lower marketing costs, and increase exposure to new business.
How can a digital consultancy help businesses seeking investment?
A digital consultancy can provide insights into investment considerations, offering a fresh perspective distinct from conventional marketing organizations. This can help businesses avoid repeating past errors and increase their chances of success.
What is digital transformation and how does it fit into marketing?
Digital transformation involves using technology to improve all aspects of a business, including marketing. It requires a company-wide vision that recognizes the impact of technology on everyone from the most junior staff member to the best customer. A digital consultancy can help demystify common misconceptions of marketing technology and put your business on a trajectory for success.
Conclusion
In the fast-paced digital world, businesses face numerous challenges, from high failure rates to the need to restructure business models to reflect modern purchasing behaviors. This is where the expertise of a digital consultancy becomes invaluable. By providing expert advice and guidance, digital consultancies can help businesses navigate the digital landscape, attract and retain customers, and increase their chances of success. Whether a business is seeking investment or simply looking to improve its profitability, a digital consultancy can provide the insights and expertise needed to achieve these goals.
Fast Track Your Business
When it comes to digital consultancy, digital selling and digital marketing, there has been so much misinformation, peddled by inexperienced and unqualified people, it has made the digital areans 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, 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.
The author and founder of salesXchange, Nigel Maine is a B2B marketing and sales expert with a proven track record in scaling up growth for Technology, SaaS, and Professional Services organisations. With 30 years hands-on experience and unique approach, Nigel has developed an effective strategy that dramatically increases exposure and profitability for B2B organizations.
